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  • MODERN B2B MARKETING  |  WEDNESDAY, NOVEMBER 20, 2013
    [Lead] To “Localise” or Not to Localize: It Shouldn’t Even Be a Question
    This strategy extends easily to long-term lead nurturing programs – delivering dynamic content as part of your nurture streams based on geographic segmentation. Add just one more step to your lead nurturing process from day one , and you won’t need to worry about it again. They speak English, don’t they?” Not really.
  • VISIONEDGE  |  MONDAY, MARCH 24, 2014
    [Lead] Weaving Contextual Data into Models
    Communication that is contextual is more personal and as a result feels more authentic, shows value, and leads customers want to act. 'Many companies are developing opportunity scoring models which essentially assign a predetermined numerical score to specific behaviors or statuses within a database. Keep in mind, timing is everything.
  • ENGAGE  |  WEDNESDAY, JUNE 29, 2011
    [Lead] 7 Things Good Marketers Have in Common
    Being likable, retweetable, and ultimately generating leads and developing new partnerships is more art than it is science. I t takes more than a snarky attitude and knowledge of hashtags to be successful in social media. But which personality traits separate the wheat from the chaff when it comes to social media marketers?
  • SAVVY B2B MARKETING  |  THURSDAY, JANUARY 13, 2011
    [Lead] B2B Marketers: Have You Localized Your Content Plan?
    About the Author: Stephanie Tilton is a content marketing consultant who helps B2B companies craft content that nurtures leads and advances the buying cycle. If one thing has become clear, it’s that IT professionals search online for information to support their buying decisions.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, JULY 11, 2011
    [Lead] Turn the beat around. Let’s blog upside down
    In journalism school they used to call this “burying the lead&# — making readers work for the main point of the story.  I’m asked to review a ton of blogs.  Some of them are pretty sorry.   But with just a few little tweaks, they could be really great.  When most people tell a story, it’s linear. 2) Length matters.
  • BLOG MY CALLS  |  THURSDAY, MARCH 6, 2014
    [Lead] Fascinating Metrics from 337,488 Email Sends
    Asset #4 = BIA/Kelsey Research: How Businesses Generate and Optimize Inbound Phone Leads. 'We''ve partnered with a large media company to market LogMyCalls for the last 9 months or so. We produce a White Paper or report, we then pay them to email the report to selected segments of their email list. Total Sent = 88,503. Total Opens = 11,286.
  • BLOG MY CALLS  |  TUESDAY, JANUARY 28, 2014
    [Lead] Our Foray Into LinkedIn Sponsored Updates
    When we see that a piece of content isn''t producing clicks OR that those clicks are not producing leads, we''ll kill the content and test some more. 'We''ve read a lot recently about the success some companies are having with LinkedIn Sponsored Updates. These companies promote content like blog posts and White Papers on LinkedIn. It works.
  • PAUL GILLIN  |  SUNDAY, MARCH 17, 2013
    [Lead] Unfair Rap on Gates
    Most people would agree that capitalism in its purest form creates imbalances that lead to lead to things like the Great Depression, and that’s why some regulation is needed. Bill Gates at the World Economic Forum ,2007. Photo credit: Wikipedia). For one thing, Gates didn’t trash capitalism in general. Related articles.
  • MODERN B2B MARKETING  |  TUESDAY, APRIL 16, 2013
    [Lead] Marketing Illuminators Discuss The Future of Marketing
    Leading the discussion were Marketo’s CEO Phil Fernandez and CMO Sanjay Dholakia. How do we stop thinking about leads and start thinking about the relationship? The customer doesn’t want to speak to the sales and the sales person doesn’t want a lead that isn’t warm and that isn’t BANT. Tweet This].
  • WRITTENT  |  MONDAY, JUNE 10, 2013
    [Lead] 9 Takeaways from SME’s 2013 Social Media Marketing Report
    These components weren’t all – marketers also report improved lead generation, SEO, and better business partnerships. Takeaway: If you’re simply using social as a platform for lead nurturing or brand exposure, it’s likely time to expand your strategy. Social Media Is Still Growing. Social Media Is Really Effective. Podcasting.
  • MODERN B2B MARKETING  |  TUESDAY, AUGUST 14, 2012
    [Lead] Everything You Wanted to Know About Visual Content But Were Afraid to Ask
    If you are trying to estimate the lift in pipeline that is generated from these efforts you will calculate similarly, but instead track lift to individual leads. Any, new business from these leads can be attributed to visual content. by Dayna Rothman We had a great webinar  last week on visual content with Maria Pergolino, Sr.
  • WEBBIQUITY  |  MONDAY, MARCH 15, 2010
    [Lead] How to Avoid Social Media Mistakes
    This lack of experience can lead to several common, but avoidable mistakes. Despite the widespread adoption of social media in the marketing mix, many companies still use this medium less than effectively. One of the most common mistakes is expecting instant results. Share this on del.icio.us. Digg this! Post this on Diigo. Tweet This!
  • FIFTH GEAR ANALYTICS  |  MONDAY, AUGUST 16, 2010
    [Lead] Winning With Customers – B2B Playbook Review
    And, how I can apply that knowledge to the lead generation process to bring more differentiated value to those companies that I’m not yet doing business with. George Hollister. m reading a newly published book – “Winning with Customers – A Playbook for B2B” by Keith Pigues and Jerry Alderman.  Start with “Friendlies”. Tweet This!
