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  • MARKETING EDGE  |  SATURDAY, APRIL 17, 2010
    [Lead] PR Pros Does Speaking On Background Work?
    Others contend deep background can lead to a pretty leaky organization which has it’s own set of problems. I was worried that all this social media transparency would bring down helpful PR tactics in media relations. Among those tactics, speaking on deep background so as not to be quoted or even described in some way by general title.
  • B2B MARKETING TRACTION  |  MONDAY, SEPTEMBER 24, 2012
    [Lead] When Is It Time to Hire a Part-Time CMO?
    Marketing money is being spent but greater awareness in the marketplace, leads and revenue are not the results. Some of my colleagues recently asked me to describe why a company or organization might want to hire a part-time Chief Marketing Officer. Why would a business hire a part-time CMO? ” There is no written marketing plan.
  • B2B MARKETING TRACTION  |  TUESDAY, NOVEMBER 2, 2010
    [Lead] 7 Questions to Ask When You Hire a Marketing Consultant
    Today consultants are often interim executives, directors or managers, leading departments (and sometimes companies) and providing a combination of advice, expertise, project management and implementation. sharp looking ad or website is a waste of money if it doesn’t generate leads that you can convert to sales and revenue!
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, JULY 22, 2008
    [Lead] How to Save the World
    insight:leading-edge thinking & novel perspectives. reading lists/aggregations of material on specific, leading-edge subjects that writers can use as resource material. Dave Pollards environmental philosophy, creative works, business papers and essays. February 28, 2008. -->. Social Fluency. The chart below is what I came up with.
  • HUBSPOT  |  THURSDAY, JULY 25, 2013
    [Lead] Embrace the Controversial: Why You Should Publish Pricing on Your Website
    leads. 'One of the most controversial decisions for almost any business owner is whether to post pricing information on their website. But why is this the case even though it’s perhaps one of the most important pieces of data in the buying cycle? We’re here to say and show (in detail) that this is a huge mistake! Own the Price Conversation.
  • HUBSPOT  |  THURSDAY, AUGUST 18, 2011
    [Lead] Why HubSpot Acquired Social Media Marketing Software Co, oneforty - #Hub140
    Laura Fitton ( @Pistachio ) has been a leading thinker/actor in the social media space for some time now, and I’m looking forward to adding her into the mix with our other thinkers like Dharmesh , Mike Volpe , Dan Zarrella , David Cancel , David Meerman Scott , etc. Today I am just thrilled to announce our acquisition of oneforty.
  • BLOG MY CALLS  |  FRIDAY, JUNE 14, 2013
    [Lead] Marketing Strategy 101: Affinity Marketing
    These relationships provide valuable sources of leads and synergy in the marketplace. Gain access to your partners lead base. In the SaaS space that we inhabit as a call tracking company, prominent listings in app marketplaces support lead gen strategies as great sources of customers. 'Make friends. Make friends on the job.
  • CONVERSIONATION  |  WEDNESDAY, APRIL 18, 2012
    [Lead] Optimize: a Holistic View of Content and Marketing Optimization
    With ‘Optimize’, Lee joins other experts, including Gerry McGovern and Bryan Eisenberg , leading the way by moving away from a pure tactical viewpoint to a focus on customer behavior, goals and pain points. The consumer is channel-agnostic, and empowerment is not a buzzword. That’s optimization.
  • VIDYARD  |  MONDAY, OCTOBER 21, 2013
    [Lead] Tracking the Success of Your Sponsored Content
    'Sponsoring email campaigns, newsletters, research, or a publisher’s content assets in general can be a great way to bring in new leads as a B2B marketer, but if you’re not tracking your reach and results properly, you’re throwing money away. Know your audience. What kind of inventory is available? Follow up! Conclusion.
  • GREAT B2B MARKETING  |  THURSDAY, NOVEMBER 21, 2013
    [Lead] The Criteria of an Effective B2B Marketing Offer
    By contrast, a hard B2B offer requires much more from the prospect, for example, a credit card payment for a direct sale or filling out a multi-question web form for a two-step lead generation campaign. Typically, soft offers will produce many more responses, but the average lead quality will be lower. part of the marketing equation.
  • SYNECORE  |  THURSDAY, JUNE 20, 2013
    [Lead] Your 5 Step Approach to Business Blogging
    'You’ve heard it before: in order to generate leads online, your business needs to blog. Then, watch as your leads increase (and then keep writing). So, that''s got you convinced? Awesome. Next step: you need to start. Settle those nerves, folks; I’ve got five steps to help you jump start your business blogging strategy. state? score.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, SEPTEMBER 23, 2010
    [Lead] Do Small Businesses Need Marketing Automation?
    couple have noted that my questions only cover standard marketing automation functions (email, landing pages, nurture campaigns, lead scoring, CRM integration and reporting), while their products offer additional functions. Summary: Vendors who target small businesses include provide functions beyond traditional marketing automation.
  • INBOUND SALES NETWORK  |  TUESDAY, AUGUST 23, 2011
    [Lead] Does Your Competitive Strategy Start With Your Customers?
