• OVERGROUND B2B WHITE PAPERS  |  FRIDAY, JULY 15, 2016
    [Lead, Sales] 5 New B2B Sales and Marketing Strategies
    5 New B2B Sales and Marketing. The traditional B2B sales and marketing model is typically depicted in the shape. of a funnel; flow starts with marketing and then transitions to sales. New B2B sales and marketing strategies. are required. 5 New B2B Sales & Marketing Strategies. For example, “Leads that come.
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, JULY 15, 2016
    [Lead, Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers.
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, JULY 15, 2016
    [Lead, Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers.
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, JULY 15, 2016
    [Lead, Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers.
  • CONTENTLY B2B WHITE PAPERS  |  FRIDAY, JULY 15, 2016
    [Lead, Sales] Content Marketing 2016: Staffing, Measurement, and Effectiveness
    Lead conversion (32 percent) is the most. budget can lead to more time if you’re able to hire. percent, was lead conversions and sales. ON SITE 7% OTHER 6% 32% LEAD. While leads and sales were deemed the most. LEADS NURTURED (5.5) 9 10 11 DIRECT REVENUE (5.4) Copyright © 2015 Contently. little.
  • CONTENTLY B2B WHITE PAPERS  |  FRIDAY, JULY 15, 2016
    [Lead, Sales] Study: How Much of Your Content Marketing Is Effective?
    publishing more content often leads to diminishing returns. for 2015 our goal is to make content for the whole sales funnel, including white papers, e-books, webinars, case studies, and. In 2014, many brands learned that a sales pitch doesn’t. Copyright © 2015 Contently. All rights reserved. Marketing is Effective? content.
  • CONTENTLY B2B WHITE PAPERS  |  FRIDAY, JULY 15, 2016
    [Lead, Sales] Content Methodology: A Best Practices Report
    Content serves as a powerful tool for sales. Sales staff are. industry metrics such as sales and leads, or. generation Lead generation: Create. high-quality leads. Lead conversions • Avg. leader with industry-leading. personas at each stage of their journey through the sales funnel.
  • CONTENTLY B2B WHITE PAPERS  |  FRIDAY, JULY 15, 2016
    [Lead, Sales] Staffing and Launching Your Content Marketing Program
    before they went on sale? These examples may sound hyperbolic, but they get at values that lead. subscribers, leads, sales and opportunities—but our pri- mary focus and editorial mission remains helping our. original photography as something Steve the Lead. from coaches, entrepreneurs, sales heads, or, heck, even.
  • CONTENTLY B2B WHITE PAPERS  |  FRIDAY, JULY 15, 2016
    [Lead, Sales] Evangelizing a Content Marketing Program
    B2C Marketers companies that excel at lead nurturing generate. 50% more sales-ready leads at a 33% lower cost 15 1,200 Blog posts per month Avg new monthly leads ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 Content marketing's impact also extends to social me- dia, where brands that don't have compelling content to.
  • BIZIBLE  |  FRIDAY, JULY 22, 2016
    [Lead, Sales] How We Revamped Our LinkedIn Ad Strategy For Full-Funnel Marketing
    For us, this means nurturing prospects with content about how attribution solves problems like misalignment between marketing and sales, marketing reporting on engagement and activity rather than revenue, etc. In the middle of the funnel, we are also able to introduce ads through LinkedIn Lead Accelerator (LLA). Nurturing Mid-Funnel.
  • ACT-ON  |  FRIDAY, JULY 22, 2016
    [Lead, Sales] Rethink Marketing Automation – for the CASL-Compliant Marketer
    Press release attribution and corporate communications – Create trackable URLs for press releases to tie PR activity back to the lead-to-revenue process. You’ll be able to look at multi-touch attribution and how press releases contribute to a sale. Support your sales team. Caveat: This is not legal advice. Drive Demand.
  • BULLDOG SOLUTIONS  |  THURSDAY, JULY 21, 2016
    [Lead, Sales] Celebrating Christmas in July with Personalized Content
    And, the resu lts spoke for themselves: Half of all of Oracle’s year-to-date leads were from this one campaign. Demand Creation , Marketing Agency , Marketing Campaigns , Marketing Planning , Marketing Technology , Reporting and Analytics , Sales and Marketing OperationsThe click-through rate (CTR) from the video to the assets was 25%.
  • BIZIBLE  |  THURSDAY, JULY 21, 2016
    [Lead, Sales] Why a B2B Marketing Budget should be "Prove It to Use It" not "Use It or Lose It"
    Use these reporting tools to collect top-of-the-funnel metrics like impressions and CTR, as well as preliminary lead conversion data. Did the leads generated by this campaign eventually convert to opportunities? Did the leads created by this channel continue to engage with the company? Test first, spend second.
  • THE POINT  |  THURSDAY, JULY 21, 2016
    [Lead, Sales] Top 10 Marketing Automation Mistakes
    Launching lead scoring too soon. Lead scoring is a core marketing automation functionality, and a key driver for one of the primary benefits of the technology, namely sales productivity. well-planned, well-designed lead scoring schema ensures that sales reps are spending time with the leads that most merit the investment.
