• HINGE MARKETING  |  WEDNESDAY, MAY 25, 2016
    [Lead, Sales] Is Your Referral Program Getting You the Leads You Need?
    Consult your sales, business development, and account teams to learn what questions and objections they encounter regularly. And by using research to understand your audience, you’ll have the basis for a focused and efficient referral marketing strategy, connecting more reliably with your audience and leading ultimately to new business.
  • BIZIBLE  |  WEDNESDAY, MAY 25, 2016
    [Lead, Sales] Get Exceptionally Valuable Results From A/B Testing With Advanced Measurement
    Rather than focusing on just maximizing clicks, marketers want to consider how to generate the most valuable clicks, which is measured by qualified leads, how those leads convert to opportunities, and eventually all the way down to new customers and revenue. Reporting On A/B Test Results With Leads. qualified leads.
  • FATHOM  |  WEDNESDAY, MAY 25, 2016
    [Lead, Sales] Do You Know When to Start Investing in Display Advertising?
    I’ve often come across clients that put budget towards display advertising well before they are ready to, which can lead to a misunderstanding of its benefits. Since the nature of display is about building brand awareness and is not directly a lead generation platform, display will not have as high of an immediate return as search.
  • HUBSPOT  |  WEDNESDAY, MAY 25, 2016
    [Lead, Sales] A Simple Guide to Mastering the Basics of Effective Social Media Advertising
    If your goal is to drive traffic and leads, top of the funnel content such as blog posts, free tools, or meatier content gated behind a lead generation form should be used. Have you ever had any formal or informal paid advertising training or education? If you have, you’re one of the lucky few. With over 1.4 Instagram. Twitter.
  • BIZNOLOGY  |  WEDNESDAY, MAY 25, 2016
    [Lead, Sales] 3 Insights from Search Insider Summit
    This leads to impoverished investment in content marketing, and other problems. My company (IBM) has the longest and most complicated sales cycle for a lot of its products. But even some of the companies with less than an hour between initial contact and sale had trouble with attribution. Voice search. Attribution modeling.
  • MODERN B2B MARKETING  |  WEDNESDAY, MAY 25, 2016
    [Lead, Sales] Why Now Is the Time for Women in Tech
    Thankfully, I had no concept of technology or video games as a “boy thing,” so it’s completely unsurprising that I pivoted into technology sales as an adult. At Marketo, a couple of my enterprising colleagues recently created the cheekily named Femme-keto, a place for women in sales to mentor and support one another. We
  • HUBSPOT  |  WEDNESDAY, MAY 25, 2016
    [Lead, Sales] Is Predictive Intelligence the Future of B2B Marketing?
    The future of B2B marketing will focus on predictive analysis and intelligence, and have a major impact on lead scoring and content targeting. The Transformation of Lead Scoring. Lead scoring is essentially a points system used to determine where your prospects are in the buying journey. and the Future of B2B Marketing.
  • ACT-ON  |  WEDNESDAY, MAY 25, 2016
    [Lead, Sales] 5 Ways to Help Inside Account Executives Build Their Own Pipeline
    In order to capitalize on this skillset, many companies separate prospecting from closing , allowing their sales teams to divide and conquer by focusing on what they do best. The prospecting group is often called “sales development reps” (SDRs), and the closers are usually “account executives” or “sales reps.” Enable Referrals.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, MAY 24, 2016
    [Lead, Sales] CRM Evolution Conference: Mobile Really Does Change Everything About Marketing
    Moreover, operational source systems often don’t keep old versions of important data that changes over time (such as lead scores or contract expiration dates), making historical analysis difficult if that data isn’t stored elsewhere. This isn’t really a new idea – it’s called federated access and has been around for decades.
  • VIEWPOINT  |  TUESDAY, MAY 24, 2016
    [Lead, Sales] How Much Do Your Leads Cost?
    Understand the price you are paying for your leads and then optimize. Document the cost per lead is the fourth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Have all contacts been engaged?
  • 3D2B  |  TUESDAY, MAY 24, 2016
    [Lead, Sales] B2B Sales Acceleration: How to Help Buyers Buy
    B2B sales acceleration is all about closing more deals faster. There are, of course, many technologies that accelerate sales, but there’s one that you may not have considered. According to an article in Forbes by Ken Krogue , one of the keys to sales acceleration is to pick up the phone. Lead NurturingResearch proves it.
  • FATHOM  |  TUESDAY, MAY 24, 2016
    [Lead, Sales] What the Rise of Platishers Tells Us About Content Management Systems
    Vital ) They comes behind only Sales Automation, Enablement, & Intelligence (220), Social Media Marketing & Monitoring (186), Display & Programmatic Advertising (180), Marketing Automation & Campaign/Lead Management (161), and Content Marketing (160). What is this group called, you ask? Platishers. What is a Platisher?
  • SNAPAPP  |  TUESDAY, MAY 24, 2016
    [Lead, Sales] Are You Leveraging Your Content for Sales Enablement?