    Want to learn more about how to build a lead generation engine that is built around your customers? The Executives' Guide to Building a Lead Generation Engine. This guide will help you build a lead generation engine that maps to your customers buying process and delivers maximum measureable ROI. They hold all the advantages.
  • HUBSPOT  |  THURSDAY, OCTOBER 11, 2012
    [Lead] Free Advertising on Google
    This not only helps your business get found through searches; it can also help you get more traffic, leads, and customers. It may surprise some, but many small businesses new to inbound marketing are unaware that you can get some free advertising on Google through Google Places. The benefit? Not too shabby a setup, is it? Let's get started.
  • HUBSPOT  |  THURSDAY, OCTOBER 21, 2010
    [Lead] Why Direct Mail Can't Help Your Business Grow
    Measure Success by Traffic & Leads. By following the traffic growth and lead volume stemming from specific marketing campaigns, you will be able to determine which offers are truly effective. Instead of investing in disposable resources used for direct mail, you can invest in remarkable content that leads to long-term results.
  • SALES LEAD INSIGHTS  |  THURSDAY, AUGUST 4, 2011
    [Lead] Can you join me for breakfast or lunch in Chicago at Harry Caray’s on August 25th?
    Generate more leads and sales. If you are near Chicago, and are responsible for getting your large company's marketing materials into customers' hands, consider attending this Breakfast or Lunch and Learn: As Marketing Grows More Complex, Don’t Forget the Basics. Cost: Completely Free! Register here. Date: Thursday, August 25th. Register Now!
  • VIEWPOINT  |  THURSDAY, APRIL 18, 2013
    [Lead] Good Reads for B2B Sales - Selling at Every Level
    successful integration will provide valuable data, enhance customer retention and help ensure that your sales team is responding to qualified leads in a timely manner. 'Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Via Marketo B2B Marketing and Sales Blog.
  • VIEWPOINT  |  THURSDAY, OCTOBER 27, 2011
    [Lead] The Top Ten Actions to take from the book: "Social Marketing to the Business Customer"
    They go on to say that online interactions that morph into a sales pitch are likely to send all but the latest-stage leads running in the other direction. First, I like the format. The book is broken down into three sections: Tools, Technology, Tactics. This is a win-win-win situation. Dell wins because clients connect with Scott.
  • HUBSPOT  |  THURSDAY, OCTOBER 25, 2012
    [Lead] 7 Companies That Totally 'Get' Their Buyer Personas
    Plus, seeing how other companies match up their target personas' proclivities with marketing activities should serve as guidance for those still trying to figure out how to create marketing their leads and customers will love. One of the first things any marketer needs to figure out is who the heck they're marketing to. They totally get me!"
  • THE FORWARD OBSERVER  |  TUESDAY, MAY 21, 2013
    [Lead] What B2B Trade Show Attendees REALLY Want From Exhibitors
    To help get you started planning for your next trade show, the study includes 15 examples of trade show exhibit tactics that can lead to meaningful attendee learning: One-on-one conversations. Not models and promotional products. If you’ve attended enough trade shows, you’ve seen them. details. Expert live theatre. Video. Interactive AV.
  • MODERN B2B MARKETING  |  TUESDAY, SEPTEMBER 10, 2013
    [Lead] The CIO and Social Media: Embracing Change
    There’s clearly a reason that leading companies have recognized the value of their employees’ engagement. 'Author: Greg Higham Seventy-five percent of Fortune 500 companies have Twitter, Facebook, LinkedIn, and other social media accounts, according to a recent study from the University of Massachusetts Dartmouth. The Old Way.
  • THE ROI GUY  |  TUESDAY, JANUARY 3, 2012
    [Lead] Is there a Way to Improve Sales Tool Adoption?
    Misaligned incentives can surely lead to lower than expected adoption, so take advantage of this real or perceived reputation by making sure incentives are properly aligned with sales tool use. Don’t claim success too soon Following these nine steps can help lead to better sales tool adoption, usage and successful return on investment.
  • HUBSPOT  |  FRIDAY, JANUARY 14, 2011
    [Lead] Communicating With Your Customers: A Marketer’s Analysis
    HubSpot communicates actively with its leads as well as its customers post-sale. Landing pages and capture forms help to associate direct traffic with lead conversion from inbound content. In one case, there was a six-month window between a lead filling out a form and first contact by a sales representative. Photo by: msandy.
  • HUBSPOT  |  MONDAY, DECEMBER 12, 2011
    [Lead] 40 Essential SEO Terms Marketers Should Know [Glossary]
    Conversion forms convert traffic into leads. Collecting contact information helps you follow up with these leads. Do you want to optimize your website but have trouble communicating with the technical folks running it? Jargon alone shouldn't stop you from making your site the powerful marketing tool it can be. Directory and Dmoz.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, AUGUST 17, 2011
    [Lead] How to grow your blog like a Fortune 500 company
    For example, if somebody comes to you and asks you to partner with them on a product launch, be open to that because it could lead to many other things in the future.The quarterly review might be a time consuming process, but it’s a very worthwhile one. By Srivinas Rao, Contributing {grow} Columnist. Why You Should Do This. Projects. Revenue.
