• BLUE FOCUS MARKETING  |  SATURDAY, AUGUST 30, 2014
    [Lead, Sales] What is a Brand, and why does it matter? New @DavidAaker Book #branding
    Aaker wastes no time establishing the importance of branding, leading the book off with the statement, “Far more than a name and logo, [a brand] is an organization’s promise to a customer to deliver what the brand stands for not only in terms of functional benefits but also emotional, self-expressive, and social benefits.”.
  • MADISONLOGIC B2B WHITE PAPERS  |  SATURDAY, AUGUST 30, 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  |  SATURDAY, AUGUST 30, 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  |  SATURDAY, AUGUST 30, 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  |  SATURDAY, AUGUST 30, 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  |  SATURDAY, AUGUST 30, 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  |  SATURDAY, AUGUST 30, 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  |  SATURDAY, AUGUST 30, 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  |  SATURDAY, AUGUST 30, 2014
    [Lead, Sales] Inspirational Quotes From the World's Top CEOs [SlideShare]
    There is no finite path you can follow to mirror the success of others -- each path is different, leading down a different road. Push yourself to improve on a personal level, and you may see the fruits of your labor in your next sale, meeting, or project. 'This post originally appeared on the Insiders section of Inbound Hub. Passion.
  • BLUE FOCUS MARKETING  |  FRIDAY, AUGUST 29, 2014
    [Lead, Sales] [Video] How the Social Employee Fuels the Brand #SocBiz
    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. Today, we look at our video, “ What is a Möbius Strip ?”
  • BLUE FOCUS MARKETING  |  FRIDAY, AUGUST 29, 2014
    [Lead, Sales] [VIDEO] How Social Employees Fuels the Social Brand
    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. The video, titled “What is a Möbius Strip?”
  • FEARLESS COMPETITOR  |  FRIDAY, AUGUST 29, 2014
    [Lead, Sales] Step 4: Lead Scoring – What is it and what does it have to do with lead nurturing?
    You bought marketing automation and set up lead nurturing. First, let me ask you to grade yourself on marketing: Now there is one last question to answer: When a prospective customers visits our website and signs up for lead nurturing , how do we now when they are ready to buy and hand them to sales? The answer is lead scoring
  • SYNECORE  |  FRIDAY, AUGUST 29, 2014
    [Lead, Sales] Lead Segmentation: Enhance Your Email Marketing
    'After embracing inbound marketing methodology within your organization, it is important to understand how to interact with your leads. What does your company do to nurture leads? Or maybe the leads are automatically pushed through to the sales team with the belief that they are ready to purchase your product/service?
  • MARKETING ACTION  |  FRIDAY, AUGUST 29, 2014
    [Lead, Sales] How to Create an Effective Video Marketing Strategy
    This affinity for seeing something via video plays out in a number of key metrics: video on a landing page leads to greater time on site and higher conversion rates. It can help you create connections with your customers and audience members, leading to brand loyalty and better word of mouth. Benefits of Using Video. That’s okay!
  • HUBSPOT  |  FRIDAY, AUGUST 29, 2014
    [Lead, Sales] Conference Attendees: How to Get the Most Bang for Your Buck
    Keynotes provide loads of great takeaways and inspiration for external audiences, and sessions can lead to very tactical “how-to” posts. It’s much easier to make a sale when the prospect is standing right in front of you -- especially if you have a product that you can demonstrate live. No, seriously.
  • 3D2B  |  THURSDAY, AUGUST 28, 2014
    [Lead, Sales] Proven Listening Techniques for Awesome B2B Telemarketing
    And because we lose the ability to use body language on the phone, listening is even more important on the phone than during an in-person sales call. There are two kinds of telemarketers and inside sales people: Those who just hear. Since business development is all about influence, that’s a statement worth etching into your mind.
  • HUBSPOT  |  THURSDAY, AUGUST 28, 2014
    [Lead, Sales] 15 Stats That Prove You Need Mobile Email Optimization
    Whether you''re an ecommerce business directly generating sales from email sends or a B2B company sending a dedicated marketing offer to increase lead flow, mobile-friendly emails can benefit your bottom line. The emails I''m deleting aren''t spammy, unpersonalized messages -- they''re just poorly optimized for mobile. billion.
  • BIZNOLOGY  |  THURSDAY, AUGUST 28, 2014
    [Lead, Sales] B2B Marketers still struggle with lead nurturing
    'I thought it was widely understood by now that staying in touch with a prospect who has shown some interest in your product or service can triple, even quadruple, lead-to-sales conversion rates.  The tone of the messaging needs to be informative and helpful, instead of sales-y.  This is a mistake. 
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 28, 2014
    [Lead, Sales] 6Sense Finds B2B Prospects Using Web Site Activities
    Starting at the beginning, the system imports a list of each client’s customers and sales opportunities from CRM and marketing automation systems. Individual models predict the individual’s likelihood to be the best sales contact. 'I mentioned 6Sense briefly in a recent post about vendors who help companies find prospects on the Web.
