• SALES LEAD INSIGHTS  |  FRIDAY, SEPTEMBER 4, 2015
    [Lead, Sales] A creative director’s take on marketing strategy and tactics
    This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals. Lead generation is a top objective of B2B marketers. So the agency promoted the beer as cleaner and healthier because the bottles were sterilized, and sales went up.
  • LEADERSHIP  |  FRIDAY, SEPTEMBER 4, 2015
    [Lead, Sales] Top 10 Recommendations to Revitalize Your B2B Marketing
    Here are 3 useful recommendations: Look beyond buyer personas and lifecycle marketing: In our enthusiasm to plan lead generation campaigns based on proper segmentation, we tend to sometimes get carried away with marketing to buyer personas. That is like spike marketing—you may get a sudden peak in lead generation but it won’t last.
  • HINGE MARKETING  |  FRIDAY, SEPTEMBER 4, 2015
    [Lead, Sales] Top 10 Tips For Writing A Case Story
    Get a copy of our Online Marketing for Professional Services book to learn techniques that will generate more leads and increase awareness of your firm. The Visible Firm℠ is the leading marketing program for delivering greater visibility, growth, and profits. Closing the Sale: Why the Best Firm Doesn’t Always Win.
  • MADISONLOGIC B2B WHITE PAPERS  |  WEDNESDAY, SEPTEMBER 2, 2015
    [Lead, Sales] Quantifying the Value of Social Media Engagement in B2B Marketing
    on marketing investment • Current lead-to-sales ratio. nuances of a B2B Sales Cycle? Complex Sale ˆ Information is Power ˆ Complex Offerings ˆ Personal Relationships ˆ Less Visibility on Pricing ˆ Fewer Buyers ˆ Multiple Decision Makers ˆ Third-Party Influencers Nuances of a B2B sales. lead to a sale.
  • MADISONLOGIC B2B WHITE PAPERS  |  WEDNESDAY, SEPTEMBER 2, 2015
    [Lead, Sales] Moneyball for Sales & Marketing
    Moneyball for Sales. Marketing is the Same Sport Getting On Base It’s a rare enterprise sale that closes with a single. advancing through a known, established sales. What can sales and marketing teams learn from this? Let’s see what Moneyball for sales and marketing. The same is true in sales. sport. Since.
  • MADISONLOGIC B2B WHITE PAPERS  |  WEDNESDAY, SEPTEMBER 2, 2015
    [Lead, Sales] Improving ROI with Marketing Optimization
    customer contacts] to drive sales,” said Raj. “As marketers, we tend to focus on the. who gets the lead?), industry leaders, customers, alliances, sales, marketing and product teams to establish. has held global lead marketing and strategy positions for leading Fortune Global 500®. Optimization Workflow. Market.
  • MADISONLOGIC B2B WHITE PAPERS  |  WEDNESDAY, SEPTEMBER 2, 2015
    [Lead, Sales] Start engaging from the first click in the Customer Journey
    The earlier in the customer journey we engage, the better chance we have to create competitive advantage, make a sale and build brand loyalty/advocacy. Advertising/Trade Shows/Direct Mail, Customer Call Centers, Retail Outlets still play significant roles, even as marketing and sales evolve toward. All Rights Reserved. general way.
  • MADISONLOGIC B2B WHITE PAPERS  |  WEDNESDAY, SEPTEMBER 2, 2015
    [Lead, Sales] Interactive 24x7 Content: Why Online Presentations Belong in Every Digital Content Strategy
    From marketing to sales to training to investor relations, business presentations structure and organize. engaging experience to the viewer, and are quite appropriate for lead-nurturing, sales enablement, and corporate. Every time an executive keynotes a conference, a techie gives a chalk talk, a product manager briefs a sales.
  • MADISONLOGIC B2B WHITE PAPERS  |  WEDNESDAY, SEPTEMBER 2, 2015
    [Lead, Sales] Closing the Loop on Social Leads
    Closing the Loop on Social Leads 2 A guide to measuring social media lead generation Social media has outgrown its infancy and is no longer an optional task for brands. This White Paper is designed to help you tap into the vast number of social media leads awaiting you and your. leads. Indeed, building and. So, as social.
  • THIRD AND TWO B2B WHITE PAPERS  |  WEDNESDAY, SEPTEMBER 2, 2015
    [Lead, Sales] Smart B2B Advertisers are Focusing on Immediate, Linear Approaches
    with sales lead demand / revenue over brand. sites to generate leads and new business inquiries. Their lead gen materials are strong—but they. Constant Contact® newsletter—that medium- sized b2b business is going to generate sales. demand (leads) like the above three. enough to increase sales leads: 1.
  • REVRESPONSE B2B WHITE PAPERS  |  WEDNESDAY, SEPTEMBER 2, 2015
    [Lead, Sales] Sales and Marketing Alignment in Lead Management
    Learn to use best practice lead nurturing, lead taxonomy, and service-level agreements to align functions. Join us for the "Sales and Marketing Alignment in Lead Management" webcast on Tuesday, February 24th at 10:00am PST/1:00pm EST and learn the best tactics in lead nurturing for your organization
  • REVRESPONSE B2B WHITE PAPERS  |  THURSDAY, SEPTEMBER 3, 2015
    [Lead, Sales] 5 Techniques for Lead Management Success That You Probably Aren't Using
    Do you have clearly defined lead management practices in place for managing leads throughout their life-cycle? Without clearly defined lead management practices and processes in place, you risk a leaky sales funnel, decreased program ROI, and not maximizing your relationships with your leads and customers
  • REVRESPONSE B2B WHITE PAPERS  |  THURSDAY, SEPTEMBER 3, 2015
    [Lead, Sales] 8 Clues That Your Company Needs a New Website
    Are you getting the traffic, leads and sales that you expect and deserve What has your website done for you lately?
