• MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, MARCH 27, 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, MARCH 27, 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, MARCH 27, 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, MARCH 27, 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, MARCH 27, 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, MARCH 27, 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, MARCH 27, 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, MARCH 27, 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, MARCH 27, 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, MARCH 27, 2015
    [Lead, Sales] The Top Inbound Marketing Metrics for B2B Marketers
    'With dozens of metrics out there, it''s critical that you cut through the noise and focus on those metrics that prove your inbound programs are driving high-quality leads and growing your sales pipeline
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, MARCH 27, 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
  • 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.
  • MARKETING ACTION  |  FRIDAY, MARCH 27, 2015
    [Lead, Sales] Landing Page Fundamentals, Part 3: Landing Page Optimization
    The perfect amount will help you reduce “friction” but still allow you to get enough data for your sales team. Demand & Lead Generation Forms & Landing Pages forms and landing pages landing page landing page design landing page optimization landing pages Now it’s time to go on to the next project, right? Wrong. How to Test.
  • THE FORWARD OBSERVER  |  THURSDAY, MARCH 26, 2015
    [Lead, Sales] 7 Ways To Thrill Customers And Get Them To Buy More From You
    And that leads to customer churn. Websites crash, customers tweet, fans like the Facebook page, and sales increase. No question about it, the ability to stimulate immediate sales is sexy. The customer experience is formed by every interaction with your company , not just during the sales process. Here''s how to get both.
  • EMAGINE B2B BLOG  |  THURSDAY, MARCH 26, 2015
    [Lead, Sales] 5 Ways to Increase Your Bounce Rate
    Leads, leads, leads. As soon as a user gets to a website they’re a lead, right? When I get to your website give me a second to breathe, when I first get to your blog or content I do not want to subscribe to your blog or speak to a sales person. This doesn’t give you much time to make a first impression. WRONG.
  • VIEWPOINT  |  THURSDAY, MARCH 26, 2015
    [Lead, Sales] 4 Tips to Power Up Prospecting in 2015: #3 Sharpen Your Story!
    'In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. compelling message is a sales rep’s most valuable weapon. Don’t be like every other sales call your prospect receives. Simplified.:
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, MARCH 26, 2015
    [Lead, Sales] Case Study: Modern Marketing Meets Storytelling Comic Strips
    'Editor’s Note: Today’s post comes courtesy of Bill Schilling , B2B marketing director and marketing technologist at Imation , where he leads a revenue-focused digital marketing team responsible for integrating marketing automation with content, website, search, social media and CRM to grow new inquiries, leads and sales opportunities.
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 26, 2015
    [Lead, Sales] Explosive Growth in Marketing Tech: 7 Categories to Implement Now
    Everyone wants to convert leads. And everyone wants to convert only the best leads. But that’s a tough call—how do you know what leads are even going to convert? 'Author: Dayna Rothman There is a ton of marketing technology out there! Take a look: Looks like a lot, right? And it certainly is. Content Marketing Management.
  • CMO ESSENTIALS  |  THURSDAY, MARCH 26, 2015
    [Lead, Sales] What Shazam Can Teach Marketers about Predictive Analytics
    That data proved to be an indicator of good things to come, having been followed by a secondary wave of sales, Spotify streaming, and finally, terrestrial radio play. Which kinds of marketing data points are good predictors of sales? The technology enabled us to gain visibility into lead sources that resulted in inbound calls.
  • HUBSPOT  |  THURSDAY, MARCH 26, 2015
    [Lead, Sales] What the Top 4 Social Networks Can Do For Your Social Commerce Revenue
    Then, social commerce represented some $3 billion in retail sales. In doing so, social commerce is expected to pull in more than 5% of total retail sales for 2015. Rushed tweets often lead to misspellings, which counteracts the use of a trending hashtag. in sales for retail brands. That’s one heck of a growth trajectory.
  • SYNECORE  |  WEDNESDAY, MARCH 25, 2015
    [Lead, Sales] Don’t Let These 3 Myths Stop You from Personalizing Your Content
    'Executed correctly, content personalization accelerates the process of moving both anonymous and recognized visitors through the sales funnel to become qualified leads and conversions. The beauty of content personalization is that it doesn’t have to be complex. Getting started is simple. Getting started is easy.
  • TRADESMEN INSIGHTS  |  WEDNESDAY, MARCH 25, 2015
    [Lead, Sales] Do You Know How Tradesman Make Their Purchasing Decisions?