    You probably have an amazing marketing department that is constantly creating interesting, value-packed content that moves leads down the sales funnel, right? But it’s possible that you may be undervaluing the impact your content can have when it’s more integrated with your sales team’s actions – and that has to change.
  • SALES ENGINE  |  TUESDAY, MAY 24, 2016
    [Lead, Sales] How Content Becomes a Sales Conversation
    With directives from above to grow revenue through sales, groups as varied as marketing, products, human resources, and even sales itself will rally to find ways to support the sales team. Sales reps are left to wade through this mountain of information, and they respond to it in one of two ways: 1. Sales Enablement
  • REVRESPONSE B2B WHITE PAPERS  |  TUESDAY, MAY 24, 2016
    [Lead, Sales] Sales and Marketing Alignment in Lead Management
    Learn to use best practice lead nurturing, lead taxonomy, and service-level agreements to align functions. Join us for the "Sales and Marketing Alignment in Lead Management" webcast on Tuesday, February 24th at 10:00am PST/1:00pm EST and learn the best tactics in lead nurturing for your organization
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, MAY 20, 2016
    [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  |  MONDAY, MAY 23, 2016
    [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  |  TUESDAY, MAY 24, 2016
    [Lead, Sales] The Top Inbound Marketing Metrics for B2B Marketers
    With dozens of metrics out there, it's critical that you cut through the noise and focus on those metrics that prove your inbound programs are driving high-quality leads and growing your sales pipeline
  • REVRESPONSE B2B WHITE PAPERS  |  TUESDAY, MAY 24, 2016
    [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
  • CONTENTLY B2B WHITE PAPERS  |  FRIDAY, MAY 20, 2016
    [Lead, Sales] Content Methodology: A Best Practices Report
    Content serves as a powerful tool for sales. Sales staff are. industry metrics such as sales and leads, or. generation Lead generation: Create. high-quality leads. Lead conversions • Avg. leader with industry-leading. personas at each stage of their journey through the sales funnel.
  • CONTENTLY B2B WHITE PAPERS  |  FRIDAY, MAY 20, 2016
    [Lead, Sales] Staffing and Launching Your Content Marketing Program
    before they went on sale? These examples may sound hyperbolic, but they get at values that lead. subscribers, leads, sales and opportunities—but our pri- mary focus and editorial mission remains helping our. original photography as something Steve the Lead. from coaches, entrepreneurs, sales heads, or, heck, even.
  • CONTENTLY B2B WHITE PAPERS  |  FRIDAY, MAY 20, 2016
    [Lead, Sales] Evangelizing a Content Marketing Program
    B2C Marketers companies that excel at lead nurturing generate. 50% more sales-ready leads at a 33% lower cost 15 1,200 Blog posts per month Avg new monthly leads ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 Content marketing's impact also extends to social me- dia, where brands that don't have compelling content to.
  • AKOONU B2B WHITE PAPERS  |  FRIDAY, MAY 20, 2016
    [Lead, Sales] Be Experts. Start with a Buyer-Centric B2B Marketing Strategy
    marketing programs and content creation —and even the sales. sales enablement to CTAs, social engagement, and website design, your strategy will guide. is required to support sales. of the purchasing process Which content supports Sales. marketing and sales. knowledge to guide the planning and creation of sales.
  • ANNUITAS  |  TUESDAY, MAY 24, 2016
    [Lead, Sales] Avoiding The Predictive Analytics #Fail In Demand Generation
    Everywhere we turn, study after study  claims marketing and sales leaders have “already implemented or are planning to implement predictive analytics in the coming 12 months.” *This post first ran in Demand Gen Report , April 19, 2016. Everybody’s doing it, right? Are you doing it? Probably not. Right …. Why is this?
  • LATTICE  |  TUESDAY, MAY 24, 2016
    [Lead, Sales] The Next Generation Platform for Account-Based Everything is Here!
    The B2B world is moving fast towards Account-Based Marketing, Account-Based Sales Development…well “Account-Based Everything.”  B2B sales and marketing have an imperative to be aligned on which accounts to go after and win. They’ve seen up to 3x higher conversion rates and 15% higher sales quota attainment on average.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, MAY 24, 2016
    [Lead, Sales] Top 5 Reasons Why Tech Companies Love Tech Profiler
    Products & Technology B2B b2b sales crm data CRM Intelligence Inbound Marketing insideview lead generation market intelligence Marketing Data productivity Prospects Sales Sales And Marketing Sales Data Sales Intelligence Sales Strategy tech profiler technologies used
  • MODERN B2B MARKETING  |  TUESDAY, MAY 24, 2016
    [Lead, Sales] 5 Ways to Boost B2B Sales Through LinkedIn Social Selling
    Author: Russell Banzon If your company is anything like some that I’ve seen around Silicon Valley, your sales reps see their quotas increase quarter after quarter. With lofty goals, every sales rep needs to utilize all the tools he has at his disposal to close the deal. Find the Right Leads with Sales Navigator.
