• LEADERSHIP  |  FRIDAY, JULY 3, 2015
    [Lead, Sales] Interesting Infographics: The Business Case for Personalization
    Personalization of communication and the consumer experience can lead to a 72% increase in email click-through rates, a 53% increase in average order value, and a 33% increase in conversion rates. In a world in which we are bombarded with messages and advertisements, it’s easy for the average consumer to tune out. Click To Tweet.
  • MADISONLOGIC B2B WHITE PAPERS  |  THURSDAY, JUNE 25, 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  |  THURSDAY, JUNE 25, 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  |  THURSDAY, JUNE 25, 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  |  THURSDAY, JUNE 25, 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  |  THURSDAY, JUNE 25, 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  |  THURSDAY, JUNE 25, 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  |  THURSDAY, JULY 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  |  FRIDAY, JULY 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, JULY 2, 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  |  FRIDAY, JULY 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
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, JULY 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
  • HUBSPOT  |  THURSDAY, JULY 2, 2015
    [Lead, Sales] 10 Businesses With Enviable Company Cultures
    Morning Star is the world’s leading tomato processor. Campbell’s Soup is a great example of a company that leveraged employee engagement to turnaround declining sales. Free beer and foosball tables serve as a nice addition to any office, but do they really have an impact on employee engagement? Why the emphasis on engagement?
  • CMO ESSENTIALS  |  THURSDAY, JULY 2, 2015
    [Lead, Sales] Call To Action: Close Your Buyer Journey Gaps
    Aberdeen Research shows that mapping your buyer’s journey can increase marketing investment ROI, reduce customer support costs, and shorten your sales cycle.  Prospects interact with our brand as a single entity; from the home page of our website to our hold music to pricing negotiations with sales – it’s all one brand.
  • MODERN B2B MARKETING  |  THURSDAY, JULY 2, 2015
    [Lead, Sales] [Video] What Every Marketer Should Know: What Is Marketing Automation?
    Gone are the days of having to manually track data and nurture leads, because with marketing automation, you’re able to sit back, relax, and watch the system do it for you! This mighty marketing machine works to automate and sync your various efforts: Lead generation. Lead management. It serves the sales team, too! It is!
  • B2B MARKETING TRACTION  |  WEDNESDAY, JULY 1, 2015
    [Lead, Sales] Spark New Results from Your B2B Marketing at Mid-Year
    You can write a marketing plan at any time during the year and get at least something (even one thing) done to create awareness, generate leads, and grow your business. Switching to advertising in a nationwide publication resulted in a sale to a large corporation headquartered in another state. 2. Marketing can be challenging.
  • HUBSPOT  |  WEDNESDAY, JULY 1, 2015
    [Lead, Sales] 7 Important PR Lessons Every Content Marketer Needs to Learn
    Strategic PR is about solving business problems, so if the business problem is, say, a lack of leads at the top of the funnel, content can be a big part of the response. I tried to explain public relations to my grandmother once. You’re in The Wall Street Journal. What is PR? What do journalists want from external content creators?
  • EMAGINE B2B BLOG  |  WEDNESDAY, JULY 1, 2015
    [Lead, Sales] The ABC’s of A/B Testing with Adwords
    Tired of sales complaining about lead quality? For your next marketing/sales meeting have a brainstorming session and gather new offers. Since most sales or product-focused employees work directly with your customers they usually have great insight. udience is King. To reach your audience you must first understand them.
  • TRADESMEN INSIGHTS  |  WEDNESDAY, JULY 1, 2015
    [Lead, Sales] Do you Participate in LinkedIn Groups? Why not?
    The key is to contribute good content, not a sales pitch. After all, that’s the real end game here, that is to start relationships that might lead to business down the road. By John Sonnhalter, Rainmaker Journeyman at Sonnhalter. Certainly there must be someone in that mix you’d like to talk to.
  • VERTICAL RESPONSE  |  WEDNESDAY, JULY 1, 2015
    [Lead, Sales] Guide to Autoresponders Part 3: Follow-Up and Confirmation Emails
    Autoresponders are an excellent way to stay engaged with leads and customers even while you’re busy doing other things. When a customer makes a purchase, you can send an email to confirm the sale. Use them to improve your email open rate, communicate important information, and inspire a sale. Let’s get started!
  • HUBSPOT  |  WEDNESDAY, JULY 1, 2015
    [Lead, Sales] Creating a Survey? 7 Tips for Getting More Respondents
    For marketers, tracking meaningful data is key to understanding how to generate leads. What happens when a lead closes into a customer? Do you ignore them and move on to the next sale? Of this data, pointed feedback from prospects and customers is especially valuable. The best way to collect it? Surveys. you get the point.