  • REVRESPONSE B2B WHITE PAPERS  |  THURSDAY, SEPTEMBER 3, 2015
    [Lead, Sales] How to Use Pinterest for Business
    Learn how to increase traffic, leads and sales by reaching more than 11 million people on Pinterest
  • REVRESPONSE B2B WHITE PAPERS  |  THURSDAY, SEPTEMBER 3, 2015
    [Lead, Sales] The Top Inbound Marketing Metrics for B2B Marketers
    With dozens of metrics out there, it's critical that you cut through the noise and focus on those metrics that prove your inbound programs are driving high-quality leads and growing your sales pipeline
  • FATHOM  |  THURSDAY, SEPTEMBER 3, 2015
    [Lead, Sales] Defining Lead Status: A Simple Yet Necessary Element of B2B Sales & Marketing Alignment
    In a post published a year ago, titled “ 6 Reports, Alerts & Strategies for Increasing Sales & Marketing Productivity “, I talked a lot about the need for sales and marketing to align in order to increase the efficiency of prospecting efforts. They will be added to Salesforce as a lead in general ownership.
  • KOMARKETING ASSOCIATES  |  THURSDAY, SEPTEMBER 3, 2015
    [Lead, Sales] Does That “Affordable SEO Package” Make Sense For Your Business?
    Their web developer was offering them a monthly SEO package as a component of the entire sales process. In the example leading this post, it turned out that at least one component of the “SEO package” was to simply push various organizational web addresses through a range of social media sites, multiple times a month.
  • BIZNOLOGY  |  THURSDAY, SEPTEMBER 3, 2015
    [Lead, Sales] Six strategies behind the trend in B2B client conferences
    NewsCred deliberately added an extra day to its #ThinkContent Summit that would be open to non-customers, by invitation. “We worked with the sales team to identify target accounts, and we invited marketing leaders from those companies to bring their teams,” said Jasmine Cortez, event marketing manager.  This got me wondering. Make money.
  • MARKETING ACTION  |  THURSDAY, SEPTEMBER 3, 2015
    [Lead, Sales] I’m a Marketer – Why Should I Care About Sales?
    Sales: “The leads from marketing are weak!”. Marketing: “Sales can’t close on the great leads we give them!”. And so went the age-old debate between sales and marketing … but times and tools have changed. Two little words can lead to a harmonious relationship between former rivals: Sales enablement.
  • VERTICAL RESPONSE  |  WEDNESDAY, SEPTEMBER 2, 2015
    [Lead, Sales] Five Things to Consider Before Undergoing a Website Redesign
    These questions will also ensure you’re getting what you need out of out your site — like desired traffic, sales, repeat customers , newsletter subscribers, etc. 1. Are you getting enough sales or leads from your website? Chances are, you probably put a lot of time and effort into launching your website.
  • MODERN B2B MARKETING  |  WEDNESDAY, SEPTEMBER 2, 2015
    [Lead, Sales] What Is Account-Based Marketing (ABM) and Is It Right for You?
    Author: David Cain B2B marketers are always on the lookout for the best way to support their marketing goals and make their sales teams successful. This broad-reaching approach to marketing can be an effective way to generate leads and sales BUT it’s not the only way to organize your sales and marketing efforts.
  • B2B MARKETING INSIDER  |  WEDNESDAY, SEPTEMBER 2, 2015
    [Lead, Sales] Are You Using First Party Data To Drive Personalized Customer Experience?
    But today’s leading brands are increasingly turning inward, to their first-party data, to gain richer consumer data and create better customer experiences. You can start with the data generated by your mobile web/application channels, offline sources/point-of-sale, CRM, email/SMS databases, beacons and sensors, as well as your call centers.
  • HUBSPOT  |  WEDNESDAY, SEPTEMBER 2, 2015
    [Lead, Sales] 6 Can’t Miss Sessions and Events for Ecommerce Professionals at #INBOUND15
    Dmitriy Peregudov has grown Giftbasketsoverseas.com rapidly, leading to its inclusion on the INC5000 list of fastest growing private companies for the last three years, and bringing the company to #1 in international gifting for the service area. Steve Haase, Ecommerce Sales Engineer at HubSpot. INBOUND 2015 is less than a week away!
  • HINGE MARKETING  |  WEDNESDAY, SEPTEMBER 2, 2015
    [Lead, Sales] Is Your Marketing Department Fluff or the Foundation for Growth?
    The members of your sales department aren’t the only ones interested in quotas and ROI. This information can then be used to grow inbound leads and turn those leads into more new business, resulting in higher revenue for your firm. It is the leading marketing program for delivering greater visibility, growth, and profits.
  • VIDYARD  |  TUESDAY, SEPTEMBER 1, 2015
    [Lead, Sales] Learn from Some of the Best Marketing Automation Blogs
    And it likely won’t slow down: according to Aberdeen Group, companies that utilize marketing automation have a 107% better lead conversion rate and 40% greater average deal size. Marketing Automation Does Not Equal Lead Nurturing…Technology will not deliver lead nurturing any more than buying lumber and nails will build a home.”