  • INFER  |  TUESDAY, MAY 24, 2016
    [Lead, Sales] Infer Announces Glance for Salesforce to Make Predictive Insights More Discoverable and Actionable
    Press Release: New capability delivers at-a-glance sales intelligence to inform more personalized and effective prospect conversations. Infer Inc. , a leading predictive sales and marketing platform that helps companies win more customers, today announced a new sales and account intelligence application called Infer Glance.
  • KAPOST  |  TUESDAY, MAY 24, 2016
    [Lead, Sales] How to Improve Your Lead Nurturing Program
    Over time, many marketers will see a dip in their lead nurturing programs. The first step to improving your lead nurturing program is to understand that this natural cleansing process is healthy for your business. When it comes to lead nurturing, you’ll want to take an approach that works for your unique audience.
  • ACT-ON  |  TUESDAY, MAY 24, 2016
    [Lead, Sales] Demand Generation 101: 7 Tactics For Generating High Quality Leads
    Demand generation, aka “demand gen,” isn’t just about leads. Demand gen is about creating high quality leads that engage with your brand – and eventually turn into revenue. Successful demand generation programs aren’t just about the sheer volume of leads. successful program is measured by: The quality of your leads.
  • KEO MARKETING  |  MONDAY, MAY 23, 2016
    [Lead, Sales] Sheila Kloefkorn of KEO Marketing teaches “How to Choose the Most Effective Marketing Channels for Your Business Model”
    May 23, 2016 – KEO Marketing ( https://keomarketing.com/ ), 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 June 21, 2016. PHOENIX, Ariz., to 1:00 p.m. The cost for non-members is $15.00.
  • 6SENSE  |  MONDAY, MAY 23, 2016
    [Lead, Sales] Myth Busters: 4 Misconceptions About Predictive Intelligence
    Inevitably, the conversation leads to a discussion about what data is truly predictive of a prospect or account being in an active buying cycle. Sales will tell you they hope the timing is right and that the account is in an active buying cycle when they reach out and try to connect with a decision-maker. Now Acme Inc. Bingo! Or
  • BIZIBLE  |  MONDAY, MAY 23, 2016
    [Lead, Sales] Actionable Information: How To Apply The Scientific Method To Marketing Operations [pt. 3 of 4]
    Whether it's improving the marketing and sales funnel or working with teams to implement a campaign, operations comes down to optimization. These analyses help you find ways to generate more qualified leads, speed up pipeline velocity, and generate more deals -- results that every Director, Manager, or CEO cares about. You've done it.
  • OPENTOPIC  |  MONDAY, MAY 23, 2016
    [Lead, Sales] Landing Page Conversion Guide – Smart Insights Digital Marketing Advice
    Every marketer wants to increase leads and sales from their sites. Opentopic blog >> smartinsights.com How will this guide help me? The first impressions given to your visitors on the entrance page to the site are critical to making this happen. Cognitive Technology Cmo cognitive technology
  • OPENTOPIC  |  MONDAY, MAY 23, 2016
    [Lead, Sales] Use These Email Marketing Tools For More Conversions
    Opentopic blog >> business2community.com Today I have some email marketing resources to help you improve your website leads and sales. Reaching your subscribers and converting leads can be a challenge, but with the right strategy you can have better results and more open rates. These key tools will.
  • HINGE MARKETING  |  MONDAY, MAY 23, 2016
    [Lead, Sales] 10 Online Lead Generation Techniques for Professional Services
    Professional services firms have been relatively slow to adopt online lead generation techniques. It’s not surprising given that many commonly used online lead strategies such as contests or sweepstakes are simply inappropriate for many professional services firms and their clients. Online Lead Generation Techniques that Work.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MAY 23, 2016
    [Lead, Sales] Sales Contests: Building a Culture of High Performance
    Building a Culture of High Performance: Sales Games. At this time of year sales management must be looking at pipeline levels and goals for the 4th quarter and determining if there is the necessary level of activity to ensure targets will be exceeded. Make the contest length the same as the      sales cycle. Contest Sampler.
  • CONTENT STANDARD  |  MONDAY, MAY 23, 2016
    [Lead, Sales] Introducing the Content Standard 3.0: A Narrower Focus on the Missing Depth in Content Strategy
    The Content Standard is not only Skyword’s biggest lead generation program, but also a growing educational resource with a thriving online community. Today, Skyword launched a new look for the Content Standard. The first thing you’ll notice outside of the design, is the new site navigation. percent subscriber growth since 2014.
  • KAPOST  |  MONDAY, MAY 23, 2016
    [Lead, Sales] 8 #SDSummit Case Study Sessions to Attend
    “RingCentral, the leading provider of SaaS solutions for business communications, runs one of the most sophisticated demand generation programs in B2B. Despite the success of their inbound marketing, the company recognized they were missing out on many potentially valuable opportunities—leads weren’t aligned to the right accounts.