  • FEARLESS COMPETITOR  |  THURSDAY, AUGUST 28, 2014
    [Lead, Sales] Step 3: What you do when a visitor to your website is NOT ready to buy?
    'The answer: Lead Nurturing. The definition of lead nurturing is sharing information of value to your prospective buyer, so that you earn his or her trust and when he or she is finally ready to buy, she turns to her preferred supplier – you! Sales looks for Mr. Right Now. Hey Tampa/St. Great line! Love comments here.
  • B2B MARKETING INSIDER  |  THURSDAY, AUGUST 28, 2014
    [Lead, Sales] 10 Expert Tips On How To Achieve Content Marketing ROI
    Leading up to the event, Lee Odden has been very busy publishing a series of ebooks and infographics on Content Marketing Strategy , Audience Development , Visual Content Marketing , and now the latest on Content Marketing ROI. Each ebook contains insights from 10 experts. Here are the other 9 expert tips. Skip analytics reports for your CMO.
  • HUBSPOT  |  THURSDAY, AUGUST 28, 2014
    [Lead, Sales] Your Leads Are Annoyed With You: Here's Why [Data]
    'When your job is to generate and nurture new leads like it is for pretty much every marketer and salesperson, it can be all too easy to think of every new lead as just another number on a waterfall report or just another name on a call list. So why do so many marketers and salespeople opt to play mind games with leads and prospects?
  • HINGE MARKETING  |  WEDNESDAY, AUGUST 27, 2014
    [Lead, Sales] How to Identify Buyer Personas for Professional Services Marketing
    Ultimately, your goal is to capture the interest of all segments of your audience—and then convert that interest into a sale. This helps you to generate more qualified leads for your business—and reach the ultimate goal of converting those leads into sales. Ready to attract more leads? How do you begin?
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, AUGUST 27, 2014
    [Lead, Sales] Smart Sales Intelligence: A Powerful Tool for Marketing
    ' Interested in learning how sales and marketing can work together to close more deals? No longer are we driven by just click-throughs, lead acquisition, and brand awareness.  […]. Join Joe Lucas and Jill Konrath on a webinar today at 10am pacific. The role of a B2B marketer is in the process of going through a fundamental shift. 
  • FEARLESS COMPETITOR  |  WEDNESDAY, AUGUST 27, 2014
    [Lead, Sales] 95% have bad marketing. What I’m finding at Companies in the Tampa/St. Petersburg areas
    With ConnectWise, you can watch a short demonstration, chat with Sales or chat with Support on their website. B2B demand generation B2B lead generation b2b lead generation companies Chief Marketing Officer CMO recruiting Find New Customers Florida Leadership Leadership Lessons Management best practices Love comments here.
  • VOICE-BASED MARKETING  |  WEDNESDAY, AUGUST 27, 2014
    [Lead, Sales] One Tool for Better Data: How Clickstream Reporting Improves Your Marketing
    'As more and more businesses realize the power of phone calls when it comes to lead generation, they’re also scrambling to find ways to better track the activity of the leads that come in. So what tools are available to marketers that enable them to better understand leads’ activity as well as tracking ROI? Prove ROI.
  • BLUE FOCUS MARKETING  |  WEDNESDAY, AUGUST 27, 2014
    [Lead, Sales] [VIDEO] Are you a Social Executive? @SocialEmployee Cultures Depend on #SocBiz Leadership #SocBiz25
    One product to come out of this process, Connections , is now an industry-leading social business platform. 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. FOR EWORD by David C.
  • THE ROI GUY  |  WEDNESDAY, AUGUST 27, 2014
    [Lead, Sales] How can you CLOSE the Value Gap?
    While at the same time, sales and marketing hasn’t evolved quickly enough to keep pace with a changed buyer. Look at the typical PowerPoint deck or sit in on most sales calls and it’s all about the company, products, features and price and little about the prospect’s unique challenges and value potential.
  • WRITTENT  |  WEDNESDAY, AUGUST 27, 2014
    [Lead, Sales] 5 Writing Tips to Drive Your Readers to Action
    Those are just side benefits a blog post brings and channels through which the real purpose is achieved: more sales. If that conversion is not the actual purchase of a product, it should at least be something that brings them one step closer in the sales cycle, such as signing up to a mailing list or requesting a quote. 'Image source.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  WEDNESDAY, AUGUST 27, 2014
    [Lead, Sales] If You Think Sales is a Numbers Game - You're Wrong
    'We''ve been told for an eternity that sales is a numbers game. We''ve been lead to believe that going after all those prospects is essential to our success. What if we could generate more sales with fewer prospects? And it''s still a popular belief today. But what if it isn''t? I''m serious. Prospecting
  • MARKETING ACTION  |  WEDNESDAY, AUGUST 27, 2014
    [Lead, Sales] Cohort Analysis: 2 Simple Steps to Better Understand Your Leads
    In this post, we will talk about cohort analysis of leads. This involves following a group of leads which were created in a certain period, say a full quarter, until the leads become wins or losses. These insights can then be used to determine which type of leads to focus on in the future. Lead to Win Velocity.
