• HUBSPOT  |  WEDNESDAY, OCTOBER 1, 2014
    [Lead, Sales] A Bigger Marketing Budget May Be an SLA Away
    For those unfamiliar with sales/marketing SLAs, they generally work like this: The marketing leader commits to generating a certain number of leads that meet a particular quality score, while the sales leader agrees to follow up with those leads in a pre-determined amount of time. sales and marketing alignment
  • INDUSTRIAL MARKETING TODAY  |  WEDNESDAY, OCTOBER 1, 2014
    [Lead, Sales] How Industrial Content Marketing Builds Stronger Relationships Based on Trust
    'Strong relationships have always been the cornerstone in complex industrial sales. Content Marketing Industrial content marketing industrial lead generation Industrial Marketing That hasn’t changed and won’t change in the foreseeable future. How we start and build new business relationships have changed in today’s digital age.
  • VIEWPOINT  |  WEDNESDAY, OCTOBER 1, 2014
    [Lead, Sales] 5 Ways to Get More at Dreamforce -by Craig Elias
    If so, make sure you look for my colleague Craig Elias —who has a lot of information to share about sales leads. B2B Sales Sales Leads 'The fabled Dreamforce conference with all its innovation, big-name speakers, and craziness is just days away. Are you going to be there?
  • VOICE-BASED MARKETING  |  WEDNESDAY, OCTOBER 1, 2014
    [Lead, Sales] Facebook, Atlas, and the Future of Personalization
    All of this is used to get the call to the right person in an organization, and to then arm him or her with contextualized, personalized information to provide an amazing customer experience and close a sale. 'On Monday Facebook made an announcement around the relaunch of  Atlas. The technology is getting better. It shows real promise.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, OCTOBER 1, 2014
    [Lead, Sales] 3 Sales Tools That Are Changing the Way Salespeople Do Business
    'Sales Prospecting Perspectives is pleased to bring you a guest post from Russ Heddleston , CEO of DocSend. Traditionally, sales has relied largely upon human relationships: successful salespeople know their product and their audience and are enthusiastic about talking to people, pursuing, and closing leads with persistence and moxie.
  • FEARLESS COMPETITOR  |  WEDNESDAY, OCTOBER 1, 2014
    [Lead, Sales] Missing Link on too many Websites – Marketing exec!
    There are two leading competitors – Voltage Security and Protegrity. Content marketing, lead nurturing, lead scoring – too much gets left out without leadership. Instead they go to a landing page with a flagship offer and simple form.    That way they can get visitors to sign up for lead nurturing.
  • MODERN B2B MARKETING  |  WEDNESDAY, OCTOBER 1, 2014
    [Lead, Sales] Looking for Higher Marketing ROI? Engage Your Customers
    This makes it difficult to coordinate efforts, and (more importantly) to take all of a customer’s behaviors into account across every channel – leading to disconnected, often irrelevant, marketing. The ROI of Engaging Customers. The truth is that marketing to current customers gets you a higher return on investment.
  • HUBSPOT  |  WEDNESDAY, OCTOBER 1, 2014
    [Lead, Sales] 3 Real-Life Examples of Incredibly Successful A/B Tests
    50% of sales were digital downloads, thanks to a strong A/B testing strategy. The test lead to some very surprising results: T he variation with no offer messaging whatsoever drove 43.4% Goal: Generate More Leads. So, what’s the recipe for high-impact success? Truthfully, there is no one-size-fits-all recipe. The Original.
  • B2B MARKETING UNPLUGGED  |  WEDNESDAY, OCTOBER 1, 2014
    [Lead, Sales] Pssst. Trade Shows Suck at Lead Generation. Pass it on.
    'Sales squirrels ignoring you? ” “Where will the leads come from?” Be honest: for B2B sales, you need at least a director or better to get anywhere close to a deal. 270 to stand in a loud, crowded hall with a couple of thousand other people trying to move the sale along? It is also not sales.
  • HUBSPOT  |  WEDNESDAY, OCTOBER 1, 2014
    [Lead, Sales] Say 'Yes' to Drugs? The History of Pharmaceutical Marketing
    Detractors would counter, however, that direct-to-consumer marketing often leaves patients misinformed, that it over-emphasizes the benefits that drugs provide, and that it leads to the unnecessary prescribing and over-utilization of drugs. sales reps recommending drugs to doctors, or drug companies funding continuing education programs).
  • VIDYARD  |  WEDNESDAY, OCTOBER 1, 2014
    [Lead, Sales] Introducing Vidyard Studio: The Easiest Way to Create and Share Video
    Videos may be the best way to engage an online audience ( 70% of marketers recently reported that video converts better than other content types), but there’s no denying that this format is still intimidating or even inaccessible to many sales and marketing professionals. Your Data, Where it’s Useful. Blog Vidyard News
  • VIDYARD  |  TUESDAY, SEPTEMBER 30, 2014
    [Lead, Sales] Vidyard to offer non-profits access to video marketing platform
    Vidyard (Twitter: @Vidyard ) is the industry’s leading video marketing platform that helps marketers drive results and ROI with online video content. Vidyard integrates with key marketing automation and CRM tools to deliver user-level video engagement data, turning views into sales. About Vidyard. Media Contact: Tyler Lessard.