  • PUREB2B  |  SUNDAY, MAY 22, 2016
    [Lead, Sales] 7 Lead Management Tools That Will Save You Hours
    Leads are great, but there’s a long road between a lead and a sale. Converting prospects into revenue requires marketers everywhere to manage and nurture an on-going relationship with their leads. When it gets right down to it, manual lead management can be a huge, boring, and largely inefficient task. Boomerang.
  • ACTIVEDEMAND  |  FRIDAY, MAY 20, 2016
    [Lead, Sales] The Role Call Tracking Plays in Sales Planning
    How does this pertain to sales planning? There are a plethora of reasons why you should be using call tracking and a system such as CallForensics in a sales plan, and it’s not a frustrating set-up process or expensive. How’s that for a valid statistic?
  • HINGE MARKETING  |  FRIDAY, MAY 20, 2016
    [Lead, Sales] How Business Development Roles Can Leverage Marketing to Close the Sale
    Marketers help business development balance out traditional offline pre-sale efforts with online initiatives that expand reach and increase impact. Business development tends to be an offline endeavor (hands on relationship building), it would amount to more than a full time job if you couldn’t eliminate the leads that will go no where.
  • LEADERSHIP  |  FRIDAY, MAY 20, 2016
    [Lead, Sales] 7 Steps to Brilliant B2B Marketing [Part 1]
    To gain a competitive edge, make sure that you have a clear target audience, develop a detailed SWOT analysis of your current marketing, build a business case using sales funnel and LTV models. B2B marketing is a machine with different moving parts. brilliant B2B marketing strategy is a holistic one that includes some different approaches.
  • SNAPAPP  |  FRIDAY, MAY 20, 2016
    [Lead, Sales] Ready for SiruisDecisions 2016? 3 Fun Things to Do With Your Visit to Nashville
    SiriusDecisions begins next week where more than 2,500 people will convene together to unveil and present new research, best practices, and innovations for marketing and sales in the B2B space. The 2016 conference is held in Nashville, Tennessee – home of the Johnny Cash museum, amazing BBQ, and a vibrant downtown. Restaurant: The Pharmacy.
  • VIEWPOINT  |  FRIDAY, MAY 20, 2016
    [Lead, Sales] Marketing Needs to Put Skin in the Game
    Make marketing accountable for sourcing revenue is the third of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Approximately 35% need to be sourced by sales. Tier 2: Inside Commercial Accounts.
  • MODERN B2B MARKETING  |  FRIDAY, MAY 20, 2016
    [Lead, Sales] Salespeople Need More Ego, Not Less
    This becomes a big factor of the customer experience during a sales cycle, not to mention your working relationships with your coworkers and manager. High-ego salespeople realize that there needs to be a mutual fit for them to get a sale. They work in a strong sales culture. They’re immunized against sales “rejection flu”. 
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, MAY 20, 2016
    [Lead, Sales] Still Wondering How to Get Started in Social Media in 2016?
    If you are looking to drive leads for a B2B company, online sales for a B2C company, or store traffic for a retail establishment, you do the same thing with social media. Social media has gone from a check the boxes exercise to a critical component that is fully integrated into marketing campaigns and other business activities.
  • KAPOST  |  FRIDAY, MAY 20, 2016
    [Lead, Sales] How to Beat 27 Million Competitors at the Content Game
    It’s one thing to live and breathe content strategy, but those efforts will fall flat if B2B marketers aren’t optimized for sales-qualified leads and revenue. So why not help the best leads find you by optimizing your content strategy for organic search? What is the conversion rate from sales-qualified lead to customer?
  • CONTENTLY  |  THURSDAY, MAY 19, 2016
    [Lead, Sales] Report: The First Engagement Benchmarks for Downloadable Documents
    Resource-intensive assets like e-books, white papers, sales sheets, case studies, PDFs, and slideshows are crucial for generating leads and nurturing prospects, but marketers have had no real way to track how they perform. Marketers can track almost everything that lives on the web. ROI Document Analytics downloadable content Feature
  • BIZIBLE  |  THURSDAY, MAY 19, 2016
    [Lead, Sales] Why ABM Marketers Need A Predictive Account Engagement Score
    An account engagement score is the final middle-of-the-funnel metric that wraps up the success (or lack of success) of existing marketing efforts into an effective and easy to use tool for the marketing and sales teams to prioritize accounts that are most likely to become customers. Account Engagement Score vs. Lead Scoring.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, MAY 19, 2016
    [Lead, Sales] We’re Hitting the Road to Bring You Lead-to-Revenue Success!
    We’re thrilled to announce InsideView Drive, a multi-city tour we’re launching in June designed to bring together sales, marketing, and operations for a free, half-day thought leadership event!   We’ll be inviting some of the most innovative people we know to share their viewpoints on the evolving lead-to-revenue process.