  • 3D2B  |  TUESDAY, SEPTEMBER 1, 2015
    [Lead, Sales] How to Improve Sales and Achieve Quota
    We’re almost into the fourth quarter (Q4) and John, the Vice President of Sales, is in a mild panic. After all, time’s running out to meet his quota and sales are soft. When he arrived at work at the beginning of January, he was full of optimism for the New Year and ready to tackle the sales challenges. How to Improve Sales.
  • CMO ESSENTIALS  |  TUESDAY, SEPTEMBER 1, 2015
    [Lead, Sales] Stop Guessing: Let Marketing See How Sales Uses Content
    To get a handle on this conundrum, let’s take a look at sales enablement capabilities and processes that Best-in-Class companies deploy to make their customer acquisition battle a fair (and transparent) fight. Marketing often focuses on one-to-many communication, while sales is all about the one-on-one. Can Your Sales Team Keep Up?
  • FATHOM  |  TUESDAY, SEPTEMBER 1, 2015
    [Lead, Sales] Recognizing the Importance of the Buyers’ Journey Across Your Sales & Marketing Efforts
    When mapped throughout the entire buying process, buyers’ journey mapping can positively impact sales and close the gap between sales and marketing. When mapping the buyers’ journey, there are several points to consider to ensure that these journeys are helpful & accurate throughout the sales and marketing process.
  • FATHOM  |  TUESDAY, SEPTEMBER 1, 2015
    [Lead, Sales] Lead Scoring is Set Up and You’re Done. Not So Fast!
    You’ve spent hours collecting data, hosting meetings to align marketing and sales, and ultimately perfecting your lead scoring. You satisfactorily stretch your arms and smile just before crossing lead scoring off of your Marketo to do list. Just as the Titanic was unsinkable, your lead scoring model is complete, right?
  • LEADERSHIP  |  TUESDAY, SEPTEMBER 1, 2015
    [Lead, Sales] 25 Key B2B Content Marketing Stats
    According to a HubSpot study, having a blog helps B2B companies generate 67% more leads in a month than their blog-less competitors. Organic search leads have a closing rate of 14.6%, which is phenomenal when compared to the 1.7% The American writer Margaret J. Marketing has changed a lot over the past few decades.
  • NUSPARK  |  TUESDAY, SEPTEMBER 1, 2015
    [Lead, Sales] How to Conquer 5 Common B2B Marketing Problems with Content
    The marketing challenge is to gain massive exposure that leads to awareness and trial. B2B marketers face many obstacles on the way to the sale. When it’s a new concept that’s sophisticated and versatile, potential clients need education, not a sales pitch. Each can have a substantial impact on your sales results.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, SEPTEMBER 1, 2015
    [Lead, Sales] BANT May Not Work in Qualifying Leads for Industrial Sales
    Sales people have been using BANT (Budget, Authority, Needs, and Timing/Timeframe) criteria to qualify leads and prospects for a long time ever since IBM first coined that acronym. Industrial Lead Generation BANT Industrial Marketing leads for industrial salesThis is only a content summary.
  • B2B MARKETING INSIDER  |  TUESDAY, SEPTEMBER 1, 2015
    [Lead, Sales] The Old Demand Generation Model Versus The New
    Often these AE’s come with extensive sales training in various methodologies, none of which is prospecting or qualifying. The “warm” leads receive no attention and fade away. The AE accepts any inbound lead and immediately looks for a “deal or no deal” situation.  The Result? Result? The Result? So what are companies to do?
  • MODERN B2B MARKETING  |  TUESDAY, SEPTEMBER 1, 2015
    [Lead, Sales] Marketo Data Tells Us: Which Channel Wins More, Faster
    The Happy Marketing-to-Sales Handoff. You can’t measure the effectiveness of a channel just based on conversion rate. A lot of marketers fall in to the pit trap of stopping their metrics right before the marketing-to-sales handoff. Sales: “Those leads were garbage.”. Prospecting and Sales are from your direct sales teams.
  • MARKETING ACTION  |  TUESDAY, SEPTEMBER 1, 2015
    [Lead, Sales] 5 Myths of Social Media Marketing
    2014 report from Forrester found that 26 out of 30 B2B companies failed to create compelling content that engaged their audiences , losing sales and buyers to competitors in the process. These misconceptions can be laughable at best – but also damaging to your marketing and sales efforts at worst. Not so, says that Forrester report.
  • HALEY MARKETING  |  MONDAY, AUGUST 31, 2015
    [Lead, Sales] Do You Choose Your Clients OR Do They Choose You?!
    Below you will find my insights on how to attract and successfully lead your clients to a great end result. Lead with your mission and vision and have a clear focus on what you want to achieve. Looking for additional sales or marketing strategies for your staffing firm ? Demonstrate your expertise and leadership to the client.
  • B2B MARKETING INSIDER  |  MONDAY, AUGUST 31, 2015
    [Lead, Sales] 3 Steps To Email Marketing That Nurtures Leads And Closes Sales
    Email drives increased website visitors, helps convert website visitors into leads, helps nurture leads into customers and, perhaps most importantly, helps deepen your relationship with customers. The post 3 Steps To Email Marketing That Nurtures Leads And Closes Sales appeared first on B2B Marketing Insider. Conclusion.