  • VIDYARD  |  TUESDAY, SEPTEMBER 30, 2014
    [Lead, Sales] Vidyard makes it easy to create and share videos with new Vidyard Studio
    With Vidyard Studio, sales and marketing professionals can easily record new videos, share them securely with customers or internal employees, and track powerful insights on who is watching and for how long. Vidyard integrates with key marketing automation and CRM tools to deliver user-level video engagement data, turning views into sales.
  • HUBSPOT  |  TUESDAY, SEPTEMBER 30, 2014
    [Lead, Sales] Speak Your CEO's Language: 3 Ways to Show Marketing's Impact on Revenue
    'As marketers, we constantly hear about the importance of closing the loop on our marketing campaigns -- but that doesn''t just mean tracking to see how many views, clicks, and leads they generate. If you have HubSpot CRM, there is no setup necessary (and if you don''t have it yet, you can sign up at hubspot.com/sales ). Next Steps.
  • CRIMSON MARKETING  |  TUESDAY, SEPTEMBER 30, 2014
    [Lead, Sales] David Ginsburg, CMO of Pluribus Networks: How to use Marketing Technology to Market Technology [Podcast]
    He also discusses how Pluribus uses registration walls to capture user data and nurture leads. David discusses how to gauge content quality and how to devise a marketing system that brings observers into the sales funnel. With the limited headcount and budgets of many marketing organizations, this is easier said than done.
  • ANNUITAS  |  TUESDAY, SEPTEMBER 30, 2014
    [Lead, Sales] Demand Generation – It’s Not That Easy
    62% of marketing automation owners state that the use of technology did not equate to an increase in sales. '*This post first ran in the ANNUITAS blog on March 27, 2014. As we go into event season-it’s good to remember that building a Demand Generation Strategy isn’t easy. Really? Figure 1:  ANNUITAS Demand Process Architecture.
  • VOICE-BASED MARKETING  |  TUESDAY, SEPTEMBER 30, 2014
    [Lead, Sales] Ifbyphone and Act-On Join Forces to Combine Call Tracking With Marketing Automation
    'Marketing automation provides marketers with the ability to generate and manage their online leads in a revolutionary way, allowing for optimization of ROI, shorter sales cycles, and increased revenue growth. At this point, Ifbyphone picks up the lead with call tracking. Interested in learning more? Request a demo today.
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 30, 2014
    [Lead, Sales] Check out Resources at Find New Customers for great free B2B marketing content
    What you will find at the Resources tab: How to Find New Customers is perhaps the best white paper ever written on BtoB demand generation,  Originally sponsored by Marketo, and edited by a top sales author, it is quite good and highly recommended to you. Lead Nurturing. Lead Scoring. Thanks Arthur! Download it and read it today.
  • LEADERSHIP  |  TUESDAY, SEPTEMBER 30, 2014
    [Lead, Sales] The Biggest Lesson I Learned this Year As A CEO
    B2B organizations are making some inroads into breaking down the silos and integrating sales and marketing. Quality Leads Get Nurtured and Nourished. If a lead was once qualified as a good one, it’s worth it to stay on the radar by feeding valuable information and building a relationship of trust. Everybody wins! don’t think so.
  • MARKETING ACTION  |  TUESDAY, SEPTEMBER 30, 2014
    [Lead, Sales] 6 Strategies to Help You Unify Sales and Marketing Teams
    'There are many theories out there as to why marketing and sales don’t always get along. In my role as President of NuGrowth Digital , it’s my job to make sure our clients have scalable sales and marketing organizations that drive high-quality results. Both sales and marketing have views of this. They divide a team.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, SEPTEMBER 29, 2014
    [Lead, Sales] Live from OpenWorld 2014: Why the Best Data-Driven Marketers Are Decidedly Old-School
    Maybe you’ve discovered some things about your customers and warm leads via conference meetups and sales calls. 'Editor's Note: Today's post comes courtesy of Nikki Serapio , Manager of Marketing Community at Oracle. It’s tempting to focus exclusively on the promise of the marketing tools themselves. So get outside.”
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, SEPTEMBER 29, 2014
    [Lead, Sales] Should Salespeople Prospect Anymore?
    Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. Several of the salespeople blamed marketing for not generating enough quality leads (ever hear that before?)
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, SEPTEMBER 29, 2014
    [Lead, Sales] 5 Tips for Inside Sales Reps When on the Phone with New Prospects
    'Sales Prospecting Perspectives is pleased to bring you a post from Gillian Sontz , Business Development Representative at AG Salesworks. In B2B inside sales, you will often have to call lists, both warm and cold. Before sales prospecting new contacts, it''s important to know your objectives. Every sales call is unique.
  • VERTICAL RESPONSE  |  MONDAY, SEPTEMBER 29, 2014
    [Lead, Sales] The Complete Guide to Holiday Email Marketing
    Do you want to see sales increase by a certain percent? For example, let’s say you ran a 20 percent off pre-Thanksgiving sale that you promoted via email and social media for two weeks leading up to the big one-day event. You can connect the sale to the upcoming holiday while making your customers feel appreciated.