  • LEDGER BENNETT  |  THURSDAY, JUNE 6, 2013
    [Lead] 5 ways Marketing Automation helps Sales Enablement
    So when pre-agreed lead scoring matrices show a warm lead to be ready for handover to sales, they come complete with online behaviour, with what they’ve viewed, downloaded and interacted with. However, it’s not always easy for the sales rep to view automation as positively as peers. 1.      Greater insight. 2.      Improved visibility.
  • SOCIAL MEDIA B2B  |  MONDAY, DECEMBER 2, 2013
    [Lead] B2B Experts: The Difference Between Social Media and Content Marketing
    Content marketing is a device used by companies to educate, inform or entertain customers or prospects by creating attention or causing behavior that results in leads, sales or advocacy. The graph below shows worldwide Google searches for the terms social media and content marketing. Below are their answers to this question. Marketing
  • FEARLESS COMPETITOR  |  THURSDAY, JUNE 16, 2011
    [Lead] How to hire great employees – every time
    While I’m today President of the B2B lead generation consultancy, Find New Customers today, I’m was Candidate B at the huge software firm. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. New hires rarely work out (almost 1/2 fail within 18 months!). Answer: Flip a coin.
  • FEARLESS COMPETITOR  |  THURSDAY, MAY 5, 2011
    [Lead] Ever-Changing Rules: New Era Challenges For CMOs
    Lead Generation Companies | New Challenges for CMOs. How good is your company at B2B lead generation? Jeff Ogden is President of the  B2B lead generation  consultancy,  Find New Customers. As companies struggle to create quality sales opportunities, they turn to  lead generation companies  like  Find New Customers.
  • HUBSPOT  |  TUESDAY, FEBRUARY 28, 2012
    [Lead] How to Tackle Real-Life Social Media Customer Service Obstacles
    But really, every communication with a lead or customer is a marketing opportunity, so anyone on the front lines with customers is already marketing for your company every day. All of this, in fact, leads us to the next common problem that comes with scaling a widespread social customer service initiative. So what's a brand to do?
  • BLUE FOCUS MARKETING  |  MONDAY, NOVEMBER 7, 2011
    [Lead] How to ignite your business with Twitter: The X Factor
    This guide is a great resource for getting started, Twitter etiquette and lead generation ideas. See list below: 15 Key goals and objectives for businesses using Twitter: Generating awareness and leads. Everyone seems to have a Twitter handle these days:  News reporters, celebrities, restaurants, friends, and your business contacts. 
  • SAVVY B2B MARKETING  |  TUESDAY, OCTOBER 12, 2010
    [Lead] Sales & Marketing Alignment: Key to Connecting with Prospects
    Photo credit: heavytpro70 on flickr About the author: Stephanie Tilton is a content marketing consultant who helps B2B companies craft content that nurtures leads and advances the buying cycle. I’ve come across a lot of discussions about sales and marketing alignment lately. Two recently caught my eye. Tweet
  • KOMARKETING ASSOCIATES  |  TUESDAY, OCTOBER 30, 2012
    [Lead] Bark, Meow, Tweet: What Our Pets Can Teach Us About Digital Marketing
    So follow Kitty’s lead and get those seasonal deals out early.  According to BtoB Magazine’s latest report on social media marketing, B2B marketers are leveraging social media for customer service, product marketing, hiring and recruiting, and traffic and lead acquisition.  Everyone always says pets are smarter than people. Don’t they?
  • BLOG MY CALLS  |  FRIDAY, MARCH 22, 2013
    [Lead] Why B2B Companies Need Call Tracking Analytics
    We use somewhat complicated lead nurturing campaigns and other ad technologies to make this all happen. simple KPI like this can actually provide the insight that leads to updating your website or even changes to your sales funnel. If this doesn’t apply, then call duration is a down and dirty way to measure lead quality.
  • HUBSPOT  |  TUESDAY, AUGUST 2, 2011
    [Lead] 4 Easy Fixes for Customer Relationships That Turn Sour
    Treat all interactions as marketing opportunities, not just those leading up to the first conversion. Marketing Automation Strategies to Nurture Leads and Create Long-Term Customer Relationships. Download this eBook to improve your lead nurturing and customer retention strategies. Reason 1: They are mad at you. It happens.
  • B2B VOICES  |  MONDAY, APRIL 15, 2013
    [Lead] Other Voices: Ann Handley, MarketingProfs
    It’s more important to figure out what marketing metric matters to you : It might be sales, but it might be something else, too: Customer engagement or sharing metrics, or the length of time between a lead generated and a sale. But at a high level, look at your lead generation, sales, and sharing metrics. You are clearly very busy.
  • WRITING ON THE WEB  |  THURSDAY, JULY 11, 2013
    [Lead] Business Blogging: How to Optimize Older Posts
    Yes, writing with passion is great, but as long as you’ve got readers on your blog, lead them to older posts. 'Clearly, one of the most important things that you can do when it comes to a business blog is to share new content. But what about those older blog posts that are hanging out on your blog somewhere? It uses the YARPP plugin.