  • 6SENSE  |  THURSDAY, JULY 21, 2016
    [Lead, Sales] The Day of the Fish: B2B ESP 2016 Recap
    Whether it’s a spike in traffic from a website redesign, an increase in engagement from a new piece of content or fresh leads from a webinar, most marketers are living campaign to campaign. B2B ESP brought together the biggest fish in marketing and sales, which unsurprisingly led to a laundry list of teachings, insights and best practices.
  • AKOONU  |  THURSDAY, JULY 21, 2016
    [Lead, Sales] How Cooking Bacon can Lead to Marketing Zen
    There’s always another campaign to run, more content to create, more needs of the sales team, more data to process, more channels to leverage, more, more, more. The daily pace of marketing has accelerated to a break-neck, frenetic state. But there is hope! You can practice yoga. You can meditate. Strategic Marketing
  • ANNUITAS  |  THURSDAY, JULY 21, 2016
    [Lead, Sales] Lessons Learned From a Startup
    You have mere seconds to capture someone’s attention (vs. a six-month sales cycle for a large enterprise purchase). Three years ago my stepson received his MBA along with a terrific job offer and moved to Washington DC. Working extremely long hours, he had no time to grocery shop and cook for himself. Blogging is critically important.
  • VERTICAL RESPONSE  |  THURSDAY, JULY 21, 2016
    [Lead, Sales] Email Reactivation
    Are you looking at your sales figures this time of year and wondering where everyone went? It’s no secret the middle of the summer can be a slow, syrupy season for sales revenue. Think about where your customer is in the sales funnel. ” Tickling your recipients funny bone can also lead to an open. spent 2.8
  • LEAD LIAISON  |  THURSDAY, JULY 21, 2016
    [Lead, Sales] Buzzwords in Marketing Automation: Lead Scoring – The Fast Way to Convert Leads
    In order for marketing automation to be successful, you need to understand the quality of your leads. Leads are evaluated based on their readiness to buy, with cold leads requiring a lot of nurturing and hot leads ready to take their credit cards out and buy. Lead Scoring 101 – How It Works.
  • BIZNOLOGY  |  THURSDAY, JULY 21, 2016
    [Lead, Sales] How most Social Media experts are wrong about LinkedIn
    shotgun approach may be better when you have a lower cost product or solution when you need as many leads and subscribers as possible to get a return on your social media investment. And, because of the group discussions, these leaders are raising their hands mentioning that they want to talk to sales. Like this post?
  • SNAPAPP  |  THURSDAY, JULY 21, 2016
    [Lead, Sales] Why You Don’t Need a Pokémon GO Strategy
    B2B marketers always need to have one eye on creating awareness and brand identity, and the other eye on creating high-quality leads for their Sales teams. I’m throwing this out there to the B2B marketing world: You don’t need a Pokémon GO strategy. There, I said it. Because we didn’t need a Pokémon GO strategy. Too easy. LookUp.  .  .
  • BIZIBLE  |  WEDNESDAY, JULY 20, 2016
    [Lead, Sales] The 9 Circles of B2B Marketing Hell
    B2B marketing and sales is a drawn out process that takes months, or longer, to convert leads to customers. That extended timeframe means tons of touchpoints, multiple leads from single accounts, lots of nurturing, and too many opportunities to fall into marketing hell. Violence: Blaming Sales for Low Close Rates.
  • HUBSPOT  |  WEDNESDAY, JULY 20, 2016
    [Lead, Sales] The Marketing Power of Pokemon Go and Other New, Unsaturated Marketing Channels
    According to TechCrunch , a pizza place in Queens, New York saw a 75% increase in sales by paying $10 to lure a Pokemon Character to their location. Placing that content magnet close enough to leads to draw them in, however, remains a completely separate topic. Using Strategy to Catapult Content into Your Lead's World. So what?
  • VIEWPOINT  |  WEDNESDAY, JULY 20, 2016
    [Lead, Sales] A Multi-Touch, Multi-Media, Multi-Cycle Strategy Multiplies Results
    The lead generation and qualification work we do for this client yields slightly less than a 5% lead rate. Our leads are equivalent to what SiriusDecisions calls a Level 4 or 5 lead—in other words, pretty darn qualified. Lead Nurturing Sales Training Lead QualificationWhat Is a Multi-Touch Cycle?
  • RADIUS  |  WEDNESDAY, JULY 20, 2016
    [Lead, Sales] How To Evaluate Software Integrations: 3 Important Considerations
    Many providers of online survey software tout integrations with Salesforce that enable the creation of new records such as Leads and Contacts upon form submission, which is useful for ensuring that Salesforce includes a record of anyone who has responded to a survey or lead gen form. We’ve all been there. This makes sense.
  • CONTENTLY  |  WEDNESDAY, JULY 20, 2016
    [Lead, Sales] Introducing Analytics for PDFs (and More!)
    Much of it goes on this blog, but as any marketer worth their lead funnel knows, there’s a whole universe of downloadable content (like sales decks, PDFs, and case studies) that lives elsewhere. Brands produce a lot of content, and Contently is no exception. What is it? ” (Thanks, guys! We think so too.).
