• B2B LEAD BLOG  |  TUESDAY, JULY 28, 2015
    [Lead, Sales] Marketing to Inactive Leads – Why Don’t They Respond?
    The process of analyzing all of your marketing programs to determine which ones drove the most sales conversions is not only a continual process, but a necessary one. As marketers finalize lead generation plans , many want to find ways of doing marketing differently – especially if marketing goals were missed.
  • B2B LEAD BLOG  |  TUESDAY, JULY 28, 2015
    [Lead, Sales] Is Your Marketing Program Set Up for Measurable Success?
    As B2B Marketers we spend a lot of time, effort and resources creating lead generation programs that drive engagement, higher lead scores and ultimately sales conversions. Database Marketing Lead Nurturing Marketing and Sales Alignment data driven marketing marketing marketing insight
  • LEADERSHIP  |  TUESDAY, JULY 28, 2015
    [Lead, Sales] The Key to B2B Marketing Transformation: Integrate People, Processes and Technology
    Is our Sales and Marketing aligned to take advantage of automation and nurture quality leads? How can we apply real-time business intelligence and predictive analytics to our lead generation campaigns? Don’t worry if you have made mistakes with your lead generation in the past. How do we measure return on investment?
  • FATHOM  |  TUESDAY, JULY 28, 2015
    [Lead, Sales] Create Your Industrial Marketing Plan with The OEM Standard
    Though The OEM Standard covers a variety of digital touch points, ultimately it puts the priority on holistic integration of OEM marketing tactics that will accomplish everything from increasing manufacturing sales to enlivening brand awareness. Manufacturing is complex. Luckily, OEM marketing doesn’t have to be. million readers.
  • NUSPARK  |  TUESDAY, JULY 28, 2015
    [Lead, Sales] Effective Social Selling = Mindset over Tactics
    If you listen to enough conversations on LinkedIn surrounding sales, you’ll get lots of differing opinions. Many say that sales people should concentrate on honing their sales skills rather than social media skills. Others swear by it as the holy grail of lead generation. It’s up to sales to do the relationship building.
  • ANNUITAS  |  TUESDAY, JULY 28, 2015
    [Lead, Sales] Looking Outside In: Know Your Buyers First
    Marketing and sales roles provide most of the inputs to buyer personas with about half of respondents interviewing customers and a third interviewing prospects. Sometimes even seemingly mundane issues lead to critical insights about how buyers consume content or delegate purchasing roles, to name a few. Include the Buyers.
  • B2B MARKETING INSIDER  |  TUESDAY, JULY 28, 2015
    [Lead, Sales] Want More Leads But Don’t Have A Blog? Here’s How To Get Started
    Did you know companies that blog have 55 percent more website visitors and get 70 percent more leads than those that don’t blog? More importantly, you will attract the right visitors because they are likely to convert into leads and customers. By far, the most effective way to increase site traffic and leads is with a company blog.
  • VIEWPOINT  |  TUESDAY, JULY 28, 2015
    [Lead, Sales] "Marketing is too important to be left to marketers."
    The result of this thinking is that management has by and large decided on a limited number of profit models and sales approaches. And this leads to even greater distortion in the marketplace because competition then becomes based on image rather than substance, on choices rather than differentiation. This saying always amuses me.
  • MODERN B2B MARKETING  |  TUESDAY, JULY 28, 2015
    [Lead, Sales] 4 Marketing Analytics That Matter for Driving Higher Revenue
    Author: Glen Gow Too often marketers talk about activities instead of outcomes—for example, how many campaigns they ran, how many trade shows they participated in, how many new names they added to the lead database. Balance: How many prospects are in each stage of the sales funnel? Conversion: The Journey from Lead to Sale.
  • TRADESMEN INSIGHTS  |  TUESDAY, JULY 28, 2015
    [Lead, Sales] Are You Using Landing Pages to Help Qualify Leads?
    This is not an ad  – They’re not looking for a sales pitch, but answers to specific questions. Marketing Tips Social Marketing Traditional Marketing how to improve performance of your landing pages how to use landing pages to qualify leads John Sonnhalter why landing pages need to be part of your nurturing program why use landing pages
  • B2B MARKETING INSIDER  |  TUESDAY, JULY 28, 2015
    [Lead, Sales] 10 Marketing Over Coffee Podcasts You Should Check Out
    He is a frequent guest on the show but this interview is about his latest book that moves the lens from Marketing and PR over to Sales. As a founder at Eloqua, Steve is one of the pioneers of the first great wave of Marketing Automation. A lot of in the trenches discussion about lead scoring and the handoff of leads from sales to marketing.
  • HINGE MARKETING  |  TUESDAY, JULY 28, 2015
    [Lead, Sales] 7 Strategies to Generate Better Accounting Leads
    Why is it so challenging to generate qualified accounting leads? Not all accounting leads are equal. There are a number of powerful advantages to specialization, including being able to command higher billing rates, generating more leads, and being able to close sales more easily. There are a couple of good reasons.