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 26, 2014
    [Lead, Sales] Being Active on Social Media does NOT make you a Marketing Company!
    Petersburg area visit www.findnewcustomers.com and set up a FREE call with this marketing expert to learn what they can do to get more leads, more revenue and more profits. Filed under: B2B demand generation , B2B lead generation , Florida , Management best practices , sales challenges , Sales Leads , sales-ready leads.
  • KOMARKETING ASSOCIATES  |  TUESDAY, AUGUST 26, 2014
    [Lead, Sales] 20+ Metrics for Measuring B2B SEO Performance
    Event tracking is ideal for less sales-oriented lead generation efforts, like video views, and image or link clicks. 'Last spring, I had the opportunity to instruct a course for MarketingProfs University’s Search Marketing School 2014. Search Engine Optimization Fundamentals. Organic search engine traffic. SEO Trend Analysis.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, AUGUST 26, 2014
    [Lead, Sales] 5 Suggestions to Keep In Mind When Training a Teleprospecting Team
    Sometimes, all inside sales need is a place to start. Some of your average sales or marketing reps believe that periodically picking up the phone or sending an email is all you need to do when you prospect. Make a point to ask sales reps to come in with a clean slate and open their mind to alternative ways to prospect.
  • LEADERSHIP  |  TUESDAY, AUGUST 26, 2014
    [Lead, Sales] CMO Spotlight: Judith Sim, CMO, Oracle Corp.
    As a B2B marketer, the more positive, optimal customer experiences you can offer across many channels, the greater your potential sales and revenues. In-person meetings and events remain important for complex B2B sales. '“Social marketing has changed everything”. states Judith Sim, CMO of Oracle Corp. in no uncertain terms.
  • VIEWPOINT  |  TUESDAY, AUGUST 26, 2014
    [Lead, Sales] Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:
    'Is it necessary to pre-qualify inbound leads? Should CMOs feel confident that these leads from marketing automation are ready for sales to close. Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline?
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 26, 2014
    [Lead, Sales] Where do you begin in Content Marketing? Answer: Know your Buyers
    Filed under: Buyer Personas , Chief Content Officer , CMO Challenges and Opportunities , Content marketing , Find New Customers , lead generation , sales funnel , sales-ready leads. 'Understanding of Buyers comes before Content Marketing (says award-winning marketing expert Jeff Ogden). Hey Tampa/St. Terrible.
  • WEBBIQUITY  |  TUESDAY, AUGUST 26, 2014
    [Lead, Sales] Why More Members, Money, and Ads Don’t Always Mean More Success: A B2B Marketer’s Survival Guide
    The takeaway lesson for marketers is that while it is important to get the word out, unless you are reaching qualified leads, it does you no good. While Myspace probably thought it hit the jackpot with its 580 million dollar sale to News Corp, the sale might have actually been the seed of its downfall. Historical Lessons. Louis.
  • HINGE MARKETING  |  MONDAY, AUGUST 25, 2014
    [Lead, Sales] The New Reality for Architecture, Engineering and Construction Marketing
    Content marketing can be a vehicle for reaching and connecting with this diverse workforce because it demonstrates a firm’s expertise through valuable educational content (not sales materials), builds a firm’s reputation, demonstrates expertise and nurtures prospects outside of your geographic area. Diversity grows. Blogging 2.0:
  • THE FORWARD OBSERVER  |  MONDAY, AUGUST 25, 2014
    [Lead, Sales] Why Website Optimization Trumps Search Engine Optimization
    When optimizing your website, yes, you need to follow search engine optimization best practices, but more importantly, you should think about user experience, lead conversions, and acquiring customers. Answer their questions and then guide them to the next logical step in their research phase (and your sales process). Wendy Piersall.
  • FEARLESS COMPETITOR  |  MONDAY, AUGUST 25, 2014
    [Lead, Sales] The Importance of Personalization in BtoB Marketing today
    The natural progression of personalized emails should lead to personalized website, but limitations in technology and strategy have delayed this realization so far. Let’s look at a few examples of HubSpot customers who are at the forefront of this strategy and leading the way with personalized content, blogs, and websites.”
  • MODERN B2B MARKETING  |  MONDAY, AUGUST 25, 2014
    [Lead, Sales] 3 Reasons You’ll Drive Better (and More) Leads with Interactive Content
    There’s always more to do – campaigns to run, technologies to master, analytics to check… And, of course, there’s the constant need to drive more leads, better leads, and faster MQLs. In fact, 78% of B2B marketers state that “generating more leads” is the biggest challenge they are currently facing. Facilitating Dialogue.