  • MODERN B2B MARKETING  |  MONDAY, AUGUST 31, 2015
    [Lead, Sales] How to Make People Fall in Love with Your Cold Call
    always assume that it will go something like  that pretty awesome scene from Boiler Room  where Seth coaches the sales guy selling newspapers. ” Cold Caller: Laughs “I’m in sales; you’re in sales. Let’s take a quick look at the mistakes he made and how you can avoid them, improving your sales approach: 1.
  • B2B MARKETING INSIDER  |  MONDAY, AUGUST 31, 2015
    [Lead, Sales] 3 Ways To Calculate Conversions from Content Marketing
    The core metrics we use to measure conversions are: Cost per lead: Amount your brand spends to acquire a lead. Percentage of leads sourced:  Percentage of leads sourced by content, compared to other marketing programs. Cost Per Lead. Our ROI Guide generated 550 new leads, 205 of which were qualified leads. To
  • IT'S ALL ABOUT REVENUE  |  MONDAY, AUGUST 31, 2015
    [Lead, Sales] Avoid these 10 Marketing Automation Rookie Mistakes
    They need to get buy in from marketing, sales and IT. Take your company’s lead scoring strategy. Lead Scoring. This will lead to dirtier data, which will in turn leave you scratching your head over what’s going wrong with the system. Blaming marketing automation “These leads are bad.”
  • HUBSPOT  |  MONDAY, AUGUST 31, 2015
    [Lead, Sales] UPDATE 16 Examples of Awesome Email Marketing Campaigns
    If you're going to change the way you communicate with a lead or customer, give them clear, fair warning so, if they aren't on board, they can make the necessary adjustments to keep their inbox clean. 3) Tory Burch. They also leverage exclusivity by framing the promotion as a "private" sale. That's what makes a lead take action, right?
  • B2B MARKETING INSIDER  |  MONDAY, AUGUST 31, 2015
    [Lead, Sales] The B2B Content Marketing Buyer Disconnect [Research]
    And of course 71% of business leaders say they don’t like content that feels more like a sales pitch than valuable information. 85% of the global marketers claimed that their B2B content is intended to build brand, and yet 70% of them measure the effectiveness of their content program based on number of leads generated.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, AUGUST 31, 2015
    [Lead, Sales] Why it takes so long to achieve social media success
    When we compare a soft benefit like awareness with a “hard” benefit like sales, we see that most people even just starting with social media recognize an immediate benefit on the awareness front. In fact about 80 percent saw results in the first year compared to 35 percent who saw an increase in sales right out of the gate.
  • B2B MARKETING UNPLUGGED  |  MONDAY, AUGUST 31, 2015
    [Lead, Sales] Preference and Its Pylons
    In marketing, our job is to get our pylons into a more delicate sport or, at least help our Sales Squirrels skate around them. Preference Pylons include your competition, your sales team and inertia. This is called handing off the lead to sales. Marketers can sure get in our own ways when we try to create preference.
  • MARKETING ACTION  |  MONDAY, AUGUST 31, 2015
    [Lead, Sales] 5 Steps to Set Up, Launch, and Manage an Online Display Campaign
    Common goals for display campaigns include raising brand awareness, increasing website traffic, and lead generation. On the other hand, if you want them to click on the ad and purchase headphones from your e-commerce website, your goal is to drive sales. If the goal is to drive sales, you’ll focus your attention on conversion rates.
  • HUBSPOT  |  MONDAY, AUGUST 31, 2015
    [Lead, Sales] 7 Things to Know Before You Run an App Install Ad Campaign
    Conversion is influenced by multiple touch points across the consumer journey -- each playing a key role in introducing a product/brand to a user, keeping the product/brand top of mind prior during the decision-making phase and actually leading a user to seal the deal. whopping 1.4 million apps are on both the App Store and Google Play.
  • HUBSPOT  |  SATURDAY, AUGUST 29, 2015
    [Lead, Sales] 27 Tweetable Quotes From #INBOUND15's Most Inspiring Sales Influencers
    This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales. The same can be said about sales. And while marketers may not always be in the trenches with their sales reps to see it, that doesn't make it any less real. Quite simply, it's a constant grind. Don’t do stupid.”.
  • B2B MARKETING INSIDER  |  SATURDAY, AUGUST 29, 2015
    [Lead, Sales] Handy-Dandy Guide To Content Marketing
    find many B2B organizations linking business units to the feet-on-the-street sales organization without effectively integrating content into this supply chain. This target audience is at THIS place in the sales cycle [EARLY or MID or LATE]. The Content Marketing Research Tells Us We Need Relevant Content. ATTACH FACT SHEET].
  • MODERN B2B MARKETING  |  FRIDAY, AUGUST 28, 2015
    [Lead, Sales] QOTD: Are You Managing Your Event Check-In Process the Best You Could Be?
    Increase an attendee’s  lead score : (+5 for event registration, +15 for event attendance). Send an alert to sales and create a task in your CRM: Conversion rates suffer dramatically the longer it takes for follow-up, so make sure your sales team is alerted in real-time so that they can get the ball rollin’ as soon as possible!