  • B2B LEAD BLOG  |  MONDAY, JULY 27, 2015
    [Lead, Sales] 6 Quick Dirty Data Stats
    Do you constantly feel the pull for newer, better, more data?  Is there always that feeling that if you could just get a few new contacts a sale would be right around the corner?  Of course there is value to new leads data, but what about the data you already have?  Your internal database is […].
  • VIDYARD  |  MONDAY, JULY 27, 2015
    [Lead, Sales] Marketing Automation: The Foundation of Your Marketing Tech Stack
    Why add marketing automation into your stack? A MAP can help you organize and manage those complex and time consuming tasks that need to be coordinated with each other, including: Social media marketing and other early-funnel tactics to attract leads. Content marketing that help leads progress along the funnel and convert to sales.
  • SYNECORE  |  MONDAY, JULY 27, 2015
    [Lead, Sales] How to Keep Track of Your Leads with HubSpot's Sidekick
    In the past, I have found that I am usually spending most of the work day calling and hunting down potential customers and leads. I am always “just missing them” and advised to “try again later,” or I am just not getting through to anyone at all. Knowing which emails are being opened is also key to the sales process.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JULY 27, 2015
    [Lead, Sales] The 3 Biggest Problems With Lead Nurturing
    Marketing automation and lead nurturing seem to go hand-in-hand. In fact, according to the 2014 B2B Enterprise Demand Generation Study conducted by ANNUITAS, 75% of respondents stated they are using lead nurturing. Marketing Automation Does Not Equal Lead Nurturing. Creating Lead Nurturing Campaigns.
  • MODERN B2B MARKETING  |  MONDAY, JULY 27, 2015
    [Lead, Sales] 3 Ways for Marketers to Take on the Growing Subscription-Based Economy
    Marketers have to stay involved with customers long after the sale. To deliver consistently on the brand promise over the long-term, marketing organizations must collaborate with other parts of the company that engage with the customer after the sale. Most marketing organizations live and die by how many leads they generate.
  • B2B MARKETING INSIDER  |  MONDAY, JULY 27, 2015
    [Lead, Sales] The Best In B2B Technology Content Marketing
    The marketplace is crowded and the complexity of the sale only increases as more stakeholders get involved. We surveyed the b2b technology landscape and interviewed content marketers from brands leading in these four areas. Lead generation is also a main key performance indicator at the center of Zuora’s strategy.
  • MARKETING ACTION  |  MONDAY, JULY 27, 2015
    [Lead, Sales] Successful Sales and Marketing Alignment, Part 4: When to Pass a Lead to Sales
    This post is part of a series to help B2B organizations understand and implement sales and marketing alignment. Part three outlined the steps to designing a successful lead process. Now we’ll outline what defines a qualified lead. It’s good to include information that shows clearly why the lead is ready for sales.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, JULY 24, 2015
    [Lead, Sales] TriNet Finds Actionable Sales Intelligence with InsideView
    InsideView has teamed up with TriNet, a leading cloud-b […]. Customer Success insideview customer quotes insideview customer reviews insideview customer story insideview customer success insideview customers insideview for sales customer insideview testimonials
  • KOMARKETING ASSOCIATES  |  FRIDAY, JULY 24, 2015
    [Lead, Sales] 5 Ways to Modernize Your B2B Branding and Marketing Online
    Making your products immediately available for purchase online could help shorten your sales cycle, while also converting customers who might have lost interest or become distracted with something else before they called or met in person to make a purchase. Fresh Colors and a New Logo. Sleek Design / UX. Fun, Forward-Thinking Campaigns.
  • BIZNOLOGY  |  FRIDAY, JULY 24, 2015
    [Lead, Sales] Small business owners: 5 ways to go on vacation and not feel guilty about It
    Check emails, make phone calls, and reach out to any sales leads. If you are a sole proprietor, consider outsourcing some of your tasks like sales calls, answering emails, or posting to social media. Small business owners are never really off the clock. Here are just a few ways to make that happen: Pack business cards.
  • SYNECORE  |  FRIDAY, JULY 24, 2015
    [Lead, Sales] Email Marketing ROI: Measure with Ease Using HubSpot
    Keep in mind that it isn’t the purpose of all emails to generate sales on their own. Emails can be used to distribute customer surveys, nurture leads after they’ve downloaded a resource or visited your store, or encourage leads to pick up the phone and call one of your sales reps. Don’t believe me? There you have it!
  • SYNECORE  |  THURSDAY, JULY 23, 2015
    [Lead, Sales] Marketers: Are You Ready for In-App SEO?
    Such businesses can use deep links to more efficiently engage prospects and customers at the right time with the exact content they are looking for, thereby improving the user experience, speeding up the sales process, and fostering brand loyalty. Oh, what a thankless job it is to be a digital marketer. This time the culprit is mobile.