  • BLUE FOCUS MARKETING  |  TUESDAY, JUNE 30, 2015
    [Lead, Sales] [VIDEO] Re-Thinking Employees and Culture in a Digital World #SHRM15 #SmarterWorkforce #HR
    In our book The Social Employee (McGraw-Hill, 2013), we make the case for how to get started and how leading organizations have transformed their culture. Edelman, Global Co-Leader, Digital Marketing & Sales Practice, McKinsey & Company. Peer recommendations are 10 times more powerful than traditional marketing.
  • FATHOM  |  TUESDAY, JUNE 30, 2015
    [Lead, Sales] The “Art of Client Service” – 27 Things All Account Executives Should Know
    As a previous Account Executive at Fathom, I speak from experience when I say that every single one of these ideas is applicable to the agency world, especially to those who lead client accounts and are responsible for helping both clients and internal teams remain productive, successful and happy. Especially if they are not stated overtly.
  • THE FORWARD OBSERVER  |  TUESDAY, JUNE 30, 2015
    [Lead, Sales] The Very First Step To Take For Better Quality B2B Sales Leads
    Sure, you're generating sales leads, but are they good leads? Here's how to step up your lead quality. The same kind of logic, applies to generating better quality B2B sales leads. Endless articles, studies, conferences and books explore the topic of B2B lead generation. We listened intently. Title.
  • LEADERSHIP  |  TUESDAY, JUNE 30, 2015
    [Lead, Sales] Where is Your Demand Generation Program on the Effectiveness Quotient?
    According to this study, they are: Quality of leads —and I couldn’t agree more. But then you see that 58% of marketers do not involve their sales team in developing or approving buyer personas; so who are these campaigns targeting? Do you have questions about how to drive better performance for your B2B lead generation campaigns?
  • HUBSPOT  |  TUESDAY, JUNE 30, 2015
    [Lead, Sales] The Key to Driving Consistent Growth: Understanding Costs
    I have a confession to make. I’m a revenue (sales) guy. I can think about, conceive and vision growth opportunities without even trying. Unfortunately, very few small and mid-sized companies understand their sales cost structure well enough. The same is true for any technology or other sales and marketing overhead. years.
  • HINGE MARKETING  |  TUESDAY, JUNE 30, 2015
    [Lead, Sales] Marketing Toolkit Essentials: CRM and Email Marketing Software
    Or, are you wasting valuable time and resources manually emailing each potential lead with a drip campaign? Be wary of add-on features that may just go unused and lead to employee frustration. From your CRM data, you should be able to easily determine key factors like lead conversions and what your sales pipeline currently looks like.
  • VIEWPOINT  |  TUESDAY, JUNE 30, 2015
    [Lead, Sales] Status quo, you know, is Latin for 'the mess we're in.'
    The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Salespeople consistently say that they do not get enough qualified leads. Qualified leads, according to sales, are based on criteria they understand but marketing is in the dark about. Inside sales?
  • HUBSPOT  |  TUESDAY, JUNE 30, 2015
    [Lead, Sales] Can't Focus? 5 Ways to Overcome Distractions at Work
    Learning how to maximize your time will lead you to perform better, feel better, and allow you to give your all to the slew of things you do outside of work that make you the human you are. How often have you or one of your coworkers uttered the phrase, "I wish there were more hours in a day"? But acceptance is the first step. The second?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, JUNE 30, 2015
    [Lead, Sales] Why Americans are secretly furious with marketers
    The research is important not just for its surprising revelations about privacy but also for its unapologetic scolding of the way marketers have been mis-leading their customers. If you are looking for a cost-effective way to reach your audience, build your brand, and develop sales leads, try GoToWebinar, from Citrix.
  • MARKETING ACTION  |  TUESDAY, JUNE 30, 2015
    [Lead, Sales] Improve Your Offer Strategies by Learning to Let Go
    relevant offer doesn’t feel pushy or sales-y; if it’s truly relevant, then it’s useful – and welcome. Sending a live demo to a list of new leads that have never heard of your company would fall flat, as that is content suited to someone deeper in the cycle. SLA Template vs. Sales and Marketing Alignment Template. eBook.
  • BLUE FOCUS MARKETING  |  MONDAY, JUNE 29, 2015
    [Lead, Sales] [VIDEO] Revitalizing Employee Engagement #SHRM15 #SmarterWorkforce #HR
    In The Social Employee , we go behind the scenes with several leading brands—such as IBM, AT&T, Dell, Adobe, Southwest Airlines, Cisco, Acxiom, and Domo—pulling the lid off the inspiring social business success stories that have propelled these companies into the 21st century. Day Four at the Amplify Festival 2015. FOR EWORD by David C.
