• AGGREGAGE B2B WHITE PAPERS  |  TUESDAY, FEBRUARY 21, 2017
    [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  |  TUESDAY, FEBRUARY 21, 2017
    [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  |  TUESDAY, FEBRUARY 21, 2017
    [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.
  • BIZIBLE  |  FRIDAY, FEBRUARY 24, 2017
    [Lead, Sales] Measuring the Customer Journey from Leads to Revenue
    Attracting high quality leads at the top of the funnel, that turn into closed deals at the bottom of the funnel is the ultimate goal for every B2B company. Driving High Quality Leads. Lead scoring ranks leads by how likely they are to close. It’s probably best to just pass on A and B leads. Attracting New Visitors.
  • KAPOST  |  FRIDAY, FEBRUARY 24, 2017
    [Lead, Sales] Not Your Parents’ Salesperson: Using Content to Drive ABM
    Content-centric outreach is particularly helpful as Kapost’s outbound sales organization tackles accounts we’ve identified as having a particular need for our platform. The alternative would be 40 prospect employees receiving the exact same message—the type of “sales” that causes my friends to make that aforementioned face of skepticism).
  • BIZNOLOGY  |  FRIDAY, FEBRUARY 24, 2017
    [Lead, Sales] Five habits of highly-effective entrepreneurs
    While genetics might play a role in setting people up to succeed, it’s clear that there are many other, controllable factors that can lead you down the path of success. You may have to handle accounting, marketing, manufacturing, sales, and any other number of business processes. Obsess over efficiency. Delegate responsibilities.
  • NUSPARK  |  FRIDAY, FEBRUARY 24, 2017
    [Lead, Sales] How to Create Content for a Winning Account-Based Marketing Strategy
    While inbound marketing can attract a wide variety of leads, on its own it can’t do all the heavy lifting. And increased engagement equals more sales opportunities. You’ve finally honed your content strategy for inbound marketing. Before panicking about how you’re going to do this, let’s consider why it’s a worthwhile venture. Conten
  • WEBBIQUITY  |  FRIDAY, FEBRUARY 24, 2017
    [Lead, Sales] Five Reasons Why Sales Strategy Doesn’t Work for Many Small Businesses
    Many small companies fail to achieve desired sales goals despite having adequate resources. Although each one of them faces unique challenges, the following are some common pitfalls that eventually lead to the failure despite a sound sales strategy. Lack of Lead Segmentation. Many companies treat all their leads same.
  • SNAPAPP  |  FRIDAY, FEBRUARY 24, 2017
    [Lead, Sales] Interactive Content Can’t Be a One-off: A Tale From the Trenches
    But once it was up and running, it fast became the stuff marketers’ dreams are made of – lots of traffic, high completion rates, loads of qualified leads. Sales was psyched for prospects that showed active engagement by fully completing the content experience and even sharing it themselves. Lead with interactive.
  • HINGE MARKETING  |  THURSDAY, FEBRUARY 23, 2017
    [Lead, Sales] The New Era of Phone Marketing in Professional Services
    Even if their failure rate is high (as is typical with phone marketing), business development teams at these firms may only need to make a few sales to meet their monthly quotas. And the personal element introduced in phone marketing may make the complex sale easier to close. Any Industry Lead Generation Online Marketing
  • INFER  |  THURSDAY, FEBRUARY 23, 2017
    [Lead, Sales] UserVoice Increases MQLs by 37% Using Predictive Marketing
    This was a particular pain point for UserVoice, who needed a way to more efficiently prioritize lead flow so their reps could focus their effort on those prospects with the most revenue potential. Armed with new predictive insights, the company saw a  2x increase in conversion rates and a  3 7% increase in marketing-qualified leads.
  • HUBSPOT  |  THURSDAY, FEBRUARY 23, 2017
    [Lead, Sales] How to Build a Growth-Minded Design Process at Your Agency
    More Grounded Approach for Marketing and Sales. Strategic planning, market research, and conversion rate optimization are among the components of GDD that marketing and sales people will embrace right from the start. As important as creativity is to an agency's success, no great work can be produced without a great process.
  • DISCOVERORG  |  WEDNESDAY, FEBRUARY 22, 2017
    [Lead, Sales] [VIDEO] How to Structure a Successful Sales Team
    What we did first: Scale an SDR team – eliminate the AE role where reps were self sourcing their own leads and closing them. Creating a team mentality: Inbound SDR’s round robin leads across all teams. Want to Build a Sales Engine? Does this problem sound familiar? Watch the Video Below: How to Avoid the Problem.
  • BIZIBLE  |  WEDNESDAY, FEBRUARY 22, 2017
    [Lead, Sales] What Is Adaptive Analytics? And Why Does It Matter For B2B Marketers?
    Adaptive analytics are useful for both the marketing and sales teams because it can help inform each team when it’s optimal to engage and with what content. Should the sales team reach out? Let’s say you are tracking behind on your monthly opportunity numbers, so you want to plan a marketing campaign to engage your best leads/contacts.
  • DISTRIBION  |  WEDNESDAY, FEBRUARY 22, 2017
    [Lead, Sales] What Does Employee Engagement Have to Do With Marketing?