  • ION INTERACTIVE  |  WEDNESDAY, JULY 20, 2016
    [Lead, Sales] Account-Based And Content Marketing Programs Are Not Campaigns
    So start with upsell and cross-sell opportunities for the accounts representing your top 20% of sales. Measure Account-Based Marketing ROI While page views and social shares can measure the effectiveness of your content with each targeted account, the real measure of success is how well it drives conversions, pipeline and sales.
  • LEAD LIAISON  |  WEDNESDAY, JULY 20, 2016
    [Lead, Sales] Buzzwords in Marketing Automation: Landing Page
    As it relates to marketing automation, a landing page is a web page that has two functions: to convert a lead and to serve up information. Converting a lead means to take a prospect (or “lead”) and convert them into a contact or an opportunity. The way a landing page converts a lead is usually by a form. Free trials.
  • SNAPAPP  |  WEDNESDAY, JULY 20, 2016
    [Lead, Sales] Key Takeaways from DGR’s Sales Enablement Tech Report
    Demand Gen Report has released a new report with findings on the effectiveness of sales enablement technology, and this is must-know information for marketers. Key Takeaways from the 2016 Sales Enablement Tech Report. Here are three major findings from the report: Sales Enablement Tools Make a Big Impact. Why does this happen?
  • ACT-ON  |  WEDNESDAY, JULY 20, 2016
    [Lead, Sales] 6 Success Factors for Adopting Marketing Automation
    In addition, you should have attractive, downloadable content (such as eBooks, infographics, videos, etc.) on your site, and lead capture forms , including a Contact Us form so people have an easy, direct way to get in contact with you. #2: Have a messaging strategy and good content. Position in the sales funnel (new to your list?
  • 3D2B  |  TUESDAY, JULY 19, 2016
    [Lead, Sales] The Secrets to Engaging Business Buyers on the Phone
    When you’re on the phone with a business prospect, you likely have a goal of creating a sales opportunity or making a sale. You probably get plenty of calls that deliver recorded sales spiels. Most people enjoy conversations, but as soon as the sales pitch winds up they shut down. 2. Introduce "Stop selling. Stop selling.
  • HINGE MARKETING  |  TUESDAY, JULY 19, 2016
    [Lead, Sales] 6 Brand Value Strategies to Promote Your Firm
    This ongoing marketing can lead new prospects to your firm, dramatically reducing those slow seasons. Sales training. Well, everyone is also in sales. SEE ALSO: The Lead Generation Process: How Content Marketing and Lead Generation Work Together. 6. Six Strategies for Ongoing Marketing Even During Busy Times.
  • BIZIBLE  |  TUESDAY, JULY 19, 2016
    [Lead, Sales] Ebook Analytics and What We Didn't Expect to Find Out
    If a form fill equates to a “lead” at your organization, then the number of downloads also equals the number of leads that eBook has generated. Based on attribution tracking, we ran reports that showed how many of the “leads” generated by these eBooks eventually turned into opportunities. And this test case was no exception.
  • RADIUS  |  TUESDAY, JULY 19, 2016
    [Lead, Sales] How To Improve your Content Marketing With Predictive Scoring
    Nowadays content marketers are generating too many inbound leads for sales. The high number of leads results in sales not knowing which leads to prioritize and a lot of wasted effort as sales reaches out to many leads that are not a good fit, and miss some great leads hidden among the high inbound volume.
  • INFER  |  TUESDAY, JULY 19, 2016
    [Lead, Sales] The Moneyball CEO: Navigating Your Whitespace to Grow Revenue
    In fact, I’ve benchmarked several companies and found that they’re consistently sitting on pipeline which could add 10% of overall revenue from leads and contacts they already paid to acquire. Any company that’s been selling for a while probably has a chunk of leads buried in some type of archive or so-called “ nurturing ” pile.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, JULY 19, 2016
    [Lead, Sales] New Chapter for the B2B Lead Blog
    You may have noticed the B2B Lead Blog has a new look. Over the next few months, I’ll be starting a business and working on my next book, a sequel to  Lead Generation for the Complex Sale. The Internet, customer buying behavior, digital marketing and the rise of martech have created a whole new marketing and sales world.
  • VIDYARD  |  TUESDAY, JULY 19, 2016
    [Lead, Sales] Frost & Sullivan Honors Vidyard with Customer Value Leadership Award
    Frost & Sullivan credited Vidyard for success in several areas: Transforming viewers into customers : Vidyard goes beyond basic video analytics to generate unique insights on each viewer and help businesses qualify more leads and convert more opportunities. About Vidyard. Media Contact: Brad Hem. Phone: (281) 543-0669. press@vidyard.com.
  • HUBSPOT  |  TUESDAY, JULY 19, 2016
    [Lead, Sales] Are Ads Worth the Investment? [Free ROI Calculator]
    They build an AdWords campaign to rank for important search terms, it drives clicks, traffic, and leads, but ultimately their ad spend outweighs the impact of the ads. Some products have too low of an average sales price for the economics to work. Measure this by assessing the quality of the leads generated after the campaign.