  • HUBSPOT  |  MONDAY, AUGUST 25, 2014
    [Lead, Sales] New to Inbound Marketing? 7 Common Mistakes You Can Easily Avoid
    New blog posts are also new opportunities to generate more leads. Check out the business blogger''s ultimate guide to mastering lead generation here. the percentage of site visitors who clicked on your CTAs), leads generated, and traffic sources. 'First-time inbound marketers: We''re so glad to have you! Measurable. Attainable.
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 25, 2014
    [Lead, Sales] Lead Gen Tactics from 4 MarketingSherpa Case Studies
    'Tweet Our sister publication, MarketingSherpa, publishes three weekly newsletter case studies, and in the B2B beat in particular, those weekly articles routinely feature a story covering marketers tackling lead generation for the complex sale. Case Study #1 – Local B2B Marketing: 150% boost in lead generation.
  • FEARLESS COMPETITOR  |  SATURDAY, AUGUST 23, 2014
    [Lead, Sales] Go Back and Read Yesterday’s Great Post
    You can follow me on Twitter at @fearlesscomp Filed under: Advertising , B2B demand generation , B2B lead generation , b2b lead generation companies , Business Strategy , Chief Content Officer , Chief Marketing Officer , sales leadership , Sales Leads , sales-ready leads. I highly suggest you read it.
  • HUBSPOT  |  SATURDAY, AUGUST 23, 2014
    [Lead, Sales] How Marketing Can Help Sales Follow Up With Consideration-Stage Leads
    Once you''ve established your reputation as a marketer who delivers quality leads to Sales, you''ll be every salesperson''s best friend. But not every new lead is destined to make a beeline to the bottom of your marketing funnel and request follow-up with a helpful, appreciative salesperson. The same tactic works for Sales.
  • THE POINT  |  FRIDAY, AUGUST 22, 2014
    [Lead, Sales] Is Marketing Automation Right for Every Company?
    That might suggest that the adoption rate for marketing automation is lagging, but revenues for the leading companies are climbing at a torrid 50-60 percent per year. 'For those of us who work in and around the technology every day, it can seem like marketing automation is already pervasive. Industry data tells us something different.
  • HUBSPOT  |  FRIDAY, AUGUST 22, 2014
    [Lead, Sales] 5 Questions With Former Yahoo! CMO Cammie Dunaway on Marketing and Management
    In the post below, Cammie Dunaway, former CMO at Yahoo and Executive Vice President of Sales and Marketing at Nintendo, shares her insights on the modern CMO and how digital marketing has transformed other aspects of leadership. 'The role of the CMO has evolved. So how does a modern CMO do all of that? The modern CMO is a hot topic right now.
  • HINGE MARKETING  |  FRIDAY, AUGUST 22, 2014
    [Lead, Sales] The Do’s and Don’ts of Lead Nurturing in Professional Services
    'When it comes to lead nurturing, firms often believe that more is better. Here are some helpful Do's and Don'ts to ensure you are always in line: The Don’ts: Don’t give a standard scripted response: This is a classic mistake when it comes to lead nurturing. Lead Generation Online Marketing actually happens.
  • FEARLESS COMPETITOR  |  FRIDAY, AUGUST 22, 2014
    [Lead, Sales] 5 Marketing Lessons Learned from marketing Find New Customers
    As a top lead generation company, we should be able to do this well, so try these in your business and a let me know how you do with them. You need sales but you must first earn trust. So you need to share thought leadership content with prospective buyers and not blatant sales pitches. Stop Selling. Face it. Planning is key.
  • MARKETING ACTION  |  FRIDAY, AUGUST 22, 2014
    [Lead, Sales] A Brief History of Marketing Technology (and Social Media Marketing)
    Having lists of thousands of contacts, and being able to segment leads and then send them the most relevant content, is something that is absolutely necessary in the modern world of marketing. There are several specific actions that can be tracked by automation systems in order to better understand lead behavior and the path to purchase.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, AUGUST 21, 2014
    [Lead, Sales] 5 Ways to Boost Inside Sales Training Reinforcement
    'With the release of AG Salesworks’ new guide The Inside Sales Manager’s Guide to Sales Team Training featuring Josiane Feigon of TeleSmart, AG has learned that training is not just about the event. For more advice, please download The Inside Sales Manager’s Guide to Sales Team Training. Training has to be fluid.
  • MARKETING ACTION  |  THURSDAY, AUGUST 21, 2014
    [Lead, Sales] 3 Steps to Choosing the Right Marketing Automation Solution for Your Agency
    Lead generation, lead scoring, and lead management capabilities. Automated programs for lead nurturing, trigger email campaigns, etc. Support for helping you win business with sales tools, product demonstrations to prospective clients, and more. good platform helps marketing agencies be more effective. Better?
