• MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [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 ˆ Information is Power ˆ Complex Offerings ˆ Personal Relationships ˆ Less Visibility on Pricing ˆ Fewer Buyers ˆ Multiple Decision Makers ˆ Third-Party Influencers Nuances of a B2B sales. lead to a sale.
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Lead, Sales] Moneyball for Sales & Marketing
    Moneyball for Sales. Marketing is the Same Sport Getting On Base It’s a rare enterprise sale that closes with a single. advancing through a known, established sales. What can sales and marketing teams learn from this? Let’s see what Moneyball for sales and marketing. The same is true in sales. sport. Since.
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [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  |  FRIDAY, JANUARY 29, 2016
    [Lead, Sales] Start engaging from the first click in the Customer Journey
    The earlier in the customer journey we engage, the better chance we have to create competitive advantage, make a sale and build brand loyalty/advocacy. Advertising/Trade Shows/Direct Mail, Customer Call Centers, Retail Outlets still play significant roles, even as marketing and sales evolve toward. All Rights Reserved. general way.
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Lead, Sales] Interactive 24x7 Content: Why Online Presentations Belong in Every Digital Content Strategy
    From marketing to sales to training to investor relations, business presentations structure and organize. engaging experience to the viewer, and are quite appropriate for lead-nurturing, sales enablement, and corporate. Every time an executive keynotes a conference, a techie gives a chalk talk, a product manager briefs a sales.
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [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.
  • SCRIPTED B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Lead, Sales] The Ultimate Guide to Building a Content Marketing Team
    Peterson, Chief Revenue Officer Contributing Editor: Eric MacColl, Director of Marketing Contributing Editor: Miles Gotcher, Lead Gen Manager Written by: Scripted Writers Designer: Candice Chang © 2015 by Scripted THE ULTIMATE GUIDE TO. customers, attracting organic leads, building brand awareness and educating. team to lead it.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Lead, Sales] Creating Ideal Customers: Personalize Every Experience to Increase Engagement, Advocacy, and Revenue
    and lead their companies into the digital age. Closing the Gap: The Sales and Marketing. More Twitter Followers Golden State Warriors Increase Sales. Creating Ideal. Customers Personalize Every Experience to Increase. ROI-focused and attribute revenue to efforts, they’re also being tasked to innovate. The content being served.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Lead, Sales] Grande Guide to Social Advertising
    Eloqua database with leads captured on SlideShare. Perceived Cost and Real Cost with SlideShare SlideShare offers tremendous branding, awareness, networking, data, and lead generation value. to capture leads and feed those names into either their. lead nurturing system or share them directly with. increase in sales.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Lead, Sales] Marketing Automation Simplified
    13 The Role of Lead Management Maximize Prospect Interest & Engagement. 14 The Role of Lead Routing. 15 The Role of Lead Nurturing. 16 The Role of Lead Scoring Identify Target Attributes. 17 The Role of Marketing in Sales Enablement Address the Independent Buying Cycle. generation, marketing, sales, etc.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Lead, Sales] Digital Body Language: Reading and Responding to Your Prospects’ Digital Buying Behavior
    sales and rooted in face-to-face interactions. The best sales professionals were highly adept at reading buyer. crossed arms, could tell savvy sales professionals much about a prospect’s buying disposition. ment, fast-moving businesses are adapting their marketing and sales processes to the Digital Body Language. table.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Lead, Sales] Grande Guide to Lead Scoring
    Lead Scoring What Is a Grande Guide? topic—in this case, lead scoring—with a minimal. This Grande Guide will define lead scoring, explain why. What Is Lead Scoring? Lead scoring is an objective ranking of one sales lead. and sales professionals identify where each prospect. Why Lead Scoring.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Lead, Sales] Grande Guide to B2B Blogging
    your company’s sales and marketing efforts. Continual interaction is a key to shortening lengthy sales. The average B2B sales cycle can range from 117. solutions providers to “curb the sales messaging,”. is to drive the sale of products or brand awareness. They work in much shorter sales cycles where. chaos.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Lead, Sales] The Demand Gen Pro's Cookbook
    SALES SANDWICH PAGE 8 DISPLAY AD. DINNER PARTY PAGE 17 METRICS À LA MODEPAGE 15 LEAD NURTURING. recipe is great to: • Eliminate bad data using a systemized approach • Review the database for: – Duplicate leads, accounts, and contacts. Run through the data ringer to find duplicate contacts, leads, and accounts. delight.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Lead, Sales] Frictionless B2B - Creating a smoother customer journey in a world of marketing potholes
    Ambiguous search results lead a VP to think an enterprise security firm just sells home. Powered by the Oracle Marketing Cloud WHAT ABOUT SALES: Keeping them involved every step. That frictionless customer experience should be carried on once the sales opportunity is established. This data enable sales reps to tailor.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Lead, Sales] The Ultimate Guide: Getting started with Social Selling
    the sales and marketing landscape. Then sales tells them why they want it and. Sales and marketing must align themselves to a new. prospect, sales professionals must go deeper into the. Traditional sales and marketing. Sales and marketing both can use social selling to influence. For the Buyer For the Sales.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Lead, Sales] A How-To Guide for transforming your database to support effective segmentation and persona-driven communication and engagement
    Even if your contact database and net-new leads are being segmented by personas, if you can’t accurately target. with us to the sale.”. and 4X more leads than. and sales processes. Well-understood personas are the basis for amazingly effective lead routing, scoring, and nurturing. lead flow management, plus.