  • CMO ESSENTIALS  |  THURSDAY, JULY 23, 2015
    [Lead, Sales] How Video Marketing Killed the Viral Star…
    In the aptly titled report (if I do say so myself) Getting More than “Going Viral…” Sophistication in Video Marketing , the findings show that the top marketing initiative pursued by 85% of video marketers is lead generation / customer acquisition. Or. “ The board doesn’t think we have enough awareness. Let’s look at the facts.
  • CRIMSON MARKETING  |  THURSDAY, JULY 23, 2015
    [Lead, Sales] Why Marketing Should Have a Quota
    But a quota can improve alignment between Sales and Marketing. It can drive Marketing to stay involved throughout the sales cycle. Sales and Marketing departments often treat each other with a certain amount of suspicion. But to be most effective in growing revenue, sales and marketing have to be aligned.
  • MADISONLOGIC B2B WHITE PAPERS  |  THURSDAY, JULY 23, 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  |  THURSDAY, JULY 23, 2015
    [Lead, Sales] Improving ROI with Marketing Optimization
    customer contacts] to drive sales,” said Raj. “As marketers, we tend to focus on the. who gets the lead?), industry leaders, customers, alliances, sales, marketing and product teams to establish. has held global lead marketing and strategy positions for leading Fortune Global 500®. Optimization Workflow. Market.
  • MADISONLOGIC B2B WHITE PAPERS  |  THURSDAY, JULY 23, 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  |  THURSDAY, JULY 23, 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  |  THURSDAY, JULY 23, 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  |  THURSDAY, JULY 23, 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  |  THURSDAY, JULY 23, 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  |  THURSDAY, JULY 23, 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  |  THURSDAY, JULY 23, 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  |  THURSDAY, JULY 23, 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
  • REVRESPONSE B2B WHITE PAPERS  |  THURSDAY, JULY 23, 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
  • BIZNOLOGY  |  THURSDAY, JULY 23, 2015
    [Lead, Sales] Going Small: A Marketers Journey from Large Companies to the Startup World
    And at PGi, I built the lead gen and inbound sales team that grew revenue over 300% in 3 years. That was the position I was in at PGi. I had been there for 3 years and I had built out a 25 person sales and marketing team. I had a great bench of talent who I knew could keep the ship going without me. Like to Build Things.
  • MODERN B2B MARKETING  |  THURSDAY, JULY 23, 2015
    [Lead, Sales] 7 Lessons To Help You Produce Content That Converts
    These objectives can range from brand awareness to lead generation, to user/customer engagement, to sales, to lead nurturing, to social advocacy, and to professional networking. Five leads. Because of the rise of content as a critical element of marketing, “content is the most important thing that marketers do”.
  • INTEGRATED B2B  |  THURSDAY, JULY 23, 2015
    [Lead, Sales] How to lose a B2B sale in 4 ways… and how not to!
    Lost sales. Does your website leave the right impression, or lose you sales? One of the most common B2B oversights is a sub-standard website that promotes a high bounce rate and less-than-hoped-for sales conversions. The post How to lose a B2B sale in 4 ways… and how not to! Take your website, for example. Do they work?
  • SOCIAL MEDIA B2B  |  THURSDAY, JULY 23, 2015
    [Lead, Sales] The B2B Funnel is Leaky on the Marketing Side Too
    They gladly fill out your lead form in exchange for your artisanal, lovingly crafted content. Ask any overzealous inside sales rep who followed up with a phone call. Maybe a high lead score precipitated this call, but the prospect may still not be product or sales ready. That’s sales’ job. Email them.
  • MARKETING ACTION  |  THURSDAY, JULY 23, 2015
    [Lead, Sales] Fun with Mnemonics: Set SMART Marketing Goals
    goal simply stating “We will get more newsletter opt-ins in the EU” will not be nearly as successful as setting a more defined goal such as “In order to generate more sales leads in the EU market, the lead generation team will increase the conversion rate by 5% on newsletter opt-ins from the European region by the end of third quarter.”.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, JULY 22, 2015
    [Lead, Sales] Oracle Selected as Strong Leader Among Digital Marketing Platforms
    Recently, Ovum, a leading market research firm, released their latest report: Ovum Decision Matrix: Selecting a Digital Marketing Platform, 2015-16. The Oracle CX Portfolio includes Oracle Marketing, Oracle Commerce, Oracle Sales, Oracle Service, and Oracle Social. ” (Page 8). ” (Page 9). This is a key differentiator.
  • THE FORWARD OBSERVER  |  WEDNESDAY, JULY 22, 2015
    [Lead, Sales] Why B2B Lead Generation Without Content Is Like Fishing Without Bait
    Are you actively pursuing B2B lead generation but still not getting results? And yet, many companies are approaching lead generation like a professional fishing charter boat without any bait. That’s because they are approaching lead generation like they did when Bill Clinton was inaugurated over 20 years ago. Articles. Email.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, JULY 22, 2015
    [Lead, Sales] Social Selling Webinar: Fill Your Pipeline in 5 Easy Steps
    Social selling is all the rage these days. For once, ho […].