  • HUBSPOT  |  WEDNESDAY, JUNE 26, 2013
    [Lead] Transitioning to Inbound: A Recipe for Long-Term Success
    That initial phase is about planning, thinking, and starting the work required to get all the foundational elements in place so the program helps your business get found, get leads, and grow sales. How many convert into leads? This includes establishing goals for website traffic, lead generation, conversion rates, and close rates.
  • MARKETING ACTION  |  FRIDAY, AUGUST 16, 2013
    [Lead] Customer Acquisition Via Email Has Quadrupled Over the Last 4 Years
    Custora notes: “Organic search still leads as the largest channel for online customer acquisition. The study also breaks out customer lifetime value by channel (affiliate, banner ads, CPC, CPM, email, Facebook, Google, organic, PPC, referral, Twitter), and by state for all retailers (Wyoming leads) and for fashion retailers (New York leads).
  • THE B2B RESEARCH BLOG  |  TUESDAY, SEPTEMBER 17, 2013
    [Lead] Getting to the top of the marketing tree
    Leads by example and isn’t scared to get their hands dirty when it’s called for. 'To provide fuel for debate at B2B Marketing’s Leaders Forum, Circle Research recently surveyed 100 senior B2B marketers.  Between them they control budgets worth £188 million. There was consensus that a strong marketing leader displays four attributes.
  • MARKETING ACTION  |  FRIDAY, JULY 5, 2013
    [Lead] Is Marketing the New Sales? Webinar Tuesday July 9
    Inbound leads were mostly tossed over the wall to sales, who mostly ignored them because they didn’t know where the lead came from or how “hot” that lead was to buy. Industry expert and Director of Demand Gen at Act-On Software, Janelle Johnson, will lead this timely discussion on Tuesday, July 9.  That was then.
  • HUBSPOT  |  MONDAY, JULY 21, 2014
    [Lead] 10 Things Every Email Marketer Can Relate To
    Marketing automation is a technique that uses software to automate your marketing, helping you communicate and engage with leads and customers in a scalable way. Lead nurturing workflows , which help move leads down the marketing funnel in a scalable way. 'Sometimes, it can be rough to be an email marketer. source: [link].
  • BUYEROLOGY  |  MONDAY, OCTOBER 25, 2010
    [Lead] Buyer Interaction Shapes Buyer Experience Design
      Paul Greenberg , a prolific speaker and leading thinker on Social CRM and author of CRM at the Speed of Light has written and spoken often on the notion that customers and buyers are not expecting just a product but are expecting experiences.  Image via Wikipedia.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, DECEMBER 14, 2009
    [Lead] Spredfast Offers Systematic Management for Social Media Campaigns
    Similarly, Spredfast makes no attempt at relating social media programs to business results such as leads or revenue. Summary: Social Agency’s Spredfast helps marketers schedule social media campaigns the same way they schedule paid advertising. Silly me. should have known that marketers talk first and listen later. links for each event.
  • MARKETING ACTION  |  MONDAY, JUNE 30, 2014
    [Lead] Terry Forsey Consulting Builds Business with Marketing Automation
    Creating a managed lead generation practice. The challenge for smaller businesses is combining management commitment and marketing resources to successfully manage the entire process resulting in qualified sales leads. We now take the complete marketing process from our clients, and deliver sales-ready leads into their CRM.”
  • HUBSPOT  |  WEDNESDAY, AUGUST 14, 2013
    [Lead] What Is a Call-to-Action? [FAQs]
    call-to-action (usually abbreviated as CTA) is an image or line of text that prompts your visitors, leads, and customers to take action. on a neon button, insert it on your website, and start racking in the clicks and leads. 'We’ve talked a lot about calls-to-action on the blog. How to get people to click on them. How to design them.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, JUNE 6, 2014
    [Lead] Content Marketing Lessons From The New York Times Innovation Report
    Your content generators and producers should be leading the charge when it comes to promoting the content that falls under your brand’s umbrella. 'by Steve Olenski | Tweet this It is surely not news, breaking or otherwise, surrounding The New York Times and the now infamous Innovation Report. Or maybe it did. Em)power to the people.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, JANUARY 27, 2012
    [Lead] 13 Questions Marketing Should Ask the Sales Reps
    They need to know leads’ prospects needs, buying actions…their digital body language. by Michael Martin | Tweet this As marketers, we all want to deliver sales with the resources they need to close more deals…more often…and faster. If you want to understand what sales really needs, you have to know what questions to ask. Sales reps need data.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, MAY 6, 2013
    [Lead] 3 Reasons to Delegate When Managing Your Inside Sales Team
    If there are reports to run and spreadsheets to manage, you should consider delegating that to a senior rep on your team so you can focus on what you do best – leading, training and managing your people. At first I was completely thrown off by his comment. thought – the nerve ! The reason for that is because I now realize the benefits of it.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, MARCH 24, 2011
    [Lead] Foundation Capital, Emergence Capital , Rembrandt Venture and Greenhouse Capital Invest $12 Million in InsideView
    Foundation Capital the investor behind great companies like Netflix , Chegg , Financial Engines , Rearden Commerce , MobileIron , Coverity , and SimplyHired is leading this latest round of Series C funding. Our technology helps sales teams be more productive, successful, and increases company’s top-line revenue by at least ten percent.
