• SYNECORE  |  SATURDAY, APRIL 18, 2015
    [Lead, Sales] The Importance of Brand Integrity in the Digital Age
    As the hub of your organization’s online presence, your brand website is a powerful tool to effectively communicate your brand message, attract prospects, generate leads and sales, and build long-term advocacy. 'A few weeks back, I was involved in a minor dust up at a local bar. First, a little background…. We don’t do that here.”.
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, APRIL 17, 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  |  FRIDAY, APRIL 17, 2015
    [Lead, Sales] Improving ROI with Marketing Optimization
    customer contacts] to drive sales,” said Raj. and which offer to present to which customer and channel • Business objectives to be achieved, such as maximizing sales, profit or response; or minimizing cost, returns or non-responding customers • Constraints that limit how you can pursue your objectives, such as channel. Market. devices.
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, APRIL 17, 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  |  FRIDAY, APRIL 17, 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  |  FRIDAY, APRIL 17, 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  |  FRIDAY, APRIL 17, 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  |  FRIDAY, APRIL 17, 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, APRIL 17, 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  |  FRIDAY, APRIL 17, 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, APRIL 17, 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  |  FRIDAY, APRIL 17, 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
  • LEADERSHIP  |  FRIDAY, APRIL 17, 2015
    [Lead, Sales] Interesting Infographics: The 8 Most Effective Types Of Content
    Content marketing is hot with leading brands, and for good reason. 52% of polled marketing executives cited customer engagement and lead generation as the most important use of content marketing, but 44% said brand awareness, 38% sales revenue, 32% lead nurturing, and 28% believe that website traffic is the most important use.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, APRIL 17, 2015
    [Lead, Sales] 6 Key Metrics to Measure Success from Your Retargeting Programs
    Today many companies are running site and email retargeting programs to capture net new prospects and nurture existing leads. Retargeting and other display campaigns have traditionally been used strictly for generating net new leads. Lead Conversions/CPL. Marketing Qualified Leads (MQLs). Nurture Touches. Site Visits.
  • MODERN B2B MARKETING  |  FRIDAY, APRIL 17, 2015
    [Lead, Sales] 6 Vital Features to Look for in Marketing Automation Software this Year
    People are using new methods to learn about products and services; shifting the way they navigate sales funnels. While CRM focuses primarily on sales, marketing automation concentrates on—surprise—marketing! Lead Scoring Capabilities. It tracks leads’ activities and monitors their level of interest and participation.
  • SYNECORE  |  THURSDAY, APRIL 16, 2015
    [Lead, Sales] 4 Types of Content Essential to Driving Leads
    Even if you’ve invested time and effort in creating a new website, it won’t generate leads on its own—it needs content. Below you’ll find a list of the best types of content for driving leads and the benefits of each. This means that the more you blog, the more chances you have to generate leads and conversions. Blogs. eBooks.
  • ANNUITAS  |  WEDNESDAY, APRIL 15, 2015
    [Lead, Sales] Insights from the Marketo Summit
    It is no longer a sales driven buying process, this much is certain, but marketers must heed the call and utilize what is at their disposal to drive customer engagement. Sales is Getting On Board With Their Modern Buyers. These individuals want marketing to lead and understand they also need to adapt to this new Buyer 2.0
  • VIDYARD  |  WEDNESDAY, APRIL 15, 2015
    [Lead, Sales] Vidyard Hires CRM Industry Veteran as New Vice President of Sales
    Following more than 1,000-percent revenue growth within the last 24 months and a new $18 million venture capital investment lead by Bessemer Venture Partners, Vidyard is experiencing unprecedented momentum in the market. Video is a critical asset for today’s marketing and sales organizations. About Vidyard. Phone: (226) 220-5351.
  • MODERN B2B MARKETING  |  WEDNESDAY, APRIL 15, 2015
    [Lead, Sales] Live From The Marketing Nation Summit: Inspiration, Disruption & Engagement Marketing
    So to tackle this issue, Lizzy and Heidi offered marketers  a few key tips: Agree on terminology & be consistent: Do you and your sales team agree on the definition of a Sales Qualified Lead? Marketers from near and far have traveled to join us, add to the energy of the Marketing Nation, and get inspired!
  • SYNECORE  |  WEDNESDAY, APRIL 15, 2015
    [Lead, Sales] 4 Email Marketing Best Practices
    'When it comes to leads, the bottom line is that they need to be nurtured. Lead nurturing is the process of forming a relationship with your leads and encouraging them to move through the sales funnel until they reach that “aha!” moment where they finally become a customer. Incentivize Your Audience to Open Your Email.