  • VIDYARD  |  WEDNESDAY, JULY 22, 2015
    [Lead, Sales] Vidyard Announces 2015 Video Marketing Awards to Honor Innovative Use of Video Content
    Space Camp (formerly Ignite) will bring together leading B2B and B2C marketers to explore the strategic use of video marketing to generate leads, boost engagement and increase sales. Vidyard integrates with key marketing automation and CRM tools to deliver user-level video engagement data, turning views into sales.  .
  • VERTICAL RESPONSE  |  WEDNESDAY, JULY 22, 2015
    [Lead, Sales] 7 Ways to Use Marketing Automation to Grow Your Business [GUIDE]
    In fact, a report published by Regalix showed that nearly 86 percent of businesses believe marketing automation is one of the most efficient ways to nurture and manage new leads. You can apply this same concept to an upcoming sale, a charity event, a customer appreciation event or an appearance at a local trade show. Save time.
  • HINGE MARKETING  |  WEDNESDAY, JULY 22, 2015
    [Lead, Sales] 12 Marketing Techniques to Increase Your Firm’s Visibility
    Are you seeing more conversions and leads? And having content and offers that allow visitors to more deeply engage with your firm will help to generate leads and appeal to middle and late-stage prospects. 2. In return, you can nurture those contacts to becoming leads for your firm. Has web traffic increased? Social Media.
  • MODERN B2B MARKETING  |  WEDNESDAY, JULY 22, 2015
    [Lead, Sales] Wanna Knock One Out Of The Park? Score Your Data, Score Your Leads
    Whether you’re scoring the quality of your data  or your leads, you need to make sure that you have a plan in place to go after quality , not quantity. Information Lead Scoring: Your Pinch Hitter. That’s when  lead scoring comes into play (no pun intended.) Creating a lead scoring model is a key step to success.
  • TRADESMEN INSIGHTS  |  WEDNESDAY, JULY 22, 2015
    [Lead, Sales] Manufacturers: Are you Using Marketing Automation Tools?
    We all know nurturing improves lead quality and moves them through the famous sales funnel. The problem is most sales funnels aren’t simple straight lines. Here’s the reality – the typical sales funnel isn’t as straight forward as we’d like to think especially in the B-to-B world.
  • HUBSPOT  |  WEDNESDAY, JULY 22, 2015
    [Lead, Sales] Quality vs. Quantity: A 6-Month Analysis of the Age-Old Blogging Debate
    Thanks to this unrivaled quality, every post would generate massive amounts of traffic and leads. We implemented a new strategy to update, optimize, and republish old posts to increase organic traffic and lead gen. The Marketing blog is measured on views, net new leads, and subscribers -- so those are the numbers we wanted to test.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, JULY 22, 2015
    [Lead, Sales] If you can’t measure marketing ROI, find the right alternative
    B2B marketers may measure against qualified leads. You need to follow leads through to sales, revenue through to returns and profits, trials through to purchase and retention. SaaS companies can often measure against product trials. - B2B marketers may measure against qualified leads. We’ve all seen it. Opens?
  • MARKETING ACTION  |  WEDNESDAY, JULY 22, 2015
    [Lead, Sales] How Marketing Automation Can Release You from Spreadsheet Purgatory
    You may have gotten away with them as the backbone of your marketing system five years ago, but if you’re still relying on spreadsheets as the glue that holds your marketing program together, you are most likely about to either pull all your hair out or unaware that great numbers of leads are falling through the cracks. The answer?
  • HUBSPOT  |  TUESDAY, JULY 21, 2015
    [Lead, Sales] Phones Aren't Just for Texting: How Calls Fit Into the Customer Journey [Infographic]
    I've got a pretty big thing for phone calls. (I bet your sales reps do too.). In fact, i nbound phone calls are 10-15X more likely to convert than website leads, according to Conversion Scientist. Above lead forms is also a great spot. Lead Nurturing Inbound Sales DailyHere are three easy steps to get you started.
  • KOMARKETING ASSOCIATES  |  TUESDAY, JULY 21, 2015
    [Lead, Sales] 11 Key Factors In Building Landing Pages for B2B Search Engine Marketing Initiatives
    One of the most direct ways B2B marketers can improve SEO, PPC, and ultimately lead generation initiatives is through the development of landing pages, designed to showcase individual content marketing assets. Sales Readiness. Don’t forget classic, more sales-oriented offer communication: Request a Quote. Contact Sales.
  • MODERN B2B MARKETING  |  TUESDAY, JULY 21, 2015
    [Lead, Sales] Marketo Data Tells Us: Which Type of Emails Have the Highest Conversion Rates?