  • MODERN B2B MARKETING  |  MONDAY, SEPTEMBER 29, 2014
    [Lead, Sales] Traditional and Predictive Lead Scoring: a Match Made in Data Heaven
    'Author: Jessica Cross By its very nature, lead scoring should be predictive – a potential customer’s score should predict whether that person is going to buy from you. But that kind of correlation hardly scratches the surface of what predictive lead scoring can do. How Does Predictive Lead Scoring Work? Lead Scoring b2b
  • FEARLESS COMPETITOR  |  MONDAY, SEPTEMBER 29, 2014
    [Lead, Sales] 10 Great Marketing Tips from Find New Customers
    Score visitor behaviors to identify marketing qualified leads.  Hand Marketing Qualified Leads (MQLs) to Sales and let them qualify. Sales Qualified Leads (SQLs) are good, but they are confirmed by Sales talking to prospects and not marketing.  They loved these tips and for good reason. Measure your results.
  • HUBSPOT  |  MONDAY, SEPTEMBER 29, 2014
    [Lead, Sales] 6 Ways to Pull Off Anonymous Personalization People Love
    Sales prepares demos specific to a prospect’s interests. Context matters when it comes to how visitors, leads, and customers interact with your website. In fact, in-house marketers who personalize their web experiences see on average a 19% uplift in sales ( Source: 2013 Monetate/eConsultancy ). So glad you brought that up.
  • MARKETING ACTION  |  MONDAY, SEPTEMBER 29, 2014
    [Lead, Sales] I’ll Always Have Paris: My Virtual Vacation with CobbleStay Vacation Rentals
    That’s because unlike my colleagues on the sales team, I don’t often get the opportunity to meet with them and hear what they have to say. Drew isn’t just the CEO – he’s also in charge of sales and marketing teams for the agency. 'As a marketer, I appreciate every interaction I get to have with clients and customers. Tomorrow,” I said.
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 29, 2014
    [Lead, Sales] 6 Ideas to Create More Relevant Lead Nurturing Emails
    lead-nurturing tactic. Read more on how to put your customers first in lead generation. If you have a complex sale, the best way I know how to do this is by  combining a human touch with your sales pitch to build relationships with your lead-nurturing  message. Segmentation. Customer focus. Connection.
  • NUSPARK  |  SUNDAY, SEPTEMBER 28, 2014
    [Lead, Sales] A hodgepodge of content marketing ideas that are unique, compelling, and lead-generating
    This article will give you a few ideas of creative ways to spruce up your content marketing and generate more leads. While some basic strategies are always needed – such as blog posts and webinars – periodically throwing in more creative content will increase your online following, which will in turn boost your image and lead to more sales
  • HUBSPOT  |  SUNDAY, SEPTEMBER 28, 2014
    [Lead, Sales] Does Your Marketing Strategy Align With Your Goals? A Story
    As marketing manager of a B2B software, he''s been under pressure from his CEO to increase sales by the end of the year. need you to triple sales starting in October. At that point, the marketing team was generating about 20 new leads every month. Traffic and leads don''t pay the bills. You may not even be aware of it.
  • HUBSPOT  |  SATURDAY, SEPTEMBER 27, 2014
    [Lead, Sales] A 28-Day Training Plan for Becoming a Better Writer
    This is what online writing and writing for inbound marketing is all about: Sharing the great thinking and content that is unique to you and what you do, whether you lead a nonprofit, are driving sales in the marketing department of a manufacturing company, or you’re a professional, such as a lawyer. “They deserve respect.
  • GREAT B2B MARKETING  |  FRIDAY, SEPTEMBER 26, 2014
    [Lead, Sales] Important Lessons for Working with Channel Partners
    'It can be a compelling proposition to have external companies working for your success without the heavy investments necessary to build, equip, and train an internal sales organization – particularly if you need to reach a broad geographic area. Lesson 1 –Channel partners are in it for themselves. Lesson 2 – Win-win scenarios are crucial.
  • FEARLESS COMPETITOR  |  FRIDAY, SEPTEMBER 26, 2014
    [Lead, Sales] The 5 Most Important Questions Hiring Managers Should Ask – but Don’t
    If your company needs more and better sales leads, you want to contact Find New Customers. 'Hiring managers are making a big mistake – they are asking the wrong questions. Most often they want to know your role and for whom you worked. But that’s the wrong question. whether it was me or my former employer. Tell me about it.
  • MARKETING ACTION  |  FRIDAY, SEPTEMBER 26, 2014
    [Lead, Sales] Retention that Drives Revenue: 5 Tips for Customer Loyalty Programs
    'Customer loyalty programs are a great way to boost sales and revenue. Study the sales numbers: How many customers purchased products or services because of the program? Sales & Marketing Alignment Sales Enablement lead nurturing program loyalty program sales Why is that? Or just not worth your time?
  • VIDYARD  |  FRIDAY, SEPTEMBER 26, 2014
    [Lead, Sales] Account-Based Marketing: The Key to B2B Success
    'Typically when we think about lead gen, it’s about generating as much quantity as possible. However, no matter how well us marketers do, it seems like sales is never satisfied. The first step to fixing the problem here is to connect with the sales and align on the most valuable accounts for your company. Lead Nurturing.