    The point is, the contractor has done lots of research long before they identify themselves to you as a potential sale. 1% of leads are nurtured. 'For a major new purchase, do you think a contractor or tradesman just walks into a distributor and asks what’s new, and then just buys it? Of course not. Yikes.
  • HUBSPOT  |  WEDNESDAY, MARCH 25, 2015
    [Lead, Sales] 8 Great Marketing Blogs You Probably Don't Follow (But Should)
    RooJoom’s approach to content marketing is refreshingly story-centric, even though it’s still all about optimizing lead generation and sales funnels. As Inbound.org''s @ElizavetaNV says, it’s a “nice mix of sales/data/marketing topics.”. Those people are missing out. 1) StoryNeedle. Is SEO irrelevant? 2) VioletaNedkova.com.
  • MARKETING ACTION  |  WEDNESDAY, MARCH 25, 2015
    [Lead, Sales] Lead Nurturing Basics: How to Nurture the B2B Buyer’s Journey in 5 Steps
    These days, many B2B marketers are getting superior results by using short- and long-term nurturing programs: Forrester Research found that companies excelling at lead nurturing generate 50% more sales-ready leads , at a 33% lower cost. Here’s a quick look at the basics of lead nurturing from Olivia W., Taking the Leads.
  • VIEWPOINT  |  TUESDAY, MARCH 24, 2015
    [Lead, Sales] 4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!
    'Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales. For one thing, inbound marketing alone can never generate enough leads to work and fill a pipeline. Simplified.:
  • LEADERSHIP  |  TUESDAY, MARCH 24, 2015
    [Lead, Sales] Transform Your B2B Lead Generation with Storytelling
    B2B lead generation is touted as the worthy cause for spewing all this meaningless content with the goal of attracting quality leads and converting more leads into sales. The consequence of poor quality content is a high bounce rate and a sales team left scrambling for quality leads with no support from marketing.
  • HUBSPOT  |  TUESDAY, MARCH 24, 2015
    [Lead, Sales] How to Produce an Internet Radio Show
    Think of all the conversations you have over and over with potential clients that help them trust your company resulting in a sale. Extending all that content to a radio show can really accelerate your ability to connect with more people and ultimately generate more leads. We''ve even started generating leads from it! Concept.
  • B2B MARKETING INSIDER  |  TUESDAY, MARCH 24, 2015
    [Lead, Sales] Content Marketing ROI Starts With A Strong Business Case
    This means that ALL marketing spend should be tied to quantifiable results that the sales team and executives can understand. But sometimes, the CEO wants to “extend the brand” and sometimes sales folks want to work under the cover of a nice, massive awareness blitz. Content % source of leads. Utilization. Performance.
  • MARKETING ACTION  |  TUESDAY, MARCH 24, 2015
    [Lead, Sales] Insights from Gleanster/Act-On Report: The Trouble with Marketing Technology
    Whether it’s to generate a certain number of leads, keep customers happy, or to contribute to overall revenue objectives, we all know what we should be trying to do. This disconnect is no doubt leading to inefficiency, redundant systems, and inaccurate (or incomplete) reporting, as well as many other difficulties.
  • VIDYARD  |  MONDAY, MARCH 23, 2015
    [Lead, Sales] Kick the Boring Right Out of Your Video Interview Questions with These 10 Tips
    Videos can make traditional interview testimonials actually enjoyable (and since customer testimonials are one of the most effective content types for converting prospects and generating sales leads, they really should be in video format rather than in downloadable…I mean unreadable…oops, I mean deletable…text format).
  • MARKETING ACTION  |  MONDAY, MARCH 23, 2015
    [Lead, Sales] Customer Lifecycle Metrics, Part 2: Capture Interest, Gather Insight
    Once you’ve managed to attract the attention of your prospects, it’s time to capture their information and convert them into leads. According to Marketing Automation Trends Report 2014 from Pepper Global, B2B marketers indicate that the most important benefit of marketing automation is the ability to generate more and better leads.
  • B2B LEAD GENERATION BLOG  |  MONDAY, MARCH 23, 2015
    [Lead, Sales] Inbound Marketing: How a B2B company used a content marketing strategy to improve customer experience
    Using three simple questions that you can use to structure your own campaigns,  see how Stephen Bruner, Marketing Manager of Vertical Markets, Precor, detailed  how the fitness equipment company successfully navigated an inbound strategy with a complex sale at Email Summit 2015.  . How to Use LinkedIn to Generate Leads [More from the blogs].