    Nurture emails are primarily used to lead prospects through the sales funnel and warm up leads for a sales handoff. Look at your key lead drivers and put some email intelligence behind the behaviors you’re interested in. This scene often feels too familiar: You: Yes! Our last email campaign had a 5% click rate!
  • HUBSPOT  |  TUESDAY, JULY 21, 2015
    [Lead, Sales] Content Marketing Strategy: A Comprehensive Guide for Modern Marketers
    Let's say you're using PPC as your primary means of generating leads for your business. You need more leads, and decide to bid on the term "infographic generator" for $2 a click. At the end of your month-long campaign, you generated 1,000 leads and spent $10,000. That is, if you want the leads to keep coming. Not bad.
  • LEADERSHIP  |  TUESDAY, JULY 21, 2015
    [Lead, Sales] B2B Personalization is Still Far from ‘Wash-Rinse-Repeat’ Mode …But You Can Create the Right Framework
    There’s a story I heard from the late Chet Holmes, Super Strategist of the Fortune 500 and author of the best-selling book, The Ultimate Sales Machine.  At one point, Chet used to head 9 divisions of a company for Charlie Munger, vice chairman of Berkshire Hathaway.  Here are 7 B2B Lead Generation Tactics that Still Work.
  • HUBSPOT  |  TUESDAY, JULY 21, 2015
    [Lead, Sales] Growing Your Publication's Email List (The Right Way)
    Not only are organic subscribers free of charge, but they also tend to be a better fit for your content — thus converting more readily on future lead generation and sales efforts. One of the most important assets for any publisher is their email list. Offer a Reward for Signing Up. An important note. Make Signing Up Easy. Media
  • MARKETING ACTION  |  TUESDAY, JULY 21, 2015
    [Lead, Sales] 9 Email Marketing Best Practices to Explode Your ROI
    We more than doubled our own clickthrough rate with responsive email and significantly increased the number of sales-ready leads (SLRs) generated. Email is the smart marketer’s secret weapon. There are dozens of studies and stats touting email’s awesomeness. whopping $42.08 Maybe you didn’t need to be told how well email works.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JULY 20, 2015
    [Lead, Sales] How to Match Great Content to Your Sales Funnel
    Unlike in B2C marketing, your future customer doesn't simply walk up to your vending machine, make a purchase, and become a closed sale. It's about driving them through to the sale by creating great content at each stage of their journey. Navigating the Sales Funnel. 1. Lastly, the bottom of funnel is sales-driven.
  • VIEWPOINT  |  MONDAY, JULY 20, 2015
    [Lead, Sales] The sales rep said, “I never got a lead yet that turned into a sale.”
    I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. As I closed my part of the program by projecting an ROI (number of raw inquiries, qualified leads, and projected sales) from our new lead generation program, I innocently asked if there were any questions.
  • SYNECORE  |  MONDAY, JULY 20, 2015
    [Lead, Sales] How to Optimize My Landing Pages
    Or would you rather be generating quality leads or prospects from your website [which you probably spent a pretty penny on] that you're able to call up, send an email to, or nurture down the sales funnel to make that sale? It’s an ebook called, “ Optimizing Landing Pages for Lead Conversion.” Great! Headline. Visual.
  • MODERN B2B MARKETING  |  MONDAY, JULY 20, 2015
    [Lead, Sales] Ring, Ring! 10 Powerful Insights Marketers Can Only Get from Phone Calls
    You may be surprised at how often your campaigns generate offline leads. 2. In this age of multiple channels, multiple devices, multiple everything, it’s important that we give credit to every touchpoint that influenced a sale. After all, people who choose to pick up the phone are generally your best leads. Keyword Performance.
  • HUBSPOT  |  MONDAY, JULY 20, 2015
    [Lead, Sales] How to Use Analytics to Get a Promotion: 10 Metrics That'll Help Your Cause
    If you can tell a story to your boss using data -- your value in leads or revenue generated for the company -- then you'll make a much more compelling case for why you deserve a promotion. For all you HubSpot customers, we'll go over how to find them in HubSpot, too.). 1) Track Lead Sources. Not all leads are treated equally.
  • MARKETING ACTION  |  MONDAY, JULY 20, 2015
    [Lead, Sales] Successful Sales and Marketing Alignment, Part 3: Designing the Lead Process
    This post is part of a series to help B2B organizations understand and implement sales and marketing alignment. With this post, you’ll find out how to design a successful lead process. When the sales and marketing relationship breaks down, the two sides don’t provide enough (if any) visibility into each other’s processes.
  • WEBBIQUITY  |  SUNDAY, JULY 19, 2015
    [Lead, Sales] The Business Revolution in Sales Acceleration
    In 2014, the average budget allocated to outreach ranged from nine and 12 percent of sales revenues and up to 50 percent for a new product launch. Sales acceleration incorporates strategies that automate processes to reduce the required spend. Sales Acceleration Defined. Creating an Efficient Sales Funnel.