  • 3D2B  |  THURSDAY, SEPTEMBER 25, 2014
    [Lead, Sales] Business-to-Business Telemarketing: Dump the Script and Get Results
    How can a perfectly crafted script lead to poor results? It leads to a pre-programmed, robotic conversation. For example, your guidelines and questions for lead-nurturing calls will differ from those for appointment-booking calls. Lead Generation 'Why Your Script Doesn’t Work. Guidelines, Questions and LISTENING.
  • ANNUITAS  |  THURSDAY, SEPTEMBER 25, 2014
    [Lead, Sales] Three Things to Think About Before You Develop a Vertical Marketing Strategy
    'I was recently leading a Demand Generation workshop where one of the attendees asked “what approach they should take to develop a vertical or industry aligned marketing strategy.” The expertise is usually found at the sales level and a perhaps a few people within marketing that can write content to address unique industry challenges. 
  • FEARLESS COMPETITOR  |  THURSDAY, SEPTEMBER 25, 2014
    [Lead, Sales] My Team is Behind on our Numbers. We are struggling to catch up.
    'Those words came from a sales representative  in the Boston area yesterday. I felt sorry for this sales guy. And you buy marketing automation and start lead nurturing and scoring. Unless you invest fully in marketing, the lack of sales leads will never get fixed. Here’s the real problem.
  • EARNEST ABOUT B2B  |  THURSDAY, SEPTEMBER 25, 2014
    [Lead, Sales] State of Inbound 2014: The speed read
    Data can bring sales and marketing together (yes really). Agencies are leading the pack in embracing inbound. Marketing agencies are sourcing nearly half (47%) of all leads through inbound channels. Tip: Your sales team (if not already) should be capitalising on the effectiveness of inbound for selling.
  • HUBSPOT  |  THURSDAY, SEPTEMBER 25, 2014
    [Lead, Sales] How to Use New Anonymous Targeting to Get Sales Faster
    That''s how you convert the most leads, right? For example, if you wanted to have one version of your homepage for leads and one for customers, you could use smart content to build your website so it would dynamically change whether it was a lead or customer visiting you. And what''s better than shortening the sales cycle?
  • MARKETING ACTION  |  THURSDAY, SEPTEMBER 25, 2014
    [Lead, Sales] Ad Retargeting 101
    Here are a few good ways you can use retargeting to help you make more sales: 1. You could use retargeting to stay in touch with visitors who bounce off your web pages, leave pages with lead capture forms, and who abandon their shopping carts. Make sure they’re all linked correctly to avoid confusion and lost sales. 2013).
  • HUBSPOT  |  WEDNESDAY, SEPTEMBER 24, 2014
    [Lead, Sales] A Simple Guide for an Effective Inbound Call Strategy
    Whether you have a state-of-the-art call center or not, tailor your communication channels to the different stages of the customer lifecycle to make sure your sales team is talking to the right customers. But that being said, the two can easily go hand-in-hand. 1) Reserve the voice channel for those who need it most. Learn more here.).
  • VOICE-BASED MARKETING  |  WEDNESDAY, SEPTEMBER 24, 2014
    [Lead, Sales] Programmatic Advertising: Why Tracking and Managing Calls Is Critical to Its Success
    It is projected that by 2018, programmatic will account for 50% of all digital ad sales. The ability to automate your media buying while still driving quality leads furthers the ever-present need to prove and manage the value of your advertising choices. With programmatic a new digital advertising landscape is emerging. Call Tracking
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, SEPTEMBER 24, 2014
    [Lead, Sales] How to Launch Fresh, Fun and Fantastic Sales Training for Millennials
    'Sales Prospecting Perspectives is pleased to bring you a guest post from Josiane Feigon , President of TeleSmart. Millennials are currently flooding inside sales organizations, and their numbers aren’t going to be reduced. Open your inside sales training up to more direct contact in and around the learning sessions.
  • BIZNOLOGY  |  WEDNESDAY, SEPTEMBER 24, 2014
    [Lead, Sales] Six great blogs for B2B Marketers
    Howard is a seasoned lead generation pro, and a terrific writer.  My recent favorite article is the amusingly titled “Sorry, But ‘How Many Touches Does it Take to Make a Sale?’ B2B Lead Roundtable Blog, by Brian Carroll, with additional contributors.  Viewpoint: The Truth About Lead Generation, by Dan McDade.  Sewell.
  • FEARLESS COMPETITOR  |  WEDNESDAY, SEPTEMBER 24, 2014
    [Lead, Sales] Godzilla vs. King Kong aka Hubspot vs. Salesforce.com
    If you want more and better sales leads in your company, fill out the form below to contact Find New Customers. 'At their recent Inbound Marketing conference, Hubspot announced the release of their first Customer Relationship Management (CRM) platform. was a guest on Hubspot TV and I write regularly for the Salesforce.com blog.
  • TRADESMEN INSIGHTS  |  WEDNESDAY, SEPTEMBER 24, 2014
    [Lead, Sales] What Are You Doing With All Those Email Leads You’re Getting?