  • LEADERSHIP  |  FRIDAY, AUGUST 28, 2015
    [Lead, Sales] Interesting Infographics: It’s All About The Leads
    Much like how the Nature vs. Nurture argument in scientific circles has evolved into an acceptance that both sides play a role, both quality and quantity are important when it comes to lead generation and management. This infographic from Orchestrate  offers some interesting statistics which may reshape your approach to lead management.
  • B2B MARKETING INSIDER  |  FRIDAY, AUGUST 28, 2015
    [Lead, Sales] The Role Of Emotions And Goals In B2B Buying Decisions
    For most of the past few decades, leading up to the advent of the Internet and digital technologies in the 21 st century, there has been an accepted paradigm regarding B2B buying decisions.   Whereby communications, content, and sales conversations are focused on comparative analysis, criteria, and requirements. Learn and enjoy.).
  • MARKETING ACTION  |  FRIDAY, AUGUST 28, 2015
    [Lead, Sales] 5 Power Players You Need On Your Lead Management Team
    If you could diagram the complexity of modern marketing and sales operations the intersecting lines of software, social, content, design, email and data would turn into a morass of cross hatching. Sales is no longer cold calling. Think of the sales lead process as a five-step system: Attract : Content and SEO are the magnets here.
  • ANNUITAS  |  THURSDAY, AUGUST 27, 2015
    [Lead, Sales] Why Relevant Content Is Not Enough
    In order for organizations to truly be successful with their content marketing and demand generation strategies, they must also align their people (marketing & sales), their lead management process and their technology to that of the buying process and this is where most organizations fail to execute. What’s happening?
  • B2B MARKETING INSIDER  |  THURSDAY, AUGUST 27, 2015
    [Lead, Sales] The Change In B2B Marketing – 4 Rules To Live By
    Much of the content or discussion I have with vendors (either digitally or with their sales people) is all focused on them – their products, their services, their unique value proposition. This dialogue must extend through to the sales conversation and it is marketing’s job to help educate and enable sales to have this conversation.
  • B2B MARKETING INSIDER  |  THURSDAY, AUGUST 27, 2015
    [Lead, Sales] The Cure For The Common Cold Call Is Social Selling
    Are you coughing up excuses why you missed your sales quota? If you are experiencing these symptoms which prevent you from making a successful connection with a new sales prospect, then you have a case of the common bad cold call. Are you working at a feverish pace to get through your call list with no luck? Blog 1-2 times weekly.
  • HUBSPOT  |  THURSDAY, AUGUST 27, 2015
    [Lead, Sales] Lead Scoring 101: How to Use Data to Calculate a Basic Lead Score
    When most people start implementing inbound marketing, they're primarily worried about getting enough new leads in the funnel. But once you have a lot of leads, you need to figure out who's really interested in your product and who's just starting to look around. That's where lead scoring comes in. Talk to your sales team.
  • B2B MARKETING INSIDER  |  THURSDAY, AUGUST 27, 2015
    [Lead, Sales] 20 Signs Your Business Needs A Facelift
    Sales Leads Aren’t Converting. It’s not enough just to identify and target leads, aka the people who have the interest and budget to make a purchase, you need them to convert. If you aren’t converting leads, you need to do a little digging and find out why.  Failure from sales team to perform. You Need a New Logo.
  • HINGE MARKETING  |  THURSDAY, AUGUST 27, 2015
    [Lead, Sales] 5 Key Factors to Pinpoint Your Technology Differentiator
    As such, it is a great way to call out your differentiators, build a brand, and generate leads. 4. Closing the Sale: Why the Best Firm Doesn’t Always Win How to Systematically Grow Your Technology Firm to the Next Level. Your firm’s brand is arguably its most valuable asset. This is our mantra. But people come and go.
  • FATHOM  |  WEDNESDAY, AUGUST 26, 2015
    [Lead, Sales] Without SaaS Lead Nurturing Your Free Trial User, Conversions to Paid Users will Wither
    The two primary SaaS lead nurturing campaigns would be focusing on the user experience once they purchase the “Pro” or paid version along with focusing on those who abandoned the Free Trial. You can see open rates and levels of engagement along with if/when the emails are converting to sales and revenue dollars. Urgency.
  • KEO MARKETING  |  WEDNESDAY, AUGUST 26, 2015
    [Lead, Sales] Webinars Still a Vital Part of Content Marketing
    Many B2B marketers have found that webinars can be a very effective way to nurture and convert leads, particularly those in the mid-range of the conversion journey. This helps you make a stronger connection with leads, as opposed to just posting a video or presentation on your website. Content Marketing B2B Marketing content marketin
  • HINGE MARKETING  |  WEDNESDAY, AUGUST 26, 2015
    [Lead, Sales] Why Professional Photography Matters On Your Website
    Just take a look at The Beck Group ’s professional portfolio on their website: Use compelling imagery to tell your firm’s story and help guide potential clients in the right direction, increasing your conversions and leads. Our Lead Generating Website Guide details how your firm can generate qualified leads with its website.
  • MODERN B2B MARKETING  |  WEDNESDAY, AUGUST 26, 2015
    [Lead, Sales] 4 Mistakes Marketers Make With Their Personal Brand on Twitter…and How to Correct Them
    For example, I recently tweeted a link to a faux movie trailer that was used to advertise a product that was retweeted 198 times (impressive, I know), netting me dozens of new followers (which I immediately think: potential leads? ). It could be for personal branding,  lead generation , or customer service, to name a few.