  • MODERN B2B MARKETING  |  MONDAY, JULY 22, 2013
    [Lead] Introducing the Modern Press Release
    This leads me to believe a strong notion exists in the marketing world that press releases are or at one point in time, were thought to be dead or irrelevant. 'Author: Megan Ziman Messaging and company stories circulate through a surplus of multichannel communication tools, so what’s the use of a press release? We It is understandable.
  • SAVVY B2B MARKETING  |  WEDNESDAY, JULY 1, 2009
    [Lead] Adding eBooks to the B2B Marketing Mix: An Interview with Cindy Kim of Lumension
    While they've been effective for lead-generation purposes, white papers tend to be heavy on content, many times replete with marketing jargon and industry terms. It's important to remember that our goal was not lead generation. For lead generation, we will continue producing white papers. Web 2.0 My boss, C.
  • SAVVY B2B MARKETING  |  WEDNESDAY, JULY 1, 2009
    [Lead] Adding eBooks to the B2B Marketing Mix: An Interview with Cindy Kim of Lumension
    While they've been effective for lead-generation purposes, white papers tend to be heavy on content, many times replete with marketing jargon and industry terms. It's important to remember that our goal was not lead generation. For lead generation, we will continue producing white papers. Web 2.0 My boss, C.
  • THE FORWARD OBSERVER  |  WEDNESDAY, JANUARY 23, 2013
    [Lead] The Only B2B Content Marketing Battle Map You Need
    That’s where content tactics like ebooks, guides and lists can help you get found online and capture the lead. Amidst the growing number of content marketing tactics, it’s easy for B2B companies to get overwhelmed by all the different options available. Or, companies jump into specific content marketing tactics without much planning.
  • MARKETRI  |  THURSDAY, NOVEMBER 15, 2012
    [Lead] 5 Awesome A/E/C Blogs (and How Yours Can be Just as Good!)
    In fact, statistics show that companies that blog generate 67% more leads than those who don’t. So, it’s time to stop questioning whether you’re A/E/C firm should build a blog, and start exploring how you can engineer that blog into a lead-generation machine! SHP Leading Design – SHP Blog. Beautiful.
  • SOCIAL MEDIA B2B  |  THURSDAY, JULY 12, 2012
    [Lead] 3 Tips to Optimize Your B2B Social Media Marketing Mix
    Although the answer I give is not scientific in nature, my goal is to show them how analyzing data can lead to data-driven decisions for the marketing mix, which then can be measured in terms of KPIs. won’t bore you with linear, non-linear and multivariate regression, but in a nutshell, it’s cause and effect analysis. Here they are: 1.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, APRIL 22, 2014
    [Lead] Time Management Tips for Cold Calling Inside Sales Reps
    Let''s paint the picture on typical Monday: Joanie will come by to ask a business-related question that leads into what happened over her zany weekend. 'Over the years, I found that I innately gravitate towards the part of my job I enjoy doing the most. think we''re all guilty of that at times. The key thing is to set your day up accordingly.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  MONDAY, JUNE 10, 2013
    [Lead] [Video] 4 Tips for a Successful Video Business Meeting
    Lead the conversation. Then, you need to plan on leading the conversation because the best virtual meetings are highly interactive. 'It’s often a lot easier to set up a video business meeting than an in-person one. That’s why it’s important to make sure that it goes really well. Eliminate distractions. Build rapport.
  • 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?
  • DIANNA HUFF - B2B MARCOM  |  TUESDAY, JUNE 19, 2012
    [Lead] Facebook B2B Content Campaign Increases Reach
    In May I conducted a Facebook campaign: 31 Tips in 31 Days for Generating Website Leads. As I posted elsewhere, I got this idea from Constant Contact ; they did a similar campaign in February where they posted social media tips. liked the idea of posting tips — especially “graphical” tips. My campaign was pretty simple.
  • HUBSPOT  |  TUESDAY, APRIL 12, 2011
    [Lead] 3 Steps for Marketers to Take Leadership
    This is a guest blog post by Mike Gospe, an author of The Marketing High Ground and a speaker at our Lead Generation Quick-Start Series. Instead, the real long-lasting value a marketer can bring is to rise to the role of leading the executive team, and by extension the rest of the organization, to the high ground. Far from it.
  • CHRIS KOCH  |  THURSDAY, APRIL 3, 2014
    [Lead] How Manchester United Revolutionized Sports Marketing
    'Ask me which English soccer, uh, football team I would support and I would say Liverpool. Not for any defensible reason; it’s just because that’s where the Beatles are from and because I know next to nothing about that kind of football (I think they made us play it once in gym class when I was in 7 th grade). Have a Backstory. Fantasy sports.
  • TRADESMEN INSIGHTS  |  TUESDAY, AUGUST 13, 2013
    [Lead] Marketing 101 for Manufacturers
    It is important to make sure someone internally is dedicated to leading your marketing efforts and ensuring their success. Lead Process – I can’t tell you the stories I’ve heard from manufacturers who spend tens of thousands of dollars at a trade show to generate leads, only to find out the leads are never followed-up on.