    Besides the emails you already have from current, past and future customers, what are you doing with all the leads you’re getting from digital sources? If they’re regulars, you may want to pass them on to the sales force as a soft lead for them to reach out to. What are you doing with them? quick installation tip.
  • TRADESMEN INSIGHTS  |  WEDNESDAY, SEPTEMBER 24, 2014
    [Lead, Sales] What Are You Doing With All Those Email Leads You’re Getting?
    Besides the emails you already have from current, past and future customers, what are you doing with all the leads you’re getting from digital sources? If they’re regulars, you may want to pass them on to the sales force as a soft lead for them to reach out to. What are you doing with them? quick installation tip.
  • EARNEST ABOUT B2B  |  WEDNESDAY, SEPTEMBER 24, 2014
    [Lead, Sales] Lean, mean and keen on inbound marketing? Earnest’s new sister company woO could be for you.
    Sales and marketing alignment. Service delivery will be underpinned by the use of HubSpot’s industry leading inbound platform. This means woO can deliver real-time reporting, lead scoring and nurturing – all from one place, giving marketers and business leaders full visibility of performance. 'woO who? Training.
  • FATHOM  |  TUESDAY, SEPTEMBER 23, 2014
    [Lead, Sales] Content Marketing World 2014: What We Learned
    Best of Sales Oriented Strategies. Sales emails should be “choose your own adventure.” Marketing content is “what and why,” while SALES content is “choice and change.” Andrew Davis explained that moments of inspiration (MOI) lead to a return on investment (ROI). 'Image Credit: Content Marketing World.
  • HUBSPOT  |  TUESDAY, SEPTEMBER 23, 2014
    [Lead, Sales] How to Optimize Your LinkedIn Profile for Social Selling
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. For a person not in sales, unless they''re looking for a new job or they publish a lot of public-facing content, it’s not the end of the world if their LinkedIn profile isn''t 100% perfect. Social Meda
  • HUBSPOT  |  TUESDAY, SEPTEMBER 23, 2014
    [Lead, Sales] A 7-Step Process for Building a Blog Content Backlog
    Generate leads? If your goals are around lead generation, your resources should be allocated to create posts that you know convert your visitors into leads. Every blog post should include a call-to-action -- it''s the number one way to convert your readers into leads. Step 1: Figure out your blog''s goals. and so on.
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 23, 2014
    [Lead, Sales] Why Marketing Automation Software is like a set of nice golf clubs
    If your company is looking for more and better sales leads, just fill out the form below to contact Find New Customers. 'Find New Customers has had many clients who have purchased marketing automation such as Marketo and Act-On Software , but they are using it mainly for email marketing. You can follow me on Twitter at @fearlesscomp.
  • MARKETING ACTION  |  TUESDAY, SEPTEMBER 23, 2014
    [Lead, Sales] Marketing Automation: Building Trust Between Sales and Marketing
    When the members of any pair are in each other’s  vicinity, that proximity often leads to explosive results. For many in the business world, the most natural pair to put next on this list would be “sales and marketing.” This has a very real impact on any organization where sales and marketing are in opposition to each other.
  • VIDYARD  |  MONDAY, SEPTEMBER 22, 2014
    [Lead, Sales] HONEYWELL, FIBERLINK, INTRALINKS AND SEVONE SELECT VIDYARD FOR STRATEGIC VIDEO MARKETING
    In a recent survey by marketing research firm Demand Metric, more than 70 percent of marketers reported that video performs better than other content at producing conversions, yet less than 10 percent are actually using it to identify, score and qualify their leads. Honeywell. Simply having a presence on YouTube is no longer enough. SevOne.
  • FATHOM  |  MONDAY, SEPTEMBER 22, 2014
    [Lead, Sales] Laws of Marketing Power: Despise the Free Lunch
    Smart marketers know they can keep such content ‘behind the gate’ and still gain valuable conversions and potential sales leads if the content justifies the action required by the user to obtain it. Conversion Optimization & Usability Sales & Marketing Alignment 48 laws of power Gated vs. un-gated content.
  • THE FORWARD OBSERVER  |  MONDAY, SEPTEMBER 22, 2014
    [Lead, Sales] 7 Ways To Never Run Out Of Magnetic B2B Blog Topics
    Management and the sales team are on board. The site traffic is increasing and you’re generating high-quality leads. How can you possibly keep creating blog posts that will continue to engage and delight your readers and attract more traffic, leads and sales? Fear not. Here are seven ways to keep the good ideas flowing.
  • HUBSPOT  |  MONDAY, SEPTEMBER 22, 2014
    [Lead, Sales] 33 Tweetable Tips That'll Help You Master LinkedIn [Infographic]
    15) Use your LinkedIn profile as a sales tool. 27) Follow Dan Pink''s lead; he reprised a post "3 Tips for TED speakers" for LinkedIn''s publishing platform. How much time should we spend on each network for it to be worth it? It turns out that LinkedIn is one of the most powerful (yet often underutilized) social networks today. Times.
  • THE ROI GUY  |  MONDAY, SEPTEMBER 22, 2014
    [Lead, Sales] Your Unique Value: Solution Focused versus Challenge Centric?