  • BLUE FOCUS MARKETING  |  SUNDAY, MARCH 22, 2015
    [Lead, Sales] Join @CKBurgess and @MNBurgess for @Conferenceboard Communication & Social Media Workshops #SocBiz #HR @SocialEmployee
    During this working session, we will lead the discussion on how to create a social culture of empowered employees. 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. 2 p.m.
  • HUBSPOT  |  SATURDAY, MARCH 21, 2015
    [Lead, Sales] The #1 Productivity Investment Sales Teams Are Making This Year [Research]
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. There are several levers sales leaders can pull to boost their teams'' productivity. Two one-way roads in parallel don’t lead to more productivity. Inbound Sales Productivity Daily Technology.
  • FATHOM  |  FRIDAY, MARCH 20, 2015
    [Lead, Sales] 5 Tips for Successful Marketing Automation Integration
    The ability to track leads to close and true ROI is every organization’s dream. Create a Plan: Having a presence across multiple channels is great, but companies need to have a workflow process in place for handling and managing leads as they come into the database. Work with the sales team to determine lead qualification.
  • HUBSPOT  |  FRIDAY, MARCH 20, 2015
    [Lead, Sales] 5 Landing Page A/B Tests (And Their Surprising Results)
    What is intended to make your visitors feel safe and secure can sometimes lead to a wrongful association of you asking for money. Even though Version B in the example above has a more compelling headline and clearer sub-header, version A increased leads by 115%. The truth, however, is that these best practices don’t work for everyone.
  • BIZNOLOGY  |  FRIDAY, MARCH 20, 2015
    [Lead, Sales] Content marketing metrics – process metrics and outcomes metrics
    This places their focus on content marketing’s impact on lead generation, revenue, or in some cases, cost reductions. Except in the case of direct e-Commerce, it can be difficult to draw a direct line from a piece of content directly to a qualified lead or a revenue increase. Process Metrics. Page views. Site visitors. Likes. Follows.
  • HUBSPOT  |  FRIDAY, MARCH 20, 2015
    [Lead, Sales] 9 Smart Ways to Measure Your Sales Enablement Efforts
    Leads? When it comes sales enablement, there’s no one number that can measure the results of your efforts or tell you what projects to prioritize. So what''s a data-driven sales enablement marketer to do? How do you definitively prove you''re fostering a healthy relationship between Marketing and Sales? Traffic? Check.
  • MARKETING ACTION  |  FRIDAY, MARCH 20, 2015
    [Lead, Sales] Landing Page Fundamentals, Part 2: Creating Great Copy and Compelling Offers
    'A landing page is one of the most important tools a company can use for its sales and marketing efforts. This action (or conversion) could be submitting a form, purchasing a product, signing up for a trial, calling a sales person, etc. Pricing-related offers – discounts, sales, close-outs, coupons. Strong Headline Copy.
  • HINGE MARKETING  |  THURSDAY, MARCH 19, 2015
    [Lead, Sales] Optimizing the B2B Content Marketing Funnel: Turning Contacts into Clients
    Now is the time to start nurturing these contacts through email marketing workflows , also know as drip or lead nurture campaigns. Depending on your typical sales cycle, these workflows can span anywhere from a month to several months and include anywhere between three and ten emails. So where’s the disconnect? Be Patient. Wrong.
  • VIEWPOINT  |  THURSDAY, MARCH 19, 2015
    [Lead, Sales] Where is Marketing Going. and Growing. in 2015? [PowerViews LIVE Highlights]
    A sales, marketing and customer experience expert, Ginger shares her perspective on current and future marketing trends. Take this opportunity to find out how you can direct your marketing and sales organization’s course for 2015. Prospects may move back and forth from marketing to sales multiple times throughout the buying process.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, MARCH 19, 2015
    [Lead, Sales] Everstring Offers Fast, Flexible, Account-based Predictive Models for B2B Sales and Marketing
    Today, at least a dozen vendors are offering predictive models for B2B lead scoring, sales intelligence, and customer success management. The late start has let it adopt a broader scope from the beginning, offering both lead scoring and new prospect identification. Lead scoring usually runs from $60,000 to $100,000 per year.
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 19, 2015
    [Lead, Sales] Back to Basics: What is Marketing Automation and Why Do I Need It Now?
    Overall, best-in-class marketers contribute more to the sales pipeline, with 57% of sales-accepted leads converted to the sales-qualified pipeline, and the company as a whole sees 14% overall growth in marketing revenue. Lead generation. Lead nurturing and scoring. It’s pretty simple. The Cold Hard Facts.