  • MARKETRI  |  MONDAY, JULY 18, 2016
    [Lead, Sales] Don’t Start a B2B Inbound Marketing Journey with marketing automation software
    You’ve probably heard about Inbound Marketing, a promising, digitally driven modern methodology that “pulls” leads into the sales funnel by attracting them with interesting and useful information. All you need to do is buy marketing automation / lead generation software to kick-start your efforts. You’re ready to take a sip!
  • VOLACCI  |  MONDAY, JULY 18, 2016
    [Lead, Sales] 8 Ways Drupal 8 Can Improve Your Website and Generate More Leads
    You can develop relevant content that improves SEO, drives users to your website, creates leads, and results in more sales. The sooner you can put new content into place, the sooner you can react to changes or problems and the faster you can put new leads into your system. Drupal 8 is a marketer’s dream. We’ve seen it coming.
  • HALEY MARKETING  |  MONDAY, JULY 18, 2016
    [Lead, Sales] Does Your Content Marketing Strategy Lack Action?
    This not only shares great resources, it helps capture leads. Print articles that your sales team can use as leave-behinds at meetings with prospects. You hear it more and more, and you see all of your competitors blogging. Content is king, and content is everywhere. You publish your blogs regularly. And then you wait.
  • BIZNOLOGY  |  MONDAY, JULY 18, 2016
    [Lead, Sales] Personalized content for more effective content marketing
    In today’s B2B world, your prospects don’t want to hear from you until much later in the buying process, so attracting, engaging and nurturing them until they’re ready to talk to a sales person is no longer a nice way to supplement the top of your funnel. Don’t call them, they’ll call you. It’s an absolute must for long-term survival.
  • MODERN B2B MARKETING  |  MONDAY, JULY 18, 2016
    [Lead, Sales] Breaking Down the Fundamentals of Account-Based Marketing
    The objective is to cast a wide net and put out as much content as possible, in order to act as a marketing magnet and draw a large number of leads into your funnel. To get this right, you need to work in close conjunction with sales. But what does this mean for you as a marketer? What do you need to know about ABM? Why does it matter?
  • SNAPAPP  |  MONDAY, JULY 18, 2016
    [Lead, Sales] Using Interactive Content to Build a Scalable Account Based Marketing Program
    It’s the new hotness, and it’s easy to see why: ABM promises better results , closer sales-marketing alignment , and treasure troves of revenue (plus a system to attribute that revenue back to marketing – yessss!).  .  . ABM represents an effort on the part of marketing to accelerate pipeline and drive sales. Source: Bizible.
  • HUBSPOT  |  MONDAY, JULY 18, 2016
    [Lead, Sales] 12 of the Best 'Contact Us' Page Examples You'll Want to Copy
    Below that nice hero image and a few words explaining what visitors will get when they contact them, you'll find three options: You can request a demo, you can reach out to a sales rep, or you can get in touch with customer support. Each one of these options leads to a separate landing page, like the one I've included below this screenshot.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, JULY 18, 2016
    [Lead, Sales] How to turn social media connections into an actionable audience
    The case of the missing book sales. book recommendation from a heavily-followed Twitter account should lead to a huge spike in sales, right? In fact, in the days and weeks following Milano’s tweet, the book’s sales actually declined. ” So you need to lead them up the curve. By Mark Schaefer. It doesn’t.
  • ACT-ON  |  MONDAY, JULY 18, 2016
    [Lead, Sales] From Scratch: Four (Free) List Building Strategies
    Influencers, whether they’re journalists, analysts or bloggers, can drive sales. And – most importantly – watch your lead pool grow. Lead List Purchases. There’s nothing that can burst the bubble of getting a new client (or getting a new job) faster than the realization that your client has no real prospect list to work with.
  • HUBSPOT  |  MONDAY, JULY 18, 2016
    [Lead, Sales] 7 Steps to Creating an Operating System for Your Agency
    Core values lead to the creation of a culture code. This process leads to conflict and client fires. There are expectations to maintain between prospects and sales, clients and account managers, and between core team members and the rest of the agency. In 1955, a middle-aged milkshake machine salesmen came upon something odd.
  • PUREB2B  |  SUNDAY, JULY 17, 2016
    [Lead, Sales] Understanding the Stages of Your Sales Funnel
    Think of a sales funnel as a device you can use to create customers. While it seems that many businesses find customers, a closer look will show you the process involved in generating sales. Simply put, a sales funnel conceptualizes the process of turning prospective leads into loyal customers. Stages of a Sales Funnel.
  • SCRIBBLELIVE  |  SUNDAY, JULY 17, 2016
    [Lead, Sales] How to Become a Better Content Team Leader
    Leadership, as defined by Merriam-Webster, is “the power or ability to lead other people.” Document your findings and work with other members of your team (product, support, sales, and senior leaders) to construct a content marketing plan that works. And it’s all built around great content. What Is Great Leadership?
  • TONY ZAMBITO  |  SUNDAY, JULY 17, 2016
    [Lead, Sales] How Understanding The Goals And Intent Of Buyers Can Transform Marketing
    Leading to more effective online engagement, content design, and sales conversations. Doing so provides the deeper level of understanding required to create resonance with customers in all aspects of marketing and sales. Transformation by Yu Luck. The relationship between intent and goals is a very important one. 