  • B2B IDEAS @ WORK  |  THURSDAY, DECEMBER 2, 2010
    [Lead] In B2B Inbound Marketing, Don't Be a Jerk
    Now I start jumping up and down (figuratively) when we’ve increased website visitors month after month and a continuously improving traffic ranking that generates sales leads. I remember cracking up at the naiveté of Steve Martin’s character, Navin R. Millions of people look at this book every day!”
  • EVERYTHING TECHNOLOGY MARKETING  |  THURSDAY, JUNE 27, 2013
    [Lead] Download the 2013 B2B Content Marketing Report
    Download the B2B Content Marketing Report (2013) * required First Name: Last Name: Email: * Company: Top-5 Content Marketing Trends in 2013 Content marketing is going mainstream and is becoming more sophisticated to help marketers generate more leads and enable thought leadership. 'Content marketing is going mainstream in 2013.
  • HUBSPOT  |  TUESDAY, OCTOBER 22, 2013
    [Lead] What to Do When Facebook Goes Down
    Would you really see a drastic, marked decrease in leads generated, site visitors, or even sales? Using these aforementioned content types, there are several ways you can alter your campaigns accordingly to make up for the lack of traffic and leads generated while dilemmas like this come up. Allow me to elaborate. hope and think).
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  FRIDAY, MAY 10, 2013
    [Lead] Top Seller LinkedIn Strategy: Monitor Customer Job Changes
    This is a strong trigger event that can lead to untapped opportunities. At Vorsight we have a lead source called "Old Client, New Company." When a salesperson sees an alert that a client has moved to a new company, they create a lead with this source. That''s a huge difference. And here’s an even starker contrast. The result?
  • HUBSPOT  |  MONDAY, AUGUST 22, 2011
    [Lead] Tracking Traffic From Twitter Just Got a Lot Easier
    Twitter , when used well, can be a major source of traffic and leads for your business. Since all traffic now goes through t.co, it is much easier to track traffic and leads from Twitter since they will appear as referral traffic from t.co The problem until now has been that tracking results directly from Twitter hasn't been easy.
  • TRADESMEN INSIGHTS  |  TUESDAY, MAY 25, 2010
    [Lead] 6 Tips to Make Your Blog More Successful in Reaching the.
    You must consistently feed your inbound marketing machine with rich content or you will see a slow-down in traffic, search engine results and prospective client leads. No content = no fuel = no traffic = no new business leads. blog should be central to your company’s social media strategy for new business. Be consistent. It’s true.
  • HINGE MARKETING  |  FRIDAY, OCTOBER 4, 2013
    [Lead] The Missing Piece to Your Content Marketing Strategy
    The logic is simple: leverage your website as a magnet for prospects by offering valuable educational materials, nurture leads over time, and position your firm as the thought leader. As it turns out, producing content doesn’t necessarily result in new leads and business. Why isn’t your stellar content attracting new leads?
  • HUBSPOT  |  FRIDAY, JUNE 15, 2012
    [Lead] The Ultimate Guide to Creating Compelling Case Studies
    That means every once in a while, it's good to dedicate some time to collecting your customers' stories so you can share them with your leads and help make their buying decision a little bit easier. Often, leads question whether or not your solution is really the right choice for them. and obviously seeing fantastic results!
  • INBOUND SALES NETWORK  |  THURSDAY, APRIL 7, 2011
    [Lead] The World Has Changed…Has Your Marketing?
    Inbound marketing costs 62% less per lead than traditional, outbound marketing. The real question becomes this: are you going to embrace this change and transform costly, low-yielding marketing programs into finely-tuned lead generation machines? 79% of adults use the internet ( Pew Internet & American Life Project , May 2010).
  • WINDMILL NETWORKING  |  FRIDAY, DECEMBER 6, 2013
    [Lead] Employee Was Properly Facebook Fired
    Related Stories 4 Tips For Employers To Prepare For The New National Labor Relations Board (NLRB) Social Media in the Workplace: 5 Reasons to Not Friend Co-Workers Simple Tweaks to Improve Social Media Lead Conversion.
  • B2B MARKETING ONLINE  |  WEDNESDAY, SEPTEMBER 22, 2010
    [Lead] Convergence vs. divergence
    The devices are developing at an incredible pace with Apple and Blackberry leading the way with Google fast approaching. A few years ago I was working with a technology client who told me about the convergence of telephony, desktops and mobile so everything I could ever need would be in once device. So where are we now? What about me?
  • INSIGHTIQ BLOG  |  MONDAY, APRIL 2, 2012
    [Lead] B2B Marketers: Use your marketing automation carefully
    Your job, as a marketer and/or as a sales person, is to provide them with the information and tools they need, when they need them, to make the best, most informed decision.one that leads them (hopefully) to your product or service. Your sales people will be far more effective (total conversations, % of leads passed, etc.) Of what?