  • NUSPARK  |  MONDAY, JUNE 29, 2015
    [Lead, Sales] How to Convince Your CEO of the Power of B2B Content Marketing
    It takes time, but delivers, in the long term, a higher number of leads and sales opportunities. It’s the foundation for search engine optimization that helps to attract website visitors, the fodder for social media and lead nurturing , and the bait for lead conversion. Content Marketing Lowers Cost-Per-Lead.
  • HUBSPOT  |  MONDAY, JUNE 29, 2015
    [Lead, Sales] 5 Reasons People Say 'No Thanks' After Your SaaS Free Trial
    These businesses also buy into the widely accepted wisdom about the SaaS sales process, which goes something like this: it's much shorter and more transactional than traditional software sales, customers are ready to buy 'off the page' without the involvement of a salesperson, they just want to test out the product and then get started.
  • HINGE MARKETING  |  MONDAY, JUNE 29, 2015
    [Lead, Sales] Top 7 Branding Ideas for Your Consulting Firm
    Visible Experts help generate more leads and cement your credibility in the marketplace, making it easier to close more sales and grow. 4. Our Rebranding Kit gives you the tools and knowledge you need to lead your firm through a rebranding. Branding is tough, after all, and a learning curve is to be expected. Pitch decks.
  • MODERN B2B MARKETING  |  MONDAY, JUNE 29, 2015
    [Lead, Sales] Why Video Is Crucial to Your Marketing Automation Strategy
    Leads who watch videos as part of their journey to close cost an average of 20% less. Not only can video help you generate leads directly with the help of email gates, pop-out CTA, and in-video forms, it can also be used to measure buyer interest and tailor content journeys accordingly. How to lead score with video.
  • THE ROI GUY  |  MONDAY, JUNE 29, 2015
    [Lead, Sales] For Sale, Not On Sale - The True Cost of Discounting and What to Do About It
    By Mark Schlueter & Tom Pisello More sales execs are revealing that discount pressures are at an all time high, and as a result, they need more transactions than ever just to make the numbers. friend of ours often says - “My products and services are FOR sale, not ON sale”, and for good reason. So how bad has it become?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, JUNE 29, 2015
    [Lead, Sales] Facebook content strategy is a time bomb for inbound marketing
    Inbound marketing refers to marketing activities that bring high-potential visitors in , rather than relying on sales people having to make cold calls to garner “outbound” leads. Hubspot tends to view inbound marketing as an engine for leads. But in the end, the goal is the same — sales. Really. Really.
  • BLUE FOCUS MARKETING  |  SUNDAY, JUNE 28, 2015
    [Lead, Sales] Now Co’s are Focused on Employee Experience (EX) via @mnburgess #HR #SHRM15 #Leadership
    And, while user design and customer experience are critical to a firm’s success, leading companies are realizing powerful business results by focusing internally on creating the new social Employee Experience (EX). Edelman, Global Co-Leader, Digital Marketing & Sales Practice, McKinsey & Company. EX  (Employee Experience).
  • AVITAGE  |  SATURDAY, JUNE 27, 2015
    [Lead, Sales] B2B Customer Content Operations Manifesto
    If you’re a B2B organization pursuing content dependent strategies such as content marketing, automated lead generation and nurturing, sales and channel enablement (among others), you are now in that business. The custom content business is a difficult business. And clients pay dearly for this.
  • VIDYARD  |  FRIDAY, JUNE 26, 2015
    [Lead, Sales] 3 Simple Ways to Customize A Single Video Campaign for Multiple Audiences
    The fact is, general marketing copy or messages developed to appeal to a broad list of leads is likely not appealing to much of your list at all. Splash screens actually have the greatest opportunity for literal personalization – on a lead-by-lead basis, too! Consumers don’t know how to personalize your messages.
  • HINGE MARKETING  |  FRIDAY, JUNE 26, 2015
    [Lead, Sales] Developing a Data-Driven Marketing & Sales Strategy with Marketing Automation
    With so much data now readily available to marketing and sales departments, there are plenty of benefits to take advantage of. Data such as number of impressions, interactions, leads generated, and even the number of deals closed, can now easily be viewed and reported on. Sales Cycle Insight. Know What’s Working.
  • BIZNOLOGY  |  FRIDAY, JUNE 26, 2015
    [Lead, Sales] Five B2B marketing beliefs and trends debunked
    That’s why market segmentation is the first process needed, and is so critical to achieve marketing and sales success. With machine tools it is probably close to 10%, as this is a very complex high value sale and no website can begin to address the buying questions and customization needed. B2B is a market. Outbound marketing is out.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, JUNE 26, 2015
    [Lead, Sales] Carlos Abler is Changing Culture with Content on the Content Pros Podcast
    Through workshops, visual storytelling and information design, he helps everyone from marketing to sales to customer care anchor themselves around strategically managing the customer experience. It is much bigger that just generating leads. He’s the content czar for 3M, a company that makes way more than Post-It Notes.