  • HUBSPOT  |  WEDNESDAY, AUGUST 20, 2014
    [Lead, Sales] 7 Easy Fixes for Common Sales Follow Up Problems [Infographic]
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. And it''s probably risking us a sale. Check it out: 7 Things You Need to Know About Sales Follow Up. You are better off using your time generating new leads. Inbound Sales Words of Caution.
  • HUBSPOT  |  WEDNESDAY, AUGUST 20, 2014
    [Lead, Sales] How We Buy vs. How We Date: They're More Similar Than You Think
    Shopping vs. Dating: How the Modern Sales Process Compares to the Four Stages of Dating. In the world of inbound marketing and sales, there’s a methodology that describes what tactics businesses can employ to help turn strangers into happy customers, and it’s analogous to how one might go about courting a special someone (P.S.
  • VOICE-BASED MARKETING  |  WEDNESDAY, AUGUST 20, 2014
    [Lead, Sales] Marketing Challenges Agencies Face and How to Solve Them with VBMA
    'Proving your value to clients always is at the top of the list for marketing agencies, and there are many powerful tools for tracking your lead generation efforts. The Importance of Phone Leads. Without knowing where these high value leads are coming from, how can you truly demonstrate the success of your marketing campaigns?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, AUGUST 20, 2014
    [Lead, Sales] B2B Sales Prospecting: Remember to Finish Listening!
    'AG Salesworks is pleased to bring you a guest post from Jeff Shore , an in-demand sales expert, author, speaker and executive coach. There’s a lot of truth to that idea, and never more so than when a buyer raises objections during the sales process. The Sales Dance: Four Steps to a Better Presentation Stephen R. Covey.
  • BIZNOLOGY  |  WEDNESDAY, AUGUST 20, 2014
    [Lead, Sales] Does mobile search work for your business?
    For instance, data strongly suggests that mobile overall, including mobile search, leads to increased call volume and foot traffic for many businesses. If you’re offering apps to your customers, you can also track mobile app downloads, in-app purchase, and in-app activity for their contribution to sales. Read on and see. Conclusion.
  • FEARLESS COMPETITOR  |  WEDNESDAY, AUGUST 20, 2014
    [Lead, Sales] The Importance of Marketing Awards for a B2B Demand Generation Agency
    But if you own a company in the Southeast and you need help with sales and marketing, why do awards matter to you ? Two awards that make me most proud include: Top 50 Most Influential in Sales Lead Management by The Sales Lead Management Association – 3 years in a row. think the importance is simple.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, AUGUST 20, 2014
    [Lead, Sales] 3 Steps to Building a Better B2B Target Account List
    You already know these accounts by name and the list can be cobbled together between sales and marketing with the help of Excel and Salesforce. You already know these accounts by name and the list can be cobbled together between sales and marketing with the help of Excel and Salesforce. 'By Eric Wittlake, {grow} Contributing Columnist.
  • 3D2B  |  TUESDAY, AUGUST 19, 2014
    [Lead, Sales] Are You Reaching Executive-Level Decision Makers
    'When building your lead generation system, remember that the early bird gets the worm…and the first salesperson involved in the executive’s decision-making process likely gets the sale. First-Mover Advantage Leads to Market Dominance. Applying First-Mover Advantage to B2B Sales. So, sales people delay their sales calls.
  • B2B INTERNET MARKETING STRATEGIES  |  TUESDAY, AUGUST 19, 2014
    [Lead, Sales] Marketing Engines as a Game-Changing Strategic Advantage
    Now imagine your content marketing engine educating prospects at a cost of virtually $0 while your competitors hire sales reps to educate prospects manually over the phone or on web conferences. Marketing Engine as Competitive Weapon. More on that later, but first let’s talk about short-term low-hanging fruit…. Phase 1:  Tools. Now what?
  • VOICE-BASED MARKETING  |  TUESDAY, AUGUST 19, 2014
    [Lead, Sales] Outstanding Technology: Ifbyphone Is a Finalist in the ITA CityLIGHTS Awards!
    Around 30 billion inbound sales calls were made to businesses in the U.S. What’s more, studies show that inbound calls convert to revenue 10 times more than web leads, making them the lead type sales managers want most. And guess what? Ifbyphone is a finalist! Dawn of the Planet of the Smartphones. Vote for Us!
  • THE ROI GUY  |  TUESDAY, AUGUST 19, 2014
    [Lead, Sales] How do you Develop and Communicate your Unique Business Benefits?
    'Are your sales and channel reps struggling to effectively communicate the unique value of your solutions to prospects? The Value Gap – an inability for sales reps to effectively communicate value – is the top issue for B2B solution providers and indicated as such by a whopping 71% of execs in a recent SiriusDecisions survey.
  • ANNUITAS  |  TUESDAY, AUGUST 19, 2014
    [Lead, Sales] Lead Nurturing Isn’t a Stage in the Sales Funnel
    Take a look at an excerpt from a Leadspace Radio via  Sales Lead Management Association with Carlos Hidalgo , CEO and founder of ANNUITAS. never heard a Buyer say, ‘I’m in the sale acceptance stage of my buying process.’ How can we STOP DOING lead nurturing campaigns? We eat it up.