  • B2B MARKETING INSIDER  |  WEDNESDAY, AUGUST 26, 2015
    [Lead, Sales] Can’t Stop. Won’t Stop. Why You Should Stop Selling In Your Content Marketing
    This trust is what leads to sales. Back in 2007, I joined SAP to run an online lead generation program. The aim was to get more high-quality leads for sales. The natural instinct of the business was to push product brochures, thinking this would provide a smaller number of more highly-qualified leads.
  • HALEY MARKETING  |  TUESDAY, AUGUST 25, 2015
    [Lead, Sales] A 1,000 point drop in the Dow…and your staffing firm
    And the lead story on all the national news outlets (and most of the local ones) was the dramatic decline in the U.S. Most staffing sales professionals are tactical. They are great a opening doors and nurturing relationships, but their sales activities tend to be too reactive to each client's perceived staffing needs.
  • LEADERSHIP  |  TUESDAY, AUGUST 25, 2015
    [Lead, Sales] 7 Challenges Facing B2B Lead Generation and Ways to Optimize Them
    These channel marketers indulge in frequent and repeated tactical plays, but there is no consistent effort to sustain their lead funnel. They can neither predict lead generation outcomes nor measure the effectiveness of their demand generation programs. As a result, quality leads fall through the cracks and are lost.
  • THE POINT  |  TUESDAY, AUGUST 25, 2015
    [Lead, Sales] A Follow-Up Strategy for Content Syndication Leads
    It’s important to recognize that content syndication leads are not like most sales leads. If you hand off content syndication leads to your sales force without setting these expectations, your program may be doomed to fail. The post A Follow-Up Strategy for Content Syndication Leads appeared first on The Point.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, AUGUST 25, 2015
    [Lead, Sales] Hiring High Performance Sales Teams #1 of 2
    Hiring High Performance Sales Teams Strive for high competency and high commitment (first installment of a two-part series on sales recruiting). You’ve got sales quotas, plans and deadlines. That adds expense, disrupts your sales team and, potentially, creates a customer service disaster. Listen, instead of talk.
  • HINGE MARKETING  |  TUESDAY, AUGUST 25, 2015
    [Lead, Sales] AEC Firms: Your Website is One of the Most Important Things You’ll Build
    One way might be to look at leading research on professional services marketing so you can quantify the opportunity before you. The data shows that firms that generate leads online both grow more quickly and are more profitable. Online Lead Generation and Firm Profitability. Leads generated through your website. Figure 1.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, AUGUST 25, 2015
    [Lead, Sales] An Open Technology Platform and Why It's Vital for a B2B CMO
    Key features of an open platform include: Open architecture for accessing best-of-breed marketing and sales applications. Integration with leading data providers to automatically add revenue, industry, and geographic data to leads. Rest assured an open technology platform is vital for any CMO - B2B or B2C.
  • B2B MARKETING INSIDER  |  TUESDAY, AUGUST 25, 2015
    [Lead, Sales] Blog More To Sell More
    You are in charge of your personal brand and your sales success. You Are In Charge Of Your Sales Destiny. This same advice and set of results applies to today’s sales organizations and your own efforts. Hubspot states that B2B companies who blog generate 67% more leads per month than those who do not blog.
  • TRADESMEN INSIGHTS  |  TUESDAY, AUGUST 25, 2015
    [Lead, Sales] B-to-B Marketers: Why it takes more than three calls to make a sale
    We’re all focused on generating more leads these days, but I find it ironic that most companies don’t do much with them once they get them. According to a survey of people who have requested info suggests that 80% of all sales are made on or after the third contact. 25% of sales contacts are made at the inquirer’s request.
  • FATHOM  |  TUESDAY, AUGUST 25, 2015
    [Lead, Sales] Hidden SEO Inspiration from Alphabet, Google
    If your messages inspire and  lead people to desired actions  that correspond to your organization’s mission, then you know your marketing is truly powerful. Sales & Marketing Alignment SEO Moz Search Engine Optimization seoConclusion: Yes. What marketers sometimes fail to appreciate is  why  search is so profitable.
  • WEBBIQUITY  |  TUESDAY, AUGUST 25, 2015
    [Lead, Sales] 20 Brilliant B2B Marketing and Digital Business Stats and Facts
    Here are four key takeaways from this research for B2B marketers: •  Sales people won’t disappear, but their role is changing, and many are struggling to adapt. Trade shows remain the top source for B2B lead generation, with 77% of marketers saying they generate a significant quantity of leads. Death of the salesman?
  • MARKETING ACTION  |  TUESDAY, AUGUST 25, 2015
    [Lead, Sales] 5 Keys to Revenue-Boosting Demand Generation
    This demolishing fervor has taken out two of the most venerable silos of the 20 th -century business world — the sales silo and the marketing silo. This new revenue-first department is part sales and part marketing. The best sales people can tell between a glorified window shopper and a big spender in a matter of seconds.
  • HUBSPOT  |  TUESDAY, AUGUST 25, 2015
    [Lead, Sales] 10 Signs Your CEO Has an Outdated View of Marketing
    Then show that cascading “non-effect” carries through to your leads, qualified leads, opportunities, and new customers. And what about the number of leads and customers they generate? For most companies, it’s the smallest segment of traffic, leading the CEO to say, “See? Sales and Marketing Management Daily Canonical
  • KEO MARKETING  |  MONDAY, AUGUST 24, 2015
    [Lead, Sales] Using Analytics to Get Higher ROI from Remarketing
    Not all leads are created equal then it comes to remarketing. If there are specific regions where you really want to boost sales or connect with prospects, you can use the geographic options to remarket based on location. Remarketing is one of the most popular tactics for online advertising campaigns.