  • CMO ESSENTIALS  |  WEDNESDAY, APRIL 15, 2015
    [Lead, Sales] eSignature as a Customer-Facing Competitive Advantage: Signing Up for Success
    'In the B2B world, no matter how complex your marketing and sales funnel may be, everything still comes down to a simple signature. eSignature for Sales Enablement: The Obvious Value Center. proposal / quote / RFP documents sent per sales rep, per month, versus only 10.4 vs. 7%). times that of non-eSignature users (5.7%
  • MARKETING ACTION  |  WEDNESDAY, APRIL 15, 2015
    [Lead, Sales] Email: Retention Strategies in an Acquisition World
    And then the marketer nurtures that name in a program with the goal of facilitating a relationship, trying to go for the longevity of the relationship, not necessarily the quick hit of the sale or the conversion. For so long the lead generation channel has been this open secret. Feeding the lead generation beast. In the U.S.,
  • THE FORWARD OBSERVER  |  TUESDAY, APRIL 14, 2015
    [Lead, Sales] The 2 Most Important Concepts For B2B Content Marketing Success
    These are the five things that will determine if you have buyer personas that will positively impact your content creation, lead generation and sales. 'Are you overwhelmed thinking about how to launch a content marketing marketing effort? Don''t be. Focus on these two areas and you''ll be successful. But it doesn’t have to be that way.
  • CRIMSON MARKETING  |  TUESDAY, APRIL 14, 2015
    [Lead, Sales] Why Marketing Analytics And Metrics Are Related But Not The Same
    Operational metrics – cost per lead and leads per rep. Make and optimize channel and mix decisions or to understand the impact of a campaign on the sales list; and to quantify performance. 'Many marketers use the terms metrics and analytics in the same sentence and sometimes even interchangeably.
  • HUBSPOT  |  TUESDAY, APRIL 14, 2015
    [Lead, Sales] Why Marketing Automation Needs Permission Marketing
    They''re used to buying lists and watching their sales team make cold calls to generate leads and close customers. Why pepper thousands of people with sales literature when only a very tiny percentage will ever be interested? Relevant : The content is something the lead is interested in. The truth is you can''t have both.
  • HUBSPOT  |  TUESDAY, APRIL 14, 2015
    [Lead, Sales] 11 Ways to Make Your Content Appealing to International Audiences
    As your international traffic grows, you''ll want to be sure that you can convert that traffic into leads -- and that means keeping your international visitors in mind every time you write about a holiday or publish data with certain units of measurement. 'For most of you, customers can come to you from any country in the world. Probably not.
  • HUBSPOT  |  MONDAY, APRIL 13, 2015
    [Lead, Sales] 8 Ways Home Builders Can Use Houzz for Lead Generation
    The challenge lies in maximizing Houzz exposure to convert Houzz users into leads you can actually follow up with. These eight tips will help you go from simply having a Houzz profile to managing a Houzz presence that produces tangible leads. The best sales leads have always come from word-of-mouth referrals.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, APRIL 13, 2015
    [Lead, Sales] 4 Measures to Find Out if Your Prospecting is Effective
    KEN: We have a guest blog this week, during the past year, our research  told us that “prospecting” was the #1 issue  facing sales leaders.  Finding prospects and nurturing them into leads is an integral part of any sales cycle. Get 300 free leads from KiteDesk when you sign up for KiteDesk today. Is it high?
  • CMO ESSENTIALS  |  MONDAY, APRIL 13, 2015
    [Lead, Sales] Would You Fire a High-Performing Sales Jerk?
    For the most part, sales reps either make their quota or don’t, with a direct impact on both their income and job security. For example, what if the cost-of-sale for a million-dollar seller was calculated at $900,000, while another rep sold $800,000 worth of products, but only cost $600,000 to reach that number?
  • MARKETING ACTION  |  MONDAY, APRIL 13, 2015
    [Lead, Sales] Customer Lifecycle Metrics, Part 5: Retention and Expansion
    Most marketers are often measured on tactical metrics like the number of clickthroughs and conversions they achieve on certain campaigns, as well as the number of new leads generated by those efforts. Examples are impressions, response rate and cost per lead. Examples include lead-to-sales conversion rates and total revenue.
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 13, 2015
    [Lead, Sales] Optimizing Lead Distribution for Higher Conversion
    'Tweet The management of sales leads is critical to generating marketing ROI. Sadly, Sadly, sales leads often land on the scrap heap because marketers throw leads over the wall and then expect salespeople to catch them. was recently asked by someone how to utilize lead distribution to gain the best results.
  • BLUE FOCUS MARKETING  |  SUNDAY, APRIL 12, 2015
    [Lead, Sales] Is the Chief Learning Officer the Executive of the Future? @Tom_Peters @jhagel Insights by @mnburgess #SocBiz #HR
    Organizations understand that, to borrow an old axiom, you can lead a horse to water, but you can’t make it drink. So if we’re talking about adopting LMS systems and creating comprehensive social learning programs , who’s going to lead it? Edelman, Global Co-Leader, Digital Marketing & Sales Practice, McKinsey & Company.