    Employee engagement and advocacy inspires consumer trust, which consequently, drives sales. Trust leads to innovation, new ways to delight customers, and higher profit margins. Some of the leading causes of stress in the office include heavy workload, interpersonal issues, poor work/life balance, and lack of job security. Trust.
  • VIDYARD  |  WEDNESDAY, FEBRUARY 22, 2017
    [Lead, Sales] Go Where Your Customers Are – Wise Words from Sweta Patel
    Patel, a Demand Generation Consultant and Customer Acquisition Specialist, has worked with brands like Kyocera, WD-40, and Full Circle Insights to build social communities, drive more leads, and ultimately close more deals. Lead generation starts with reviews. It’s a bit nebulous. Especially on social media.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, FEBRUARY 22, 2017
    [Lead, Sales] Improve Customer Experience and Email Deliverability With a Preference Center
    Keep in mind that the annoyance factor with generic, high frequency messaging is what leads to many spam complaints and opt-outs. Instead of an all or nothing scenario, allow them to update subscription preferences and tell you they still love receiving those weekly sales promotions. Most people like to be given a choice.
  • B2B LEAD BLOG  |  WEDNESDAY, FEBRUARY 22, 2017
    [Lead, Sales] Understanding Buyer Personas: The Engineering Manager, Designer, and Project Manager
    Buyer personas are the decision makers on which your sales and marketing team focus when looking to generate leads. Lead NurturingThese are the individuals who determine the criteria for vendor acquisition. They consume your content, click on your pay-per-click (PPC) advertising campaigns, and visit your landing pages.
  • MODERN B2B MARKETING  |  WEDNESDAY, FEBRUARY 22, 2017
    [Lead, Sales] Make the Shift from Automation to Engagement Marketing
    This hyper-focus has been leading the shift away from impersonal communications to engagement marketing , which is all about building personalized, authentic relationships with your customers and driving the idea of wantedness. Author: Patrick Groover The shift towards ubiquitous marketing is a living reality. Master Engagement Marketing .
  • CONTENT STANDARD  |  WEDNESDAY, FEBRUARY 22, 2017
    [Lead, Sales] Where Retailers Fall Down: Mobile Marketing and Newsletters
    But far too often, these are the starts of trends that lead to crises for retail marketers. In fact, when it comes to email—one of the most saturated spaces in the retail world—a recent Business Insider study found that marketers weren’t just failing to drive sales, but they were failing to meet all their email-marketing goals.
  • KAPOST  |  WEDNESDAY, FEBRUARY 22, 2017
    [Lead, Sales] 3 Ways Agile Helps Scale Content Marketing
    Instead, we were hired to do things like, “Drive traffic and leads to owned media properties,” or “Improve customer retention year over year.” . The worst-case scenario,” they report, “is that low-quality content is actually hurting the perception of the brand and, ultimately, sales.” . An Agile outlook on marketing. . 100%. 0%. 2.
  • ACT-ON  |  WEDNESDAY, FEBRUARY 22, 2017
    [Lead, Sales] How to Get More Leads From Social Media
    What’s your impression of how hard it is to generate leads on social media? My impression used to be that social media lead generation is unusually hard—much harder than content marketing. Effectiveness vs. Difficulty for Lead Generation. In this last survey, lead quality beat out quantity by 36%. So, what’s changed?
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 22, 2017
    [Lead, Sales] 6 Seemingly Harmless Ways You're Sabotaging Your Proposals
    60% of leading advertisers will review their agencies within the next 12 months, according to a study from Advertiser Perceptions. It's a shiny object that leads you to believe your pipeline problems are over. As if to prove the point, Procter & Gamble announced in January they will review all ad agency contracts in 2017. Why now?
  • BULLDOG SOLUTIONS  |  TUESDAY, FEBRUARY 21, 2017
    [Lead, Sales] Integrated: Modern Marketing’s Latest Buzzword
    If you are responsible for driving leads to a sales team, your take on integrated marketing might be more internally focused. Specifically, it might be more about how you move a prospect through your internal marketing and sales machine. great example— integrated. So exactly what does integrated marketing mean? Who are they?
  • BULLDOG SOLUTIONS  |  TUESDAY, FEBRUARY 21, 2017
    [Lead, Sales] Integrated: Modern Marketing’s Latest Buzzword
    If you are responsible for driving leads to a sales team, your take on integrated marketing might be more internally focused. Specifically, it might be more about how you move a prospect through your internal marketing and sales machine. great example— integrated. So exactly what does integrated marketing mean? Who are they?
  • BIZIBLE  |  TUESDAY, FEBRUARY 21, 2017
    [Lead, Sales] A Complete Guide To The Buyer Journey
    There was a lack of trust for a very high priced item in which malfunction can lead to serious injury. For example, consider the following traffic numbers for two keywords: Account based marketing vs. lead generation [ monthly search volume: 200 ]. Support Sales By Building Relationships And Training Sales Teams.
  • KEO MARKETING  |  TUESDAY, FEBRUARY 21, 2017
    [Lead, Sales] KEO Marketing’s Sheila Kloefkorn Re-Appointed President of Business Marketing Association’s Phoenix Chapter
    marketing expert with more than 25 years of experience, Kloefkorn has helped companies increase leads and revenues by hundreds of millions of dollars. She leads a talented team of marketers in creating and executing award-winning marketing campaigns across the U.S. PHOENIX, Ariz., Kloefkorn is founder and president of KEO Marketing.