    What your marketing and sales enablement teams might not fully realize is that: Product / service differentiators are fleeting, especially today where new product launches are faster than ever before and solutions are quickly commoditized. 'With all the choices available to buyers, it is important to communicate how your solution is unique.
  • KOMARKETING ASSOCIATES  |  MONDAY, SEPTEMBER 22, 2014
    [Lead, Sales] 6 B2B Marketing Lessons From #Inbound14 and #FutureM
    David Meerman Scott (Sales & Marketing Bestselling Author). To give you some background on David’s speech, he spoke about the way that inbound marketing is now meeting inbound sales. He was then directed to a “Polar Advisor”, and the experience was turned to inbound sales. Be A Deeply Disagreeable Person. Sounds more like 4.5
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, SEPTEMBER 22, 2014
    [Lead, Sales] 4 Tips to Ensure Your Sales Prospecting Efforts are Fruitful in Fall
    As we launched one program in particular last week, my client asked my all-time favorite question: "What makes for the best programs when it comes to inside sales engagements?" The below are crucial elements of a successful inside sales or lead generation effort from my perspective: Training. Enthusiastic sales reps.
  • BIZNOLOGY  |  MONDAY, SEPTEMBER 22, 2014
    [Lead, Sales] 27 surprising facts about salespeople who are Social Selling
    For salespeople, especially in B2B industries, its purpose is to establish relevance to prospects rather than interrupt their daily lives with cold calls and sales pitches. IBM saw an Increase of 400% in sales in a Social Selling Pilot Program (source:  IBM ). 61% of US marketers use social media for lead generation (source: IBM).
  • FEARLESS COMPETITOR  |  MONDAY, SEPTEMBER 22, 2014
    [Lead, Sales] 3 Marketing Tips I Learned in Orlando
    If your company is looking for more and better sales leads, just fill out the form below to contact Find New Customers. '@HenryDeVries, marketing expert and author (photo here) just recently held a Marketing with Books and Speaking session in Orlando recently. Use R&D – not Research and Development, but Rob and Duplicate.
  • MARKETING ACTION  |  MONDAY, SEPTEMBER 22, 2014
    [Lead, Sales] 15 Ways to Repurpose Your Content and Find Eternal Happiness
    That’s because creating original content that covers all stages of the funnel, is valuable to your audience, and effective for sales and marketing efforts … and doing it day after day on tight deadlines … is a recipe for burnout. Use a sales brochure or datasheet to create a new video. Gate them with forms for lead generation.
  • WEBBIQUITY  |  MONDAY, SEPTEMBER 22, 2014
    [Lead, Sales] The 5-point plan: how to increase marketing ROI from call conversions
    But although online is great for understanding your customer base, it may not be the best platform for converting leads into customers. 65% of businesses still consider the phone their strongest lead source, so how can marketers track when their online efforts are generating phone calls? Conversion to sale. Customer acquisition.
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 22, 2014
    [Lead, Sales] 5 Ways to Deal with Change for Successful Marketing
    We need to navigate toward creating more content, generating more leads and achieving more results. Even Our customers are moving deeper into their buying process before they need to directly engage with us or our sales team. Leading Change: Why transformation efforts fail [from the Harvard Business Review ].
  • MADISONLOGIC B2B WHITE PAPERS  |  SUNDAY, SEPTEMBER 21, 2014
    [Lead, Sales] Quantifying the Value of Social Media Engagement in B2B Marketing
    on marketing investment • Current lead-to-sales ratio. nuances of a B2B Sales Cycle? ? Complex Sale ? Third-Party Influencers Nuances of a B2B sales. B2B sales cycle multiple stakeholders. In a B2B sales cycle, information. lead to a sale. Furthermore, in a complex sale, the.
  • MADISONLOGIC B2B WHITE PAPERS  |  SUNDAY, SEPTEMBER 21, 2014
    [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  |  SUNDAY, SEPTEMBER 21, 2014
    [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  |  SUNDAY, SEPTEMBER 21, 2014
    [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  |  SUNDAY, SEPTEMBER 21, 2014
    [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  |  SUNDAY, SEPTEMBER 21, 2014
    [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.
  • REVRESPONSE B2B WHITE PAPERS  |  SUNDAY, SEPTEMBER 21, 2014
    [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?
  • HUBSPOT  |  SUNDAY, SEPTEMBER 21, 2014
    [Lead, Sales] How to Create an Awesome Upsell Email
    ” Asking for a bigger sale might seem tough, especially since the customer just willingly opened their wallet, but in McDonald’s has proven that the upsell works. You probably don’t want to mention additional products in your thank you and confirmation emails, but you can touch base between purchases to prompt further sales.
  • VOICE-BASED MARKETING  |  FRIDAY, SEPTEMBER 19, 2014
    [Lead, Sales] 5 Symptoms That Mean Your Marketing Needs a Check-Up
    You Don’t Really Know How Sales Calls Are Handled After the marketing team spends its time, energy, and budget generating leads, you hope that once those leads get passed to sales, they’re being handled perfectly and converted into opportunities and revenue. The same thing happens with your marketing.