  • HUBSPOT  |  TUESDAY, JULY 13, 2010
    [Lead] Executive Summary: A CEO's Guide to Online Marketing
    Marketing in any organization serves many functions, but as a CEO, you should be concerned with a few key performance indicators (KPIs) from your marketing team including lead generation, lead quality and cost of customer acquisition. This will help reduce lead and customer acquisition costs. Why Online Marketing Is Important.
  • MODERN B2B MARKETING  |  WEDNESDAY, MAY 23, 2012
    [Lead] Afternoon Keynotes Energize at Marketo Summit (Live Blog)
    To start the afternoon keynotes we have Lori Wizdo from Forrester presenting on “The Lead to Revenue Management Zeitgeist”. So what does that have to do with Lead to Revenue Management (L2RM) and what is it anyways? 42% of marketers say that marketing generates leads and sales tools and basically throw them over the wall to sales.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, MARCH 28, 2012
    [Lead] How does social media affect trust and your brand?
    Steve Goldner is the Senior Director at MediaWhiz where he leads the social media practice. By Contributing {grow} Columnist “Social Steve” Goldner. You want successful social media marketing for your company or brand?  Think “Trust Marketing.”  You can say you heard it here on the {grow} blog first. Take your brand position. 
  • HUBSPOT  |  MONDAY, APRIL 7, 2014
    [Lead] How to Add Slide-In Calls-to-Action to Your Blog Posts [Tutorial]
    'Blogging is a great way to get more traffic to your site, and if you play your cards right, you can also generate tons of leads. Typically, many blogs (including HubSpot''s blog) end each post with a call-to-action (CTA) that leads to a landing page. Submissions - How many leads did each CTA ultimately generate? Oh, the horror.)
  • MARKETING FINGER  |  MONDAY, MAY 3, 2010
    [Lead] Measuring the Value of Digital Marketing
    Measure the number of sales-ready leads and wins. PDF downloads, newsletter subscriptions, sales leads, e-commerce transactions. Clicks, conversion, leads. Qualified leads, Reach, Buzz, Sentiment. How do B2B marketers tackle the question of marketing campaign value? E.g. Search, Email, Display Advertising, Social Media?
  • SALES CHALLENGER  |  MONDAY, JUNE 27, 2011
    [Lead] Crossing the Sales and Marketing Divide
    to more tactical questions like “who should own the lead generation process?”. The SEC has studied Sales and Marketing Integration quite a bit over the last few years, and whatever the question, the answer almost always leads back to two things:  Ownership and Leadership. And then continue to reinforce the strategy and stay the course.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, JANUARY 14, 2014
    [Lead] HowTo Deliver a TED Talk
    Ken’s latest book is: “Leading High Performance Sales Teams”. 'How to Deliver a TED Talk. Secrets of the World’s Most Inspiring Presentations. How to Deliver a TED Talk by Jeremey Donovan, published by McGraw Hill, is a great read. The book is broken in four sections and 23 chapters and 112 tips! Choosing an Idea. Organizing Your Talk. Book
  • KOMARKETING ASSOCIATES  |  THURSDAY, APRIL 10, 2014
    [Lead] 5 Insightful B2B Content Marketing Strategy Videos
    Today’s internet has become a competitive gauntlet for content marketers that have high hopes of having their content appear on the screen (or desk) of a decision-maker, hoping to increase brand awareness or even lead to a future sale. 'Content is king, and the king is everywhere we turn on the web. Enjoy! TL;DW Summary : Sharmila C.
  • THE POINT  |  THURSDAY, JUNE 24, 2010
    [Lead] Factoids: How to Tweet Multiple Times About the Same Offer
    Side-by-side comparison of leading medical claims clearinghouse software – [URL]. So you just launched a new white paper. How do you tweet about the content multiple times without seeming repetitive? Try factoids. Factoids are brief glimpses into the content on offer. Medical practices: how to avoid underpayments, claims denials – [URL].
  • HUBSPOT  |  TUESDAY, FEBRUARY 21, 2012
    [Lead] How to Use Content to Drive Referrals and Upsell Customers
    Marketers are often hyper-focused on lead generation. And rightfully so -- it's our responsibility to make sure the business has a pipeline fat with juicy, qualified leads. You're already creating segmented email lists to ensure you're targeting leads correctly. Your customers are an untapped vein of new revenue.
  • HUBSPOT  |  MONDAY, APRIL 9, 2012
    [Lead] CrossFit Meets Inbound: Your Regimen for Rock Hard Marketing Metrics
    Share one piece of lead generation content on Twitter, Facebook, and LinkedIn. Social media is an effective lead generation tool that many marketers overlook -- select a piece of educational content and post a brief message to accompany the link to the content's landing page. Great job creating that new lead gen offer yesterday.
  • SAVVY B2B MARKETING  |  FRIDAY, SEPTEMBER 25, 2009
    [Lead] Savvy Week in Review - September 25th
    The Savvy Sisters Lead Nurturing is NOT About Campaigns - by @ardath421 Do you know if you are nurturing your leads or executing a campaign (or maybe you think of these as the same thing)? Looking for some end-of-week inspiration? Look no further. We've rounded up some great reading to get you through Friday. Enjoy!
  • MARKETING ACTION  |  MONDAY, JANUARY 28, 2013
    [Lead] Building Content Marketing to Support the Buying Process
    If you want a proven, battle-tested methodology for producing sales-ready leads using content, then this is the webinar for you. Do it well, and you’ll achieve your goal of generating high-value, sales-ready leads. The way to reach them and influence those decisions without actual contact is through content marketing.