  • 6SENSE  |  THURSDAY, MAY 19, 2016
    [Lead, Sales] Founder Q&A: Predictive Powered Account Based Marketing
    When does sales not sell to accounts? Q2: How does ABM help align sales and marketing teams? ABM aligns sales and marketing through omni-channel prospecting, from marketing messaging to sales outbound prospecting. Marketing should be focused on handing off accounts ready to buy, NOT just a lead or person. Day 1.
  • ANNUITAS  |  THURSDAY, MAY 19, 2016
    [Lead, Sales] Observations on the State of Content Marketing
    Following close behind were the following: Sales: 81%. Lead Generation: 79%. Lead Nurturing: 74%. You cannot have effective Demand Generation without Lead Nurturing. Demand Generation is also a practice of marketing and sales. This is not a strategy; this is an idea or at best, a suggestion. Upsell/Cross-Sell: 65%.
  • BIZNOLOGY  |  THURSDAY, MAY 19, 2016
    [Lead, Sales] Your experience and qualifications are not differentiators!
    I recently started a discussion within different LinkedIn groups where I asked consultants , sales, and marketing leaders how they were differentiating themselves from others in their industry. But experience (no matter how extensive it may be) is not a differentiator. Organizations are looking for new, fresh, young blood. Like this post?
  • CONTENT STANDARD  |  THURSDAY, MAY 19, 2016
    [Lead, Sales] 4 Tips for Sales Enablement: How a Moment of Panic Led to Better Salesforce Adoption
    About a year ago, I had a moment of panic at the office in regards to sales enablement. As the Salesforce admin for Skyword, a co-worker came up to me after a month of being employed at the company and asked “Adam, I’m having a hard time editing one of my leads. Can you show me how to change the Lead Status ?”
  • CONTENT STANDARD  |  THURSDAY, MAY 19, 2016
    [Lead, Sales] 4 Tips for Sales Enablement: How a Moment of Panic Led to Better Salesforce Adoption
    About a year ago, I had a moment of panic at the office in regards to sales enablement. As the Salesforce admin for Skyword, a co-worker came up to me after a month of being employed at the company and asked “Adam, I’m having a hard time editing one of my leads. Can you show me how to change the Lead Status ?”
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, MAY 19, 2016
    [Lead, Sales] Research shows content engagement is disconnected from brand goals. What’s next?
    An effective marketing program provides opportunities for consumers to engage with the brand over time that lead to awareness, trust and loyalty. An effective marketing program provides opportunities for consumers to engage with the brand over time that lead to awareness, trust and loyalty. Reach. Brand resonance. Reaction. Reach.
  • SALES ENGINE  |  THURSDAY, MAY 19, 2016
    [Lead, Sales] B2B Content Marketing Strategy Should Focus on Developing Lead Intelligence
    In the context of digital marketing and demand generation, lead intelligence is the sales rep’s ability to predict high probability pain points that a prospect may have before trying to establish contact so that they may have a more fruitful consultative conversation. Sales Enablement
  • IKO-SYSTEMS  |  THURSDAY, MAY 19, 2016
    [Lead, Sales] Lead Generation Tweaks for Building a Better Sales Pipeline
    Every business wants the most efficient sales process. From the most productive sales reps and the most streamlined sales funnel, we all want a veritable machine that drives sales. We’ll look at examples of how inbound and outbound can be used with data sets to compound sales pipelines. 30% are not decision-makers.
  • IKO-SYSTEMS  |  THURSDAY, MAY 19, 2016
    [Lead, Sales] Lead Generation Tweaks for Building a Better Sales Pipeline
    Every business wants the most efficient sales process. From the most productive sales reps and the most streamlined sales funnel, we all want a veritable machine that drives sales. We’ll look at examples of how inbound and outbound can be used with data sets to compound sales pipelines. 30% are not decision-makers.
  • KEO MARKETING  |  WEDNESDAY, MAY 18, 2016
    [Lead, Sales] New Marketer’s Guide Delivers Five Advanced Content Marketing Techniques
    Leading B2B Marketing Agency, KEO Marketing, Releases Guide for Standing Out in the World of Content Marketing. May 18, 2016 – Leading business to business (B2B) marketing agency, KEO Marketing , realizes that many businesses are looking for ways to improve the results from their content marketing in order to boost their overall results.
  • BIZIBLE  |  WEDNESDAY, MAY 18, 2016
    [Lead, Sales] How To Forecast Revenue, Hit Revenue Goals, And Look Smart In B2B Marketing
    Because forecasts are living and breathing numbers, changing as current information gets inputted, forecasts can help you meet your sales opportunity and revenue goals. Is 200 leads in January really 200 leads? You’d look at a metric that predicts revenue, like Sales Opportunities. But this doesn’t hold true in marketing.
  • FATHOM  |  WEDNESDAY, MAY 18, 2016
    [Lead, Sales] Tapping into Your Data Goldmine: Cross-Channel Knowledge Sharing
    Instead of simply observing how many clicks, leads, or sales a particular channel delivered, look even deeper to find useful learnings such as demographic data, user behavior, or marketing attribution paths that could be used across multiple channels. Can your SEO rankings be used to determine gaps in your paid search coverage?