  • KEO MARKETING  |  TUESDAY, FEBRUARY 21, 2017
    [Lead, Sales] KEO Marketing Sponsors Annual Gala for the Human Rights Campaign Arizona
    KEO Marketing, a leading business to business (B2B) marketing agency, creates and implements innovative strategies to help clients dramatically increase leads and sales. Event Recognizes Local Heroes Who Move Equality Forward. PHOENIX, Ariz., with the general reception following at 6:00 p.m. About KEO Marketing. KEO News
  • LEANDATA  |  TUESDAY, FEBRUARY 21, 2017
    [Lead, Sales] “You Can’t Build a Walled Garden”
    Sales and marketing professionals are increasingly frustrated that much of the software technology flooding the marketplace is not designed to integrate with other solutions and workflows. The event will focus on how AI, predictive analytics and lead management can be a powerful combination for co-customers of the two companies.
  • KOMARKETING ASSOCIATES  |  TUESDAY, FEBRUARY 21, 2017
    [Lead, Sales] Why You Should Always Have an Active Branded Campaign
    Additionally, it creates a great opportunity to A/B test landing pages and sitelink extensions with direct gated assets that are more likely to record leads. Create Higher Quality Leads & Look Farther Down the Purchase Funnel. Brand loyalty clearly goes a long way in the lead generation space. Final Thoughts.
  • INFER  |  TUESDAY, FEBRUARY 21, 2017
    [Lead, Sales] The Front Lines of Predictive Intelligence
    Hypergrowth SaaS businesses like my company, Hotjar, are often faced with the happy problem of too many free trial leads flooding into HubSpot. When I joined around nine months ago, it had become challenging for our team to vet which leads (out of around 600+ new users each day) to target for premium business and agency plans.
  • CONTENT STANDARD  |  TUESDAY, FEBRUARY 21, 2017
    [Lead, Sales] Retail Marketing Execs: Don’t Flip Out Over the Amazon Prime Rewards Card
    Target’s Up & Up line, for example, lists a number of quality products when compared to leading national brands—in fact, one study claimed that its sunscreen performed better than some top brands. IBM is already working with Visa as a partner to ensure that in the future, a point of sale can be anywhere. Up the Ante.
  • ACT-ON  |  TUESDAY, FEBRUARY 21, 2017
    [Lead, Sales] 5 Smart Ways to Automate Your Marketing
    He increased RME’s monthly lead flow by 49% and cut the cost-per-lead by 68%. It’ll get you more leads and traffic, too. Improving data quality is the first step we recommend for a pilot lead-management program in our ebook, the “ Marketing Automation Quick Start Guide ”. Need to do more with less? How’d he do it? Great.
  • WEBBIQUITY  |  TUESDAY, FEBRUARY 21, 2017
    [Lead, Sales] The 21 Best Content Curation Tools
    Sample review:  “A content provider that emphasizes growing revenue and leads with strong, scalable content production. Curata features powerful analytics that measures performance and sales pipeline impact.” — SnapApp. Fortunately, content marketers don’t have to do it all themselves. Google Review Count:  350. Pricing:  free.
  • GREAT B2B MARKETING  |  MONDAY, FEBRUARY 20, 2017
    [Lead, Sales] Six Ways Marketing Can Shrink the Sales Cycle
    I often talk about how B2B marketing and lead-to-revenue (L2R) can be massively beneficial to enabling your sales team to […]. Sales Cycle Sales Enablement B2B sales cycle
  • GREAT B2B MARKETING  |  MONDAY, FEBRUARY 20, 2017
    [Lead, Sales] Six Ways Marketing Can Shrink the Sales Cycle
    I often talk about how B2B marketing and lead-to-revenue (L2R) can be massively beneficial to enabling your sales team to […]. Sales Cycle Sales Enablement B2B sales cycle
  • BIZIBLE  |  MONDAY, FEBRUARY 20, 2017
    [Lead, Sales] 82% of CMOs Have Goals that Align with Revenue Targets — A Discussion on Marketing Performance Management with a Forrester Analyst [Video]
    Without visibility into which interactions ultimately drove revenue, marketing is unable to run programs that are likely to drive leads, opportunities, and conversions. They can get into the trenches with Sales by sharing their goals and working toward metrics that demonstrate marketing’s impact on revenue and business objectives.
  • KOMARKETING ASSOCIATES  |  MONDAY, FEBRUARY 20, 2017
    [Lead, Sales] Delivering Quality Leads Is Top Priority for Half of B2B Marketers
    Delivering quality leads is far and away the number one priority for B2B marketers in 2017, according to a new study , “The 2017 State of B2B Digital Marketing,” by DemandWave. However, delivering quality leads is also today’s biggest digital marketing challenge for 32 percent of the survey’s respondents.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, FEBRUARY 20, 2017
    [Lead, Sales] 10 Epic Shifts that are Re-Writing the Rules of Marketing
    Any point of differentiation seemed like a wafer-thin veneer of sales babble. By Mark Schaefer. I’m often asked: “What is the next big thing in marketing?” ” This seems like a simple question, but I’m not sure I know any more. first posted this list on Facebook and it provoked some interesting comments.