  • GREAT B2B MARKETING  |  THURSDAY, OCTOBER 28, 2010
    [Lead] Are You Playing to Win in B2B Marketing? – by Christopher Ryan
    And yes, it is tougher to generate leads and revenue. Whether your job is to generate leads, write copy, design promotions, qualify leads, or sell, a positive attitude will set you apart and give you a better chance of success than joining the doom and gloom crowd. The economic trend may be poor. Unfortunately, so is losing.” 
  • INBOUND SALES NETWORK  |  WEDNESDAY, JULY 4, 2012
    [Lead] 5 Books You Must Read if you’re Want to Improve Your B2B Demand Generation Programs
    Perfect the transition of sales-ready leads to your sales force. Over the years I have read many sales and marketing book. While some had some interesting points, most bored me. It seemed like most where writing a book just to gain some form of creditability. While writing a book does not make you a sales expert. Michael A.
  • SOCIAL MEDIA B2B  |  MONDAY, DECEMBER 5, 2011
    [Lead] Dun & Bradstreet Uses B2B Social Media to Bring Data to Life
    Dun & Bradstreet (D&B) is the world’s leading source of commercial information and insight on businesses, with a global commercial database that contains more than 200 million business records. One of the best ways to learn about B2B social media is to hear from marketers who are learning about social media themselves.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, FEBRUARY 1, 2012
    [Lead] What’s Happening to EU Privacy Law? An FAQ
    Any “breach of security leading to the accidental or unlawful destruction, loss, alteration, unauthorized disclosure, or access to, personal data transmitted, stored or otherwise processed” would need to be notified to the national supervisory authorities without undue delay and within 24 hours of the controller becoming aware of the breach.
  • BLUE FOCUS MARKETING  |  WEDNESDAY, DECEMBER 26, 2012
    [Lead] 14 Experts Predict 2013 Social Media Trends for Small Business
    Their measurement will be less about direct, linear ROI and more about how social sharing and engagement fits into and enhances their overall web marketing and lead generation strategies.”. When I started this post, I wanted to share 13 Social Media Predictions for Small Business in 2013. So, I decided to go with 14 predictions instead.
  • B2B LEAD BLOG   |  FRIDAY, JULY 8, 2011
    [Lead] B2B vs. B2C: What Does It Really Mean?
    This blog and the LinkedIn group to which it’s connected are all about B2B lead generation. It ultimately ended with a phone call from a sales professional to the warm leads. Certainly, broad terms like B2B and B2C have their place – like big networking groups such as the B2B Lead Roundtable. ve spent my career working in B2B.
  • HUBSPOT  |  TUESDAY, FEBRUARY 25, 2014
    [Lead] 7 Little Call-to-Action Tweaks That Could Give Your Conversion Rates a Big Bump
    'At HubSpot, we''re constantly A/B testing conversion path elements -- landing pages, calls-to-action (CTAs), and emails -- to see how we can generate more leads, MQLs, and customers. Having CTAs throughout your website and blog will certainly help your website visitors find your conversion pages. The winner was #1. That might be the case.
  • HUBSPOT  |  THURSDAY, OCTOBER 31, 2013
    [Lead] 7 Ways Twitter Can Help Juice Your Content Creation
    'There are plenty of ways marketers can use Twitter for business that you probably already know about, like prospecting, customer service, and lead generation. But as inbound marketers, we know that content creation is also one of our top priorities. is Twitter a tool we can use for that, too? Abso-tweetin''-lutely! Right? Right.)
  • FEARLESS COMPETITOR  |  THURSDAY, MAY 2, 2013
    [Lead] A Review of the Book B2B AtoZ by Bill Blaney
    Myth 5: Blogging automatically leads to new customers. 'A Review of a good book on B2B Marketing. recently received a reviewer’s copy of the book B2B AtoZ by Bill Blaney – which covers B2B marketing. get many books sent to me, especially since I’m the host of the extremely popular online TV show, Marketing Made Simple TV.
  • B2B IDEAS @ WORK  |  FRIDAY, JANUARY 20, 2012
    [Lead] B2B Aware: This Week in B2B Marketing-Leadership, Mastership & Relationships
    Don't ignore lead nurturing in the complex sale. mail enhanced by marketing automation and behavioral targeting is crucial to lead nurturing, given that 73% of leads are not yet ready for sales, according to a MarketingSherpa report. How to lead like MLK, Jr. Stay aware. It's 10 pm. DanZarrella.com. MarketingSherpa.
  • WRITTENT  |  MONDAY, OCTOBER 14, 2013
    [Lead] Business Blogging ROI in 3 Steps: Keep It Simple
    Leads. Leads – visitors landing on your blog often fill out a sign-up form and leave their contact details. So, another way to measure business blogging ROI is to estimate the value of your leads. If a website doesn’t sell directly, you can measure how many leads convert into sales when you contact them later. Traffic.
  • NUSPARK  |  FRIDAY, NOVEMBER 4, 2011
    [Lead] Permission Marketing Drives White Paper Relevance
    Generate qualified sales leads. As terrifying as it may be for many sales and marketing executives to admit, today’s buyers have more control over the sales process than ever before. The Internet has dramatically transformed buyer behavior. Your prospects have access to vast amounts of content, and they want it on their terms. 1] William C.