  • MARKETING ACTION  |  FRIDAY, JUNE 26, 2015
    [Lead, Sales] Thinking About Adopting Marketing Automation? Here’s a Quick Start Guide
    Sync with Sales. Once your marketing automation solution is in place, you’ll be generating a larger volume of high quality, sales-ready leads. That’s why it’s important to work with the sales team before, during, and after implementation so you can make sure that sales gets the leads they want. Sometimes.
  • VIDYARD  |  THURSDAY, JUNE 25, 2015
    [Lead, Sales] Why Video and Visual Marketing is Everyone’s New Best Friend
    In fact, as YouTube, Vine and Vimeo rise in popularity, the time is ripe for B2B marketers to explore how video can boost their content game – from brand awareness to lead generation. There are multiple decision-makers and influencers involved in the typical B2B sales cycle, but only a few of your people will meet a few of their people.
  • B2B MARKETING INSIDER  |  THURSDAY, JUNE 25, 2015
    [Lead, Sales] 7 Ways To Get Customers To Love Your Brand
    The leading brands in the world all have something in common: they have developed a personality or vibe. One way to do this is to permit individuals to pre-order new products before they go on sale. How do customers describe your company to their family and friends? These brands have mastered creating a brand consumers love.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, JUNE 25, 2015
    [Lead, Sales] Crowdfunding 101: Testing the Waters with TeeSpring
    How much lead time do I have? Instead of doing an entire campaign for a range of different rewards, use the T-shirt sales site, TeeSpring , to sell only this one reward and test the reception to your idea. TeeSpring allows you to set the price of the T-shirts you’re selling, as long as you set a sales goal.
  • HUBSPOT  |  THURSDAY, JUNE 25, 2015
    [Lead, Sales] Choosing the Best Big Social Networks for Publishers
    Keep in mind that gaining highly qualified leads directly off Facebook is a little tougher, and the platform could be better to think of as a great way to fill the top of your funnel. LinkedIn has been highly regarded as a useful tool for B2B companies, especially in the realm of sales. Should you use Twitter or LinkedIn? All of them?
  • MARKETING ACTION  |  THURSDAY, JUNE 25, 2015
    [Lead, Sales] Business Blogging as an Equalizer for Small and Medium Businesses
    It’s great that so many folks are bought into the idea of blogging; however, after a quick look at the business blogs out there, it quickly becomes evident that marketers are struggling to tap into the real power of a blog to engage their audience and drive leads. Being the small kid on the block is never easy. marketing your marketing.
  • HUBSPOT  |  WEDNESDAY, JUNE 24, 2015
    [Lead, Sales] How to Get Free From Annoying Office Situations
    But that super confusing Google Doc your company uses to track incoming leads and assign them to sales reps? At work, some terrible situations are easier to get out of than others. That important project your boss dumps on you last minute? You probably can't wiggle your way out of that one. How to Get Free From Your Annual Review.
  • BLUE FOCUS MARKETING  |  WEDNESDAY, JUNE 24, 2015
    [Lead, Sales] @Tom_Peters leading the 21st century employee and organization through EXCELLENCE
    In The Social Employee , we go behind the scenes with several leading brands—such as IBM, AT&T, Dell, Adobe, Southwest Airlines, Cisco, Acxiom, and Domo—pulling the lid off the inspiring social business success stories that have propelled these companies into the 21st century. Social leadership isn’t about achieving personal glory.
  • THE FORWARD OBSERVER  |  WEDNESDAY, JUNE 24, 2015
    [Lead, Sales] Does Modern B2B Lead Generation Really Work?
    Are you struggling to fill your sales pipeline with quality leads? You may need a lead generation mindset change. Lead Generation Has Changed. In the old days (5-10 years ago), lead generation could be driven more by interruptive marketing like mass advertising, cold-calling and email blasts. And it works, too.
  • EMAGINE B2B BLOG  |  WEDNESDAY, JUNE 24, 2015
    [Lead, Sales] 5 Things To Consider When Writing Content For Your Website
    In order to do that effectively, your website’s content needs to be designed in a way that it works as an extra sales person. Using clear calls-to-action to create navigation paths around your site can turn a visitor into a lead. Our words are our emissaries; they tell the world who we are” – Ann Handley, 13 Writing Rules.