  • DIRECT RESPONSE COACH  |  SUNDAY, APRIL 12, 2015
    [Lead, Sales] Generating a Lead vs. Buying a Lead
    'I get calls occasionally from people who want to know what I charge for a sales lead. never know what it will cost to generate a lead for a particular client until after we’ve run some [.]. The post Generating a Lead vs. Buying a Lead appeared first on McCarthy and King Marketing.
  • HUBSPOT  |  SATURDAY, APRIL 11, 2015
    [Lead, Sales] New Research Reveals the Personality Traits of Top-Performing Sales Reps
    'This post originally appeared on HubSpot''s Sales Blog. To read more content like this, subscribe to Sales. Martin , the founder of Heavy Hitter Sales, examined the personalities and habits of over 1,000 salespeople to suss out what separates quota busters from those who miss the mark. 4) Sales Management Influence.
  • VIDYARD  |  FRIDAY, APRIL 10, 2015
    [Lead, Sales] Use Video at Your Event to Engage Customers Even After It’s Over
    These events are one of the best ways to engage with prospects and customers, learn and share industry knowledge, and collect a plethora of leads that could fill your pipeline for the next few months. The lead still counts if you picked up a business card off the bathroom floor, right?). Host an event? Right. Absolutely! Nuff said.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, APRIL 10, 2015
    [Lead, Sales] How to Achieve Clean Data in B2B Marketing
    'Editor's Note: Today's post comes courtesy of Amanda Nelson, Director of Marketing at RingLead , where she leads the content marketing strategy and execution. Continuously generate new leads: Ensure that you’re always collecting a fresh cache of goods. Leads are the oxygen in your database. years. Data Managemen
  • SYNECORE  |  FRIDAY, APRIL 10, 2015
    [Lead, Sales] Why Long-Tail Keywords?
    Not only that, keywords must be combined with relevant and personalized content to create the perfect inbound marketing storm that results in leads and sales for your business. 'As an inbound marketer, your main goal is to get found by the customer. Customers prefer convenience, which is why it’s better to rank higher on Google.
  • MODERN B2B MARKETING  |  FRIDAY, APRIL 10, 2015
    [Lead, Sales] Back to Basics: 7 Things Marketing Automation Software Can Do For Your Business
    Luckily, marketing automation offers a wide array of features to streamline marketing campaigns—from lead management to email marketing. But, treating email as something outside of a holistic marketing plan leads to incredible inconsistencies and missed opportunities. 5.    Score Leads for Sales Readiness.
  • CRIMSON MARKETING  |  THURSDAY, APRIL 9, 2015
    [Lead, Sales] 7 Reasons CEOs Say Yes To Marketing Automation
    Marketing automation software helps you with lead management by gathering information and “determining what your lead is looking for, and then helps you build a relatively personal relationship based on that information.” You can also show the CEO how marketing contributes to closed sales, and get the credit you deserve.”
  • ANNUITAS  |  THURSDAY, APRIL 9, 2015
    [Lead, Sales] Increase Conversion Rates Via Content Alignment
    'A big challenge we often see in enterprise B2B demand generation programs is the tendency to rely on lead volume as a benchmark for success. The purpose of a demand generation program is to drive revenue, not leads, and the only way to truly measure success is revenue in the form of contribution to pipeline and sales. Lead
  • HINGE MARKETING  |  THURSDAY, APRIL 9, 2015
    [Lead, Sales] IT Marketing: What Every Technology Services Firm Should Know for Higher Growth
    In an analysis of competitions for professional services sales, the winning firms consistently did one thing distinctively: they educated their prospects. By educating target audiences and addressing their challenges through content, you will build credibility and visibility that will ultimately lead to new business and to growth.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, APRIL 9, 2015
    [Lead, Sales] 1:1 Communication - The Next Big Evolution In Marketing
    Personal connections and conversations with customers will lead to conversions and this is why marketers need to adopt customer-centric strategies today. But these metrics don’t necessarily help us make sales. These are the metrics that reflect connections and customer satisfaction, while also leading to customer-creation.
  • EMAGINE B2B BLOG  |  THURSDAY, APRIL 9, 2015
    [Lead, Sales] The Break Up: It’s Not You…It’s Your Website.
    To me, that is by far one of the biggest mistakes you can make for your company’s potential sales. Even more important is that 9 out of 10 mobile searches lead to action and more than half lead to sales! B2B Web Strategy Lead Generation Web Design You only get one chance to make a first impression. Don’t blow it.
  • KOMARKETING ASSOCIATES  |  THURSDAY, APRIL 9, 2015
    [Lead, Sales] Announcing The 2015 B2B Web Usability Report
    And most importantly, what website factors will encourage the prospective buyer to take the next step in the sales process? This disconnect is apparent with regard to the sales and product-related information buyers want to see on vendor websites and what they find to be lacking. What causes them to leave a website and not return?