  • VIEWPOINT  |  THURSDAY, SEPTEMBER 27, 2012
    [Lead] PowerViews with Dave Munn: The Transformed Marketing Organization
    My guest today is Dave Munn who has been President and CEO of ITSMA since 2000, having led ITSMA's global expansion to become the leading B2B marketing association for technology, professional services, and telecom companies. 2012 Trending: Significant Transformation for Marketing Groups. New marketing channels. Social media integration.
  • HUBSPOT  |  FRIDAY, MAY 18, 2012
    [Lead] Who's REALLY at Fault for GM's Facebook Ad Failure?
    What about leads, qualified leads, sales, revenue and ROI? From the ad, to the landing page, to the customer service experience, it takes a team effort from Marketing and Sales to convert leads and customers. And by engagement, I mean lead generation. But we also post lead generation content directly to our Facebook page.
  • HUBSPOT  |  FRIDAY, NOVEMBER 4, 2011
    [Lead] 4 Ways to Address Privacy Concerns in Your Marketing
    Landing pages with lead-capture forms are critical for inbound lead generation, but forms can be tricky, and they can cause major friction for getting prospects to convert into leads. In creating your form, ask for only the information you really need to contact and quality leads. No way! was in there at 5!
  • ENGAGE  |  MONDAY, DECEMBER 19, 2011
    [Lead] 5 Ways to Become a Better Writer in 2012
    Image: the italian voice ] If you liked this, try: The Tao of Quality (Or, What I learned from Auto-Tune) 5 Tips to Fight the Writing Procrastination Gremlins Lead and I Will Follow: On Writing Good Leads. I wrote my face off in 2011. Both  professionally  and  personally , I wrote more words this past year than any other in my life.
  • HUBSPOT  |  FRIDAY, DECEMBER 23, 2011
    [Lead] 10 Fascinating and Festive Holiday Infographics
    Two-thirds of respondents said they made a purchase based on an interaction via social media with recommendations leading to a purchase. You don't think those leads are just going to show up in your sales team's funnel on their own, do you? Leading the way is the iPad, and then the Kindle Fire. It's that time of year again.
  • FEARLESS COMPETITOR  |  THURSDAY, AUGUST 2, 2012
    [Lead] BuyerZone names Fearless Competitor the #1 B2B marketing blog for 2012
    The Best B2B Blogs of 2012 highlights blogs that provide valuable tips and expert advice on B2B hot topics, including, lead generation, sales, lead nurturing, marketing and more. Fearless Competitor Ranked No.1 as the Best B2B Marketing Blog of 2012 by Buyerzone.com. Jeff is stunned and humbled. Waltham, MA (PRWEB) May 25, 2012. link].
  • FEARLESS COMPETITOR  |  THURSDAY, JUNE 21, 2012
    [Lead] Fearless Competitor Ranked No.1 as the Best B2B Marketing Blog of 2012 by Buyerzone.com
    The Best B2B Blogs of 2012 highlights blogs that provide valuable tips and expert advice on B2B hot topics, including, sales lead generation , sales, lead nurturing, marketing and more. Jeff Ogden’s Blog Fearless Competitor Achieves National Recognition as the No. Fearless Competitor  has been rated No. Are you being engaged? Blog age.
  • DELICIOUS B2BMARKETING  |  TUESDAY, DECEMBER 11, 2012
    [Lead] A 50-Point Checklist For Creating The Ultimate Landing Page
    Do you explain the value or size of your lead gen giveaway (discount amount, number of ebook pages, $ value)? Are you using your confirmation page to provide the new lead with further instructions? Get more clicks, leads and conversions on your landing pages. Lead Generation. Lead Generation. Support | Log In or.
  • 3D2B  |  TUESDAY, JULY 15, 2014
    [Lead] How to Create a Good First Impression on a B2B Phone Call
    For example, at 3D2B we might start a conversation in an open way, saying “I received your inquiry into our services and see you’re looking for help with a lead generation program, how can I help you?” . First impressions are powerful. Prepare for Business to Business Telemarketing Success. Research. Craft Your Opening Statement. It’s simple.
  • WRITESPARK  |  TUESDAY, JULY 6, 2010
    [Lead] Is It a Case Study or Just a Testimonial?
    Are your questions leading or asking? You're excited to have a well-known customer who is happy with your product and ready to talk for case study. Yet after the interview, that excitement fizzles because the story seems less substantive and interesting than what you expected. An overly optimistic view of the story's potential.
  • INSIGHTIQ BLOG  |  MONDAY, FEBRUARY 20, 2012
    [Lead] Social Online Marketing: Hype is Over, Time to Show the ROI!
    The evolution from aggregated web analytics to online customer analytics and optimization is taking place, with online Data Management Platforms (DMPs) leading the charge.  Therefore, many social online marketing campaigns are analyzed using a cost per click (CPC) metric ( total campaign costs divided by number of click-throughs ). .