  • B2B MARKETING INSIDER  |  MONDAY, FEBRUARY 20, 2017
    [Lead, Sales] B2B Marketers: Wrong Way To Make The Right Impression On Your Prospects
    This report will be the foundation for the coming quarter’s Content Marketing strategy and more importantly demonstrate Marketing’s commitment to the Sales organization to drive net-new leads via thought leadership. All is well in […].
  • ACT-ON  |  MONDAY, FEBRUARY 20, 2017
    [Lead, Sales] What Makes Act-On Different?
    From stoking brand awareness to attract the right prospects, to nurturing those leads into closed sales, to ensuring customer satisfaction and retention – Act-On is there making things better for you each step of the way. Today, marketers must choose among a range of MA software options on the market. And here’s why: 1.
  • B2B MARKETING INSIDER  |  MONDAY, FEBRUARY 20, 2017
    [Lead, Sales] You Need to Define an Effective Criteria for Lead Scoring
    Knowing which of your sales leads have the highest potential to buy is key to effectively allocating your resources and optimizing your sales & marketing spend. The post You Need to Define an Effective Criteria for Lead Scoring appeared first on PureB2B. Content Marketing
  • PUREB2B  |  SUNDAY, FEBRUARY 19, 2017
    [Lead, Sales] How Personalization Affects Lead Nurturing
    The lead nurturing process walks a prospect through the stages of the sales funnel and continues through the sale. So if we have the means to personalize our lead nurturing campaigns, doesn’t it make sense to take full advantage of it? Personalization Moves Leads Through Your Funnel. It isn’t that easy. Conclusion.
  • SNAPAPP  |  FRIDAY, FEBRUARY 17, 2017
    [Lead, Sales] Why Interactive Content Matters for Agencies
    This is for two main reasons: (1) Buyers are skeptical of what happens when they fill out a form; is the content worth the inevitable sales follow-up? (2) There's a ton of noise out there, so while an ebook featuring tips and tricks may have been valuable in the past, now there’s so much content available that audiences are more selective.
  • VIDYARD  |  FRIDAY, FEBRUARY 17, 2017
    [Lead, Sales] How to Get Your Sales Team Using — And Loving — Video
    But this post isn’t about convincing you that video is the best tool for your sales team to close more deals. So with that in mind, how do you get the video ball rolling for your sales team? At Vidyard our executives send out company updates via video using the same technology our sales team uses to reach out to prospects.
  • CONTENT STANDARD  |  FRIDAY, FEBRUARY 17, 2017
    [Lead, Sales] 5 Retail Marketing Trends to Watch in 2017
    Don’t despair: new hope for retail marketing resides in new technologies and understanding consumer data, and can lead to a marketing transformation. Likes, views, and shares all seem like great brand building—and don’t get me wrong, they are—but a marketer’s main objective is to aid sales. Big time. Free Shipping.
  • LEADERSHIP  |  FRIDAY, FEBRUARY 17, 2017
    [Lead, Sales] 8 Facts You Need to Know About B2B Content Marketing [Infographic]
    Lead generation and sales are the two most important goals. Lead generation is actually rated as more important to B2B marketers than sales, at 85% v 84%. Finding qualified leads is a great long-term goal which can lead to sales in the future as well as support and investments for upcoming projects.
  • ACT-ON  |  FRIDAY, FEBRUARY 17, 2017
    [Lead, Sales] Seven Best Practices for Building and Growing a Subscriber List
    These experts are: Anthony Carraturo, VP of Lead Generation & Data Services, MeritDirect. Eventually the 10 percent off, or final sale, or something else that everyone else is doing is going to wear off. Building subscriber lists is an essential part of email marketing, but it can be a daunting undertaking. Yes, a party. Ready!’
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, FEBRUARY 16, 2017
    [Lead, Sales] The Importance of Post-Holiday Email Relief
    Even with sales revenue on the line, the more unwanted mail recipients receive, the more likely they are to flag it as spam, ignore it, or delete it outright. Most importantly, succumbing to poor mailing practices in the hopes of a short-term sales boost will not outweigh the long-term effects of reputation damage in the eyes of major ISPs.
  • VIEWPOINT  |  THURSDAY, FEBRUARY 16, 2017
    [Lead, Sales] Why Measuring Success on Cost Per Lead is a Huge Mistake
    In the search for the holy grail of marketing KPIs, we want ones that correctly emphasize ROI over lead cost, tie lead generation to overall revenue and profits, identify the most successful marketing initiatives and deliver insights that can be leveraged to run future high-return activity. Lead-to-Pipeline Conversions (MQLs-to-SALs).
  • KOMARKETING ASSOCIATES  |  THURSDAY, FEBRUARY 16, 2017
    [Lead, Sales] Promoted Content: 5 Steps to Take Before Launch
    Promoted content platforms like Outbrain and Taboola allow you to submit your content using a CPC model, which is then placed on thousands of popular websites across the web as “sponsored posts” with hopes of garnering new visitors leads. Getting new contacts into the sales funnel. Avoid using your logo as the lead image.