  • HUBSPOT  |  THURSDAY, MARCH 19, 2015
    [Lead, Sales] 14 Ways to Increase Your Clickthrough Rate on Twitter
    With all the extra traffic, you’ll also gain more conversions, more sales, and more revenue. But Twitter is an important platform for driving traffing to your website, generating leads, and getting in touch with customers and prospects. Questions prompt curiosity, which leads to people wanting to satisfy that curiosity ( source ).
  • THE FORWARD OBSERVER  |  THURSDAY, MARCH 19, 2015
    [Lead, Sales] 4 Steps To Align Your Sales Approach With Inbound Marketing
    'Are you generating leads with modern, inbound marketing but trying to sell to them with traditional sales tactics? It’s as if the buyer has a magical salesperson shield that protects them while vanquishing their sales nemesis. Of course, this new, helpful approach is not just affecting sales. Ah, the good old days.
  • HUBSPOT  |  THURSDAY, MARCH 19, 2015
    [Lead, Sales] Google and Consumers Agree: You Need a Mobile-Friendly Ecommerce Site
    In fact, in-store and desktop purchases are by far the leading checkout methods for shoppers in the U.S., 'Brands with both a physical and digital presence make almost 30% more in revenue. Consumers report a higher level of satisfaction with brands that have both a brick-and-mortar and online store, according to a recent study.
  • HUBSPOT  |  THURSDAY, MARCH 19, 2015
    [Lead, Sales] What Does a Great Buyer Persona Look Like? Dissecting 3 Real-Life Examples
    If Visual Creatives can show its persona how they will be able to make this dream come true, they''re going to generate more qualified leads and new customers. Visual Creatives know that they will be viewed as an extension to their client''s staff and so can position themselves this way to their leads during and after the sales process.
  • HUBSPOT  |  THURSDAY, MARCH 19, 2015
    [Lead, Sales] A Vivid Vision for HubSpot's Content
    pre-lived a conversation with the managing editor of our blog, who insisted writers should get bonuses based on scoops, not leads. They were routinely invited to deliver on-air commentary about sales and marketing trends for various cable networks. Host Mike Volpe went on to introduce the day’s guests. Destination: 2018. Just better.
  • BLOG MY CALLS  |  WEDNESDAY, MARCH 18, 2015
    [Lead, Sales] Why You Need More Call Data [157 Words]
    Some marketers might assume that the data gathered from these leads is only relevant for sales purposes. Not only is the data gathered through Conversation Analytics important for assessing the quality of the leads, it also provides marketers with visibility into the entire lead cycle. This assumption is false. Read More.
  • HUBSPOT  |  WEDNESDAY, MARCH 18, 2015
    [Lead, Sales] 7 Negotiation Techniques That'll Boost Your Power at the Bargaining Table
    But the reality is that you have to lead the charge for your agency, and that sometimes requires you to deal with hard-bargaining clients who want more work at less money. For example: "My mom used Tide, so I should buy Tide even though the next brand is on sale."). 'This post originally appeared on Agency Post. Obviously.
  • HUBSPOT  |  WEDNESDAY, MARCH 18, 2015
    [Lead, Sales] How Inbound Marketing Can Boost Enrollment for Daycares
    In this stage, you can position yourself through your unique value proposition (UVP) and why the consumer should consider your daycare now that they are “sales ready.”. Provide a clear call-to-action which leads to a conversion form for scheduling a tour of your facility. The Parent’s Journey. Awareness Stage. Survey the prospect.
  • TRADESMEN INSIGHTS  |  WEDNESDAY, MARCH 18, 2015
    [Lead, Sales] New Content Marketing Research for Manufacturing
    Beyond brand awareness, their primary concern is sales, and to get to sales, they need to generate leads. Ironically, even though they identify sales as the top goal, fewer than half use sales as a measure of content marketing success. That’s the bad news. Mixed or multiple messages don’t work. Videos.
  • HUBSPOT  |  WEDNESDAY, MARCH 18, 2015
    [Lead, Sales] 11 Expert Tips for Growing Your Company's Blog
    Maybe it''s when we reach a certain traffic or lead goal. Nobody wants to read sales pitches. 'Most marketers dream about the day their blog has "made it.". How we define "making it" differs. Maybe it''s the day one of our posts finally gets shared by an influencer. Or maybe, it''s when your blog makes a "blogs to watch" roundup.
  • ANNUITAS  |  TUESDAY, MARCH 17, 2015
    [Lead, Sales] The Key Marketing Automation Players On Your Team
    They work closely with the Sales User to ensure the business is benefiting from marketing automation. The Sales User. While this user may not see the benefit of yet another technology system, it is the job of the Marketing User to show the Sales User why marketing automation is valuable. Wrong. The Power User. The CRM User.