  • HUBSPOT  |  SATURDAY, JULY 18, 2015
    [Lead, Sales] Which Type of Leader Are You? A Look at 6 Distinct Leadership Styles [Infographic]
    This post originally appeared on HubSpot's Sales blog. To read more content like this, subscribe to Sales. It can be a lot of pressure knowing that a team is looking to you to lead the way. But it doesn't have to be this way. The first four are good archetypes, and the latter two. not as much. Which reigns supreme?
  • VIDYARD  |  FRIDAY, JULY 17, 2015
    [Lead, Sales] Use Video Marketing Analytics to Learn about Your Videos and Viewers
    With data like this, you can get insights on your lead; knowing what videos they’re watching helps you figure out which content a lead is interested in, which can help you better tailor a content journey to their interests. This data can be key when attributing lead generation to campaign sources. the post-and-dash? It is.
  • CMO ESSENTIALS  |  FRIDAY, JULY 17, 2015
    [Lead, Sales] Social Media: Marketing Leaders, Proceed with Enthusiastic Caution
    These can range from thought leadership and customer intelligence, to supporting current sales plays, to actually selling product. Scott leads the company’s go-to-market and marketing strategy focused on serving its growing customer base of marketers. Sometimes this is the case, but not always. Take advantage by tapping in.
  • VIDYARD  |  FRIDAY, JULY 17, 2015
    [Lead, Sales] Demand Spring Partners with Vidyard to Offer B2B Video Marketing Consulting Service
    The new service offering will complement Demand Spring’s current portfolio of services that help marketing organizations improve their ability to generate more qualified leads and quickly progress sales pipeline. Online video is one of the fastest growing and most effective areas of B2B marketing. About Demand Spring. About Vidyard.
  • SYNECORE  |  FRIDAY, JULY 17, 2015
    [Lead, Sales] Benefits of HubSpot's Social Media Tool
    However, when you’re dealing with small-to mid-sized organizations, the bottom line always comes down to questions such as: How many leads did we generate? How many sales were made through our social media channels? What if we were able to directly tie a Tweet or a Facebook post to a lead in our database who’s engaged with our content?
  • MARKETING ACTION  |  FRIDAY, JULY 17, 2015
    [Lead, Sales] Best Practices for Email and Landing Page Templates
    slick email template that drives to a coordinated landing page with pithy copy and a compelling offer is a surefire way to capture that lead and eventually, make that sale. Read  this eBook  and learn how to turn every visit to your site into a lead – and a sale. ” There has to be one clear focal point.
  • NUSPARK  |  THURSDAY, JULY 16, 2015
    [Lead, Sales] LinkedIn and Paid Search; Discover How They Both Drive Conversions
    We explain to clients that it is of this mindset to keep in mind as we train on our approach to social selling for lead generation. Maybe it can lead to a sale because I know stuff that can help you”. There are many ways that LinkedIn social selling is like paid lead generation programs, as the chart below shows. Search.
  • THE FORWARD OBSERVER  |  THURSDAY, JULY 16, 2015
    [Lead, Sales] B2B Sales Leads: How To Avoid The “19 Year-Old Dude Move”
    Are all your B2B sales leads ready to buy from you right now? If not, here's how to romance your prospects toward a sale with content. If I could wave a magic wand for a B2B salesperson and grant a wish , many would ask to spend their days closing inbound sales qualified leads. Really? All day, every day. Decision.
  • BIZNOLOGY  |  THURSDAY, JULY 16, 2015
    [Lead, Sales] How you can grow your traffic and business–without Google
    Social and mobile really go hand-in-hand, leading to rapid growth among your customers for both mobile and social. Most Early research shows that browsing Pinterest leads to purchase , so it’s certainly worth testing to see how these channels work for you. What other options exist to help you grow in the marketplace? Social.
  • HINGE MARKETING  |  THURSDAY, JULY 16, 2015
    [Lead, Sales] Top 10 Strategies for Marketing Technology Services
    So many leads, so little time. Or perhaps you’re the eternal skeptic, thinking marketing technology services and generating leads online only happens through herculean efforts? The truth is that online lead generation is within reach — and it doesn’t take a super firm to pull off. Not you? Eliminate Friction.
  • BLUE FOCUS MARKETING  |  WEDNESDAY, JULY 15, 2015
    [Lead, Sales] [Interview] @CKBurgess, @BlueFocus and the @SocialEmployee Revolution Come to @SpeakingDotCom #SocBiz #SocialEmployee
    On the difference between traditional and social branding: It’s not about standing on a soapbox, broadcasting your sales pitch and hoping someone notices. Edelman, Global Co-Leader, Digital Marketing & Sales Practice, McKinsey & Company. To welcome us into the fold, Speaking.com recently interviewed me about all things social.