  • JUNTA 42  |  SATURDAY, JULY 16, 2016
    [Lead, Sales] This Week in Content Marketing: Most Brands Failing at Customer Experience
    At the same time, you’re tasked with managing content that increases lead count, boosts sales, or raises customer loyalty. PNR: This Old Marketing with Joe Pulizzi and Robert Rose can be found on both iTunes and Stitcher. We wrap up the show with a This Old Marketing example from Maui Electric. This week’s show. Sponsor (38:21).
  • OPENTOPIC  |  FRIDAY, JULY 15, 2016
    [Lead, Sales] How to increase B2B lead quality from your social media traffic
    Opentopic blog >> b2bmarketing.net Stephen Bavister, MD, Lexisclick Online Marketing, explains how you can drive more qualified B2B leads from your social media traffic Most of us in B2B marketing are tasked with driving more leads. Marketing ROI Cmo marketing roi
  • CONTENTLY  |  FRIDAY, JULY 15, 2016
    [Lead, Sales] ‘Facebook Live’s Identity Crisis,’ and 5 Other Stories You Should Read
    One would think that the Library of Congress—probably the most important repository of knowledge in America—would be leading the charge. Selected by Amanda Weatherhead, sales strategist. Here’s what you missed while you were being the very best, like no one ever was … n+1: The Library of Last Resort. Trump Has Twitter.
  • BIZIBLE  |  FRIDAY, JULY 15, 2016
    [Lead, Sales] All 11 Marketing Attribution Models, Explained
    Lead Conversion Touch Attribution. The Lead Conversion touch model can often be confused with the ‘First Touch’ model. That’s because in a marketing analytics system built around lead generation, like a marketing automation platform, the website session where the lead was created is the first session where data is tracked and measured.
  • DISCOVERORG  |  FRIDAY, JULY 15, 2016
    [Lead, Sales] The Human Element of Sales and Marketing
    In the book,  Switch:How to Change Things When Change is Hard , Chip and Dan Heath detail how to successfully lead through change by embracing and motivating both our emotional and rational brains (and no, don’t argue guys – you have emotional brains too). This could teach us a lot about a human approach to sales and marketing.
  • B2B LEAD GENERATION BLOG  |  FRIDAY, JULY 15, 2016
    [Lead, Sales] How to deal with change stress and be a better marketer
    We need to navigate creating more content, generating more leads and achieving more results. Our clients move deeper into their buying process before they need to engage our sales team or us. As marketers, we deal with a lot of change stress. Seriously. The marketing world is exploding. Even our customer buying process has changed.
  • MODERN B2B MARKETING  |  FRIDAY, JULY 15, 2016
    [Lead, Sales] Your Buyers Are Basically Pokémon, So Level Up
    It’s like a flash sale…with cartoon animals. While the example below shows a storefront and the potential for retail locations, for B2B marketers, you can consider adding a Lure Model to your location at a tradeshow to generate leads. And I’m not alone. It was installed on 10.8 percent of all Android devices in the U.S.
  • LEAD LIAISON  |  FRIDAY, JULY 15, 2016
    [Lead, Sales] 7 Ways to Attract B2B Buyers With Mobile Marketing
    In order to create an app that really adds benefit to your customers, you will want to identify a very specific type of customer or lead and then focus on services that will directly address a business pain or marketing strategy for that type of customer. Pinterest and Instagram appeal to leads that love looking at visual inspiration.
  • B2B MARKETING INSIDER  |  FRIDAY, JULY 15, 2016
    [Lead, Sales] 8 Lead Generation Ideas for Startups
    Lead generation can be challenging for startup companies. As you build your business and its operations, you need to employ effective, scalable lead generation techniques to keep your sales funnel filled as your requirements and capacities increase. Content Marketing
  • ACT-ON  |  FRIDAY, JULY 15, 2016
    [Lead, Sales] 8 Killer Tips for More, Better, Earned Media
    Some companies are creating earned media strategies that are generating amazing levels of engagement, revenue and lead generation. This personalization campaign has been hugely successful, reversing a decade-long decline in Coke consumption and boosting its soft drink sales by 2 percent. And the results are worth it.
  • HUBSPOT  |  FRIDAY, JULY 15, 2016
    [Lead, Sales] The Secret Source of Agency New Business
    We marketers help our clients generate awareness and new sales every day, so when it comes to driving new b usiness for ourselves, no wonder we apply what we know best. As a rule, us agency folks place a lot of importance on outbound sales and inbound marketing. Do you know how much of your new sales are coming from one of the 3Rs ?
  • BULLDOG SOLUTIONS  |  THURSDAY, JULY 14, 2016
    [Lead, Sales] ABM: An Ancient Practice? Part 2
    Let’s pull up the most famous of all Miller Heiman sales tools, the blue sheet : This strategic analysis that was once filled in with paper and pencil captured everything from opportunity to buying influences to key drivers, and most importantly, how to execute a plan to advance your opportunity. Business opportunity. Budgets. Who knew?