  • FATHOM  |  TUESDAY, MARCH 17, 2015
    [Lead, Sales] 5 Things Manufacturers Should Know About Call Tracking
    'Call tracking can be an excellent investment opportunity for your manufacturing business and will undoubtedly turn up many sales marketing insights along the way. Most manufacturing marketers do a fairly good job of online lead attribution, but they fail to ‘close the loop’ and effectively track phone leads. Easy-peasy. Really?
  • LEADERSHIP  |  TUESDAY, MARCH 17, 2015
    [Lead, Sales] Stimulate Your B2B Lead Generation with Innovation All It Takes to Get Started Is A Change of Mindset
    The CMOs are all for wanting their B2B lead generation to be more effective and re-energized. They will talk to me about wanting quick fixes to plug the leaks in their sales funnel, they will have lengthy discussions about what needs to change and how to make it happen. We developed a new lead generation program called MyLeads2Go. 
  • EMAGINE B2B BLOG  |  TUESDAY, MARCH 17, 2015
    [Lead, Sales] 17 Reasons Why I’m Lucky To Be In Business Development
    A successful business developer in these industries must possess many key skills and traits; including perseverance, thick skin, time management, the ability to build rapport, being resourceful, and an understanding that sales and marketing are high rejection trades. B2B Web Strategy Lead Generation Social Media Patrick’s day?
  • CMO ESSENTIALS  |  TUESDAY, MARCH 17, 2015
    [Lead, Sales] 6 Tactical Marketing Enablers for Independent Buyers
    Whether you’ve encountered these buyers directly, or only heard horror stories from across the aisle in the sales trenches, you’re probably well aware of the challenges in cultivating successful customers out of empowered buyers. How do you sell to those who scorn sales pitches? How do you handle the independent buyer?
  • MARKETING ACTION  |  TUESDAY, MARCH 17, 2015
    [Lead, Sales] Top 10 Takeaways from the “Rethinking the Role of Marketing” Report as Tweetable Stats
    But while this strategy does a great job generating new leads and keeping the sales pipeline full, it’s missing out on several vital parts of the engagement lifecycle. CRM Sales & Marketing Alignment Social Media Marketing Gleanster marketing rethinking sales takeaway tweet firm #B2BMarketing.
  • CRIMSON MARKETING  |  MONDAY, MARCH 16, 2015
    [Lead, Sales] How To Compete In An Omni-Channel World
    'With Amazon alone gaining 65 billion dollars in market value over the past five years, it isn’t news that retail leads the way in a historic disruption of the relationship between buyers and sellers. Online shopping, predicted by Forrester to exceed $370 billion by 2017, will still account for just 10% of all USA retail sales.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MARCH 16, 2015
    [Lead, Sales] If It Isn’t Fun, It isn’t Selling!!!
    Most of the comments seemed surprised or somewhat taken aback as I discussed the topic, others were curious as to how to have fun during the sales cycle. A few ideas to focus on: Build Belief: make sure your sales teams believe in your company, products/services and each other. This is the emotional work for sales leadership.
  • MODERN B2B MARKETING  |  MONDAY, MARCH 16, 2015
    [Lead, Sales] Sights and Sounds of SXSW: Transformational Marketing and The Era of Engagement
    No  lead nurturing , and too much focus on the bottom-of-the-funnel. Here are the steps they took: Established up front goals for band awareness—MQLs, sales and marketing alignment, measurable impact on ROI, and they enabled sales and channel partners. 6,788 opted in leads. Sales. East 6 th St. Big topic!
  • CMO ESSENTIALS  |  MONDAY, MARCH 16, 2015
    [Lead, Sales] The 21st Century Buying Experience: Say Farewell to the Sales Cycle
    This begins with the “hidden sales cycle” and carrying through the intertwined marketing, sales, and service stages of the relationship lifecycle. Figure I: Leaders Anticipate and Influence the Hidden Sales Cycle. 'Do you remember buying a car in the pre-digital age? My, how times have changed. CMO Insights Trendin
  • MARKETING ACTION  |  MONDAY, MARCH 16, 2015
    [Lead, Sales] Customer Lifecycle Metrics, Part 1: The Rules of Attraction
    Marketers at average firms, on the other hand, tended to focus on acquiring new leads and converting them into customers. With this reporting in place, you can identify the key drivers that move the process toward a sale – and a profitable lifetime relationship. Track the number of downloads, views, and leads generated by each one.