  • VERTICAL RESPONSE  |  THURSDAY, APRIL 9, 2015
    [Lead, Sales] 4 Effective Ways to Increase Email Subscribers [GUIDE]
    “It’s a particularly useful tool at obtaining email addresses from very valuable leads.” Use Twitter Lead Generation Cards. Twitter Lead Generation Card is a way to collect contact information from a promoted tweet. Click Create Your First Lead Generation Card. You should promote a sale or an offer.
  • CMO ESSENTIALS  |  THURSDAY, APRIL 9, 2015
    [Lead, Sales] Influencer, Affiliate And Advocate Marketing: What’s The Difference?
    'How do you make inroads with potential buyers when they are holding your sales reps at bay until quite far into the purchase process – and instead, seeking the advice and guidance of trusted peers, colleagues and unbiased third parties online? Influencer marketing: Short-term buzz. Expanding reach and raising brand awareness.
  • HUBSPOT  |  THURSDAY, APRIL 9, 2015
    [Lead, Sales] Prose, Bullet Points and Journalism: How to Write Product Page Descriptions that Sell
    It’s no wonder they are worried — the quality of a product description can make or break a sale, especially if it doesn’t include the information a shopper needs to make a purchase decision. Leading by Example. Most of us, however, are not authors by profession and so consequently the quality of writing on the web varies greatly.
  • MARKETING ACTION  |  THURSDAY, APRIL 9, 2015
    [Lead, Sales] Productivity-Boosting Benefits of Virtual Meetings
    Many companies are also reducing field sales people and relying on inside sales teams. The inside sales rep can do a demo in a virtual meeting, going far beyond the impact of a phone call (and far under the budget of an in-person visit). 'How much time do you spend in in-person meetings? Why Virtual Meetings? Convenience.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, APRIL 8, 2015
    [Lead, Sales] 4 B2B Marketing Hurdles – And How to Jump Right Over Them
    1: As much as 90% of the buyer’s journey is over before a prospect reaches out to your sales team. The figures vary, but many sales and marketing experts agree that B2B prospects are 55 percent to 90 percent finished with the sales process before reaching out to vendors. Hurdle No. Leap No. Hurdle No. Leap No. Hurdle No.
  • SYNECORE  |  WEDNESDAY, APRIL 8, 2015
    [Lead, Sales] How Content Personalization Fits into Inbound Methodology
    According to HubSpot , inbound marketing delivers 54 percent more leads into the marketing funnel than traditional outbound methods. Once you have a website established, you need to create content offerings and landing pages to generate leads. Creating engaging content helps convert traffic into leads. Identifying Your Audience.
  • B2B MARKETING INSIDER  |  WEDNESDAY, APRIL 8, 2015
    [Lead, Sales] How To Measure The Real Business Impact Of Content Marketing
    With their content marketing maturity model, the research and advisory firm urges marketers to practice seeing beyond sales, leads and vanity metrics and take in the much bigger picture of the ever-expanding field that is content marketing. 'By NewsCred Contributor Anastasia Dyakovskaya. and of course, FAQs. Bottom line?
  • MARKETING ACTION  |  WEDNESDAY, APRIL 8, 2015
    [Lead, Sales] Why CEOs Say Yes to Marketing Automation
    Lead management. From lead generation to lead nurturing to qualification, and from channel to channel, marketing automation lets you gather information that helps you determine what that lead is looking for, and then helps you build a relatively personal relationship based on that information. What’s driving that growth?
  • HUBSPOT  |  WEDNESDAY, APRIL 8, 2015
    [Lead, Sales] The $168k Gift Bag: An Inside Look at the Celebrity Gifting Industry
    They can turn those photos and the social media posts into brand awareness and sales.”. Leading up to the event, the team publishes a deck that outlines sponsorship packages and begins reaching out to brands they think would be a good fit. So what kind of sales can celebrities drive? billion into the British economy. Who knows?
  • KEO MARKETING  |  TUESDAY, APRIL 7, 2015
    [Lead, Sales] KEO Marketing Featured in Most Recent Issue of TechConnect Magazine
    In the article, Sheila points out that local companies must work hard to interest skilled technical professionals who might otherwise gravitate toward Silicon Valley or other leading tech hubs. Fortunately, as she explains, most companies have valuable tools at their fingertips that can be a huge asset toward achieving this goal.