  • VIDYARD  |  WEDNESDAY, JUNE 24, 2015
    [Lead, Sales] Video Marketing How-To: Measure the Success of Your Video at Every Funnel Stage
    This is what middle-of-funnel is all about – generating leads, and moving your prospects to the next stage of the buying process. This is where a Video Marketing Platform that integrates into your sales or marketing automation platform is a powerful tool. Welcome to another episode of Video Marketing How-To! Blog Video How-To
  • HINGE MARKETING  |  WEDNESDAY, JUNE 24, 2015
    [Lead, Sales] The Importance of Social Listening to Connecting With Prospects
    It could allow you to tap into the desires of a target audience you weren’t even aware existed and generate new leads from their interests. When you’re already engaged in social listening, you can be more prepared for these interactions and increase your chances of converting buyers’ conversations into sales. 2.
  • BIZNOLOGY  |  WEDNESDAY, JUNE 24, 2015
    [Lead, Sales] 4 Non-measurable actions every business should take
    Can posting on social media sites lead to direct sales? This is often an investment that does not pay you back in direct ways but it will lead to long-term higher revenue with the right maintenance. The basis of any business is making money. Earning money is not always linear, though. Post quality social media content.
  • WEBBIQUITY  |  WEDNESDAY, JUNE 24, 2015
    [Lead, Sales] What CMOs Need to Know That Will Keep CEOs and CFOs Happy
    It’s more than just a channel for generating leads and engaging people, it’s genuinely a market with competitive forces. However, it’s an extremely powerful one for those who understand its strategic import and who want to be able to quantify the business value of web marketing beyond only lead generation and engagement. Good question.
  • B2B MARKETING INSIDER  |  WEDNESDAY, JUNE 24, 2015
    [Lead, Sales] 3 Steps To Creating Content Like A Journalist
    That means that all the important information leads the article, while the least important information appears at the bottom. ” If brands don’t base their content on facts, then they will lose out on customers and potential sales. “At the end of the day, no business wins by over-promising and under-delivering,” continued Zywien.
  • LEADERSHIP  |  TUESDAY, JUNE 23, 2015
    [Lead, Sales] Is Your Customer in the Driving Seat?
    They decide to go with a company they can trust the most.  If you have a strong funnel that filters only leads (not just inquiries but real leads) from marketing to sales, as well as a strong lead nurturing program, that is your solid foundation. Let’s compare Indy car racing laps to your buyers’ journey.
  • CRIMSON MARKETING  |  TUESDAY, JUNE 23, 2015
    [Lead, Sales] Jackie Yeaney, Red Hat’s EVP Strategy & Marketing: Mad Men No More— How Marketing Has Changed
    We get an insider’s look at Red Hat’s 360° marketing tactics, including lead scoring, customer profiling and getting Sales to understand how the buyer’s journey works. Marketing tactics have evolved from a creativity-driven, “push” approach to a customer-driven “pull” paradigm. Learnings include: Don’t Sell…Engage. Shiny, Happy People.
  • CMO ESSENTIALS  |  TUESDAY, JUNE 23, 2015
    [Lead, Sales] Marketing Automation Integration: Ensuring Critical Connections
    It is no longer about just winning the customer; the customer journey now extends past the sale to advocacy and evangelism. This means that marketing can’t rest on its laurels at lead nurturing alone, but instead, must continue on to a more comprehensive concept like  customer nurturing. Welcome to the age of the customer.
  • B2B MARKETING INSIDER  |  TUESDAY, JUNE 23, 2015
    [Lead, Sales] Stay The Course With Demand Generation  
    Sadly this new adventurous path often leads to disaster. Pay per Lead acquisition? Do they have a Lead Generation Team? Often times people look to a new direction with nothing more than a “we need more Sales” mantra. Don’t Over-Complicate: Sometimes the simplest path is the one that leads to greatness.
  • VERTICAL RESPONSE  |  TUESDAY, JUNE 23, 2015
    [Lead, Sales] 5 Ways to Create More Touchpoints with Email
    While it’s nice to have this audience receiving your messages, it doesn’t truly pay unless you can eventually turn these leads into customers. The following are several methods you can use to create more touchpoints and ensure that your email leads become customers. 1. Offer a coupon or promote a sale on your website.
  • VIEWPOINT  |  TUESDAY, JUNE 23, 2015
    [Lead, Sales] Most Market Share Battles Are Lost, Not Won
    The founders are not “sales” people but “product” people. They have tackled and surmounted huge technical hurtles, but they refuse to put any sustained effort into sales and marketing. (A website and postcard mailing don’t count.) The happy dance shouldn’t start until they are closing one out of ten leads (4.5 No brainer right?
  • HUBSPOT  |  TUESDAY, JUNE 23, 2015
    [Lead, Sales] How to Create Sponsored Content that Doesn't Suck
    When your readers trust you , and the actions they take on sponsored content are more informed, and their value as a lead is higher for your advertisers. Yes, it makes sense to have a lead capture mechanism. Remember that content doesn’t always have to result in a direct conversion or first-point-of-sale. The dilemma? Media
  • WEBBIQUITY  |  TUESDAY, JUNE 23, 2015
    [Lead, Sales] 21 Spectacular SEO and Search Marketing Stats and Facts
    Lead generation (cited by 61% of corporate marketers) and Web site traffic (57%) are the top SEO objectives for marketers at enterprise companies in 2015. Just 24% cited attributing sales and revenue to SEO as a top goal. Social may be sexy, but search still pays the bills. How can marketers get the most out of search? eMarketer ).