  • B2B LEAD GENERATION BLOG  |  MONDAY, MARCH 16, 2015
    [Lead, Sales] How to Use LinkedIn to Generate Leads
    Without some of us even noticing, LinkedIn developed into a useful publishing platform and lead generation tool for marketers and sales people looking to build relationships with prospects. But if you’re looking for an easy lead source, you won’t find it here. Check out the B2B Lead Gen Roundtable Group on LinkedIn.
  • BLUE FOCUS MARKETING  |  SUNDAY, MARCH 15, 2015
    [Lead, Sales] How Educators Learned to Embrace Social Learning by @mnburgess #education #EdChat
    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. Join us on Tuesday, March 24, at 11 a.m. Dr. Paul J.
  • MODERN B2B MARKETING  |  SATURDAY, MARCH 14, 2015
    [Lead, Sales] 13 Tips for Marketing Transformation: A Checklist for Change Agents
    Bring sales into the process early—and keep them in it! Document and communicate your data model and lead management processes : And, be sure to update them. If you don’t have your data model and lead management processes documented, you are headed for a world of hurt. Where do you start? And, that’s you. Someone
  • HUBSPOT  |  FRIDAY, MARCH 13, 2015
    [Lead, Sales] Practical Advice From Rand Fishkin on 9 Common Marketing Problems
    Check ''em out to learn about the future of SEO, how to generate leads fast , and how to prove the ROI of content. 4) The 3 Things You Should Do to Generate Leads in Your First Month. Determine your target audience (also called a buyer persona ) for lead generation and the influencers of that target audience.
  • AVITAGE  |  FRIDAY, MARCH 13, 2015
    [Lead, Sales] Need Better Content? Define Your Use Case Requirements
    'Perhaps you’re the sales leader, and your sales people lack the content they need to sell effectively in this age of online, self-educating, stealth buyers. You might manage channel sales and your partners regularly complain they lack channel appropriate content to fuel their lead gen and selling activities.
  • BLOG MY CALLS  |  FRIDAY, MARCH 13, 2015
    [Lead, Sales] Determining Lead Quality with Call Content
    While calls have been shown to be some of the most valuable leads that a business receives, accurately measuring the content of the call is critical. There are many call attributes that can be used to infer the overall value of the lead such as: Repeat Inquiry. Compliments. Appointment Set. Phone Etiquette. Purchase Made. Read More.
  • VIDYARD  |  FRIDAY, MARCH 13, 2015
    [Lead, Sales] Vidyard Powers JUNO TV for The 2015 JUNO Awards
    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.
  • MARKETING ACTION  |  FRIDAY, MARCH 13, 2015
    [Lead, Sales] Landing Pages that Convert, Part 1: The Basics of Design
    The investment you make in time and talent means that you need these pages to pay you back with leads that convert, and useful information. What else you ask for depends on all kinds of factors, including your industry, what you sell, how long your sales cycle is, and usual size of a deal, as well as the value of the content you offer.
  • KOMARKETING ASSOCIATES  |  THURSDAY, MARCH 12, 2015
    [Lead, Sales] 10 Examples of Highly Impactful LinkedIn Profiles
    While the vast majority of those surveyed are not actively participating in discussions or sales-specific initiatives, a large percentage (69%) are looking for contacts and nearly half (47%) read product and industry news. Professional job coaches and universities have shared my resume as a leading example for their clients/ students.
  • VERTICAL RESPONSE  |  THURSDAY, MARCH 12, 2015
    [Lead, Sales] 5 Ways to Create Added Value for Customers
    When getting started, you’ll need to consider all touch points of your business, from initial lead capture to post-purchase communication and how to properly maximize the added value for the customer throughout the process. Don’t know where to start? Always consider your customers’ perspective. All rights reserved.
  • HINGE MARKETING  |  THURSDAY, MARCH 12, 2015
    [Lead, Sales] Management Consulting Firms: When Does a Prospect Turn Into a Lead?
    'Not everyone who connects with your firm is an actionable lead. Whether they have engaged with your firm through social media, your website, your blog, or other channels, many of these folks will live at the top of the sales funnel forever. When it comes to your own marketing and lead curating efforts, take your own best advice.
  • CMO ESSENTIALS  |  THURSDAY, MARCH 12, 2015
    [Lead, Sales] Stop Trying to Find an Easy Way to Build Your Buyer Persona
    They should form the foundation upon which to: o    Develop sales training curriculum. According to Aberdeen research , marketers who use personas and map content to the buyer’s journey enjoy 73% higher conversions (20% vs. 12%) from response to marketing qualified lead (MQL), versus companies not pursuing this approach. Persona on!