  • SOCIAL MEDIA B2B  |  MONDAY, JULY 11, 2011
    [Lead] Hashtag Stuffing Doesn’t Work for B2B Twitter Accounts
    What was wrong with the original logic that hashtags increase search exposure, which leads to better discovery and more clicks? Stuffing tweets with high-traffic hashtags has been common practice since the advent of the hashtag in 2007. The thinking behind this is simple. Did you happen to catch Entenmanns #notguilty dust-up last week?
  • B2B IDEAS @ WORK  |  TUESDAY, NOVEMBER 23, 2010
    [Lead] The Sharpest B2B Social Media Monitoring Tools in the Shed - Part II
    It also enhances word-of-mouth mentions and reduces the cost of lead generation by 55 percent. It can monitor brands, identify key communities/influences, address customer service issues, generate new sales leads and more, as well as translate its findings into 16 different languages. relevance?). Sysomos also offers a free demo.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JULY 30, 2012
    [Lead] 5 Ways To Maintain Your Clients
    After I met with the Sales Director, I asked other colleagues what they thought were the key reasons leading to our success with client retention. I was chatting with a Sales Director at our company this morning who asked an interesting question: How do you explain the increase in our client retention rates recently?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, FEBRUARY 1, 2012
    [Lead] I Wish Every Year Was An Election Year!!
    For those of you that don’t know, Marketing and Sales departments within technology companies pay us to run fully qualified lead generation initiatives for them. With the non-stop press coverage of the coming election I thought I’d jump on the bandwagon and share some election year related data with all of you.
  • WEBBIQUITY  |  WEDNESDAY, APRIL 16, 2014
    [Lead] 21 Vital Mobile Marketing Facts and Statistics for 2014
    The leading platforms for U.S. 'Gone are the days when a mobile-enabled web presence was an afterthought. According to CNN , “Americans used smartphone and tablet apps more than PCs to access the Internet (in January 2014) — the first time that has ever happened.” What do advertisers need to know about mobile access?
  • BUSINESS GROWTH DEVELOPMENT  |  TUESDAY, FEBRUARY 1, 2011
    [Lead] 16 Things That Top Sales People Don’t Do
    Top sales people don’t use cold calling to generate qualified leads.  Top sales people don’t lead with products or technology, instead they lead with a problem or a desire that needs to be fulfilled and show people how they can achieve that. So what is it that top sales people do that makes them the best at what they do ?
  • HUBSPOT  |  TUESDAY, SEPTEMBER 27, 2011
    [Lead] 6 Steps to Conducting a Successful Content Brainstorming Session
    Having ideas is great, but if they don’t turn into the 1,000 extra Facebook followers you needed or the 50 more leads you want to generate, the whole thing may end up being a complete waste of time and energy. Middle of the road is okay, as long as you are leading people in the right direction for amazing ideas.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, DECEMBER 11, 2013
    [Lead] 5 lessons to build a business that I learned from my clients
    Will that all lead to client work eventually? Will that all lead to client work eventually? 'By Mars Dorian, {grow} Contributing Columnist. Whenever the end of a year comes nigh, I reflect on the past 12 months. And as think about 2013, I realize that I learned five important lessons from my clients. I Here we go. They don’t. Really.
  • HUBSPOT  |  WEDNESDAY, JULY 7, 2010
    [Lead] How to Turn a Brilliant Idea Into Big Business
    It is critical to have chemistry with your lead investor, not the lead firm but definitely the lead partner. Yes, the link does not lead anywhere. Lead through vision and core values. We all have great ideas. One of the best way to do this, is to learn from others who have made this type of success happen.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, SEPTEMBER 23, 2011
    [Lead] Finding Your Groove In Teleprospecting As A New Hire
    More dials = more conversations = more leads. Finally, don’t get discouraged if leads aren’t just falling in your lap on your first day. Sales Prospecting Perspectives in pleased to bring you a guest post from one of our newer BDRs, Kim Staib. My first day at AG was over four months ago and I have learned a lot since then.
  • B2B MARKETING TRACTION  |  TUESDAY, MAY 22, 2012
    [Lead] How to Engage Your B2B Prospects with Great Content
    More credible touch points lead to response compression ( read my previous post on this ), which makes you top of mind with prospective buyers. Now that you’ve attracted qualified prospects to your brand, company, website, product or services, what do you do if they are not quite ready to buy now ? Develop your B2B buyer personas.
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 1, 2012
    [Lead] How to Distinguish Between PPC Pros and PPC Posers
    Making a campaign look good on paper could simply mean opting into the content network and showing an Excel chart with increasing leads at a decreasing price, without ever taking the quality of said leads into account. They don't focus on an industry standard click-through rate (CTR) or a generic cost-per-lead (CPL) goal.
  • MARKETING ACTION  |  MONDAY, FEBRUARY 17, 2014
    [Lead] Digital Marketing Glossary, Part 1
    read not long ago that a lot of folks confuse or conflate “lead generation” with “demand generation.” Attribution is often used to help determine which activity or group of activities lead to a desired action. Another example: The number of leads that convert to an opportunity in the sales cycle. 'Guilty as charged.