  • LEADERSHIP  |  TUESDAY, APRIL 7, 2015
    [Lead, Sales] The Top B2B CMO Challenges
    As I’ve always said, especially in B2B marketing and lead generation, you have to prepare for a marathon with a strong determination to reach the big win despite small failures along the way. In one particular instance, I knew that the lead generation program we were running for one of our clients was not working as it should.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, APRIL 7, 2015
    [Lead, Sales] 7 Modern Marketing Experience Takeaways
    Jon serves on the Board of Directors for MOCCA, the leading enterprise association for Marketing Operations professionals. Lookalike Modeling expands the target market and improves conversion, thus making lead nurturing a strategic requirement. Here are my lucky Vegas 7 B2B enterprise learnings from #MME15: 1. Oracle Marketing Cloud
  • VERTICAL RESPONSE  |  TUESDAY, APRIL 7, 2015
    [Lead, Sales] The Dirty Dozen Things You’re Doing Wrong with Your Email Marketing & How to Fix it Pronto
    Each item on this list is an actionable to-do which can give you real results like list growth, increased open rates, better click throughs, and maybe even more sales. 70% of mobile searches lead to an action on a website within one hour according to iAcquire. Not using a sign up form : This is one of the most common mistakes we see.
  • MODERN B2B MARKETING  |  TUESDAY, APRIL 7, 2015
    [Lead, Sales] Stop the Waste! How to Get the RIGHT People to Convert on Your Targeted Ads
    Although most marketing spend is invested in generating brand awareness at the top stages of the funnel, the bulk of the optimization occurs at the bottom-of-the-funnel, in an effort to convert leads into customers after they identify themselves. 'Author: Mike Telem Think fast! Which funnel stage gets the majority of a marketing budget?
  • VIEWPOINT  |  TUESDAY, APRIL 7, 2015
    [Lead, Sales] Sales Lead Management Leads to a Lower Cost of Sales
    '“Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. Follow-up is the responsibility of the sales reps and as reported in the CRM system it was only 15%. Lead Management
  • CMO ESSENTIALS  |  TUESDAY, APRIL 7, 2015
    [Lead, Sales] Your Marketing Automation Reality Check: Calculating the Costs of Misuse
    Together, these are the two most direct marketing functions supported by marketing automation – pumping out messaging in emails, and pulling in contacts / leads through forms. You have more data to manage, more leads to dilute your conversion rates, and less insight into marketing’s overall contribution to revenue.
  • THE FORWARD OBSERVER  |  TUESDAY, APRIL 7, 2015
    [Lead, Sales] 6 Steps To A More Successful B2B Sales Approach
    ve been going to sales training for over ten years. Occasionally, my friend the sales trainer shows movie clips or tells stories about sales people who are “doing it wrong.” In B2B sales, a consultative approach to selling is becoming more important. Questions are the most important sales tool. Dramatically.
  • MARKETING ACTION  |  TUESDAY, APRIL 7, 2015
    [Lead, Sales] Nurturing Leads With Webinars: Awareness is Just the Beginning
    But how do you guide a lead from the first inquiry to a lifetime of customer loyalty? At ON24 , we know that webinars are key in moving leads from one stage of the sales funnel to the next. In fact, according to Forrester Research , webinars are the #1 marketing tactic at each stage of the sales funnel. Awareness.
  • VIDYARD  |  MONDAY, APRIL 6, 2015
    [Lead, Sales] 6 Important Takeaways from Oracle’s Modern Marketing Experience
    Previously known as Eloqua Experience, this year’s event in Las Vegas offered marketers a chance to learn from industry leading marketing teams on everything from lead scoring to video analytics, to the power of storytelling. Marketing, Sales and IT are No Longer Islands. Those who don’t, won’t.”
  • CMO ESSENTIALS  |  MONDAY, APRIL 6, 2015
    [Lead, Sales] Four Digital Marketing Mistakes You Should Never Make
    Clicks are all well and good, but they don’t mean a whole lot if the campaign isn’t leading an audience to the objective of the campaign: to sign up, make a purchase, share content, or otherwise engage with the brand. marketers looked to lead gen as the single measure of success, mostly because they didn’t have much else to go on.
  • HUBSPOT  |  MONDAY, APRIL 6, 2015
    [Lead, Sales] Rethinking CRO: How Remarketing Can Unlock Higher Conversion Rates
    Greater engagement, giving you the opportunity to have leads complete a series of increasingly lucrative small conversions (sign up for email, download an ebook, etc.) on their path-to-purchase, or to convert to a sale. CRO isn''t just about making small adjustments to a landing page to get 5% more conversions. Crazy, right?
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 6, 2015
    [Lead, Sales] Lead Generation That Converts Leads into Sales Opportunities
    'Tweet Ask most executives and marketers what salespeople need to sell in this economy, and they will say one thing: more leads. That’s why many marketing and lead generation programs tend to focus on quantity. Unfortunately, as little as 5 to 15%  of all marketing inquiries (aka leads) turn out to be truly sales-ready opportunities.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, APRIL 6, 2015
    [Lead, Sales] Social selling and the social enterprise: From fantasy to reality
    By some measures, Dell stands alone in its pioneering approach to embedding social media into corporate functions beyond sales, marketing, and the call center. think we literally have the ability to completely differentiate our sales force from the competitors. Mark :  So hard though, because in B2B sales, that cycle might take years.