  • THE ROI GUY  |  WEDNESDAY, JULY 15, 2015
    [Lead, Sales] Frugalnomics in Effect - Gartner predicts 5.5% decline in IT spending for 2015
    We think the decline goes beyond just currency, pointing to a major "sea change" in technology purchase decision-making – one that could put a significant chill in your organizations‘ sales and marketing strategy if you don’t adjust to the changing landscape. increase for the year. Why Your Solutions? Percent in 2014 Gartner Forecasts 3.1%
  • HUBSPOT  |  WEDNESDAY, JULY 15, 2015
    [Lead, Sales] Why Individuals Slack Off When They're Working on a Team
    Whether it was a baseball team when you were growing up, a team of volunteers working to clean up a local community, or a marketing team working to support your sales department -- it's likely that you've experienced the feeling of strength in numbers. At some point in your life, you've probably been on a team. But why? The Truth About Teams.
  • MODERN B2B MARKETING  |  WEDNESDAY, JULY 15, 2015
    [Lead, Sales] Party Time, Excellent! Why Lead Lifecycles Should Be Modeled after Assembly Lines
    lead lifecycle (aka the funnel) refers to how leads move from their creation through to revenue. An organization’s lead lifecycle is very similar to an assembly line, except that instead of an assembly line of goods, the lead lifecycle is an assembly line of leads. Five Prerequisites to Your Lead Assembly Line.
  • TRADESMEN INSIGHTS  |  WEDNESDAY, JULY 15, 2015
    [Lead, Sales] Here are Some Blogs Professional Tradesmen Read
    The blogs of MDM : segmented into Distribution Sales & Marketing; Economy; Human Resources; Industry Insiders; Management & Strategy; Mergers & Acquisitions; Online Marketing; Public Policy; Technology. By John Sonnhalter, Rainmaker Journeyman at Sonnhalter. Remember you don’t control the message. All blogs are not created equal.
  • CMO ESSENTIALS  |  WEDNESDAY, JULY 15, 2015
    [Lead, Sales] Lead to Close: Best-in-Class Sales Acceleration Techniques that Win
    As a result, sales enterprises of all sizes and shapes continuously invest in – and often rip-and-replace – CRM platforms, hoping that the perfect technology solution will seamlessly be over-stocked with superbly qualified marketing leads, allowing their front-line sellers to do one thing: close deals. Sales Don’t Happen in a Vacuum.
  • HINGE MARKETING  |  WEDNESDAY, JULY 15, 2015
    [Lead, Sales] A 10 Step Brand Development Strategy for Your Professional Services Firm
    This might include one-page “sales sheets” that describe core services offerings or key markets served. How many new leads, employee applications and partnering opportunities were generated? Your brand is perhaps your professional services firm's most valuable asset. Not convinced? Your Brand Defined. Case closed. 8.
  • CRIMSON MARKETING  |  TUESDAY, JULY 14, 2015
    [Lead, Sales] Why Sales-Marketing Alignment Saves $1 Trillion per Year
    Everyone is talking about sales-marketing alignment, but why is it really that important? If alignment is missing, marketing is wasting their efforts to generate leads for sales: 79% of #marketing leads never convert to #sales due to lack of nurturing Click To Tweet. Scary isn’t it? Source: HubSpot.
  • THE POINT  |  TUESDAY, JULY 14, 2015
    [Lead, Sales] A Simple 2-Step Technique for Improving Lead Follow Up
    In an era when “demand generation” and “content marketing” are virtually synonymous, most B2B sales leads are the result of a prospect downloading or requesting content. That latter group becomes fodder for ongoing nurturing, in the hope that further education and brand awareness will ultimately result in conversion to qualified leads.
  • KEO MARKETING  |  TUESDAY, JULY 14, 2015
    [Lead, Sales] Choose the Right Asset for Lead Generation
    Lead generation is one of the most important priorities for most business-to-business marketers. common lead generation strategy is to offer some type of free offer or asset as an incentive to lure people in and motivate them to provide their email address and other information. Consider your top lead generation goals.
  • LEADERSHIP  |  TUESDAY, JULY 14, 2015
    [Lead, Sales] What’s Falling Between the Cracks in Your Lead Generation?
    What information will help your sales people with account mapping? Unfortunately, very often, it is the one thing that falls between the cracks in your lead generation process. Offer beacons of light to enhance sales, marketing and product performance. Here is a quick refresher on the definition of a lead. Give it a try.
  • HINGE MARKETING  |  TUESDAY, JULY 14, 2015
    [Lead, Sales] Addressing Blog Lag: 7 Content Creation Tips for Your AEC Firm’s Blog
    Blog posts help to demonstrate your firm’s specialized expertise, builds visibility, drives website traffic, and attracts prospective clients who are early in the sales process. Your blog should be an essential component of your lead generation strategy. Struggling to come up with new content for your blog? Look to Your Services.
  • ANNUITAS  |  TUESDAY, JULY 14, 2015
    [Lead, Sales] The Change in B2B – 4 Rules To Live By
    Much of the content or discussion I have with vendors (either digitally or with their sales people) is all focused on them – their products, their services, their unique value proposition. This dialogue must extend through to the sales conversation and it is marketing’s job to help educate and enable sales to have this conversation.