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, JUNE 22, 2015
    [Lead, Sales] An inside look at innovation hot spots and how to get your idea noticed
    Industry veteran  Jim Lussier  was tapped to lead this ambitious effort. When we invest, we will join the board as observers and bring the value of our brand (which confers credibility on startups), our 10 million business customers, our 20,000 sales people, our product management capability. What are the hot ideas? Jim Lussier.
  • HUBSPOT  |  MONDAY, JUNE 22, 2015
    [Lead, Sales] In Case of Emergency: How to Create & Launch a Content Marketing Campaign in 5 Hours
    Maybe it’s the end of the month, and your boss is freaking out. “We need more leads!” is the battle cry. And we need you, [your name], to create and promote some new content pronto so we can generate those leads!". Section 3: 9 Unique Ways to Generate Leads With QR Codes. However, those leads will be of a lower quality overall.
  • VIRALLY BLOG  |  MONDAY, JUNE 22, 2015
    [Lead, Sales] Business Blogging The Master Class
    There are many other benefits from business blogging all of which will drive a steady stream of warm leads. Not sure how it will generate sales? The benefits of business blogging are really quite clear in today’s 27/7 always on connected world. The question is are they landing on your site or a competitors? No time to blog?
  • HUBSPOT  |  SATURDAY, JUNE 20, 2015
    [Lead, Sales] New Data: Should You Include Social Media Icons on Your Homepage?
    The following 17 industries (above the 75% overall average yellow line) are primarily B2C focused, with sports, fashion , high-end retail, travel, restaurants, media, and consumer services leading the way. increase in conversions can mean millions in sales. On average, people spend one hour and forty minutes per day on social media.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, JUNE 19, 2015
    [Lead, Sales] Mautic Offers Free, Open Source Marketing Automation
    David Hurley, the open source industry veteran behind Mautic, argues that marketing automation has just now become widely enough understood for many marketers to purchase it without a lengthy sales cycle. started with the lead import feature, which was rather barebones. Lead scoring is also fairly powerful.
  • MARKETING ACTION  |  FRIDAY, JUNE 19, 2015
    [Lead, Sales] Map Your Digital Marketing Playbook to Your Company’s Stage of Growth
    These are companies that require lots of resources, lots of coordination with sales. Another trait of an early stage company is a small sales team. If you have a sales team at all, the cofounder may actually be your lead sales person. They’re out there every day, the CEO calling, leading with prospects.
  • E-QUIP  |  THURSDAY, JUNE 18, 2015
    [Lead, Sales] How to Help PMs Succeed at Selling
    In my last post I argued that all project managers should be contributing to their firm's sales efforts. prominent reason for the low participation is that most PMs don't feel competent or comfortable in this role (and this is also true of many who are involved in sales!). Budget time specifically for sales. Where to start?
  • HINGE MARKETING  |  THURSDAY, JUNE 18, 2015
    [Lead, Sales] Key Components of a Technology Firm Lead Generation Website
    In order to make sure your efforts aren’t wasted, you want your website to encourage members of your target audience to become leads – who, ideally, you can then nurture into future clients. But what does it really mean to have a lead generation website ? What does lead generation really mean? Content.
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, JUNE 18, 2015
    [Lead, Sales] Lead Generation for Industrial Companies is a Process not a Campaign
    I hear too many manufacturers and industrial companies talking about creating campaigns because they want to pump up their lead generation. Content Marketing Industrial Lead Generation Inbound Marketing Industrial content marketingThis is only a content summary. Please click on the headline to read the full article.
  • ANNUITAS  |  THURSDAY, JUNE 18, 2015
    [Lead, Sales] The Value of Velocity
    It’s not enough to know your buyer, create content that maps to their buyer’s journey and create lead management processes to regulate all the moving parts of your demand generation program. How long does it take on average for a prospect to move from engaging with one of your initial content offers to ending up in the sales pipeline?
  • VIRALLY BLOG  |  THURSDAY, JUNE 18, 2015
    [Lead, Sales] Content Marketing Workshop Amazing Offer
    So we have a special offer going – For Businesses in Kent that are keen to use content marketing for an affective lead generating marketing strategy this is just for you. Content Marketing Workshop Offer. We will do this in your offices so you can manage work loads and can split the days if required. So what is included?