  • BIZNOLOGY  |  THURSDAY, FEBRUARY 16, 2017
    [Lead, Sales] Better built than bought – how to build your email marketing list
    But purchased lists typically lead to problems. Make this a company-wide policy for all customer-facing personnel–sales, marketing, customer service. This is called a lead magnet. Your lead magnets need to provide real value to your target audience. Here’s why. Do I know you? Rules, what rules? Like this post?
  • VIDYARD  |  THURSDAY, FEBRUARY 16, 2017
    [Lead, Sales] Choosing a Video Platform: What to Evaluate for Marketing and Sales
    Since teams have different goals and needs, what should marketing and sales teams (who are both focused on pipeline and closing deals) look for when choosing the right video platform for them? Lead Capture : are there opportunities to generate leads from within your videos and are they easy to set up? Outline Your Needs First.
  • MODERN B2B MARKETING  |  THURSDAY, FEBRUARY 16, 2017
    [Lead, Sales] 11 Tips for Starting a New Sales Role
    Author: Chris Gillespie So you have a new sales job. Having been through this many times myself, I’ll share my top 11 tips for ramping quickly in a new sales role: 1. If you aren’t assigned one, approach someone who’s at the top of the sales leader board. How many conversations lead to a sale? Sales b2b
  • ACT-ON  |  THURSDAY, FEBRUARY 16, 2017
    [Lead, Sales] How to Motivate Customers Across the Entire Buyer’s Journey
    And if we know what makes customers tick and take action, well, this knowledge may be the difference between making a sale or not. It’s like pre-qualifying sales leads. In journalism, this is the story’s lead. utilize this data throughout the materials I create, leading with the most shocking statistic that I can find.
  • PUREB2B  |  WEDNESDAY, FEBRUARY 15, 2017
    [Lead, Sales] Lead Nurturing’s Biggest Challenges
    Lead nurturing is a vital part of B2B marketing because it‘s a key strategy in driving prospective customers towards a purchase decision. While they might not be customers from the get-go, prospects turn into warm leads faster if you invest the time and effort to communicate regularly after their first contact. But, don’t overdo it.
  • BIZIBLE  |  WEDNESDAY, FEBRUARY 15, 2017
    [Lead, Sales] 25 B2B Engagement Tactics For All Marketing Funnel Stages
    If you’re looking to bolster your marketing strategy across the board (or just at one specific funnel stage), these tactics can help boost prospect, lead, and/or opportunity engagement. Mid-funnel leads have already submitted a form, giving you an email address. Create persona-based sales enablement content for email outreach.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, FEBRUARY 15, 2017
    [Lead, Sales] How A CMO Uses Storytelling To Engage Audiences
    Duerksen : Demand Generation is anticipating and responding to the needs of a target market with tactics aligned with product, sales and support to enlist customer advocacy and enable inbound discovery. Partnerships - influencing respected thought leaders and industry leading organizations for authentic advocacy and inspiration.
  • MODERN B2B MARKETING  |  WEDNESDAY, FEBRUARY 15, 2017
    [Lead, Sales] 5 Steps to Market to a New Vertical
    It’s also critical to look at your own database and leverage the sales and customer success teams for insights as well. At Marketo, for example, we found that the ideal personas in certain industries may be sales or IT leaders as opposed to marketing leaders, as they drive most of the purchasing decisions. Build Sales Support.
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 15, 2017
    [Lead, Sales] Apply Yourself: 28 Marketing Awards Worth Going For
    The Valley Forge Tourism & Convention Board is a private, nonprofit membership sales and marketing organization that actively supports the the Valley Forge area and Montgomery County, Pa., as a convention site and leisure visitor destination," reads AVA's website. That’s the Merriam-Webster definition of the word “award.” This U.K.-based
  • ACT-ON  |  WEDNESDAY, FEBRUARY 15, 2017
    [Lead, Sales] 4 Ways That Automation Is Transforming Marketing
    In fact, businesses that use marketing automation to nurture prospects experience as much as a 451 percent increase in qualified leads. When companies show customers more relevant content and offers based on past shopping history, they can increase average sales by 20 percent. Speed up the sales cycle. Leverage website activity.
  • 3D2B  |  TUESDAY, FEBRUARY 14, 2017
    [Lead, Sales] Scaling Inside Sales for New Product Introductions or Market Expansion
    Given that leaders are juggling multiple priorities, it’s not surprising that they sometimes fall flat when attempting to scale inside sales to meet expansion goals. Outline Your Sales Process Because your sales process has implications on who you hire and the technology you select, start by defining it. Tele-Services
  • BIZIBLE  |  TUESDAY, FEBRUARY 14, 2017
    [Lead, Sales] How to Evaluate Demand Opportunities in 5 Steps
    Cost per lead is a good starting point for evaluating demand opportunities. Business economics help marketers figure out the maximum they are willing to pay per lead. The next step is calculate your click to lead conversion ratio. Out of those 100 clicks, how many actually become leads? Identify CPL (CPL). CPC-to-CPL.