  • SALES ENGINE  |  THURSDAY, JULY 14, 2016
    [Lead, Sales] Cutting Through the Content Clutter
    Even a year ago, I was espousing the need to build a greater library of content that continues to produce leads in accordance with the Hubspot and Moz studies on post volumes conducted around that time. You could take a single topic like lead scoring. Where do we have the best opportunity to increase sales? They were tailored.
  • ANNUITAS  |  THURSDAY, JULY 14, 2016
    [Lead, Sales] No I Do Not Want To See Your Demo
    One conversation, which is still ongoing, has been with one of the few sales reps who attended the event.  Side note: If you want to help your sales people adapt to the new world of a very sophisticated buyer, send them to marketing events. . The understanding today is that the buyers buying process trumps the sales process.
  • MODERN B2B MARKETING  |  THURSDAY, JULY 14, 2016
    [Lead, Sales] Content with a Purpose: 5 Tips to Map Your Content to the Buyer’s Journey 
    It’s how we scaled our content efforts for the best experience at every touchpoint, leading to more business impact and  less content waste. As As a result, we saw a 5x increase in website visits, 10x increase in qualified leads in our database, and 10x the social reach. Author: Scott Hogrefe You’ve heard the stats. Listen!
  • INFER  |  THURSDAY, JULY 14, 2016
    [Lead, Sales] Infer’s Automated Form Monitor for Marketing Operations
    Supplying test values will prevent the plugin from creating dummy leads and otherwise undermining data hygiene. For example, if you were to use disposable test values such as those below, then you could easily ignore and otherwise filter out all entries from that dummy lead. 4.  After You will see a number of columns in the CSV file.
  • INFER  |  THURSDAY, JULY 14, 2016
    [Lead, Sales] Introducing Infer Form Monitor: How a Simple Marketing Challenge Sparked Internal Innovation
    Any Marketing Operations person will tell you that the last thing they want to worry about is whether they are forfeiting leads because of a broken form. One of the biggest fears a Marketing Operations professional has is missing out on leads because something is broken on their website. Tell us about yourself. What does the plugin do?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, JULY 14, 2016
    [Lead, Sales] When to treat a customer like family
    When I was just starting out in business, I spent a good part of my career in enterprise sales. have found that kind of thinking leads to the best results for everyone in the long-term. I’m beginning to think this kind of thinking is growing out of date. We went through a period when we were a terrible supplier.
  • ACT-ON  |  THURSDAY, JULY 14, 2016
    [Lead, Sales] How Developing a Sales Team is Like Professional Football
    McKenzie Ingram, one of Act-On’s marketing journalists, sat down with Luke Smith, Act-On Regional Sales Director & Area Leader in the Portland office, to discuss his experience leading a sales team at one of the fastest growing companies in America. That is the expectation I set with my sales team. Anyone can show up.
  • LEAD LIAISON  |  THURSDAY, JULY 14, 2016
    [Lead, Sales] Marketing Automation Company Introduces World’s Easiest to Use Web Form Builder
    ALLEN, TX — July 14, 2016 — Lead Liaison, a leader in marketing automation software, announces exciting new features to enhance user experience within their top rated platform. One attribute that Lead Liaison is known for is the attention they give to what users have to say about their application. About Lead Liaison.
  • RADIUS  |  WEDNESDAY, JULY 13, 2016
    [Lead, Sales] Current Payments Industry Trends: POS, Mobile Ordering, and Contactless
    However, as POS and Payment vendors evaluate new technologies to identify their total addressable market and drive sales, they also need to understand the current trends within the Payments industry.   . Chili’s has taken the lead in making tableside POS technology a pivotal part of their customer service and marketing programs.
  • ETRIGUE  |  WEDNESDAY, JULY 13, 2016
    [Lead, Sales] Is Marketing Automation Right For You?
    On the inbound side; how do you collect leads? What process is in place to collect leads? For example, what web forms are in place, and what is the procedure to capture and act upon these new leads? All of this may be easily integrated with your CRM system to (automatically) close the loop with sales. Level of difficulty.
  • NUSPARK  |  WEDNESDAY, JULY 13, 2016
    [Lead, Sales] Who Should Nurture B2B Leads with Social Media?
    However, B2B organizations are finally starting to ramp up their use of social for marketing and sales. The Webbiquity report also indicated that companies view increasing brand awareness as their top objective on social channels, followed by lead generation. Social Nurturing Isn’t Just a Job for Sales. Social Selling
  • BIZIBLE  |  WEDNESDAY, JULY 13, 2016
    [Lead, Sales] The Down-Funnel Impact of B2B Cross-Channel Marketing [Data]
    So we decided to look at our data to better understand how our leads, opportunities, and customers interact with our marketing channels. Sales Opportunities vs. Qualified Leads: Sales opportunities are 5.5x marketing channels (excluding Direct, BDR/Sales, and Other). touchpoints and the average lead has 6.05
  • 6SENSE  |  WEDNESDAY, JULY 13, 2016
    [Lead, Sales] Blurred Lines: B2B Marketers Take a Page from B2C Tactics – B2B ESP
    The premier predictive intelligence summit of the year is tomorrow and we can’t wait to hear from some of the greatest minds in modern marketing and sales! As the leading voices in B2B sales and marketing, the influencers below share the insights and strategies that drive their approach to building the revenue engines at their companies.