  • MARKETING ACTION  |  THURSDAY, JUNE 18, 2015
    [Lead, Sales] Five Areas Where B2B Marketers Can Leverage Big Data
    How to assess contribution of these activities to outcomes such as “opportunity creation by Sales”? With basic tools and level integration, marketing organizations can estimate rudimentary KPIs like “cost per lead.” They would love these relevant leads. 4. Identify the priority for following up on an inbound lead.
  • HUBSPOT  |  THURSDAY, JUNE 18, 2015
    [Lead, Sales] 5 Tried-and-True Tools for Growing Your Email List
    After all, more subscribers = more sales.). From pop-ups to sticky bars to Twitter Lead Generation Cards, all of these resources are designed to help you maintain and scale a healthy email list. increase in sales after trying its luck with the technique. Email Marketing Lead Generation Dailyevery year. The result?
  • HUBSPOT  |  WEDNESDAY, JUNE 17, 2015
    [Lead, Sales] What Hollywood and Cats Can Teach You About Creating Marketing Personas
    Both the screenwriter and marketers’ job is to connect with a particular audience in order to increase sales, whether it’s box office tickets or machine parts, their jobs are very similar. Danny DeVito has played many a leading role whereby he’s a horrible, angry man. Marketer. Define a hero. Define a brand. Suggest a problem to solve.
  • SYNECORE  |  WEDNESDAY, JUNE 17, 2015
    [Lead, Sales] MINBOUND 2015 is Tomorrow!
    Author and sales accelerator Jill Konrath will give a keynote preentation titled“Inbound Marketing: A Catalyst for Growth" to kick off the day after registration and breakfast. After a lunch break at around noon, Sales Lion inbound marketer and brand strategist George B. The day is finally upon us: MINBOUND 2015 is tomorrow!
  • VIDYARD  |  WEDNESDAY, JUNE 17, 2015
    [Lead, Sales] Use Video to Prospect Leads and Control the Conversation
    It is an amazing time to be in sales. According to Google, 70% of B2B buyers now view video throughout their path to purchase, and nearly half of these prospects will consume over 30 minutes of video when evaluating solutions and it’s Sales’ job to guide them the rest of the way through the buying journey as a trusted advisor.
  • HUBSPOT  |  TUESDAY, JUNE 16, 2015
    [Lead, Sales] 862 Hours of Inbound Marketing: A Statistical Analysis
    Total Leads: 2,790 (This is defined as an individual who filled out a form on our site.). I’ll also note that 100% of our traffic and leads come from inbound marketing. We haven’t done trade shows, PPC, paid ads, or anything else to grow leads. leads for every hour spent on inbound marketing. Leads: 2,790 / 862 = 3.24
  • KEO MARKETING  |  TUESDAY, JUNE 16, 2015
    [Lead, Sales] Top Honors for Website Design and SEO Presented to KEO Marketing at 2015 AMA Spectrum Awards
    PHOENIX, June 16, 2015 – KEO Marketing Inc. , a leading full-service business-to-business (B2B) marketing agency, today announced that it was recognized with two 2015 AMA Spectrum Awards for its work on behalf of client Profiles International. About KEO Marketing. For more information visit www.keomarketing.com.
  • VIDYARD  |  TUESDAY, JUNE 16, 2015
    [Lead, Sales] 5 Reasons Why a Video Marketing Platform is a New B2B Marketing MUST
    Because up to 90% of a customer’s decision to purchase is made before they come into contact with your sales team. Your team probably tracks things like page views, ebook and whitepaper downloads, and form submissions to qualify and score leads. Generating leads and enabling sales. Generating leads and enabling sales.
  • KOMARKETING ASSOCIATES  |  TUESDAY, JUNE 16, 2015
    [Lead, Sales] How B2B Advertisers Can Leverage Callout Extensions for Better Ad Messaging
    It’s pretty common for clients to believe that the callout extension, with its natural scheduling features and short text limits, is much better suited for consumer or B2C sales. This is very powerful if you have a sale or limited-time offer, as many B2B e-commerce vendors often will. Trade Shows Messaging. Final Thoughts.
  • HINGE MARKETING  |  TUESDAY, JUNE 16, 2015
    [Lead, Sales] Rethinking Referral Marketing: Understand Your Target Audience
    Consult your sales, business development, and account teams to learn what questions and objections they encounter regularly. And by using research to understand your audience, you’ll have the basis for a focused and efficient referral marketing strategy, connecting more reliably with your audience and leading ultimately to new business.
  • B2B MARKETING INSIDER  |  TUESDAY, JUNE 16, 2015
    [Lead, Sales] Overt or Covert: What’s Your Content Culture?
    tell these people what every great sales person knows – you don’t convince anyone of anything. Despite what the old adage says, it can be nearly impossible to lead a horse to water, much less teach him or her how to drink. In some engineering-driven B2B companies, getting buy-in for something that isn’t sales driven can be a big risk.