  • B2B MARKETING INSIDER  |  MONDAY, AUGUST 24, 2015
    [Lead, Sales] Why Email Marketing Trumps Social Media
    Email Helps Convert Website Visitors Into Leads. When a lead forwards your email to someone, you gain the power of social proof. So when you encourage referrals from existing leads, it helps you generate new ones. 3. Email Email Helps Nurture Leads Into Customers. Social media tends to suck all the oxygen out of the room.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, AUGUST 24, 2015
    [Lead, Sales] Aer Lingus Engaged Customers with the Right Offers Between Ticket Purchase and Travel Date
    To engage customers with personalised information at the right time in the lead up to their flight, Aer Lingus now sends three types of trigger-based emails. Whether it’s just a few hours, a day, a week, two months, or even ten years, purchase cycles exist for every product. ” email, which provides pre-flight information.
  • HINGE MARKETING  |  MONDAY, AUGUST 24, 2015
    [Lead, Sales] Closing the Sale: Why the Best Firm Doesn’t Always Win
    If sales are lagging, a company could hire a sales consultant, implement new sales management software, or hire a recruiter to find new sales talent. Perhaps your firm offers business intelligence that would enable them to discover and exploit their competitive advantage and win more sales. Frustrating.
  • WINDMILL NETWORKING  |  MONDAY, AUGUST 24, 2015
    [Lead, Sales] Maximize Sharing on Facebook with Different Post Types
    Facebook, Social Media, Online Marketing and Business Leader, Mike helps businesses improve lead capture, grow sales, and increase business effectiveness. Mike brings 10+ years building strategies for TabSite and other brands to increase awareness, sales, and maximize ROI in both B2B and B2C companies. Yes, […]. Facebook
  • MODERN B2B MARKETING  |  MONDAY, AUGUST 24, 2015
    [Lead, Sales] Data Talks! 2 Proven Lead Generation Tactics to Jump on Now
    Finding quality prospects is one of a marketer’s biggest challenges—how do you find leads that will convert into sales? In fact, 61% of B2B marketers cite generating high-quality leads as their No. Part of the problem is that everywhere you look, someone is telling you about new-and-better ways to generate leads. Period.
  • B2B MARKETING INSIDER  |  MONDAY, AUGUST 24, 2015
    [Lead, Sales] What Does A Content Marketing Plan Look Like?
    How do you know if the content you’re producing will reach your target audience and generate more leads or sales for your business? Is it brand awareness, engagement, lead generation, sales, or customer retention/loyalty? Where do you start? What Does An Effective Content Marketing Plan Look Like? Content Marketing
  • MARKETING ACTION  |  MONDAY, AUGUST 24, 2015
    [Lead, Sales] Digital Marketing: The 7 Essential Channels
    Today, there’s much more competition, so we have to 1) attract prospects, 2) drop them in to the top of a sales funnel, then 3) nurture them so we can convert them into customers. If we don’t use that approach with our sales funnels, then our competitors will – and our business will suffer as a result. Unfortunately, it’s not. Video.
  • READYPULSE  |  SATURDAY, AUGUST 22, 2015
    [Lead, Sales] ReadyPulse Experiences 250% Year-Over-Year Growth
    San Carlos, CA (PRWEB) May 14, 2015 — Inspirational Marketing platform ReadyPulse announced today the hiring of two executives Ron Selvey, VP Marketing and Evan Howe, VP Sales. Inspirational Marketing Platform ReadyPulse Experiences 250% Year-overyear Growth, Brings on Go To Market Executives for Vertical and Geo Expansion. Press
  • READYPULSE  |  SATURDAY, AUGUST 22, 2015
    [Lead, Sales] ReadyPulse Receives $5M in Series A Funding Delivering the Future of Inspirational Marketing
    With over $15 billion in additional e-commerce sales to date, Walden and Rally Ventures invest in ReadyPulse to continue the marketing revolution. –(BUSINESS WIRE)–ReadyPulse, has received $5 million in Series A Funding lead by California-based Venture Capital Firms, Walden Venture Capital and Rally Ventures. Press
  • CMO ESSENTIALS  |  FRIDAY, AUGUST 21, 2015
    [Lead, Sales] What Oracle’s Acquisition of Maxymiser Means
    Yesterday, Oracle announced that it had signed an agreement to acquire Maxymiser , a leading provider of cloud-based, website optimization software. Integrating Marketing, Sales, and Customer Service. Only 4% of companies out there are satisfied with their ability to use customer data. It’s not about needing more data. ” 3.
  • KEO MARKETING  |  FRIDAY, AUGUST 21, 2015
    [Lead, Sales] LinkedIn Groups Serve as Valuable B2B Marketing Tool
    Many people underestimate the value of a LinkedIn group as a lead generation tool, but that is actually one of its most important benefits. This would include high-value leads, loyal customers and influencers in your industry. You don’t want to just constantly be posting blatant ads, or hitting members up for sales.