  • HUBSPOT  |  THURSDAY, MARCH 12, 2015
    [Lead, Sales] 10 User Generated Content Campaigns That Actually Worked
    Having users contribute to your content creation efforts has another interesting advantage, as consumers are more interested in hearing the views of their peers than reading cleverly written sales messages. Burberry’s ecommerce sales surged 50% year-over-year following the launch of the site. You’re in luck! 1) Burberry. 2) Belkin.
  • HUBSPOT  |  THURSDAY, MARCH 12, 2015
    [Lead, Sales] The Ultimate Guide to Throwback Thursday: How to Use #TBT in Your Marketing
    Here, Pond''s cold cream brings the nostalgia while a (modern) $25 skin cleansing kit is promoted for sale. A #TBT designed to get people talking about one of your ebooks, for example, should be measured by social shares and ultimately by the quality of leads generated by that campaign. What Is Throwback Thursday? How Did #TBT Start?
  • MARKETING ACTION  |  WEDNESDAY, MARCH 11, 2015
    [Lead, Sales] Marketing’s Bright New Tool: Act-On Anywhere
    This is a new browser application that gives marketers and sales people access to content, functionality, and engagement data as they browse websites or use the cloud-based applications that are part of their day-to-day workflow. These include marketing, sales, customer success, and even finance. 'Editor’s Note —. Why did we do this?
  • THE FORWARD OBSERVER  |  WEDNESDAY, MARCH 11, 2015
    [Lead, Sales] 5 Ways To Unite Sales And Marketing For Increased Revenues
    Companies with strong alignment between marketing and sales achieve 20% revenue growth. similar, counterproductive rivalry still exists in many companies today between the sales and marketing departments. According to a Corporate Executive Board study, 87% of the terms marketing and sales people use to describe the other are negative.
  • FATHOM  |  WEDNESDAY, MARCH 11, 2015
    [Lead, Sales] Marketing Lessons from Selling My House
    And while I enjoy talking about my experiences as much as the next person, the purpose of this post is not to double as my diary, but rather tease out the sales and marketing strategies behind selling my house … and outline what every marketer can learn (myself included) from the process. Leads? Sales & Marketing Alignment
  • HUBSPOT  |  WEDNESDAY, MARCH 11, 2015
    [Lead, Sales] 7 Stats You Should Know About Business Blogging in 2015
    1) B2B marketers that use blogs receive 67% more leads than those that do not. One of the biggest benefits of blogging is being able to attract high quality leads- even when you’re not working. The more a lead has contact with you, the more likely you are to make a sale. 2) It takes 50 plus posts for Google to index you.
  • MARKETING ACTION  |  WEDNESDAY, MARCH 11, 2015
    [Lead, Sales] Build Bigger, Healthier Email Lists with Double Opt-ins and Preference Centers
    Every address represents a potential lead, a possible sale, and a way to make more revenue. Double opt-ins are harder to get, but they are also proof of greater interest, which usually means a greater likelihood of engagement – as well as closing the sale. 'Email marketers love big mailing lists. Beware of Buying Lists. Emails?
  • HUBSPOT  |  WEDNESDAY, MARCH 11, 2015
    [Lead, Sales] Why You Should Question Conversion Rate Optimization Best Practices
    Adding the seal caused a 42% increase in sales. B Testing Lead Generation Daily 'I wrote this article out of a serious concern for conversion optimizers all around the world. There’s no doubt in my mind that the conversion optimization industry is growing. As it does, I want to combat the myriad of myths that are swirling around.
  • LEADERSHIP  |  TUESDAY, MARCH 10, 2015
    [Lead, Sales] CMO Spotlight: Jeremy Burton, President Products and Marketing at EMC Corp.
    “If you understand what’s going on with the product side, you can understand the basis for your message to marketing and the sales team,” says Burton. How can your organization get some Quick Wins for Your B2B Lead Generation ? '“…We are all consumers at heart” – and that is the Highest Common Factor in B2B and B2C.
  • HUBSPOT  |  TUESDAY, MARCH 10, 2015
    [Lead, Sales] 3 Ways to Use Buyer Personas to Shorten Your Sales Cycle
    When speaking with sales and marketing organizations across North America, I share that the most important question a business can answer is, “ Who do we want to be a hero to ?”. Your buyer personas should be among the most worn out documents in your sales and marketing arsenal. 2) Alignment Between Sales and Marketing.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, MARCH 10, 2015
    [Lead, Sales] How to change your company culture for marketing success
    Everybody in sales and marketing had to go through annual training programs about what to do if we ever saw a competitor, or a competitor spoke to us. Alcoa actually lost the suit, leading to the break-up of the company into smaller parts that eventually grew into the company’s competitors. Does this sound like overkill to you?