  • BIZNOLOGY  |  WEDNESDAY, JULY 13, 2016
    [Lead, Sales] Why don’t more marketers use keyword research?
    At a certain point, Joan will collect leads for the sales department to follow up on. In order for the sales people to close the deals, they need to know the whole customer journey for each one of the leads. I recently had the privilege to sit in on FIR B2B episode 45 : a podcast by Paul Gillin and David Strom.
  • SALES ENGINE  |  WEDNESDAY, JULY 13, 2016
    [Lead, Sales] Ditch the Pitch: How Content Marketing Creates the Conversation that Drives Conversion
    Ah, the sales funnel. As a marketer, you’re no doubt familiar with this ubiquitous image: contacts fall into the top and by some kind of magic become leads, then qualified leads, then sales-ready leads, and eventually, (you hope) closed sales. Define your sales funnel. Content Strategy
  • IKO-SYSTEMS  |  TUESDAY, JULY 12, 2016
    [Lead, Sales] Marketing Automation vs. Automated Email Engagement: Which Is Right For You?
    – Moving prospects down the funnel from leads towards a buying decision. They may then be presented with drip mail messaging campaigns via email and social channels to nurture the first interest of the sale. Questions to ask when considering MAP use: – Are you generating a steady flow of new and qualified leads?
  • PUREB2B  |  TUESDAY, JULY 12, 2016
    [Lead, Sales] 15 Effective Ways to Reduce Cost Per Acquisition
    Cost per acquisition (CPA) refers to the amount of marketing or advertising money spent to convert or acquire leads who click on your site or respond to your call to action (CTA). More often than not, marketers focus on sales or gaining traffic before optimizing costs. Effective Strategies to Reduce CPA. Optimize Your Landing Page  .
  • CONTENTLY  |  TUESDAY, JULY 12, 2016
    [Lead, Sales] How to Overcome 3 Painfully Common Lead Gen Mistakes
    Most lead generation training programs start with discovery, one of the most basic tenets of sales. Asking too many questions in a gated form before a prospective partner shows interest in your product is a lead gen mistake—just one of the many that marketers consistently make. Mistake #2: Treating every lead equally.
  • BIZIBLE  |  TUESDAY, JULY 12, 2016
    [Lead, Sales] Marketing Performance Management: Tactics to Increase ROI
    For example, how many social followers you want to gain, the amount of traffic you want to draw to your website, or the number of leads you want to drive. For example, cost per lead (CPL), cost per customer (CPC), and revenue. Looking at this number alone could lead the team to switch gears because cost was high. Budgeting.
  • FATHOM  |  TUESDAY, JULY 12, 2016
    [Lead, Sales] Lead Change and Transform Communications with Nurture Marketing
    There’s plenty about the concept of lead nurturing, which is part and parcel to nurture marketing. And being that Marketo is, well, Marketo, that definition sums up the act of lead nurture pretty well. Still, lead nurturing is an act, it’s a tactic. It leads to transformation, too, though which is why it’s worth it.
  • KEO MARKETING  |  TUESDAY, JULY 12, 2016
    [Lead, Sales] Keep it Simple When Designing a Website
    Incorporate sales funnels into the design. Each page on your site should be part of a sales funnel so that the visitor can be led through the buyer’s journey no matter where they enter your website.  This will give you an idea of the types of visuals, content and calls-to-action that are needed to lead them forward to conversion.
  • VIDYARD  |  TUESDAY, JULY 12, 2016
    [Lead, Sales] How to Create a Video Marketing Strategy You Can Be Proud of
    Nearly every marketer I speak with these days is using video in their web, social media, demand, content marketing, or sales enablement programs. Are you proud of your video marketing strategy? I bet the answer comes pretty quickly. they typically laugh, or cry, and repeat the same answer. Place the Emphasis on Impact, Not Quality.
  • INFER  |  TUESDAY, JULY 12, 2016
    [Lead, Sales] Profile Management Product Updates: Account-Based Marketo Behavior Profiles, “Contains” Operator, and More
    For example, users can create a profile that will trigger an alert when any contact or lead from that specific account engages in activity on the company’s website. Title contains “director” or “operations”), then receive an alert when a lead that matches those conditions enters the system. Account-Based Marketo Activity Profiles.
  • CONTENT STANDARD  |  TUESDAY, JULY 12, 2016
    [Lead, Sales] 4 Ways Marketers Need to Change How They Measure Content Marketing ROI
    Content hopefully leads to visitors who convert, driving sales. million views to a low-value piece of content shouldn’t be celebrated as a success if we can’t ultimately trace those visitors through that content to a conversion or sale. How do you define leadership in business? Top Website KPIs to Redefine.
  • LEAD LIAISON  |  TUESDAY, JULY 12, 2016
    [Lead, Sales] Buzzwords in Marketing Automation: Clickthrough Rate (CTR)
    Another way to measure interest in your content, particularly sales emails, would be with a tracking plugin. Lead Liaison has a Google Mail plugin called Send & Track , which allows senders to track 1:1 emails by reporting if and when the recipient opened a link within the message. Quantifiable Number. Observation.