  • INSIGHTIQ BLOG  |  TUESDAY, SEPTEMBER 20, 2011
    [Lead] Big Data Needs Big Judgment
    Lacking this good judgment, big data can lead to bad decisions and bigger disasters. Recently, there has been a flurry of articles in serious forums about the promise of BIG DATA. The Aspen Institute   authored a report on the Promise and Perils of Big Data  and McKinsey Quarterly ran an article on the Challenge and Opportunity of Big Data.
  • SALES LEAD DYNAMICS  |  WEDNESDAY, NOVEMBER 3, 2010
    [Lead] Don’t Keep Your Referral Sources Guessing
    ymptoms – If the pain is lost sales, the symptom could be a drop off in leads. Guess why you may not get as many referrals as you’d like? You keep your referral sources guessing. Your referral sources (networking colleagues and current and former clients) want to help. But they can’t if they don’t know what you’re looking for. You look vague.
  • HUBSPOT  |  FRIDAY, JULY 1, 2011
    [Lead] How to Write the Best Blog Post EVER
    The goal of your business blog is to drive visits, leads, and customers. Some of the most common blogging advice is to write great posts. The problem is that few experts (if any) actually go into detail about how to actually write compelling and interesting blog posts. That ends today. Comments don't matter. Being timely tops being perfect.
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 1, 2011
    [Lead] Why B2B Companies Should Use Foursquare
    You may find that Foursquare and other unique social media sites might be just the boost needed to elevate marketing efforts and increase sales leads. by Maria Pergolino The explosion of social media has effects far beyond how B2Bs market.  51% of companies permit access for business purposes only (up from 19% in 2009). Build Your Brand.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, OCTOBER 3, 2013
    [Lead] 3 Skills Inside Sales Reps Need to Maintain Client Relationships
    There is more to being a great inside sales rep than just passing leads. 'Sales Prospecting Perspectives is pleased to bring you a post from Tiffany Fenore , a Business Development Representative at AG Salesworks. This is her blogging debut. Confidence. This means a sales rep''s confidence needs to be through the roof. Communication.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, AUGUST 5, 2013
    [Lead] 3 Ways to Improve Your Prospecting Call Plan
    Getting 5 minutes with a prospect is the first step to passing a qualified lead, and it is a key point in our call plan. 'No matter what time of year it is, it’s important to stick to your company’s call plan. Of course, variation is fine depending on projects and clients, but it is best to try and keep the call plan on track.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, JUNE 23, 2014
    [Lead] Social Media and the History of Aggression
    Facebook, created to unite global conversations, is also the basecamp for bullying so severe it leads to violence and teen suicide. Facebook, created to unite global conversations, is also the basecamp for bullying so severe it leads to violence and teen suicide. Yes, it is going to get weird in here today. And so on. believe in this.
  • MODERN B2B MARKETING  |  WEDNESDAY, MAY 28, 2014
    [Lead] The Best Example of a Human Email…EVER.
    If done right, good marketing will lead to excitement around your product or services which (fingers crossed) leads to more sales, more revenue. 'Author: DJ Waldow   “We don’t have time for a long email, and neither do you. This was the opening paragraph from Eat24’s May 16 th weekly coupon email. Weekly coupon email. Awesome.
  • YOUR SALES MANAGEMENT GURU  |  SUNDAY, JULY 7, 2013
    [Lead] Thought Leadership Marketing in a Vertical Market
    You may wish to explore developing joint marketing programs-or you may just work out a lead-sharing agreement.   . 'Learn how thought leadership marketing will impact your vertical market presence. The first thing most people ask when considering whether to focus on vertical or niche markets is, of course, what are the benefits?
  • LEADER NETWORKS  |  TUESDAY, JUNE 12, 2012
    [Lead] Social Insurance- Getting Back To The Basics Of Relationships
    From blogs about understanding gas price inflation to discussion with other customers about going green, this online community is leading the charter on thought leadership and getting ahead of the issues that affect insurance decisions before the time of need. Probably never-- if you are less than 80 years old. She has over 4.1
  • BLOG MY CALLS  |  TUESDAY, JANUARY 7, 2014
    [Lead] 4 Ways to Take Your AdWords Spend to The Next Level
    Are you getting credit for every lead your AdWords campaigns generate ? In most industries, FYI, about 10% of your total AdWords leads will be phone calls. Because, remember, callers are more likely to buy than web leads). 'AdWords spend sucks up a chunk--in many cases, a massive chunk--of many marketers'' budgets.
  • MODERN B2B MARKETING  |  SATURDAY, JUNE 15, 2013
    [Lead] 7 Rules to Live By for Creating Legendary Webinars
    In my experience, webinars have become a more and more powerful lead qualifier. Configure your marketing automation solution to alert sales to any leads that get qualified during the webinar (i.e. 'Author: Tania O''Connor Webinars, done well, can be an integral part of your event marketing mix. Introduction to ABC Office Supplies”.
  • VOICE-BASED MARKETING  |  FRIDAY, APRIL 18, 2014
    [Lead] 6 Things Zombies Can Teach You About Content Marketing
    Do the same with your content and lead gen campaigns. 'With another six months before the next season of The Walking Dead begins, zombie fans are desperate for a fix. For you marketers that are zedheads, we have some tips around content marketing that you can learn from the undead. Your Content Should Be…Alive. This is the most obvious.