  • THIRD AND TWO B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [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.
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Lead, Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers.
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Lead, Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers.
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Lead, Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers.
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 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, JANUARY 29, 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  |  FRIDAY, JANUARY 29, 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  |  FRIDAY, JANUARY 29, 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  |  FRIDAY, JANUARY 29, 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
  • ACTIVEDEMAND  |  MONDAY, FEBRUARY 8, 2016
    [Lead, Sales] The Importance of Marketing Automation
    The purpose of a marketing automation platform is to streamline sales and marketing organizations by replacing time-wasting procedures with automated solutions. Nurturing contacts from leads to customers (conversions). The Importance of Marketing Automation. websites, social media, email) and automate repetitive tasks.
  • FATHOM  |  MONDAY, FEBRUARY 8, 2016
    [Lead, Sales] Why The New York Times Will Always Have Better Content Than You (If You Don’t Read This Blog)
    So, content is neglected and pushed to the side, treated as nothing more than a sales asset. If you want content that is fueling your marketing and, eventually, your sales, you need to start thinking of it as an integral part of your business model. It goes without saying, but I’ll say it anyways. The New York Times is successful.
  • BIZIBLE  |  MONDAY, FEBRUARY 8, 2016
    [Lead, Sales] The Purchasing Path: A Step By Step Guide to B2B Lead Nurturing
    The B2B sales cycle is an extended process that’s much longer and more detailed than B2C buying. Your leads may spend months considering whether they’ll make a purchase with you. Follow these steps to help boost your success with B2B lead nurturing and sales. Build Credibility as an Industry Expert.
  • PR MEETS MARKETING  |  MONDAY, FEBRUARY 8, 2016
    [Lead, Sales] Top 5 Marketing Skills
    Plus, digital marketing is one area where you can literally track a prospect from first touch, downloading content, visiting your website to completing a lead form. In addition to driving top of the funnel sales lead, this content can also increase lead velocity, enabling sales to provide relevant content throughout the buying cycle. 3.
  • CINTELL  |  MONDAY, FEBRUARY 8, 2016
    [Lead, Sales] A Framework for Optimizing Personas
    71% of companies who exceed revenue and lead goals have documented personas vs. 37% who simply meet goals and 26% who miss them Source: Understanding B2B Buyers 2016 Benchmark Study. Here persona efforts begin in earnest with sales & marketing training, capturing some external insights through qualitative interviews and research findings.
  • BIZNOLOGY  |  MONDAY, FEBRUARY 8, 2016
    [Lead, Sales] Time to abandon spray-and-pray lead generation
    A couple of years ago, a client told me he was having some lead quality problems. The company had contracted with a major IT publisher for a webcast that guaranteed 150 leads. But the leads weren’t panning out; the quality was terrible and salespeople were pointing the finger at marketing. Ninety-nine percent. Quality time.
  • MODERN B2B MARKETING  |  MONDAY, FEBRUARY 8, 2016
    [Lead, Sales] The Fundamentals of Increasing Web Traffic from Social Media
    Author: Daniel Kushner Social media marketing, for B2B companies, often means one thing: generating new leads. But what do you do with these leads? At some point, you’ll want them to visit your website and other web properties, where they can be exposed to more of your content, become a captive audience, and enter your sales funnel.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, FEBRUARY 8, 2016
    [Lead, Sales] The uncomfortable state of content marketing metrics
    Not only must we measure, we must measure in the language of business: Leads, sales, cost savings, customer satisfaction. In a post titled Content Marketing – It’s About to Get Weird , my friend Joe Pulizzi revealed disappointing findings from an annual research survey. Here’s This is not good. It sucked. No idea.