  • DIRECT RESPONSE COACH  |  FRIDAY, SEPTEMBER 19, 2014
    [Lead, Sales] Direct Mail Ideas: The Ace Hardware “paper bag” offer
    'Several years ago, Ace Hardware ran a one-day sale that allowed customers to fill up a paper bag and take 20% off on all items in the bag. Copywriting Direct Mail Direct Marketing Lead Generation Print Advertising We’ve seen these direct mail ideas before.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, SEPTEMBER 19, 2014
    [Lead, Sales] 3 Marketing Musts You’ll Learn at Modern Marketing Experience Europe [Session Preview]
    During the session “How Automating Marketing Increases Customer Engagement, Improves Inbound Leads and Liberates Your Marketing Team” , hear from Sharon Roessen, Group CMO, Terrapin. 'The customer experience onus on marketers expands regularly. Join us in London! how much does it cost and how much do I get for it). Register now !
  • WRITTENT  |  FRIDAY, SEPTEMBER 19, 2014
    [Lead, Sales] 11 Steps to Effective Website Copywriting
    All links should be checked often to make sure that they are leading to the right page. Don’t lead visitors away from your site and potentially lose the sale. 'Effective website copy can be broken down into two simple parts: it conveys information and convinces visitors to act. Keep it simple. Write for readability. Be specific.
  • BIZNOLOGY  |  FRIDAY, SEPTEMBER 19, 2014
    [Lead, Sales] Content marketing is for salespeople, too
    You’ve got your metrics, you’re optimizing, and you are driving leads to the sales team. But you might be missing an important step–actually getting the sale. But you need to take all that learning and apply it to your sales process, too. 'You probably heard that content marketing is kinda important.
  • HUBSPOT  |  FRIDAY, SEPTEMBER 19, 2014
    [Lead, Sales] How High-Profile Professionals Stay Calm Under Pressure
    Chief Revenue Officer, HubSpot Inbound Sales Division. Squeezing in one more meeting or one more email at the expense of these balancing activities quickly leads to burn out.". 'Today''s business world is a place of constant pressure and complexity. As long as the stress isn''t prolonged, it''s harmless.". Steve Jobs. I love stress.
  • MARKETING ACTION  |  FRIDAY, SEPTEMBER 19, 2014
    [Lead, Sales] An Act-On Conversation: Jay McBain and Atri Chatterjee Discuss Best Practices in Channel Marketing Communications (35 Types of Media Required)
    Jay spent almost 20 years in various executive sales, marketing and strategy roles within IBM and Lenovo. And he told us how to build a channel and how sales and marketing can work together to maximize the opportunity through the channel. Atri Chatterjee is Act-On’s Chief Marketing Officer. JAY : Well thank you, Atri. This is critical.
  • HUBSPOT  |  FRIDAY, SEPTEMBER 19, 2014
    [Lead, Sales] Welcome to the New Sales Process: How to Let Content Do the Selling
    '"Pushy" isn’t the first word you want prospects to associate with your profession, but it’s a term that’s plagued the sales industry for years -- and for good reason. Thankfully, those days are over and consumers are taking charge of the sales process. Scale Your Sales Efforts Through Content.
  • CRIMSON MARKETING  |  THURSDAY, SEPTEMBER 18, 2014
    [Lead, Sales] Peter Isaacson, CMO of Demandbase: Why You Have a Bad Relationship with Sales—and What to Do About It [Podcast]
    '“How is your relationship with Sales?” Virtually every one of them responded that their unit experienced difficulty getting Marketing and Sales on the same page. The epidemic misalignment between Marketing and Sales can be solved, Peter professes, by developing marketing solutions focused on accounts rather than individuals.
  • ANNUITAS  |  THURSDAY, SEPTEMBER 18, 2014
    [Lead, Sales] Content Marketing Evolution at Content Marketing World
    An increase in leads captured? Who cares, if they can’t be directly attributed to the content, or if they don’t turn into leads that sales is interested in or that can be tied to revenue. How do I get the budget I need to create content? How do I decide what to focus on? How do I know how much to create? Retweets and likes?
  • SALES INTELLIGENCE VIEW  |  THURSDAY, SEPTEMBER 18, 2014
    [Lead, Sales] Your sales lead just got promoted. What should you do?
    'Anytime a sales lead has an interesting moment, it’s an […]. CRM Intelligence customer intelligence Customer Success outbound prospecting prospect outreach Prospecting Relationship Management Sales 2.0 Sales Intelligence Sales Strategy Social Selling Tips and Tricks B2B b2b sales CRM customer 2.0
  • MARKETING ACTION  |  THURSDAY, SEPTEMBER 18, 2014
    [Lead, Sales] The 3 & 5 of Winning Drip Marketing Campaigns
    It’s been around for generations, using the best relationship-building tactics of the era: door-to-door sales, direct marketing, telemarketing, email and social campaigns, location-based marketing, and whatever new methods pop up tomorrow. Isn’t that essentially what “lead nurturing” is? Optimizes the sales funnel. And no.
  • EARNEST ABOUT B2B  |  WEDNESDAY, SEPTEMBER 17, 2014
    [Lead, Sales] "The state of Inbound" - HubSpot Inbound 2014, Wednesday 17th Sepember
    Establish a clear SLA with sales on lead handover and processing. 'Wedneday morning''s keynote was preceded by 2 surprises (to me, at least). The first was an energy-packed performance by art-house (content aficionado) rockers OkGo, the second was a mini-keynote by David Meerman-Scott. The only way to face those fears is straight on.