  • THE FORWARD OBSERVER  |  TUESDAY, AUGUST 19, 2014
    [Lead, Sales] How To Make Your B2B Marketing Content Work Harder (And Smarter)
    'Artillery B2B Marketing Blog > The Forward Observer You''ve got lots of B2B marketing content for your buyers, but is it "on time and on target" to close more sales? In other words, while you might have great content, if it doesn’t get to the right person at the right time , it’s not likely to be very helpful in closing sales.
  • HINGE MARKETING  |  TUESDAY, AUGUST 19, 2014
    [Lead, Sales] Why You Should Integrate the ‘Content Funnel’ into Your Firm’s Technology Marketing Strategy
    'While there are many opinions on what technology marketing strategies work best when it comes to generating and nurturing leads, what’s not up for debate is this: today, the majority of prospective clients are looking for their information online first – before they’re receptive to any human interaction. Consider the 2.25
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, AUGUST 19, 2014
    [Lead, Sales] 6 Email Prospecting Tools Every Inside Sales Rep Should Be Using
    'As an inside sales rep, your call plans most likely include effective email prospecting strategies. For many inside sales reps, email is one of the most powerful prospecting tools. Here are some email prospecting tools and apps every inside sales rep should use to streamline their email tasks and organize their inbox: 1.
  • VIEWPOINT  |  TUESDAY, AUGUST 19, 2014
    [Lead, Sales] Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:
    'Is it necessary to pre-qualify inbound leads? Should CMOs feel confident that these leads from marketing automation are ready for sales to close? Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline?
  • MODERN B2B MARKETING  |  TUESDAY, AUGUST 19, 2014
    [Lead, Sales] 3 Ways to Justify Your Event Spend
    According to Frost and Sullivan, marketers spend $565 billion on event marketing each year, but the resultant data is often reduced to a stack of business cards and a PDF of scanned leads. Understandably, this makes it difficult for data-driven marketers to justify expensive events, and to get clear insight into what works best.
  • LEADERSHIP  |  TUESDAY, AUGUST 19, 2014
    [Lead, Sales] B2B Lead Generation Served Las Vegas Style
    B2B lead generation is, to my mind, always a bit of a gamble. How do you plan for B2B marketing and lead generation success? Today, it is the very foundation of your B2B marketing and lead generation strategy. Brand awareness and lead generation continue to be the top goals for B2B content marketing. That’s what they say.
  • WEBBIQUITY  |  TUESDAY, AUGUST 19, 2014
    [Lead, Sales] 23 Terrific Email Marketing Guides
    However—as email inboxes get more crowded and both the sophistication and expectations of consumers and business buyers increase, marketers need to refine their tactics in order to build their opt-in email lists, retain subscribers,  and drive leads and sales through email marketing. Email List Building Guides. Make them personal.
  • MARKETING ACTION  |  TUESDAY, AUGUST 19, 2014
    [Lead, Sales] Write a Standout Case Study: Turn Your Customer’s Success into Your Best Marketing Asset
    For another example in a completely different vertical market, the Bradley Corporation case study shows how a manufacturer uses Act-On to shorten the sales cycle and improve email open rates. Sometimes it’s tempting to jump right to the fantastic results – “700% increase in sales! Traditional sales strategies weren’t working anymore.
  • BLUE FOCUS MARKETING  |  MONDAY, AUGUST 18, 2014
    [Lead, Sales] The Rise of Social Leaders #SocBiz25 #SocBiz
    In my essay, I made a two essential points; (1) the term “advertising” will come to mean all paid, owned, and earned media; and (2) advertising will have moved far from the AIDA model toward one focused on a comprehensive consumer experience that leads to advocacy. Rather, it’s up to us to create it. and (2) What have you seen as a result?
  • VOICE-BASED MARKETING  |  MONDAY, AUGUST 18, 2014
    [Lead, Sales] Google Validates Need for Call Tracking with Website Call Conversions for AdWords Tool
    Study after study has confirmed that inbound phone calls are indeed the most lucrative and valuable lead type. They are the leads sales teams want most, and the leads marketers most need to generate, because they are the leads most likely to convert to revenue. Or ad campaigns on other search engines like Bing?
  • THE POINT  |  MONDAY, AUGUST 18, 2014
    [Lead, Sales] 10 Tips for a Successful Trade Show Follow-up Campaign
    'Research has long suggested that the majority of leads generated by trade shows never receive follow-up by company representatives. 2010 study concluded that fewer than 70 percent of exhibitors have any formalized plan or process in place for how leads are followed up after the show. Prompt response to show leads is critical.