  • BIZNOLOGY  |  WEDNESDAY, DECEMBER 5, 2012
    [Lead] Stepping Outside of Bounds: Taking a Broader Marketing Perspective
    Leading edge companies shared cases on how they were solving big issues through technological innovation and out of the box thinking. Photo credit: Christopher S. In a recent blog, Reid Hoffman, co-founder of LinkedIn, talked about the differences between professional allies and acquaintances. It was fascinating.
  • BIZNOLOGY  |  THURSDAY, MAY 3, 2012
    [Lead] Specialization is Scary but Required for Digital Marketing
    And, I am more likely to do a fantastic job when it is my specialty, which leads to happy customers who want more and who will refer me to others. Photo credit: Wikipedia. have been talking a lot about differentiation being critical for successful digital marketing. And that’s just plain scary. Very few of us are running at capacity.
  • SAZBEAN  |  MONDAY, MAY 6, 2013
    [Lead] SEO or Content Marketing for Online Marketing Strategy
    — What Should Lead Your Online Marketing Strategy: SEO or Content Marketing? 'Should you start with search engine optimization (SEO) or content marketing for your online marketing strategy? Do keywords drive content or vice versa? Which brings me to the point of this post. Content Marketing SEO
  • SAZBEAN  |  THURSDAY, DECEMBER 27, 2012
    [Lead] 4 Reasons to Integrate Marketing Now
    Integration yields more leads, creating better ROI for marketers. Marketers need to harness media convergence and integrate to maximize the impact of their various communications, on and offline. Convergence has been brought about by the arrival of mobile and social media. – 4 Reasons to Integrate Marketing Now by Geoff Livingston.
  • SAZBEAN  |  WEDNESDAY, MAY 2, 2012
    [Lead] 12 Best Email Marketing Tips for Professionals
    To find out what email marketing tips are trending and showing success with list subscribers, CIO.com spoke with leading email marketing vendors and analysts to come up with this best-of-breed email marketing tactics list. Email campaigns must be targeted and relevant to the customer. Capture Emails With Double Opt-In. News & Notes
  • B2B MARKETING INSIDER  |  THURSDAY, OCTOBER 13, 2011
    [Lead] Survey: 71% of CMOs Feel Unprepared For Today’s Market
    Start investing, supporting and leading your teams in the use and focus on digital channels. Make sure marketing is leading the way but include all functional areas of the business. predict this piece will drive leads and pipeline for IBM. This is according to the Global Chief Marketing Officer survey from  IBM. 2011). 2011).
  • DIGITAL B2B MARKETING  |  THURSDAY, DECEMBER 19, 2013
    [Lead] The Real Reasons Programmatic Ad Buys Fail in B2B Marketing
    You can count the number of leads on one hand. Although this approach may not capture leads cost effectively, with a significant weight against a small audience, you can see a measurable increase in demand. 'Programmatic buying, driven by real-time bidding (RTB), is the fastest growing segment of digital marketing today. Retargeting.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, FEBRUARY 27, 2011
    [Lead] 5 Ways Marketing Automation is Like the Oscars
    Anticipation leading up to big moment. The same holds true for digital marketers who get pumped to implement lead scoring and nurturing programs.  The sales team can’t wait to start seeing higher quality leads flowing their way.  So, what does it take to host the Oscars or lead a marketing automation initiative? Humor.
  • MODERN B2B MARKETING  |  FRIDAY, AUGUST 30, 2013
    [Lead] Feeding the Content Beast is the Least of Your Problems
    TIP: A single piece of content, leveraged effectively across your channels, is more valuable for acquiring leads than lots of content spread out everywhere. TIP: A well-rounded lead includes name, contact information, social network information and content history. When asked, most will tell you it’s “feeding the beast”.
  • HUBSPOT  |  THURSDAY, SEPTEMBER 6, 2012
    [Lead] 7 Tell-Tale Signs Your Competitor Is a Total Shmuck
    Whether it's something in particular that's making your blood boil or they just generally grind your gears, don't let your emotions get the best of you and start talking smack to leads and customers -- the general public has gotten pretty good at identifying inappropriate behavior and calling out companies on their own. The high road. Classy.
  • WEBBIQUITY  |  MONDAY, APRIL 11, 2011
    [Lead] The Social Media Monitoring Metric We Need, But Can’t Get
    When a company places a search ad through Google AdWords or another search engine, it wants the audience to take a specific action, normally to convert to either a sale or a lead. Social media monitoring tools continue to proliferate in number and advance in functionality. But there’s one critical metric that remains elusive to measure.
  • CUSTOMER EXPERIENCE MATRIX   |  SUNDAY, APRIL 15, 2012
    [Lead] B2B Email Benchmarks: Answers Vary Widely
    This leads to different questions than I used to get, including the ever-popular “what’s a reasonable response rate for our emails?” One of the things I’m enjoying about my new role as head of analytics at Left Brain DGA is being closer to hands-on marketing than I was as a consultant. found five relevant studies dating back to 2009. Signup.to
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JULY 22, 2010
    [Lead] Marketing Automation Vendor Consolidation: Lessons from History
    As I wrote in my June 30 post on consolidation among marketing automation vendors , I expect the number of competitors to shrink fairly quickly as new buyers concentrate their purchases among a handful of leading vendors. Summary: consolidation isn't new among marketing software vendors. The pattern will likely repeat itself.