  • ACT-ON  |  MONDAY, FEBRUARY 8, 2016
    [Lead, Sales] 5 Steps to Increase Conversion Rates with Account-Based Marketing
    Marketing teams who understand ABM are in a powerful position to better align to what sales needs, and to make smart choices about the right actions to take and the right time to take them to grow high-potential accounts.” Account-based marketing, in some sense, is the brainchild of sales and marketing alignment. Live events.
  • HINGE MARKETING  |  MONDAY, FEBRUARY 8, 2016
    [Lead, Sales] Elements of a Successful Brand 8: Messaging
    In the war for customers' hearts, messaging leads the charge. Messaging can take various forms—a tagline , ad slogans, headlines, your sales pitch—but they all share a few common traits. Our Rebranding Kit gives you the tools and knowledge you need to lead your firm through a rebranding. The Core Brand Message.
  • CHIEFMARTECH  |  SUNDAY, FEBRUARY 7, 2016
    [Lead, Sales] Hacking Marketing: Rethinking Marketing Management in a Software World
    The first week of book sales — including all advance orders — matters a lot in the publishing world for counting towards best-seller lists. You can use this webinar as a customer marketing tool if you would like — any leads generated are exclusively yours. Software has eaten the world — and marketing too. Rapidly evolving technology.
  • HUBSPOT  |  SUNDAY, FEBRUARY 7, 2016
    [Lead, Sales] 12 Sneaky Psychological Biases That Affect How You Sell
    This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales. In sales, biases can be a rep’s worst nightmare. They can lead a rep to jump to inaccurate conclusions about a prospect or themselves, resulting in a lost deal. Sales and Marketing Daily SyndicationTrust me!”.
  • MARKETING CRAFTMANSHIP  |  SATURDAY, FEBRUARY 6, 2016
    [Lead, Sales] What Type of Marketing Cry-Baby are You?
    White papers and editorial content are poorly disguised sales pitches, and offer no helpful information or insights. Lots of time is devoted to winning industry recognition; far less time is invested in managing the customer experience or supporting the sales force. Sales reps don’t know how to convert their leads.
  • JUNTA 42  |  SATURDAY, FEBRUARY 6, 2016
    [Lead, Sales] This Week in Content Marketing: The Guardian Gets Aggressive with Native Advertising Terms
    We also discuss one scenario where it could make a lot of sense as a lead-generation tool. Xerox now mails this glossy magazine to its top prospects and has become an incredibly effective business development tool: It has generated over 1,000 new sales appointments and more than $1 billion in pipeline revenue. This week’s show.
  • BIZIBLE  |  FRIDAY, FEBRUARY 5, 2016
    [Lead, Sales] When Do Marketers Decide To Implement Marketing Attribution? What The Data Tells Us
    At a certain stage, marketers decide they need to observe the connection between marketing and sales. For instance, a large portion of our survey respondents are using either a first, lead creation, or last (opportunity created) touch. Is There A Connection Between Sales Cycle Length And Marketing Attribution Model?
  • DISCOVERORG  |  FRIDAY, FEBRUARY 5, 2016
    [Lead, Sales] 3 Tips for Embarking on an Account-Based Selling Program
    There are plenty of different avenues to find information on companies and contacts – the basics include LinkedIn, corporate websites, news publications, and the wider web – but if you’re looking to run a fairly sophisticated ABS program, a more advanced sales intelligence tool will pay dividends. Be The Expert. Stay Up To Date.
  • LEADERSHIP  |  FRIDAY, FEBRUARY 5, 2016
    [Lead, Sales] Top Ways to Attract Prospects Through Social Media
    My resolution this year, at least in terms of this blog, is to keep offering valuable information about marketing and lead generation, and to be open to experimenting a little bit in order to keep things interesting! Not only does it look bad for the company, but it may even affect their reputation and sales. Responding too slowly.
  • SALES ENGINE  |  FRIDAY, FEBRUARY 5, 2016
    [Lead, Sales] How many leads do you actually need from marketing?
    Since it’s become more difficult for sales people to get in front of prospects, many B2B companies are relying heavily on content marketing to supply top-of-the-funnel leads that can be converted into closed business. In fact, the strongest close rates occurred when marketing accompanied the sales pursuit process.
  • HUBSPOT  |  FRIDAY, FEBRUARY 5, 2016
    [Lead, Sales] 8 Pieces of Marketing Wisdom for the Chinese New Year
    You will be more aligned with your sales team this year.". It's when sales and marketing are so aligned that even their names become one. Successful sales and marketing teams talk, and talk often -- and they set goals together. In celebration of the Year of the Monkey, we created the Marketing Fortune Generator. Cheesy? little.