  • KEO MARKETING  |  TUESDAY, FEBRUARY 14, 2017
    [Lead, Sales] How to evaluate a B2B Inbound Marketing Agency
    Before a B2B inbound marketing agency is hired, they should provide a long-term marketing plan to develop a steady and ongoing stream of qualified prospects coming to your website to request more information or contact a sales person. Lead-to-Customer Ratio –  Converted prospects from the landing page become leads.
  • SNAPAPP  |  TUESDAY, FEBRUARY 14, 2017
    [Lead, Sales] Interactive Content, Marketing Automation, and the Engagement Economy
    The other downside of this approach is that it doesn’t allow marketing and sales teams to collect much user data. There’s an average of a 20% increase in sales and conversions when personalized experiences are delivered. What does a static content experience look like in comparison to an interactive, automated experience? Image source.
  • INFER  |  TUESDAY, FEBRUARY 14, 2017
    [Lead, Sales] In the next 5 years, we are going to see a reimagining of automation through AI: An Interview with Sean Zinsmeister
    While Artificial Intelligence was one topic that was covered ad nauseam in 2016, Infer, a predictive sales and marketing platform predicts that technology is going to evolve even faster from here on out. For example, sales and marketing professionals are overwhelmed with the amount of data they are faced with everyday.
  • CHIEFMARTECH  |  TUESDAY, FEBRUARY 14, 2017
    [Lead, Sales] THE HACKIES: How to hack your CRM for ABM, switching from leads to contacts and accounts
    Trying to run account-based marketing campaigns while continuing to plan, target, and report with leads quickly becomes counter-productive. Our team at Bizible recently made a complete switch from lead-based reporting to an ABM measurement structure based on accounts and contacts. Technical: Lead-to-Account Mapping. Like it?
  • HG DATA  |  TUESDAY, FEBRUARY 14, 2017
    [Lead, Sales] Marketing’s Evolving Accountability and The Future of Content Analytics
    We sat down with Apparao Kari , Cintell’s founder and chief executive officer, to discuss the sales and marketing landscape, how it has changed, and how modern marketers are adapting to the climate. What lead to the founding of Cintell? And with this has come an increase in the volume of sales and marketing outreach.
  • B2B MARKETING INSIDER  |  TUESDAY, FEBRUARY 14, 2017
    [Lead, Sales] 10 Brands Show Us How Email Marketing is Done
    An essential aspect of nurturing new sales leads is email marketing. It’s a strategy that allows you to reach out to your prospects on a more personal level with relevant content. According to a report by Salesforce, 49% of marketers claim that email is directly linked to the success of their business efforts. Direct.
  • PUREB2B  |  MONDAY, FEBRUARY 13, 2017
    [Lead, Sales] The Secret to Crafting an Awesome Sales Pitch
    The glory days of blind pitching are over—paving the way for a new way of doing things in sales and marketing departments everywhere. The 2015 State of Sales report , put together by Salesforce, offers useful insights in identifying key areas of concentration among global leaders when trying to close sales. Things to Takeaway.
  • KEO MARKETING  |  MONDAY, FEBRUARY 13, 2017
    [Lead, Sales] Sheila Kloefkorn of KEO Marketing Delivers “Top Technology Trends for 2017”
    February 14, 2017 – KEO Marketing , a full-service business-to-business (B2B) marketing agency, has announced that CEO and president Sheila Kloefkorn will lead a session at the Arizona Technology Council’s Lunch & Learn event on Tuesday, February 28, 2017. PHOENIX, Ariz., to 1:00 p.m. The cost for non-members is $15.00. KEO News
  • DISCOVERORG  |  MONDAY, FEBRUARY 13, 2017
    [Lead, Sales] 8 Lessons From Online Dating For Email Marketers
    My colleague, Steve Waters, penned an article last year on, “ How Prospecting is Like Online Dating: 5 Mistakes Online Daters Can Teach Salespeople. ” As a sales guy, Steve talks about getting on the phone, listening, and sharing. Neither of those are qualities known to lead to romance. 4. figured it’d be pretty easy. Wrong.
  • HINGE MARKETING  |  MONDAY, FEBRUARY 13, 2017
    [Lead, Sales] The Branding Process for Professional Services Firms
    they’re the leading experts in cross-border mergers”). good way to approach your messaging architecture is to break out each audience and develop a list of messages each may need to hear during the sales process. If you are working with an agency, they may lead the discussion and develop the brief for you. Brand Identity.
  • KAPOST  |  MONDAY, FEBRUARY 13, 2017
    [Lead, Sales] Tips for Using Video to Increase Social Media ROI
    For those reasons and more, B2B marketers need to employ video marketing if they want to stay on the cutting edge of lead generation and brand evangelism. To understand which kind of video formats are suited for lead nurturing, sit down with your sales team and let them tell you what the most common concerns and questions are among customers.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, FEBRUARY 13, 2017
    [Lead, Sales] You Can Run But You Can't Hide from the Importance of Data in Modern Marketing
    Unifying the ridiculously fragmented marketing stack is the biggest challenge facing almost every sales and marketing team today. Maybe… but, if your goal is to drive qualified sales leads, then you better drive qualified sales leads in 2017. Marketing equals data and data equals marketing.