  • ONPATH  |  WEDNESDAY, FEBRUARY 27, 2013
    [Lead] Undercover Sales Boss - Recorded Webinar
    About OnPath OnPath specializes in B2B Lead Generation and Appointment Setting programs for enterprise clients who sell complex products and services. #salesboss #webinar Have you ever watched the TV show Undercover Boss? They change their appearance, create an alias and even have a fictional back-story. Watch it here.
  • ONPATH  |  FRIDAY, OCTOBER 26, 2012
    [Lead] Leverage StandardSetController in Apex and Visualforce
    About OnPath OnPath specializes in B2B Lead Generation and Appointment Setting programs for enterprise clients who sell complex products and services. Every year #Dreamforce gets bigger and better. This year there was 90,000+ registered attendees, it was the biggest yet. There were also 230 developer sessions and 60 unconference sessions.
  • ONPATH  |  TUESDAY, FEBRUARY 14, 2012
    [Lead] The Difference Between Nurturing and Stalking
    About OnPath OnPath specializes in B2B Lead Generation and Appointment Setting programs for enterprise clients who sell complex products and services. Date : Wednesday February 22, 2012 Time : 3:00pm EST / 12:00pm PST Duration : 29 Minutes Registration : [link]. Get it right, and prospects will love you. Register today. Can't attend?
  • ONPATH  |  WEDNESDAY, OCTOBER 12, 2011
    [Lead] How to be a Marketing Superhero
    About OnPath OnPath helps enterprise companies in Ottawa , Toronto and Montreal develop more effective lead generation programs for complex products and services. Live Webinar : [link]. Date : Friday October 21, 2011 Time : 1:00pm EST / 10:00am PST Duration : 29 Minutes. Year-end is fast approaching. Will you be a Sales savior? Learn: 1.
  • B2B INTERNET MARKETING STRATEGIES  |  TUESDAY, JULY 6, 2010
    [Lead] Does Your Content Marketing Support Your Customer Lifecycle?
    Are you asking your cold leads to buy from you before you’ve earned their trust and proven your value? But that first content step should also lead to the second content step, which should require only a little bit more commitment and lead to the third step and so on. Bad content marketing is like a bad date.  Meeting in person.
  • VOICE-BASED MARKETING  |  WEDNESDAY, JULY 9, 2014
    [Lead] Paid Search Trends and Predictions for the Remainder of 2014
    The value of search engine marketing will continue to grow for the rest of the year and beyond: from SMBs to Fortune 500s, marketing teams of all sizes, industries and budgets are using Google and Bing to spread the word about their company, generate leads, and acquire new customers. Paid Search Spending Explosion. Turn them off. Paid Searc
  • VOICE-BASED MARKETING  |  WEDNESDAY, JULY 2, 2014
    [Lead] Get a Leg Up On Local Search with Call Tracking
    of businesses consider the phone to be a “good” or “excellent” source of leads. Once the phone is ringing you will need the proper tools in place to track each phone call coming in to pinpoint the exact marketing effort that generated the lead. 'So, you want to start marketing to a local audience via search. Make It Ring. Voice.
  • SALES INTELLIGENCE VIEW  |  MONDAY, NOVEMBER 28, 2011
    [Lead] Top 12 Ways Sales Leverages the Internet
    of their time each week on research and lead generation activities. It’s near impossible to be effective in sales without the use of the internet these days. In the 2011 Sales Performance Study by CSO Insights, they researched how sales people were leveraging the internet to get their jobs done. On average sales reps will spend 24.1%
  • HUBSPOT  |  WEDNESDAY, JUNE 4, 2014
    [Lead] A Go-To Guide to Screwing Up Your Landing Pages
    They are one of the best ways you can convert website visitors into leads and leads into customers. To help you convert as many visitors as possible into leads, here is a comprehensive look at the things you shouldn''t do on your landing pages -- and how you can fix them. 'Landing pages are the core of the conversion process.
  • SOCIAL MEDIA B2B  |  THURSDAY, FEBRUARY 21, 2013
    [Lead] Use Social Media Statistics to Find Your B2B Audience
    If your target personas are women, or even skew more towards woman, take another look at how you are using social media to drive lead generation. If an intern or a junior employee is the one who seeks out information about your products, or fills out lead forms, what kinds of things are they searching for? They probably are.
  • SAZBEAN  |  SATURDAY, MAY 4, 2013
    [Lead] Top Internet strategy, marketing and technology links for the week of May 4, 2013
    The Advanced Guide to Content Marketing  (Quick Sprout) 7 Ways to Optimize Your LinkedIn Company Profile for B2B Conversions  (Ignite Social Media) B2B Content Marketing: It’s All About Leads and Original Content  (Brand Watch) Who Are The Most Creative People In Social Media Marketing? News & Notes
  • SAZBEAN  |  THURSDAY, MARCH 7, 2013
    [Lead] Four Ideas for Creating Mobile Strategy
    The same skepticism that made companies miss the boat on digital is now at risk of keeping companies on the sidelines of mobile instead of making efforts to lead and win in the space. Mobile technology presents all marketers with a tantalizing proposition. But marketing spend on mobile pales in comparison to time spent there by consumers.
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