  • CAPTORA  |  THURSDAY, FEBRUARY 4, 2016
    [Lead, Sales] Growth Marketers’ Top Priorities: Survey Recap
    Interestingly, the majority of respondents said they wanted to improve conversion rates (both lead-to-opportunity and visitor-to-lead rates), while cost of acquiring new customers (CAC) lagged down the list of priorities. In mid-December, we surveyed our readers about their top marketing priorities in 2016.
  • BIZIBLE  |  THURSDAY, FEBRUARY 4, 2016
    [Lead, Sales] 9 Reasons B2B Sales Teams Are Huge Fans of Marketing Attribution
    But pop over to the next department and see what the sales team thinks of B2B marketing attribution. How does attribution change how the sales team sells? How does it affect their lead insights, their pipeline velocity, their selling approach, and how their time is spent? And we’ll let the sales team tell their own story.
  • CMO ESSENTIALS  |  THURSDAY, FEBRUARY 4, 2016
    [Lead, Sales] Sales Analytics: The Path to Better, Faster Forecasting
    A new Aberdeen report  shows how sales analytics create more accurate and actionable sales forecasts. The bane of many sales professionals’ routine is often the dreaded sales forecast. What do these successful sales leaders know, that the rest of us should be considering? Making Better Decisions with Better Data.
  • ION INTERACTIVE  |  THURSDAY, FEBRUARY 4, 2016
    [Lead, Sales] 5 Ways to Improve Your Lead Quality
    Lead quality is imperative to both your marketing and sales success…obviously… I mean when we put it all together, if you put junk in you are very very likely to get junk out. You can in turn use this information to improve your lead thru an amazing, targeted nurture campaign. What does that mean? Well, you can just ask them!
  • SALESPREDICT  |  THURSDAY, FEBRUARY 4, 2016
    [Lead, Sales] How to Use Predictive Lead Scoring
    If you’re in B2B marketing, you’ve likely been hearing a lot about predictive lead scoring. So, let’s look at how you can use predictive lead scoring and predictive insights to maximize your team’s results and drive more revenue: 1. Prioritize Your Lead Follow-Up. Align Sales and Marketing, a.k.a. Smarketing”.
  • MODERN B2B MARKETING  |  THURSDAY, FEBRUARY 4, 2016
    [Lead, Sales] Beyond Views and Downloads: Use More Advanced Content Analytics
    In terms of lead generation that is. Any Any idea which specific assets contributed directly or indirectly to your pipeline? I don’t necessarily mean the assets you sent to your known database of leads, but the ones that visitors on your site or social channels were eager to read or view and helped you gain new names and fresh leads.
  • HUBSPOT  |  THURSDAY, FEBRUARY 4, 2016
    [Lead, Sales] How to Use Smart Content to Take Advertisements to the Next Level
    Content ultimately exists in a funnel, with one step leading to the next. Bonus: use this information to make your ‘sales’ messaging more refined — drive leads and conversions for events, lead gen offers, webinars, and more. The reason why? Content marketing is a double-edged sword. What do you have already? Media
  • EMEDIA  |  WEDNESDAY, FEBRUARY 3, 2016
    [Lead, Sales] A Day in the Life of… An Agency Media Planner
    Benefit from the advice of an agency media planner, who sees their fair share of proposals, to know what you should be looking for in a lead generation vendor. This month, we were able to get the perspective of an agency media planner, an expert at picking out winning traits in a lead generation vendor.
  • DIRECT RESPONSE COACH  |  WEDNESDAY, FEBRUARY 3, 2016
    [Lead, Sales] 9 Questions to ask about your Direct Mail Creative
    So you’ve been given the job of writing a new sales letter or direct mail postcard. Copywriting Direct Mail Direct Marketing General Lead GenerationYou gather all the information, outline your message and then you write … and rewrite … and rewrite … and then you polish. Your mailer is ready. You think [.].
  • BIZIBLE  |  WEDNESDAY, FEBRUARY 3, 2016
    [Lead, Sales] 23 Account-Based Marketing Leaders to Follow on Twitter
    Adrienne Weissman is the Chief Revenue and Marketing Officer at G2Crowd, the industry-leading review platform for business software and services. Adam New-Waterson is the CMO at LeanData, a sales and marketing operations platform. Matt Heinz is the President at Heinz Marketing, an agency focused on sales acceleration. https://t.co/7DLsBxzgnO.