  • ACT-ON  |  TUESDAY, JULY 12, 2016
    [Lead, Sales] 5 Questions to Ask Before Starting a Newsletter
    Are you willing to go light on the sales pitches? You can’t squeeze much more than 10%–20% of promotional and sales content into your newsletter without it getting boring. And while B2B newsletters can include mentions of sales and promotions, never do the hard sell. It’ll even get you leads. Lead close rate going up?)?
  • HUBSPOT  |  TUESDAY, JULY 12, 2016
    [Lead, Sales] Are Display Ads Worth Your Time? [Flowchart]
    These changes are making it possible for some marketers to effectively use display campaigns to build awareness and drive leads. If you’re pressed for time, try-self service social ads like Sponsored Updates or Facebook Lead ads instead. 3) Is your company bought into ads? Are you aiming for awareness, nurturing, or lead generation?
  • WEBBIQUITY  |  TUESDAY, JULY 12, 2016
    [Lead, Sales] The 14 Best Marketing Automation Tools
    Marketing automation software tools can be very helpful in making lead nurturing and sales acceleration efforts more effective—even if the category is badly misnamed. These firms are also  much more likely to be “best in class,” and most see sales pipeline opportunities increase by 10-15%. Pricing:  contact vendor.
  • CONTENTLY  |  MONDAY, JULY 11, 2016
    [Lead, Sales] How to Overcome the ‘Three-Month Slump’ of Branded Content
    year later, I became the first editor of branded content at The New York Times, where I created some of the industry’s leading work with the talented T Brand Studio team. Then I went on to lead pre-sale ideation for Time Inc.’s Your sales colleagues are impressed by the speed at which you come up with story ideas.
  • FATHOM  |  MONDAY, JULY 11, 2016
    [Lead, Sales] Know Thyself – Identifying Your Unfair Advantage & Increasing the Value of Marketing
    The sales guy who can turn cordial conversations into record breaking sales. After deciding all of this, you can hone in on what type of person, or what audience, will lead you to those goals. This strong bond could lead to any number of advantages, including repeat buyers, loyal clients, and brand advocates. Conclusion.
  • NETLINE B2B MARKETING  |  MONDAY, JULY 11, 2016
    [Lead, Sales] B2B Marketers Beware: Do you know where your leads are coming from?
    We know that businesses that want to enable their sales team or boost online commerce will need to find ways to obtain quality leads. If you’re going to feed leads to your sales team, then there will always be a debate on what they consider to be of “good” lead. So, what are the right B2B leads for you?
  • OPENTOPIC  |  MONDAY, JULY 11, 2016
    [Lead, Sales] PPC + SEO = A Winning Team for Search Marketing Success
    Many B2B companies pigeonhole PPC as strictly a lead gen or a sales tactic but now is the time to go from tunnel vision. A winning team requires the proper line-up, teamwork and the ability to fill-in the performance gaps. Cognitive Technology Cmo cognitive technology
  • VIDYARD  |  MONDAY, JULY 11, 2016
    [Lead, Sales] Quick Wins: 5 Easy Videos You Can Create At Your Next Event
    These videos might not be as slick as your traditional video case study, but they can still be a very powerful tool for sales to use to engage their prospects. You can gate the videos of the presentations to generate leads, use them to promote future events, include them in follow-up emails, etc. Hot Tips & Best Practices.
  • INFER  |  MONDAY, JULY 11, 2016
    [Lead, Sales] 3 Growth Hacks to Boost Revenue Upwards of 10%
    Every sales leader, in every company, is searching for a killer growth angle. One thing I’ve noticed in top-notch Sales VPs is that it all starts with how good they are at forecasting pipeline. That’s why identifying gaps is crucial to meeting sales goals. For example, how many logos can we close off existing leads or accounts?
  • MODERN B2B MARKETING  |  MONDAY, JULY 11, 2016
    [Lead, Sales] How to Unlock the Full Potential of Your Customer Base
    Now that you know who they are and what they’re interested in, you can leverage lead scoring across demographics, firmographics, and behavioral data to identify opportunities to expand your footprint and create cross-sell and upsell opportunities. Focus sales on their best bets. The Fundamentals of Customer Base Marketing.
  • SNAPAPP  |  MONDAY, JULY 11, 2016
    [Lead, Sales] 3 Important Takeaways from DGR's Lead Scoring Survey Report (and Implications for Content Marketing)
    Demand Gen Report recently released new data on the current state of lead scoring , which spotlighted some important insights marketers need to know. While lead scoring tools are often bundled into martech stack tools, an overwhelming amount of marketers are putting these resources to good use. So what does that tell us?
  • KAPOST  |  MONDAY, JULY 11, 2016
    [Lead, Sales] Who Cares If You Meet Your Marketing Content Goals?
    We’re certainly post-sale. The account executive has closed the deal, the contract is signed, and then the customer success manager is brought in to help bridge the transition and lead the customer throughout the lifecycle of their contract. Carter Stepanovsky cares. Carter’s a customer success mana ger at Kapost. CS: Absolutely.
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