  • WEBBIQUITY  |  TUESDAY, MARCH 10, 2015
    [Lead, Sales] In B2B Marketing, Don’t Forget the Basics
    But lead generation remains the top priority for B2B marketers, and when it comes down to what pays the bills, it’s imperative not to lose sight of the basics, of what works. 'Marketing professionals, particularly those who work with technology companies, strive to stay ahead of the curve. Wearables? The Internet of Things?
  • MARKETING ACTION  |  TUESDAY, MARCH 10, 2015
    [Lead, Sales] Keeping Customers Loyal: Marketing’s Role in Retention and Expansion
    And that makes sense, because generating new leads is often their primary goal, and many marketers are measured by their success in creating sales-qualified leads. But what happens to those leads after sales takes over? It’s an approach that’s leading to better engagement and more upsell opportunities.
  • VIRALLY BLOG  |  MONDAY, MARCH 9, 2015
    [Lead, Sales] 7 Tips For…. Getting More Shares On Your Blogs
    All it takes is for one person to like your content and they could be one of your best leads with the best opportunities. On the swing, do some light sales tactics, not in your face but something subtle. 'Building a following on a blog is hard and it is something that people struggle with. 1 Make Sharing Easy! Don’t know? Event
  • HUBSPOT  |  MONDAY, MARCH 9, 2015
    [Lead, Sales] How Reporting on Revenue Can Improve Your Relationship With Sales
    'Most marketers are concerned about building a strong relationship with their sales team. After all, the marketing team is supposed to generate leads and assist the sales team in closing deals for the company. But any marketer can tell you that there can be tension between the marketing and sales teams.
  • EMAGINE B2B BLOG  |  MONDAY, MARCH 9, 2015
    [Lead, Sales] [New Series] Digital Awesomeness: How To Be The Anti-Salesperson Salesperson
    Zero sales experience. Sales doesn’t have to be slimy. My sales pitch for how to be the anti-salesperson salesperson. B2B Web Strategy Lead Generation 'Welcome to another new blog series! Once a month Leah will stop our blog to share any and all digital awesomeness she encounters along the way. Let me re-emphasize ever.
  • BIZNOLOGY  |  MONDAY, MARCH 9, 2015
    [Lead, Sales] 3 Conversion tactics for your online ads
    This skimming process helps separate serious leads from “window shoppers.” When are able to produce ad copy that is attractive, succinct, and easily understood, you can sit back and watch your conversion rates, and your sales, skyrocket! Captivation. It’s just the beginning. Concision. Clarity. We’ve got great products!”
  • CMO ESSENTIALS  |  MONDAY, MARCH 9, 2015
    [Lead, Sales] Creating Content is a Waste of Time – Until You Have Mapped the Buyer Journey [Part 2: Map The Customer Buying Journey]
    Regardless of the approach you take, it is important to include input from all internal people in contact with your customers (sales, marketing, customer service, product marketing) as well as the customers themselves.  The mapping process should take into account: Initial triggers that lead to first contact.
  • B2B MARKETING INSIDER  |  MONDAY, MARCH 9, 2015
    [Lead, Sales] CMO Disruption: Marketing Is More Than Just Promotion!!!
    ” Then, run the numbers on how many views, shares, leads and sales you got. 'I recently did this Google Hangout with Jon Reed on CMO Disruption. He didn’t want to use the term “disruption,” but I think that is exactly what we’re facing in the marketing industry. You can’t buy attention!!! Right?
  • MARKETING ACTION  |  MONDAY, MARCH 9, 2015
    [Lead, Sales] The Future of CRM is Customer Engagement
    One, we’re self-interested; we each have an individual life we want to lead. You had traditional CRM which everyone knew was sales force automation. Marketing is now becoming aligned with sales. Sales people are not necessarily altering the corporate marketing, and marketers are sensitive to what salespeople need.
  • HUBSPOT  |  SATURDAY, MARCH 7, 2015
    [Lead, Sales] Is Personalization Creepy? 6 Experts Weigh In
    The goal of personalization is to make a lead or customer feel welcome. George Thomas | The Sales Lion. 'This post originally appeared on Agency Post. To read more content like this, subscribe to Agency Post. But many marketers are concerned about crossing the line; of being seen as "Big Brother." study by Ipsos found that 68% of U.S.
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