  • MODERN B2B MARKETING  |  TUESDAY, JUNE 16, 2015
    [Lead, Sales] Ready, Get Set, Read! 10 Thought-Provoking Books to Peruse This Summer
    In today’s digital world, the way people lead has fundamentally changed—ironically, making them more disconnected. Marketing: 77 Instant-Action Ideas to Boost Sales, Maximize Profits, and Crush Your Competiton. Marketing: 77 Instant-Action Ideas to Boost Sales, Maximize Profits, and Crush Your Competition – David Newman.
  • TRADESMEN INSIGHTS  |  TUESDAY, JUNE 16, 2015
    [Lead, Sales] Lead Nurturing: What Industrial Marketers Need to Know
    know Sales wants low hanging fruit to sell now, and the C suite is looking for results sooner than later. According to IHS Engineering 360 , 70% of new business comes from long-term leads. As an industrial marketer, our jobs are to identify where they are in the sales funnel and engage with them as they move toward a sales.
  • VIEWPOINT  |  TUESDAY, JUNE 16, 2015
    [Lead, Sales] The Quest for Good Leads: Are You Asking the Right Questions?
    What’s a good lead rate? How much should a lead cost? The lead rate for high quality, enterprise opportunity leads has been roughly flat.) That said, for several years the elephant in the room has been inbound marketing and inbound marketing lead rates. have seen inbound lead rates reported as high as 11 – 14%.
  • B2B MARKETING INSIDER  |  TUESDAY, JUNE 16, 2015
    [Lead, Sales] Content Marketing Manager Job Description
    Accountable for all content  marketing   initiatives to drive traffic, engagement, leads, that deliver sales and customer retention. I’ve been asked a few times for a Content Marketing Manager Job Description. In the end it comes down to 3 core content marketing skills. Sharing content on the channels they use. Requirements.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, JUNE 16, 2015
    [Lead, Sales] Facebook alternative network Ello turns nasty
    If you are looking for a cost-effective way to reach your audience, build your brand, and develop sales leads, try GoToWebinar, from Citrix. If you are looking for a cost-effective way to reach your audience, build your brand, and develop sales leads, try GoToWebinar, from Citrix. Is Facebook a right? Let’s GO!
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, JUNE 16, 2015
    [Lead, Sales] Facebook alternative network Ello turns nasty
    If you are looking for a cost-effective way to reach your audience, build your brand, and develop sales leads, try GoToWebinar, from Citrix. If you are looking for a cost-effective way to reach your audience, build your brand, and develop sales leads, try GoToWebinar, from Citrix. Is Facebook a right? Let’s GO!
  • HUBSPOT  |  TUESDAY, JUNE 16, 2015
    [Lead, Sales] Are Publishers Measuring Success Correctly?
    failure at the outreach stage can result in low traffic (or high-volume, low-value traffic). 2) Sales Metrics. Qualified lead rates, number of SQLs, pipeline generated, sales-per-lead, advertiser ROI. Lead : Readers who have shown additional interest by filling out a form or converting on your site in some way.
  • WEBBIQUITY  |  TUESDAY, JUNE 16, 2015
    [Lead, Sales] 34 Compelling Content Marketing Stats and Facts
    Sales are a top goal of content marketing—but website traffic is the most common metric used to measure success. Only about half of marketers try to connect content to sales. Because with the exception of direct response (a small part of content marketing), content supports sales rather than driving them directly. TopRank ). 2.
  • LEADERSHIP  |  TUESDAY, JUNE 16, 2015
    [Lead, Sales] A 14-Point Credo for the B2B Demand Generation Samurai
    Here is an insightful Infographic on the B2B Lead Generation Manifesto.  In the complex and ever-evolving world of B2B, you also need a credo that becomes the cornerstone of how you measure everything you do and whether or not it makes the world a better place for your customers. Effective lead generation is not a sprint but a marathon.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JUNE 15, 2015
    [Lead, Sales] Structure vs Creativity & Flexibilty
    This topic hit me over the weekend.  I am reading a terrific book: The Guns of August by Barbara Tuchman.  It is about the first month of WW One, a topic I had no real interest in but the book came highly recommended by a friend and it is a great read!  So what does WWI have in common with Sales Leadership? Leadership Management
  • B2B MARKETING INSIDER  |  MONDAY, JUNE 15, 2015
    [Lead, Sales] How To Get A Positive Return On Your Marketing Investment
    Consider what value the investment could add to your brand, and whether that value would be direct profit (leads, conversions) or qualitative. They want to know the shortcuts for turning prospects into leads, and leads into contracts, and that’s not necessarily a bad instinct. Give it Some Elbow Grease? Use A/B Testing.
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