  • THE POINT  |  WEDNESDAY, SEPTEMBER 17, 2014
    [Lead, Sales] Case Study: Segmentation, New Creative Boosts Lead Conversion Rates by 75%
    Sungard AS runs a highly successful demand generation program, an integrated mix of both online and offline campaigns, to generate a consistent flow of leads to the company’s sales force. Design, build and launch a “Welcome” email program designed to improve follow-up and response to new leads. Spear is a Marketo agency partner.)
  • VERTICAL RESPONSE  |  WEDNESDAY, SEPTEMBER 17, 2014
    [Lead, Sales] 8 Tips to Cultivating a Successful API Program
    Leading the session was Michael Leppitsch, Head of Digital Transformation Strategies at Apigee. Cultivate an API Ecosystem: It is important to build an API ecosystem and not just a sales channel. 'Last week, we attended Apigee’s ‘I Love APIs’ conference at Fort Mason here in San Francisco. Have any tips to add?
  • FEARLESS COMPETITOR  |  WEDNESDAY, SEPTEMBER 17, 2014
    [Lead, Sales] 5 Tips in Building a Great Website in BtoB Marketing
    Filed under: Marketing , marketing campaigns , sales challenges , Sales Leads , sales process , sales-ready leads , Website Tips. Marketing marketing campaigns sales challenges Sales Leads sales process sales-ready leads Website Tips This is a big mistake.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, SEPTEMBER 17, 2014
    [Lead, Sales] Why Some Companies Are Giving Up On Content Marketing (And Why You Should Double Down)
    'Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. This applies to many facets of life these days, but particularly for B2B sales and marketing professionals. But then revenue and sales expectations intervene. The sales team gets anxious. They’re giving up.
  • MARKETING ACTION  |  WEDNESDAY, SEPTEMBER 17, 2014
    [Lead, Sales] Content Marketing Insourcing: Tips for Turning Internal Resources into Content Creation Machines
    From executives and product managers to sales people and call center reps, these individuals can be wellsprings of valuable content that your prospects and customers would be interested in. Especially for businesses that have the luxury of sizable marketing teams. But it’s not the case for most marketers. Maybe even a lot of it. And … action!
  • CRIMSON MARKETING  |  TUESDAY, SEPTEMBER 16, 2014
    [Lead, Sales] How CMOs Can Make Big Data Relevant to the Sales Team
    By the time your sales reps have the opportunity to interface with potential buyers, those prospects have already traveled through a big part of the buyer’s journey. When they finally arrive at the point of purchase, they have often made up their minds and see your sales team merely as a means to accept their order. Begin With a Pilot.
  • CLIENT BRIDGE  |  TUESDAY, SEPTEMBER 16, 2014
    [Lead, Sales] HubSpot Reveals New Tools to Accelerate Sales
    As inbound marketing gains popularity and companies become more successful at attracting prospects and generating leads, there is a growing need to get better at selling and servicing leads. As a result, HubSpot has released a set of sales features aimed at improving inbound selling. Meet Your New Sales Sidekick!
  • GREAT B2B MARKETING  |  TUESDAY, SEPTEMBER 16, 2014
    [Lead, Sales] How to Use B2B Marketing to Propel Rapid Sales Growth
    Instead of a separate marketing and sales process, you need a combined revenue model to propel sales growth. I’ve written about this quite a bit, including a recent blog post on marketing and sales alignment. Rapid sales growth requires aggressive planning and execution. Drop the timid approach.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, SEPTEMBER 16, 2014
    [Lead, Sales] Celebrate the 2014 Markie Award Finalists!
    The Markies honor strategic, collaborative, and tactical marketing and sales innovation. Best Lead Nurturing Program. 'It’s that time again! Finalists for the Markie Awards have been announced! Winners will be revealed at the Global Markie Awards ceremony at during Modern Marketing Experience Europe in London, October 15, 2014.
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 16, 2014
    [Lead, Sales] Want to grow your sales? Stop selling!
    Start helping and stop selling and watch sales grow. contact-form] This blog is written by the award-winning sales and marketing expert Jeff Ogden, the Fearless Competitor – President of Find New Customers. sales leadership selecting salespeople Sales Leads sales process ”  Customers loved it.
  • VOICE-BASED MARKETING  |  TUESDAY, SEPTEMBER 16, 2014
    [Lead, Sales] How to Reach Your Target Audience With LinkedIn: Advertising, Analytics, and Call Tracking
    generate a lot of quality leads from these networks. These leads often convert into customers. The ad or content you are showing them is probably not the first they’ve seen of you: they may have already visited your website, they may have already interacted with someone on your sales team. How is this any different from Google?
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, SEPTEMBER 15, 2014
    [Lead, Sales] How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies
    'I have yet to come across a manufacturer, a distributor or an engineering firm that didn’t ask for more leads. This is understandable since the sales pipeline needs to be full and active at [.] No surprise there! The more I probe, the clearer it becomes what they really want are more requests for quotes or proposals.
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