  • VIDYARD  |  WEDNESDAY, MAY 18, 2016
    [Lead, Sales] Video Fails Sometimes: Some Old Advice to Achieve Marketing Success
    Well, it’s kind of reversed, but if all you have is a video, you can’t expect your sales team to be sieged with leads. Gating a video with a form can allow you to generate leads from top of funnel content , and a short video can act as a great teaser to a piece of content that might not seem very exciting at first glance.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, MAY 18, 2016
    [Lead, Sales] 5 Key Ingredients of a Positive & Profitable Partner Experience
    Without proper programs and tools, partners look elsewhere and engagement, customer satisfaction, and sales plummet. Here’s a taste: Key Ingredient #1: Lead Distribution Management. Without high quality leads, partners will fail to engage and perform. Key Ingredient #2: Syndicated Content & Social Media.
  • KEO MARKETING  |  WEDNESDAY, MAY 18, 2016
    [Lead, Sales] How to Bridge the Customer’s Trust Gap
    Does your company use a direct sales force? If so, there is new research that shines light on the needs and wants of buyers and the disconnect between those buyers and the sales force. Potential customers don’t trust the information they get from the sales force. Lead-Nurturing Mindset. Lead GenerationSummary.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, MAY 18, 2016
    [Lead, Sales] Bridging the Chasm Between Sales and Marketing
    Disconnect between sales and marketing “Marketing isn’t giving us enough leads, and the leads they’re giving us aren’t qualified!!” accuses sales. Meanwhile, from marketing we hear, “We generate a ton of leads for sales, and sales barely follows up on any […]. Market Intelligence
  • INFER  |  WEDNESDAY, MAY 18, 2016
    [Lead, Sales] Rapid7 Discusses Shift to Predictive-Driven Sales and Marketing
    In this podcast, Allison talks account-based marketing, achieving sales and marketing alignment, and how Infer has helped Rapid7 shift to a quality over quantity approach. The post Rapid7 Discusses Shift to Predictive-Driven Sales and Marketing appeared first on Infer: Predictive Lead Scoring for Sales & Marketing.
  • INFER  |  WEDNESDAY, MAY 18, 2016
    [Lead, Sales] Rapid7 Discusses Shift to Predictive-Driven Sales and Marketing
    In this podcast, Allison talks account-based marketing, achieving sales and marketing alignment, and how Infer has helped Rapid7 shift to a quality over quantity approach. The post Rapid7 Discusses Shift to Predictive-Driven Sales and Marketing appeared first on Infer: Predictive Lead Scoring for Sales & Marketing.
  • VIEWPOINT  |  WEDNESDAY, MAY 18, 2016
    [Lead, Sales] An Allbound Marketing Approach Closes Your Revenue Gaps
    How to drive revenue from all sources is the second of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. But inbound alone can’t generate enough leads to drive the revenue you need. Here’s why.
  • ION INTERACTIVE  |  WEDNESDAY, MAY 18, 2016
    [Lead, Sales] Optimizing Your Content for Account-Based Marketing
    First and foremost, sales and marketing need to be aligned in order to make content creation easier. When marketing knows your sales goals and target accounts, their approach to creating content will be more effective. As a content marketer here at ion, I understand the goals and strategy for both sales and marketing.
  • BIZNOLOGY  |  WEDNESDAY, MAY 18, 2016
    [Lead, Sales] Speed up your sales with scientifically proven writing tips
    In this webinar with Heather Lloyd-Martin of SuccessWorks, she discusses tips for writing better sales copy. You’ve struggled over your sales copy, created what you thought was a persuasive page, and waited for conversions to start clicking. Instead of making massive sales, your sales pages are falling flat… and you don’t know why.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, MAY 18, 2016
    [Lead, Sales] Content Marketing Strategy: How to Create Cross-Team Alignment
    Demand gen may know that the content team is blogging about X topic, but they're more focused on lead generation for a different customer segment. Accordingly, we might measure our qualified lead rate, to tell us if our top of the funnel content truly supports our value props or if it's missing the mark. Planning. Alignment. 3.
  • CEROS  |  WEDNESDAY, MAY 18, 2016
    [Lead, Sales] What Does Content Marketing Maturity Look Like?
    The one-size-fits-all, sales-focused content of old no longer flies, and our approach has evolved on both the creative and technical side. Lead Gen & Nurture: How you generate leads and nurture them down the funnel to sales readiness. Sales-focused content. Lead Gen & Nurture. Lead Gen & Nurture.
  • PUREB2B  |  WEDNESDAY, MAY 18, 2016
    [Lead, Sales] B2B Business Blogging Tips: How to Generate More Leads and Sales Opportunities
    Blogging can help you generate leads. Is it to generate business leads ? Your blog subscribers are potentially probably going to be your best source for generating highly targeted leads. Blog subscribers already love your content, so provide them with exclusive bits of content to help guide them further down your sales funnel.