  • MODERN B2B MARKETING  |  MONDAY, FEBRUARY 13, 2017
    [Lead, Sales] 4 Value Selling Tools to Move Leads Down the Funnel
    Author: David Svigel Buyer behavior has changed; contact with your prospects occurs later in the sales cycle, and your leads come armed with more information than ever before about your products and services. They’re potential  sales leads, but may need a little nudge. Lead Management b2b
  • ACT-ON  |  MONDAY, FEBRUARY 13, 2017
    [Lead, Sales] Customer Lifecycle Metrics, Part 5: Retention and Expansion
    Most marketers are often measured on tactical metrics like the number of click-throughs and conversions they achieve on certain campaigns, as well as the number of new leads generated by those efforts. Examples are impressions, response rate and cost per lead. Examples include lead-to-sales conversion rates and total revenue.
  • PUREB2B  |  MONDAY, FEBRUARY 13, 2017
    [Lead, Sales] How to reach the exact audience that you want to target
    Data is the driving force behind any lead generation activity. Blog B2B-Marketing Business Blogging Buyer's Journey Data Data Quality data services Database-Management Marketing Sales FunnelIt should tell a clear story of your customers, how they behave and what motivates them. Power up your data profile! Watch now!
  • CHIEFMARTECH  |  SUNDAY, FEBRUARY 12, 2017
    [Lead, Sales] THE HACKIES: How to use your unique dataset to create valuable content
    Are you driving leads, opportunities, and revenue as efficiently as your peers? Is your AdWords revenue per lead as good as your industry benchmark? ” our report answers, “Are you driving sales opportunities, pipeline, and revenue as well as your peers?” This article is a guest post by Jordan Con of Bizible.
  • ACTIVEDEMAND  |  FRIDAY, FEBRUARY 10, 2017
    [Lead, Sales] Track and Use Data from SMS/Text for Your Marketing
    Would the system you have in place route that information to your sales team in real time? ActiveDEMAND is an integrated marketing automation platform designed specifically to help businesses generate more leads. The Power of Incorporating SMS/Text Into Your Marketing. Over 560 billion texts are sent every month worldwide. Some 18.7
  • KAPOST  |  FRIDAY, FEBRUARY 10, 2017
    [Lead, Sales] How to Write Marketing Content More Efficiently
    Taking a peek at the social and website stats plus sales numbers can reveal deeper insight into what style of content can lead to a purchase in the buyer’s journey, and the type of content that inspires specific buyer personas to take action. It’s a win-win! Research, Listen, Then Ask 3 Simple Questions to Create With Clarity.
  • LEADERSHIP  |  FRIDAY, FEBRUARY 10, 2017
    [Lead, Sales] Interesting Infographics: Influencer Marketing Drives 11x more ROI
    This spreads your message even further, and ultimately translates to more sales. This infographic created by TapInfluence in collaboration with White Wave and Nielsen Catalina Solutions is based on results from their ground-breaking study, which connects influencer marketing to its impact on sales. But how many more?
  • MODERN B2B MARKETING  |  FRIDAY, FEBRUARY 10, 2017
    [Lead, Sales] The Next Generation of Influencer Marketing
    Influencers exist in different realms–leading brands, content and social media connoisseurs , analysts, and even customer advocates. CMOs (34%) are leading digital transformation inside organizations, and that starts and ends with delivering true engagement. From personal experience, influencer marketing can be a tough nut to crack.
  • CONTENT STANDARD  |  FRIDAY, FEBRUARY 10, 2017
    [Lead, Sales] A Marketing Analytics Checklist for 2017
    How many more leads do you need? common problem that content marketers run into at this stage is conversion attribution: if executive leadership wants you to drive direct sales/conversions, how can that be accomplished? The year is in full swing, and you’re a marketing leader with a big task ahead. You want how many conversions?
  • ACT-ON  |  FRIDAY, FEBRUARY 10, 2017
    [Lead, Sales] 7 Steps to Achieving Optimal Sales & Marketing Alignment
    Too often, companies’ sales and marketing teams have a complex, disconnected, and sometimes even contentious relationship. On the other hand, many sales and marketing teams can hardly find a way to communicate with one another, let alone work together. That’s why sales and marketing alignment is such a hot topic. Oil and water.
  • HINGE MARKETING  |  THURSDAY, FEBRUARY 9, 2017
    [Lead, Sales] Return on Marketing Investment: A Professional Services Primer
    Many firms track these downloads as conversions — a significant action the prospect has taken that moves them closer to a sale. Grab a copy of our full-length book, Online Marketing for Professional Services , and learn what techniques that generate more leads and increase awareness of your firm. Fortunately, all that has changed.
  • BIZIBLE  |  THURSDAY, FEBRUARY 9, 2017
    [Lead, Sales] Leveraging Unique Data For Powerful Content Marketing
    Are you driving leads, opportunities, and revenue as efficiently as your peers? Is your AdWords revenue per lead as good as your industry benchmark? our report answers, “Are you driving sales opportunities, pipeline, and revenue as well as your peers?”. To figure this out, we look at the data. Other Examples.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, FEBRUARY 9, 2017
    [Lead, Sales] 4 Steps to Standardize Your Data and Get Better Insights
    At most companies, the sales and marketing teams build, mine, and maintain multiple sources, pulling a wide range of data to drive leads through the funnel. While forms provide vital detail on leads, they can wreak havoc on a database with blank text fields. The line between a lot of data and too much data is razor-thin.