  • VERTICAL RESPONSE  |  FRIDAY, AUGUST 21, 2015
    [Lead, Sales] Social Media & Your Business: Choosing the Best Platform
    Unique Attributes : Generates leads and drives traffic to other content (or back to your website). If you want to grow an audience around promotions and sales, Twitter or Pinterest has the quickest impact. So you want to define a social media strategy for your business ? Getting Started. Which target audience does this platform serve?
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, AUGUST 21, 2015
    [Lead, Sales] Top 3 Ways to Measure Content Marketing Success
    Do these leads become qualified, either by a marketing lead scoring model or by a salesperson? And the next step of the process is to understand how your content contributes to closed deals, cross sales and upsells. Production We all produce lots of content, but do you know what it really takes to get it done? Content Marketin
  • LEADERSHIP  |  FRIDAY, AUGUST 21, 2015
    [Lead, Sales] Interesting Infographics: Using Big Data to Generate Sales Ready Leads
    Every minute, Amazon generates another $80k in sales and Google garners over two million search queries. Effective lead generation takes both quantity and quality into account. Casting a wide net will take you so far, but sophisticated targeting technologies can give your sales an extra boost. Those aren’t small numbers.
  • SYNECORE  |  FRIDAY, AUGUST 21, 2015
    [Lead, Sales] What is an Inbound Marketing Campaign?
    Next, you nurture the leads from that offer and move them down your sales funnel so they can become your customers. Perhaps you want to generate 500 leads or convert 10 new customers. Lead Nurturing. Throughout this process, it is crucial to measure and analyze all the moving parts of your campaign. Marketing Offer.
  • MARKETING ACTION  |  FRIDAY, AUGUST 21, 2015
    [Lead, Sales] 8 Steps to a Creating, Producing, and Promoting a Successful Webinar
    They can support multiple strategic efforts, including brand awareness, lead generation, training and education, and thought leadership. Use the webinar for lead generation. If lead generation is one of your business goals, webinars can help you achieve it. Define a follow-up plan for the leads. Plan your webinar.
  • SYNECORE  |  THURSDAY, AUGUST 20, 2015
    [Lead, Sales] Understanding Inbound Marketing and the Sales Funnel [INFOGRAPHIC]
    Inbound marketing allows you to attract the most qualified leads for your business by tailoring your content to the needs and interests of your audience. Check out this infographic to gain a better understanding of how you can guide your buyer through the inbound marketing sales funnel. BOTTOM OF THE FUNNEL : CLOSING LEADS.
  • THE FORWARD OBSERVER  |  THURSDAY, AUGUST 20, 2015
    [Lead, Sales] How To Pitch Lead Generation Blogging to Old School Executives
    Are you frustrated trying to explain how a blog can generate leads? This is called sales).". blog is by far the most important means of increasing the right kind of traffic to your site and converting visitors to leads. Start with the facts. Then use an old school example that was ahead of its time. Wake Up And Smell The Blogs.
  • THE POINT  |  THURSDAY, AUGUST 20, 2015
    [Lead, Sales] Is B2B Lead Generation Really This Difficult?
    Results are in from a recent survey on B2B Lead Generation by the B2B Technology Marketing Community on LinkedIn ( free report download here ), and the numbers tell a disheartening story. Marketing automation has helped increase lead generation effectiveness by leaps and bounds, but campaign reporting is still a weak link. Why is that?
  • CRIMSON MARKETING  |  THURSDAY, AUGUST 20, 2015
    [Lead, Sales] How Marketing Can Contribute To Revenue Generation
    In response, sales needs to adapt and be on equal footing with the buyer. Marketing can enable sales reps to be as educated as the buyer so that they know exactly where the buyer is and help them move forward in their journey towards a sale. Marketing needs to be seen as an equal partner to sales. Educate Sales Reps.
  • VIEWPOINT  |  THURSDAY, AUGUST 20, 2015
    [Lead, Sales] The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How
    In part one , I provided insight into the why and what of a lead-to-revenue assessment. challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year. In my world, there are four distinct steps in conducting a lead-to-revenue assessment.
  • HUBSPOT  |  THURSDAY, AUGUST 20, 2015
    [Lead, Sales] Grammar Police: 25 of the Most Common Grammatical Errors We All Need to Stop Making
    It's easier to see in an example taken from my colleague over on the HubSpot Sales Blog : After declining for months, Jean tried a new tactic to increase ROI. So while Paris is "farther" away than Madrid, a marketing team falls "further" away from its leads goal. It's hard. How's your fast going? Are you hungry? See the difference?
  • B2B MARKETING INSIDER  |  THURSDAY, AUGUST 20, 2015
    [Lead, Sales] 5 Engagement Metrics To Calculate Brand Health
    As a rule of thumb, your subscriber cost per acquisition (CPA) should be well under your average sale amount from a new customer and within range of what you pay to obtain other valuable actions , such as webinar sign-ups, free content downloads or even direct sales. Let’s say you’ve accomplished letting people get to know your brand.
  • MARKETING ACTION  |  THURSDAY, AUGUST 20, 2015
    [Lead, Sales] The Simple, 3-Step Process to Generating Leads and Revenue through Social Media Channels
    And second, how do you convert these visitors who do end up on your site into email leads and customers? Before you can acquire new leads, you need to get people onto your website. Webinars are a fantastic way to appeal to high-value leads on social platforms. Sales/Discounts. Leads are Better. Actionable Content.
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