  • VIEWPOINT  |  TUESDAY, JULY 14, 2015
    [Lead, Sales] PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]
    This is the final installment of a three-part series in response to the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Because we care about quality leads. Lead scoring models are: Based on assumptions. Part 1.
  • KOMARKETING ASSOCIATES  |  TUESDAY, JULY 14, 2015
    [Lead, Sales] 5 Surefire Ways to Drive B2B Brand Awareness via Content Marketing
    However, the executive team often judges content’s success by its impact on sales, as they envision content consumption to follow a linear flow, like this: In a dream content marketing scenario, the above path would be taken 100 percent of the time. B2B content marketing isn’t always about one piece of content equating to one sale.
  • B2B MARKETING INSIDER  |  TUESDAY, JULY 14, 2015
    [Lead, Sales] Is Customer Retention The Secret To Content Marketing ROI?
    As a sales person I regularly engage with prospects looking to implement a strong content marketing strategy and whenever I ask them how they are measuring the success of their content marketing efforts it always boils down to four things: thought leadership, demand generation, SEO, and brand awareness. Are 33% more likely to be upsold.
  • HUBSPOT  |  TUESDAY, JULY 14, 2015
    [Lead, Sales] Will There be Another Ice Bucket Challenge? Six Things to Watch For
    GiveForward is the leading platform for medical fundraising. The effort to support Joe Henson sold over 3,400 shirts and raised nearly $50,000 in sales and donations. By the fall, the IBC had raised over $200 million worldwide. Will there be another altruistic movement that goes viral 2015? Here are six things I’ll be watching for.
  • MARKETING ACTION  |  TUESDAY, JULY 14, 2015
    [Lead, Sales] Good Forms, Great Leads: How to Use Web Forms Strategically
    In a conventional marketing strategy (especially if you have a long sales cycle) this may seem like good sense, but it can fundamentally cripple your ability to identify, segment, and target that lead so you could nurture them through a faster marketing and sales cycle. Known Visitors. That’s where web forms come in.
  • HUBSPOT  |  TUESDAY, JULY 14, 2015
    [Lead, Sales] 10 Brilliant Tips From Conversion Rate Optimization Experts
    There were far too many things to sum up in one blog post, but we compiled some of their top tips for designing a great experience that, you know, converts people into leads and customers. We don't have a typical sales team, but this would be the most sales-like focus we have. Is is technically sales? NSAMCWADLP: Never.
  • HINGE MARKETING  |  MONDAY, JULY 13, 2015
    [Lead, Sales] What Every Managing Partner Needs to Know About Lead Generation
    Lead generation means different things to different firms. While seeking client referrals and networking are both legitimate approaches to lead generation, they are no longer the whole story. Let’s look at what lead generation has evolved into, starting with the basics. Lead Generation Defined. Lead Generation
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JULY 13, 2015
    [Lead, Sales] Is your (Body of) Content Ready for Beach Season?
    Are you finding your click through rates are low, your leads are declining, your pipeline is looking way too thin, or perhaps, too flabby? In addition, Payscale now had information on individual responses—perfect for the next nurture program or a sales call. The campaign achieved a 75% lead form conversion rate. prize?
  • B2B MARKETING INSIDER  |  MONDAY, JULY 13, 2015
    [Lead, Sales] 7 Common Content Marketing Mistakes And How to Avoid Them
    Are you trying to generate quality leads? Shopkeep, a point of sale system for small businesses, finds its  blog  content topics by going straight to the source. Not surprisingly, companies that commit to regularly publishing quality content reap the biggest rewards in terms of website traffic and leads. NOT PUBLISHING ENOUGH.
  • MARKETING ACTION  |  MONDAY, JULY 13, 2015
    [Lead, Sales] Successful Sales and Marketing Alignment, Part 2: Understand the Buyer
    This post is part of a series to help B2B organizations improve sales and marketing cooperation. That means both your sales and your marketing teams have to agree on the buyer persona and then design their programs and processes to attract this buyer. Sales should participate in the identification of this core set of target buyers.
<< 1 2 3 ... 139 140 >>
 

B2B Marketing Zone can personalize the content based on your interests, your LinkedIn profile, what you share on Twitter and LinkedIn, and what content people similar to you are sharing. More on Content Personalization

Sign-in using your social networks so we can begin to personalize your experience.

Sign in with Twitter

Sign in with LinkedIn

or

We need your email and password to allow you to log into your personalization features.

Forgot password?

I don't have an account

 
 

Enter your email address to reset your password. A temporary password will be e-mailed to you so that you may log in.

 
 

Based on...

  • Your interests
  • Your LinkedIn profile
  • What you share on Twitter
          and LinkedIn
  • What people like you are
          sharing

Learn more about Content
Personalization...