  • BIZNOLOGY  |  THURSDAY, FEBRUARY 9, 2017
    [Lead, Sales] Interesting content marketing trends to watch for in 2017
    Companies can no longer rely solely on face-to-face sales or word-of-mouth advertising. Not only does it help increase the visibility of your brand, it will also lead to more discussion and subsequent engagement. Live streaming will remove a lot of that control and will undoubtedly lead to several mishaps and firings.
  • VIDYARD  |  THURSDAY, FEBRUARY 9, 2017
    [Lead, Sales] How Marketing Can Enable Sales To Use Video
    With so many conflicting priorities, is it realistic to align your sales and marketing teams in 2017? As a Product Marketing Specialist at Vidyard I know the struggle of sales and marketing alignment first-hand. No matter what assets the marketing team creates, the sales organization will never be satisfied (and rightly so).
  • WEBBIQUITY  |  THURSDAY, FEBRUARY 9, 2017
    [Lead, Sales] Five Strategies for Improving Customer Experience
    With these five steps, you’ll be able to infuse your marketing efforts with personality and relatability, making the relationship a much more enjoyable experience for your customers (and leading to greater sales down the road). 1. cluttered website can confuse a visitor and act as an obstacle to generating sales.
  • DISCOVERORG  |  THURSDAY, FEBRUARY 9, 2017
    [Lead, Sales] Introducing AccountView by DiscoverOrg
    But, to get it right, sales & marketing professionals must first understand the profile of their best and most valuable customers, develop an ideal customer profile (ICP), and use it as a pattern for identifying target prospects. Jumpstart Account-Based Everything & Identify Target Prospects That Look Just Like Your Best Customers.
  • DISTRIBION  |  WEDNESDAY, FEBRUARY 8, 2017
    [Lead, Sales] Three Signs You are in Need of White Label Marketing Automation
    Corporate marketers often choose to white label platforms or software before assigning access to their local sales teams or franchisees to retain brand consistency and compliance. It’s there; your clients or local sales entities just don’t know it is. White-labeled automation. About the Author.
  • VIEWPOINT  |  WEDNESDAY, FEBRUARY 8, 2017
    [Lead, Sales] How to Diagnose if Inbounditis is Killing Your Sales Pipeline
    Qualified leads can be generated any number of ways: phone calls email, webinars, direct mail and even marketing automation if done well. It's not, however, the quantity of leads that counts. It’s the quality of the leads. Management is measuring marketing on the number of leads turned over to sales and on a cost-per-lead basis.
  • LEAD LIAISON  |  WEDNESDAY, FEBRUARY 8, 2017
    [Lead, Sales] Lead Liaison’s Record Year Fuels Expansion
    Allen, TX – Lead Liaison, a private marketing automation company based out of Dallas, Texas, recently announced figures relating to their growth in 2016. The software company’s Revenue Generation Software® includes enterprise-level sales and marketing automation software and website visitor tracking at small to mid-market prices.
  • THE ROI GUY  |  WEDNESDAY, FEBRUARY 8, 2017
    [Lead, Sales] Hit Your Channel Sales Goals with ROI Selling
    Rightly or wrongly, a growing number of companies perceive direct sales as ever more expensive. If you want to advance partner sales and marketing capabilities, you have to fight it out with your competitors just to get a little mindshare or engage in costly deal specific discounts just to win more business.
  • KAPOST  |  WEDNESDAY, FEBRUARY 8, 2017
    [Lead, Sales] How to Streamline Workflows for Cross-Functional Content
    An editorial board comprised of team leads helps manage the master asset list and offers unique input and resources to complete assignments.The board can also help organize content by sales funnel or sales goals. Does your marketing capture the customer perspective in a balanced way? Is research required? Takeaway.
  • SNAPAPP  |  TUESDAY, FEBRUARY 7, 2017
    [Lead, Sales] Anatomy of a Valentine’s Day Marketing Campaign
    Lattice Engines is a predictive marketing and sales analytics solution company. Lattice’s multimedia lead-scoring Valentine’s Day campaign is a great example of imagination in marketing. They take concepts like lead scoring, marketing funnels, and writing a note, and playfully associate them with love … or in some cases, lust. 3.
  • KAON  |  TUESDAY, FEBRUARY 7, 2017
    [Lead, Sales] Augmented Reality and Virtual Reality: Why B2B marketers should sit up and take notice
    This shift has rapidly evolved from offline to websites, to smartphones, to tablets, to kiosks and large touch screens, to social media, and leading to interactive experiences everywhere. These memorable experiences lead to much deeper connections than can be achieved using more passive marketing strategies. The common thread? Thriving
  • KEO MARKETING  |  TUESDAY, FEBRUARY 7, 2017
    [Lead, Sales] Why You Need Inbound Marketing Experts vs. Doing it Yourself
    Inbound marketing is one of the most effective means of lead generation in the online world. It is a strategic method of drawing customers to a company’s products and services through providing content where and when the prospects want it and then nurturing them through the sales process. According to Hubspot.com, 92.3 Experience.
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