  • MARKETING ACTION  |  MONDAY, APRIL 6, 2015
    [Lead, Sales] Customer Lifecycle Metrics, Part 4: Convert, and Create a Customer
    They’ve become better educated and informed about your products and/or services, and your sales team is having more relevant conversations with them. Everything is going smoothly, and the lead pipeline is pumping out sales qualified leads – the kind of prospects that are ready to buy. How quickly are leads converting?
  • HUBSPOT  |  FRIDAY, APRIL 3, 2015
    [Lead, Sales] 10 Myths About Lead Quality: Busted
    'Your leads are the driver of your business. To grow and to gain customers you need to have quality leads that are actively engaged in your organization’s offerings—leads that are a fit for organizations strategy. Lets take a look at 10 lead quality myths and debunk them using facts derived from industry data.
  • HUBSPOT  |  FRIDAY, APRIL 3, 2015
    [Lead, Sales] 4 Lessons From the Most Purposeful Ads of 2014-2015
    Every purchase is mere clicks away; there are increasingly few strangleholds on distribution, proprietary sales territories, patented common goods, price or quality differentials. A “sale” (be it product, service, or donation) is a by-product of the story, not a direct call to action. 'Advertising used to be about smoke and mirrors.
  • MODERN B2B MARKETING  |  FRIDAY, APRIL 3, 2015
    [Lead, Sales] Marketing Mathematics: Why You Need to Invest in Website Engagement
    The fact that 83% of decision makers stated their company websites are the most popular channel for online research, coupled with the fact that more then 70% of today’s sales processes are done before ever contacting a sales rep explains why there are tens of thousands of monthly visitors to company websites. The Problem.
  • MARKETING CRAFTMANSHIP  |  THURSDAY, APRIL 2, 2015
    [Lead, Sales] B2B Conferences: Essential Marketing Tactic…or Waste of Time and Money?
    Sometimes lightning actually does strike: you’ll make a connection at a conference that eventually leads to new business. But most of the time, putting your company’s logo on a lanyard, participating in a panel discussion, or sponsoring a mid-morning coffee break will lead to absolutely nothing.
  • HINGE MARKETING  |  THURSDAY, APRIL 2, 2015
    [Lead, Sales] 5 Point Checklist to Ensure Your Content Gets Maximum Reach
    To create content that reaches prospects at each stages of the sales funnel, download a free copy of the Content Marketing Guide for Professional Services. Related Stories Optimizing the B2B Content Marketing Funnel: Turning Contacts into Clients Management Consulting Firms: When Does a Prospect Turn Into a Lead? People are lazy.
  • HUBSPOT  |  THURSDAY, APRIL 2, 2015
    [Lead, Sales] Making Cents of Inbound Marketing: An Interview With HubSpot's CFO
    can see how marketing drives leads and produces customers. know because at HubSpot, we get leads from blog posts written four to five years ago ! If you’re doing inbound and building assets your company owns, you know that if you stopped doing any more blog posts, you’d still be generating leads for the foreseeable future.
  • FATHOM  |  THURSDAY, APRIL 2, 2015
    [Lead, Sales] SEM is “Most Effective” B2B Marketing Strategy | CMI Manufacturing Report (2015)
    What’s interesting about this finding is that 85% of B2B marketers reported using traditional print or offline promotion to distribute their content, promote their products, and ultimately drive new sales.  AND even tie leads generated via their platforms directly to revenue through a connection to your CRM.   conversion rates, etc.),
  • VIDYARD  |  THURSDAY, APRIL 2, 2015
    [Lead, Sales] What you Need to Know from Forrester and Lattice Engines’ Insanely Informative Discussion on Video Marketing
    Last week, Philipp Karcher, Senior Analyst from Forrester and Elle Woulfe, Senior Director of Demand Generation at Lattice Engines joined us at this information-packed webinar: “How to Engage, Qualify, and Convert Leads with a Video Platform”. How to Engage more Leads with Video. Why Video is Critical to Lead Qualification.
  • MARKETING ACTION  |  THURSDAY, APRIL 2, 2015
    [Lead, Sales] How PeopleHR Found the Right Marketing Automation Vendor
    It should also help you manage and optimize every stage of the customer experience, track online activity, generate and manage leads, automate campaigns, integrate with customer relationship management (CRM) systems, and much more. When they began looking for a solution, they weren’t looking for help generating more leads.