  • HUBSPOT  |  THURSDAY, SEPTEMBER 5, 2013
    [Lead] What Exactly Does Google Consider High Quality Marketing Content?
    Check out IMA’s latest ebook, The Science of Enterprise Lead Generation. 'Every 24 hours, 2 million unique blog posts are published. In light of this statistic, the quest to claim the #1 spot on Google’s search results for key terms in your industry suddenly seems harder than ever, doesn’t it? What Are the Quality Guidelines? Cloaking.
  • WEBBIQUITY  |  TUESDAY, MAY 22, 2012
    [Lead] For Social Business, Remember the 90-9-1 Rule
    According to recent research from McKinsey , “companies that adopt social technologies can see a 50% increase in customer satisfaction, 48% increase in business leads, and 24% increase in revenue. ” This was hogwash of course. Sales is Sales’ job.
  • WEBBIQUITY  |  TUESDAY, MAY 31, 2011
    [Lead] Trust Me: Why Trust is Crucial for Business Success, and How to Built It
    That’s why blogging is important (as a way to educate, inform and even entertain, without blatant selling) as is social media (for answering questions and building online relationships that lead to positive third-party coverage and comments). Half-jokingly, I told her not to worry, I can build her business without her. Before the Sale.
  • 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.
  • THE ROI GUY  |  FRIDAY, NOVEMBER 22, 2013
    [Lead] Sales Revenue Growth for 2014? More of the Same Won’t Deliver Results
    The #1 reason sales reps do not achieve quota goals is not a lack of leads, products, CRM or training – but a failure to effectively communicate value to today’s more frugal / skeptical prospect. 'In your 2014 plans, you likely have some significant revenue growth targets for the New Year. Why is this?
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, MAY 20, 2011
    [Lead] Pirates, Train Wrecks, and Marketing Automation
    He also finds a set of puzzle pieces that, when assembled, present a flow chart of standard B2B marketing tasks: program setup, lead generation, nurturing, scoring, transfer to sales, and reporting. He is moved to action by a village of marketers and salespeople crying out for more leads and better nurturing. Here's the screenplay.
  • HUBSPOT  |  THURSDAY, OCTOBER 13, 2011
    [Lead] Take the Inbound Marketing Personality Test
    It’s important to keep your marketing efforts constantly active in order to keep driving more leads, but also to keep your fans and prospects excited. Marketing Lesson: You should be careful to maintain high-quality relationships with your prospects, leads, and customers. Should you be more extraverted or introverted? Be social!
  • BUYEROLOGY  |  MONDAY, NOVEMBER 14, 2011
    [Lead] Buyerology Trend: Think BIG Insights vs. BIG Data
      An equation that leads to BIG insights that also shapes the organization’s future relationships with existing customers and prospective buyers. This is the second in a series of articles planned on looking at buyer trends that will influence marketing and sales in the near and foreseeable future.  The Future. Related articles.
  • INBOUND SALES NETWORK  |  THURSDAY, APRIL 26, 2012
    [Lead] What are Sales Playbooks? Why Does Your Company Need Them?
    Well-designed sales playbooks provide the right information for opportunities, leads, and accounts based on their characteristics and corresponding data as it is tracked in the CRM. You’re a quarterback and you’re down by four points. It’s fourth and goal at the nine-yard line with 10 seconds remaining in the fourth quarter.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, JANUARY 26, 2011
    [Lead] Improve your blog. Stop writing for an audience!
    Perhaps recognition that will lead to new opportunities? I’m a little freaked about this post.  I’m afraid people will read only the blog headline and get out their pitchforks and torches.  So please glance at least a few more sentences before hitting the comment section, OK? You were blogging for some personal benefit. Or money.
  • ENGAGE  |  THURSDAY, DECEMBER 5, 2013
    [Lead] 42 Content Marketers to Follow on Twitter
    leading source for news, insight and community for marketers, media and agencies. 'One of the best ways to learn more about content marketing is to engage with thought leaders on Twitter. This list is far from complete, but it''s a great start for anyone interested in content marketing, social media and web journalism. Who did we miss?
  • HUBSPOT  |  MONDAY, OCTOBER 14, 2013
    [Lead] 6 Stupid Content Promotion Mistakes No Marketer Should Make
    Now I can just sit back and watch all the leads come rolling in!" If you include sharing icons for every single social media platform out there on your blog and in your lead gen content, you will confuse your reader and they will be less likely to share. and then nothing happens. It sucks. What exactly are you doing wrong? not so much.
  • WRITTENT  |  MONDAY, MARCH 10, 2014
    [Lead] 10 Ways Marketing Agencies Rock the Web with Content
    While content marketing statistics and research reports uniformly indicate that custom content is one of the most cost-effective and powerful ways to increase web traffic, lead generation, and revenue, the practice isn’t always simple. These questions, and many more, were answered in the following case studies from leading marketing agencies.