  • 3D2B  |  TUESDAY, MAY 17, 2016
    [Lead, Sales] Inbound Lead Conversion Tips You Need to Know
    As a B2B marketer, it’s easy for you to get caught up in lead generation. After all, you often get measured on the number of leads you generate and even the cost-per-lead. But the truth is, none of that matters unless the leads convert. One won’t ignite your sales. The leads, however, are the starting point.
  • BIZIBLE  |  TUESDAY, MAY 17, 2016
    [Lead, Sales] The Data-Driven Marketer's Guide to SiriusDecisions Summit 2016
    Attribution is the final brushstroke on your sales and marketing masterpiece. Paired with predictive analytics and lead development rep enablement tools, targeted outbound strategies can be more effective than ever. More than 100 case studies will be presented on Tuesday, May 24, along with a kickoff keynote from Alton Brown.
  • SALES ENGINE  |  TUESDAY, MAY 17, 2016
    [Lead, Sales] How Many Leads Does Your Sales Team Need?
    Marketing automation and lead management systems have allowed for a near-scientific breakdown of the sales funnel. Leads in each stage of the buying process meet very specific criteria and behave in certain predictable ways. After this digital dialogue however, a sales rep still must fully qualify the lead and close the sale.
  • LATTICE  |  TUESDAY, MAY 17, 2016
    [Lead, Sales] Marketing’s Role in the Age of the Customer
    Over the past few years there has been a power shift in the B2B space, away from marketing and sales teams and toward the customer. Marketing is more than just creating leads, it’s also about customer experience and brand, and at the intersection is how these elements of demand generation and experience fit together.
  • KOMARKETING ASSOCIATES  |  TUESDAY, MAY 17, 2016
    [Lead, Sales] 5 Key Steps to Consider When Guest Blogging
    The results returned from these searches, as seen in the image above, should lead you to a page with contact information. 3. When guest posting, always remember you are the guest and your contribution should offer value, not come off as a sales pitch. Building relationships within the industry. Earning quality backlinks.
  • SNAPAPP  |  TUESDAY, MAY 17, 2016
    [Lead, Sales] What Are Customers Looking for at the Bottom of the Funnel?
    At the bottom of the marketing funnel , your leads start taking a hard look at a very specific set of questions and concerns. You’ll want a plan of action that helps you move those low funnel leads right on through to the customer side. these features keep you from losing those leads who are ready to buy. Enter social proof.
  • WEBBIQUITY  |  TUESDAY, MAY 17, 2016
    [Lead, Sales] The 14 Best Content Planning and Research Tools
    With 93% of B2B marketers now using content marketing to build brand awareness and generate leads, success going forward will require producing higher-quality content —not just more of it. Those decisions will start with your company’s content strategy and collaboration between marketing, PR and sales. Pricing: free. BuzzBlogger.
  • NUSPARK  |  MONDAY, MAY 16, 2016
    [Lead, Sales] A CMO’s Guide to Conversion Metrics with Google Adwords
    Google AdWords continues to expand and improve conversion tracking metrics, and without a full understanding of the data provided, your firm may not be optimized with regard to generating efficient quality leads and sales.  Conversion : A click that leads to an action you want to track; typically, a sale or a form submit.
  • HUBSPOT  |  MONDAY, MAY 16, 2016
    [Lead, Sales] The 5 Most Common Mistakes Made By Veteran Inbound Marketers
    We look at what they’re doing to generate and nurture leads, how they’re utilizing their website and other digital (and non-digital) communication channels and how that all aligns with and connects to their sales approach. The early (and easy) results from being one of few have disappeared and the playing field is noisier than ever.
  • HINGE MARKETING  |  MONDAY, MAY 16, 2016
    [Lead, Sales] Expertise as a Differentiation Strategy
    We know that highly visible experts accelerate the growth of a firm both by attracting new leads and making it easier to close them as clients. Figures 1, 2 and 3 show the average increase in visibility, perceived expertise and new business leads experienced by firms going through the Visible Firm program. Growth in Online Leads.
  • INFER  |  MONDAY, MAY 16, 2016
    [Lead, Sales] The Risks of Blending Customer Signals from Disparate Sources
    These signals could include a lead’s website visits, form completes, email clicks, and maybe even free trial application usage data. For example, you might look at the lead’s company size, geographic location, industry, and job title to determine whether the lead is a fit for your product. Originally Posted on Data Informed.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, MAY 16, 2016
    [Lead, Sales] 10 Marketing Automation Lessons from Bad Stock Photos
    It could be setting up your lead scoring correctly, figuring out how often to send your nurture emails, or even just mapping out the logic of your campaigns. Sometimes A Lead Can Seem Too Hot. We are all looking for hot leads, and when a lead looks to be on fire, you just can't get it to sales fast enough.
  • ION INTERACTIVE  |  MONDAY, MAY 16, 2016
    [Lead, Sales] What’s Trending in Interactive Content Marketing - Q&A Edition
    Likewise, it’s also helpful for sales—if you saw a lead with 5 positive chapter reviews, it might be worth chatting them up. Lead Generation Q: Does gating content create a time-hostage feeling for the user? A: You’ll want to test gates to see what’s most effective for your audience. What a webinar!