  • HINGE MARKETING  |  WEDNESDAY, APRIL 1, 2015
    [Lead, Sales] How to Acquire and Leverage Speaking Engagements in AEC
    Thought leadership marketing is one of the best ways to establish your firm as a trusted resource and speaking engagements allow you to showcase your thoughts as a leading expert in your niche. 50% of level 5 Visible Experts (the most highly visible, sought-out experts) identified speaking engagements as a top lead source. Start local.
  • CRIMSON MARKETING  |  WEDNESDAY, APRIL 1, 2015
    [Lead, Sales] Jim Herbold, Infer’s CRO: How Predictive Lead Scoring Technology Works in B2B Marketing
    'In the past, determinations about the quality of sales leads were made rather arduously—often with sales reps going through lead lists manually in search of hunch-based indicators of conversion propensity. Marketers need technology to quickly and reliably predict which leads are most likely to convert.
  • HUBSPOT  |  WEDNESDAY, APRIL 1, 2015
    [Lead, Sales] 22 Tweetable Nuggets of Seriously Sage Marketing Advice
    You''ll quickly discover why cold calling potential leads and reading them your content offers aloud is the future of marketing.". Capture your leads’ hearts with Comic Sans. To drive more sales, have a bake sale on the third Tuesday of every month. But have you heard of the next big thing -- "midbound marketing"? Try it.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, APRIL 1, 2015
    [Lead, Sales] New Oracle Marketing Cloud Release Aims to Balance the Marketer's Two Very Different Constituents
    Empower Marketing to Lead the Customer Experience. With our open platform, we've already built integrations into Oracle Commerce, Oracle Service Cloud, and Oracle Sales Cloud. Marketers will lead this charge, and we want to provide an open platform to help them do it. What's an example of the ID Graph at work?
  • VIEWPOINT  |  WEDNESDAY, APRIL 1, 2015
    [Lead, Sales] 2015 Horoscope for Sales Executives: from Danmac the Magnificent
    You were feeling pretty good about work until the new SVP of Sales & Marketing announced that leads sourced by marketing have to be proactively accepted or rejected by sales; AND if you reject a lead you have to say why. have nothing but the upmost respect for sales professionals. B2B Sales have no idea.
  • MODERN B2B MARKETING  |  WEDNESDAY, APRIL 1, 2015
    [Lead, Sales] Cracking the Code for ROI: Linking the Marketo and Google Worlds Together
    In other words, if one of these prospects connects with a sales rep, and ultimately ends up purchasing, Marketo feeds that conversion back to Google AdWords. In this scenario, her bidding will be optimized not for keywords that lead to online form submissions, but rather for those keywords that lead to actual purchases.
  • SYNECORE  |  TUESDAY, MARCH 31, 2015
    [Lead, Sales] Content Personalization: It’s What Consumers Want!
    According to Monetate , marketers see an average sales increase of 20 percent when employing content personalization. Because of convincing statistics like this, personalizing your content marketing message is critical for generating leads and conversions. 'A frustrated consumer is never good for business. Facts Don’t Lie.
  • ANNUITAS  |  TUESDAY, MARCH 31, 2015
    [Lead, Sales] Events Are Top Tactic for Marketers – Keep It That Way
    Little tasks add up and the bigger ones require consideration and multiple stakeholders (product management, PR, sales, support, etc.). Don’t assume your sales team or customer support team is as well-versed in how to navigate an event as your marketing team. Why is it that over 3,000 marketers will flock to Vegas to attend this event?
  • LEADERSHIP  |  TUESDAY, MARCH 31, 2015
    [Lead, Sales] If You Dream About Going Rogue, Do It!
    The Sales team is simply battling the top competitors’ products in the field, for what do they need to sell? He has master-minded and driven some brilliant marketing and lead generation campaigns during his career. gave him the example of MyLeads2Go—a lead generation program that stimulates innovation.  Not quite.
  • BLUE FOCUS MARKETING  |  TUESDAY, MARCH 31, 2015
    [Lead, Sales] [Short VIDEO] Learn Content Marketing Process to Fuel Your Brand #content #contentChat #contentmarketing
    Are you trying to make a direct sale, or are you simply trying to raise brand awareness? This book not only details the astronomical rise of the social employee, but also outlines the innovative methods that leading companies have employed to foster cultures of enthusiastic and engaged workers. Do you know your audience?
  • KOMARKETING ASSOCIATES  |  TUESDAY, MARCH 31, 2015
    [Lead, Sales] Survey Says: Your Blogging and Social Media Efforts Are “Not a Factor” in B2B Vendor Selection
    Even though most B2B marketers advocate social media and blogging as part of their content marketing programs (they are ranked 1st and 4th respectively in tactics used via CMI / MarketingProfs’  2015 Content Marketing Trends Report ) there is a clear disconnect between production and sales effectiveness. Stay tuned. Related Posts.