  • FEARLESS COMPETITOR  |  MONDAY, AUGUST 18, 2014
    [Lead, Sales] Florida gets its own BtoB demand generation agency – Find New Customers
    As companies face consistent challenges in sales and marketing and profits fall, they find it harder and hard to tackle things like: Buyer Personas. Lead Nurturing. Lead Scoring. Almost all of those companies know sales and marketing, but none of them say they are nice. Why does that matter? Content Marketing.
  • VIDYARD  |  MONDAY, AUGUST 18, 2014
    [Lead, Sales] How to Streamline Your Video Content Marketing Operation
    lead generation, brand awareness, etc.). For customer testimonials, create rough questions : Instead of classic Q&A for interviews of any kind, ask leading questions like “Tell me about a time when you __…” – these questions deliver more valuable story-based feedback. Should you cover a different niche?).
  • HINGE MARKETING  |  MONDAY, AUGUST 18, 2014
    [Lead, Sales] Why Partners Don’t Develop New Business and What to Do About It
    And by building their profile as a Visible Expert, they can contribute to your business development efforts in unexpected ways: our research has found that high visibility experts actually increase both a firm’s leads and its ability to close sales. Sound familiar? You’re not alone. This can be a cultural issue. Not always.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, AUGUST 18, 2014
    [Lead, Sales] 4 Communication Tips for Ramping Up a New Inside Sales Client
    'Ramping up on a new project can be stressful for business development and inside sales reps. One thing never changes though: in order for a successful ramp up, sales reps need to have a good relationship management strategy. To make the ramp-up process easier for both outside and inside sales reps, remember to be patient.
  • MODERN B2B MARKETING  |  MONDAY, AUGUST 18, 2014
    [Lead, Sales] The Essential 8: Marketing Reports You Need
    1) TOFU Lead Analysis. Actual opportunities (leads who have been accepted by the sales team, and are being actively worked) take a while to develop, but until then, you’ll want to measure program investment, percent of new names, total successes, total targets, investment per target, and average demographic score.
  • SYNECORE  |  MONDAY, AUGUST 18, 2014
    [Lead, Sales] The 4 Basic Elements of Inbound Marketing
    Goal 2: Convert Website Visitors into Leads. Part of being a successful inbound marketer is turning qualified traffic into qualified leads. Creating more in-depth premium content pieces and offers like eBooks, Webinars, Free Demos helps you generate leads when you place them behind a form. 'We’re going back to basics! Takeaways.
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 18, 2014
    [Lead, Sales] Why Servant Marketing Matters
    'Tweet As I talk to marketing and sales leaders, I hear this reoccurring theme: “I want to do something that really matters; I want to feel what I’m doing is really making a real difference.” Robert Greenleaf’s work on servant leadership states this: “Serve first and lead second.”. The problem with today’s customers.
  • HUBSPOT  |  SUNDAY, AUGUST 17, 2014
    [Lead, Sales] This Week in Popular Content: Funny LinkedIn Endorsements, Website Launch To-Do's & Perfect Facebook Posts
    Want to foster a better relationship with your counterpart in Sales? How Marketing and Sales Can Work Together to Close More Leads. Sales and marketing teams have historically butted heads when it comes to lead quality and converting leads into customers. About to launch a new website? Tweet. Tweet. Tweet.
  • THE ROI GUY  |  SATURDAY, AUGUST 16, 2014
    [Lead, Sales] Several Experienced Value Experts Added to the Alinean Team
    'We are excited to announce the addition of several key Value Experts to the Alinean team, e xpanding our capability to deliver more effective value messaging, interactive tools and sales training for B2B solution providers. Robert brings extensive experience in business development with Brainshark and LexisNexis.
  • FEARLESS COMPETITOR  |  SATURDAY, AUGUST 16, 2014
    [Lead, Sales] Find New Customers now in Florida
    You can follow me on Twitter at @fearlesscomp Filed under: B2B demand generation , B2B lead generation , b2b lead generation companies , Content marketing , Demand Generation , Find New Customers , Sales Leads. 'The nicest company in B2B marketing today, Find New Customers ,  is now in Florida, rather than New York.
  • VIDYARD  |  FRIDAY, AUGUST 15, 2014
    [Lead, Sales] 8 Ways to Use Video to Make the Most out of Event Marketing
    Again, ideally that “host” is one of your sales team at the booth, even if they never appear on camera. The process of shooting interview video snippets can be lead generation and you want someone involved who can speak about your brand and guide people to your booth as the host. Let’s see what you can do! Before the Event. Interviews.
  • FEARLESS COMPETITOR  |  FRIDAY, AUGUST 15, 2014
    [Lead, Sales] How to get Started with Marketing – Step 2 – Content Marketing
    You can follow me on Twitter at @fearlesscomp Filed under: B2B demand generation , B2B lead generation , b2b lead generation companies , Chief Marketing Officer , Content marketing , Customer personas , Find New Customers , Sales Leads. I’d also like to point out that the financial problems in the Wall St.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, AUGUST 15, 2014
    [Lead, Sales] The Role of Webinars in the Sales and Marketing Process
    As illustrated below, the effectiveness of webinars spans the entire sales and marketing process, from driving awareness to lead generation and nurturing to cross-selling and upselling. Identify sales-ready leads. Enhance marketers’ lead scoring and nurturing process. Engaging Buyers.