  • PAUL GILLIN  |  WEDNESDAY, JUNE 9, 2010
    [Lead] The Appeal of B2B Social Networks
    They are flexible gathering halls that can fill a wide variety of purposes ranging from product development to lead generation. Top coders win money and also visibility that leads to jobs and lucrative contracts. Lead Generator,&# indicating that the value he provides to the community is good for his business.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JUNE 29, 2011
    [Lead] ExactTarget and Eloqua Stake Their Claim To Centralized Customer Management
    ExactTarget’s answer was refreshingly honest: IMH lacks key B2B marketing automation features including lead scoring, advanced segmentation, and multi-step campaigns. So did I. But it took a little while to connect with the vendors to get the details, so I’m only now ready to write about them. Oh well. So does pretty much everyone else.
  • SALES LEAD DYNAMICS  |  TUESDAY, JUNE 12, 2012
    [Lead] What’s the Best Way to Get New Business?
    Getting leads from the Internet. This is a quiz. How do the most successful professionals get new business? Spending 16+ hours a week on business development activities. Networking like crazy. Cultivating their clients. Cold calling strangers. The answer is ( 3 )  Cultivating their clients. The moral of this story: Be nice to your clients.
  • INSIGHTIQ BLOG  |  WEDNESDAY, JUNE 13, 2012
    [Lead] What’s Customer Engagement Again? And How Do You Stack Up?
    We’ll be happy to share industry-leading insights as we analyze the survey results and generate exclusive insights! The term “customer engagement” is seemingly ubiquitous today’s marketing world. Media publications are talking about it, bloggers are writing about it, and indeed, entire agencies have set up shop claiming to specialize in it.
  • SALES LEAD DYNAMICS  |  TUESDAY, JUNE 12, 2012
    [Lead] What’s the Best Way to Get New Business?
    Getting leads from the Internet. This is a quiz. How do the most successful professionals get new business? Spending 16+ hours a week on business development activities. Networking like crazy. Cultivating their clients. Cold calling strangers. The answer is ( 3 )  Cultivating their clients. The moral of this story: Be nice to your clients.
  • INSIGHTIQ BLOG  |  TUESDAY, MARCH 6, 2012
    [Lead] The Bacon of Client Engagement
    Leads to Close Ratio. “Bacon makes everything better,” is a sign I have in my kitchen.  I thought of it recently w hile working with two clients that are implementing new technologies into their organizations.  The technology in and of itself will neither improve customer centricity nor ultimately business performance.  Marketing Impact.
  • SALES LEAD DYNAMICS  |  WEDNESDAY, NOVEMBER 10, 2010
    [Lead] Are You Serving Your Prospects Nothing But Plain Vanilla?
    Jill Konrath emphasizes this in How to Create Strong Value Propositions that Lead to Sales.  “ … we strive to perform with excellence, while providing the most comprehensive service possible”. With such a spirit of collaboration present here, we know we can ……deliver exceptional service that is truly value-added. “  . People Power.
  • SALES LEAD DYNAMICS  |  TUESDAY, OCTOBER 12, 2010
    [Lead] Don’t Let Prospects Pick Your Brain
    Ideally, the diagnosis will lead to more business. Unpaid consulting is a service professional’s dilemma. If you don’t offer it, you may not get the business. If you do, you still may not get the business. And, worse, the prospect could “steal” your ideas. Set firm ground rules about what, if anything, you’ll give away. And stick to it.
  • KOMARKETING ASSOCIATES  |  TUESDAY, OCTOBER 16, 2012
    [Lead] Question B2B SEO Tactics That Don’t Involve Strategic Marketing
    Is there an opportunity to generate quality leads through directory inclusion? lead generation, product marketing, or specific marketing segment)? A client emailed me this weekend with a message about a potential guest blogger for their website. Article Spinning and Article Directories. Link Exchanges/Reciprocal Linking. Splogs.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SATURDAY, APRIL 10, 2010
    [Lead] It’s time to unleash your blog
    Check out this quote from Patrick Crane VP Marketing, LinkedIn. “We started the LinkedIn Blog almost three years ago when we were a 60 person company.  Nobody doubts the power of our blog now. In fact they depend upon it.&#. Yet, many companies have been sluggish to climb on board.  Dealing with company politics and blogging . Digg this!
  • SAVVY B2B MARKETING  |  WEDNESDAY, NOVEMBER 9, 2011
    [Lead] Savvy Speaks: Don't Try These Marketing Tactics!
    Generating leads at all costs. While lead quality is getting more mindshare, some companies still push for more leads no matter what. Worse yet, you're bound to hand leads over to sales that are a waste of everyone's time. In the marketing world, wild schemes and hair-brained ideas abound. Heather. Michele. Wendy.
  • VIEWPOINT  |  WEDNESDAY, APRIL 10, 2013
    [Lead] Sales 2.0 2013 Conference - My Featured Tweets #S20C
    Rules to lead: ask employees, involve everyone, chart progress, reward good/confront bad, fire people, mood is everything @ jeffreyhayzlett. 'Day two of Sales 2.0 Conference featured outstanding presentations by Jeff Hayzlett and Nathan Kievman. Here are a few tweet highlights. Dan McDade (@dandade) April 9, 2013. Day two Sales 2.0
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