  • MODERN B2B MARKETING  |  TUESDAY, MARCH 31, 2015
    [Lead, Sales] 6 Key Steps to Global (Marketing) Domination
    Localizing your company’s marketing, product, and sales content can have a hugely positive impact on demand generation , company growth, brand recognition, and revenue creation. Pre-sales content is delivered in the required languages and formats to best position your products in each target market. What is it? Step 6. Go for it!
  • VIDYARD  |  MONDAY, MARCH 30, 2015
    [Lead, Sales] Cetera Financial Group, Lenovo and Prophix Software Boost Video Marketing Results with Vidyard for Eloqua
    'KITCHENER, Ontario – March 31, 2015 – The world’s leading modern marketers are realizing the power of video to engage their online audiences, and they are increasingly converting those viewers into customers by integrating video engagement data with their Eloqua marketing automation platform. Lenovo. Cetera Financial Group. Prophix Software.
  • HUBSPOT  |  MONDAY, MARCH 30, 2015
    [Lead, Sales] How to Diagnose Your Funnel to Create Predictable Growth
    The middle of the funnel, where the focus is on lead conversion. The bottom of the funnel, where the focus is on sales and revenue. The 8 Conditions of a Marketing & Sales Funnel. It’s not about just making a sale today, or even growing this year. 1) Strong Traffic, Strong Conversion, Strong Sales. to over 3%.
  • FATHOM  |  MONDAY, MARCH 30, 2015
    [Lead, Sales] What Makes Customers Happy?
    Since happy customers tend to stick around, I thought it would be worth exploring the different principles that lead to their contentment, if not joy. Giving them what they want right now in addition to setting them up for success down the road in the form of after-sales service, new products, or longevity and continuity. Being human.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MARCH 30, 2015
    [Lead, Sales] Time for Salesperson Evaluations
    The conversation lead me to suggest the following steps for my client as well as all of my readers. We recommend that this becomes a formal procedure between the Sales Manager and each salesperson, at least twice a year.    Weuse a Salesperson Development Tool from our Sales Managers Tool Kit. Sales Management Systems
  • CMO ESSENTIALS  |  MONDAY, MARCH 30, 2015
    [Lead, Sales] What Life in Modern Marketing Looks Like: 13 Personal Stories
    works “turn-key” out of the box – despite what you see during the sales demo. Now, my routine includes not only those activities, but also getting very hands-on – writing and editing scripts and articles, developing and delivering sales tools and training, running reports and administering various systems. er, borrowed ?
  • MARKETING ACTION  |  MONDAY, MARCH 30, 2015
    [Lead, Sales] Customer Lifecycle Metrics, Part 3: Nurture, Score, Repeat
    Now it’s time to nurture those prospects and turn them into qualified leads. In part three of this series on customer lifecycle metrics, we’ll focus on the metrics that measure how well you’re nurturing leads, building their trust, and bringing them along on the journey to buy. Lead Scoring : Leads are not created equal.
  • BLUE FOCUS MARKETING  |  SUNDAY, MARCH 29, 2015
    [Lead, Sales] IBM Releases Social Business Leaders eBook – Moving From Verb to Noun #SocBiz #SocBiz25 #NewWayToWork
    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. Exciting times! How’s that for a silver lining?
  • LEADERSHIP  |  FRIDAY, MARCH 27, 2015
    [Lead, Sales] Interesting Infographics: Hats of to the Modern CMO
    Positioning, digital and social media, and lead generation were all mentioned as areas of responsibilities for almost half of the surveyed CMOs as well. 'Chief Marketing Officer may be a well-known title, but not everyone means the same thing when they use the term. Infographics Leadership cmo home infographic
  • HINGE MARKETING  |  FRIDAY, MARCH 27, 2015
    [Lead, Sales] Expert Interview: Using Behavioral Psychology to Enhance Marketing Automation
    Lee joined me to discuss lead generation strategies, lead nurturing tips, and marketing automation strategies. Then you can see where technology fits into it, where an overall lead generation and lead nurturing program fits in, and how that helps the firm really achieve their goals. TA: What are some of the "Aha!"
  • BIZNOLOGY  |  FRIDAY, MARCH 27, 2015
    [Lead, Sales] Are you doing webinars for lead gen? You should be.
    'As a marketer, I’m always looking for new ways to engage prospects and drive leads for my sales team. That’s why webinars become interesting as a lead generation tactic. That’s why you see webinars rated as one of the top lead-gen tactics today (source: Placester ). Have webinars been successful in your lead-gen efforts?
  • HUBSPOT  |  FRIDAY, MARCH 27, 2015
    [Lead, Sales] How a Good Content Strategy Can Repair Your "SEO Problem"
    Start by looking at the questions and comments your customer service, sales and social media teams field online, via phone or in person. '“We’re in dire need of some SEO help,” said the owner of a small, successful business located in central Texas. I can’t put my finger on what’s wrong, but something’s clearly amiss. It’s content.
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