  • CONTENT STANDARD  |  MONDAY, MAY 16, 2016
    [Lead, Sales] What’s the Difference Between an Experience and a Customer Experience?
    Kohn’s friend, using a credit card, paid $12.48, plus shipping, to have the album delivered to his house, marking the first ever sale on the internet. Today, eMarketer projects e-commerce sales will surpass $3.5 The milestone, while seemingly silly at the time, unleashed an unfathomable wave of innovation. trillion by 2019.
  • CONTENT STANDARD  |  MONDAY, MAY 16, 2016
    [Lead, Sales] What’s the Difference Between an Experience and a Customer Experience?
    Kohn’s friend, using a credit card, paid $12.48, plus shipping, to have the album delivered to his house, marking the first ever sale on the internet. Today, eMarketer projects e-commerce sales will surpass $3.5 The milestone, while seemingly silly at the time, unleashed an unfathomable wave of innovation. trillion by 2019.
  • VIDYARD  |  MONDAY, MAY 16, 2016
    [Lead, Sales] Vidyard Hires Proven Sales Leader Darren Suomi To Lead Global Sales
    KITCHENER, Ontario – May 16, 2016 – Vidyard , the video intelligence platform for business, today announced the addition of Darren Suomi as the company’s new Senior Vice President of Global Sales to help address the growing demand for video platform solutions in North America and beyond. About Vidyard. Media Contact: Brad Hem. Press Release
  • KAPOST  |  MONDAY, MAY 16, 2016
    [Lead, Sales] Great B2B Customer Experiences Require Customer-Centric Marketing
    The report defines customer experience as: Customer experience encompasses each interaction between a customer and brand across channels (social media, website, email, sales, etc.) And, consistency also leads to the recognition of your story, even if your logo is removed. No, that’s not a typo. Experiences cannot be an afterthought.
  • PUREB2B  |  SUNDAY, MAY 15, 2016
    [Lead, Sales] 5 Reasons Your Lead Generation Strategy is Not Working
    This is especially true in B2B businesses that require a steady flow of leads to stay healthy. So it serves marketers well to know the ins and outs of lead management both for better and for worse. Here are the top five reasons your lead generation campaigns may be failing.  . 1. In business, failure is always an option.
  • LATTICE  |  FRIDAY, MAY 13, 2016
    [Lead, Sales] The Age of Transparency
    Marketing and sales teams need to be transparent with each other about what prospects they’re pursuing, and why. Finally, its critical in businesses that sales and marketing teams become more transparent with one another. During the pilot phase they adjusted the lead flow in a way that wasn’t working for the sales team.
  • HUBSPOT  |  FRIDAY, MAY 13, 2016
    [Lead, Sales] How to Upgrade Your B2B Marketing Strategy with AdWords
    Since Google searchers are actively looking for either pertinent answers or solutions, marketers can quickly capture their attention and convert them to leads with search engine marketing (SEM) campaigns—as long as they take the right approach, of course. Neatly Organize Your Keywords and Ad Groups. So please, just don’t do it. Win-win!
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, MAY 13, 2016
    [Lead, Sales] How Industrial Marketing Influences Buyers
    Industrial marketing precedes industrial sales. That’s because these industrial companies have traditionally depended on sales teams to drive their lead generation efforts from start to finish. That is the reality today. This is only a content summary. Please click on the headline to read the full article.
  • HALEY MARKETING  |  FRIDAY, MAY 13, 2016
    [Lead, Sales] Haley Marketing to Present at CSP
    Are your people using social media to drive sales, recruit talent, and fill more job orders? In this session, David and Brad will show you the science behind social media, and how you can use it for direct sales and inbound lead generation.  Social is a Science – PART 1 (The Strategy!). Or are they playing Candy Crush?
  • MODERN B2B MARKETING  |  FRIDAY, MAY 13, 2016
    [Lead, Sales] The Problem With Sales Enablement (and How to Fix It)
    Author: Randy Frisch Content can help your sales team build relationships, handle objections, target key accounts, and expedite the sales cycle. So, why is it that according to the American Marketing Association,  90% of content goes unused by sales ? When Sales Isn’t Exactly “Enabled”. Arm Your Sales Team for Success.
  • VIEWPOINT  |  FRIDAY, MAY 13, 2016
    [Lead, Sales] What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer
    How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. All because the CEO did not insist on a common definition of a lead.
  • INFLUITIVE B2B  |  THURSDAY, MAY 12, 2016
    [Lead, Sales] The One Thing Your Account-Based Marketing Strategy Is Missing
    Today’s empowered customers expect the interactions they have with your sales and marketing teams to be highly personalized and relevant—which can make striking up valuable conversations with prospects challenging. Providing your advocates with sales enablement tools customized for their company. Create your dream ABM program!
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