  • HINGE MARKETING  |  FRIDAY, AUGUST 15, 2014
    [Lead, Sales] Intermediate Techniques to Build a Better Email Marketing Campaign
    What action do you want leads to take when they read your emails? First, design a variety of calls-to-action targeting leads at different stages of the sales cycle. Early-stage leads, for example, may be interested in an offer for your new pieces of premium content. Offer strategies. Which metrics should you be watching?
  • HUBSPOT  |  FRIDAY, AUGUST 15, 2014
    [Lead, Sales] CMO Warning: Don't Tie Marketing Incentive Compensation to a Metric
    And a lot of traditional marketing automation vendors and thought leaders will tell you this means a CMO should set a goal for number of leads generated, amount of marketing-influenced pipeline created, or number of sales accepted leads created, and then set maybe 1/3 of the compensation of your marketing team to be directly tied to this metric.
  • CRIMSON MARKETING  |  THURSDAY, AUGUST 14, 2014
    [Lead, Sales] B2B Marketers Are Hungry For More Optimized Marketing Technology
    'Bizo recently conducted a survey on the state of B2B lead nurturing and found that 3 out of 4 marketers are interested in taking their optimization marketing solutions further. Marketers are using marketing technology, such as marketing automation, more and more to nurture leads and move them down the sales funnel.
  • KOMARKETING ASSOCIATES  |  THURSDAY, AUGUST 14, 2014
    [Lead, Sales] 10 Questions to ask in a B2B Content Marketing Questionnaire
    Value to B2B content marketers : The goal of any organization is to drive leads that turn into sales. If the target audience is a tech lead with 10+ years of experience, it probably doesn’t make sense to serve up “what is” content as they probably already know the answer. What are your organization’s primary industry targets? .
  • FEARLESS COMPETITOR  |  THURSDAY, AUGUST 14, 2014
    [Lead, Sales] How Changing Sales is Impacting Your Business (without your knowledge)
    No sales pitches. Note that it’s thought leadership and not a sales pitch. Profit Heroes: Breakthrough Strategies for Winning Customers and Building Profits , a great book on new challenges faced by sales people everywhere, including «COMPANY_NAME» salespeople – by noted sales expert Bob Rickert. Your Role.
  • VERTICAL RESPONSE  |  THURSDAY, AUGUST 14, 2014
    [Lead, Sales] 6 Perfect Places for Your Email Sign up Forms
    healthy email list is one of the best ways to boost sales, says our Community Education and Training Manager, Jill Bastian. ” She adds, “It has the potential to dramatically increase sales. By purchasing a lead generation card, you’ll attract a whole host of new customers. Check it out. ” 5.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 14, 2014
    [Lead, Sales] Lots of Vendors Can Help You Find Leads on the Web
    'Few people would suggest you learn salesmanship from the play Glengarry Glen Ross ,* but its central message rings true: good leads are the lifeblood of a sales organization.** Some vendors only rank leads while others build multiple models for different purposes. Infer runs multiple models against leads provided by the client.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, AUGUST 14, 2014
    [Lead, Sales] Social Media and the Stock Market: A Lesson in Global Manipulation
    The hacker makes a fortune on stock short sales that day and slinks back to his anonymous world undetected. large, national retailer uses Big Data to identify emotionally-troubled teens and targets them as a leading demographic for alcohol and cigarette sales. 'By Kate Prince, {grow} Community Member. Read on. The Experiment.
  • BLUE FOCUS MARKETING  |  WEDNESDAY, AUGUST 13, 2014
    [Lead, Sales] Re-Imagine the Future with Social Leaders #SocBiz25 #SocBiz
    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. special thanks to everyone involved for all their hard work.
  • CRIMSON MARKETING  |  WEDNESDAY, AUGUST 13, 2014
    [Lead, Sales] Ren�� Bonvanie, Palo Alto Networks CMO: 5 Strategies That Increase Revenue Using Marketing Analytics [Podcast]
    'Marketing is responsible for greater and greater amounts of the sales pipeline these days. Whereas in the past, a corporate marketing departments goal was to hand off to Sales once an account was qualified, that line has become blurred, if not entirely eliminated. Corporate Marketing Podcasts
  • FIFTH GEAR ANALYTICS  |  WEDNESDAY, AUGUST 13, 2014
    [Lead, Sales] Don’t Ignore These 10 Financial Services Marketing Trends
    The challenge of allocating sales to a particular communications channel is somewhat easier in the financial services space, because financial institutions simply don’t do as much multichannel marketing as non-financial marketers do.  Here are 10 key trends that should be on the radar of every bank and financial service marketer: 1.
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