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 3, 2016
    [Lead, Sales] The Art of Being a Great Coworker: 13 Ways to Improve Your Work Relationships
    That's a ton of time, and can often lead to a ton of silent (or not so silent) frustrations. The place where Mark goes to complain to his sales buddy about Steve's work ethic, and Sarah and Emily gather to vent about the suspicious relationship between their two interns over a Dixie cup of the cold stuff. well, you get the point.
  • HINGE MARKETING  |  WEDNESDAY, FEBRUARY 3, 2016
    [Lead, Sales] Latest Marketing Trends That Will Grow Your Tech Firm
    They contribute to the development of their firm’s overall brand, increase lead generation, and make it easier to close sales. But whatever the format, content should be educational, useful or entertaining rather than promotional or sales oriented. And so it is with marketing. The solution? Referrals help us grow.
  • FATHOM  |  TUESDAY, FEBRUARY 2, 2016
    [Lead, Sales] Why Lead Quotas (and Other Vanity Metrics) are Hindering Your Long Term Growth
    If the initial strategy is rushed & if the tactics are executed sloppily, it will fall on its face no matter how many so-called quality leads you’re getting off the bat. So, the mad dash for leads can ultimately hurt more than it helps, especially if it leads to a half-baked strategy. Why Lead Quotas Can Be Damaging.
  • SALES ENGINE  |  TUESDAY, FEBRUARY 2, 2016
    [Lead, Sales] Using Facebook for B2B Lead Generation
    Many B2B marketing leaders have resisted Facebook and other social media platforms, believing that they can’t be successful in getting leads there. So the question is not whether we should use Facebook, it’s: How do we use it to actually get results for both content distribution and lead conversion? But things are changing—and quickly.
  • FATHOM  |  TUESDAY, FEBRUARY 2, 2016
    [Lead, Sales] Skills for the New Marketer
    In this episode, he offered ideas on  what makes great marketers , emphasizing the diversity of the craft, the various paths they can take in the field or what can lead them to marketing in the first place. I recently talked with my colleague Jon Pogact about the marketing department of the future. People expect seamless communication.
  • KOMARKETING ASSOCIATES  |  TUESDAY, FEBRUARY 2, 2016
    [Lead, Sales] Miss This One Thing & B2B Marketers Will Never Demonstrate ROI
    They were skeptical of the impact SEO and content marketing could have on actual lead generation, and ultimately sales performance. Sure, we [KoMarketing] have a bias in believing SEO, content marketing, or “inbound marketing” (as they called it), are critical aspects in B2B marketing programs and sales enablement.
  • ANNUITAS  |  TUESDAY, FEBRUARY 2, 2016
    [Lead, Sales] Top 5 Mistakes Content Marketers Will Make in 2016
    Years ago when I was working a short stint in B2B sales, I took a course on SPIN Selling, and I still think about the fundamentals of that selling process today. One month into 2016 and I hate kick the year off on a negative note, but there are some mistakes we consistently see from B2Bs as they attempt to execute on their content strategy.
  • ION INTERACTIVE  |  TUESDAY, FEBRUARY 2, 2016
    [Lead, Sales] 10 Best Content Marketing Articles to Kick Off 2016
    We’ve given you the resources you need to start building an interactive content strategy, from different ways to transform static content and how to improve the visitor’s experience to how to generate leads with interactive content and the most exciting types of interactive content we’ve seen. Today’s Forecast? Snap out of it!! Let us know!
  • MODERN B2B MARKETING  |  TUESDAY, FEBRUARY 2, 2016
    [Lead, Sales] Break Through on Email with Easy-to-Use KPIs
    Author: Jamie Lewis While it may seem like there is a new marketing channel available almost every day (I’m devising my smart fridge strategy as we speak), email marketing, when done right, is still one of the most profitable acquisition and lead retention channels available. Be data-cated. Now let’s talk data. Engagement. Behavior. Outcome.
  • LEAD LIAISON  |  TUESDAY, FEBRUARY 2, 2016
    [Lead, Sales] Mistakes with Marketing Automation – and How to Fix Them
    While marketing automation has become an increasingly popular approach for generating quality leads and driving them through the sales funnel efficiently, it’s not uncommon for marketers to make mistakes in implementing marketing automation tools. Lead nurturing is one of the most powerful benefits of a marketing automation tool.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, FEBRUARY 2, 2016
    [Lead, Sales] How to get things done even when you can’t concentrate: Return on Attention
    In other words, the question many leading experts hold up as the gold standard in productivity leads to a moral interrogation of my self-worth. What if, instead of asking a broad question that leads to moral self-judgement, I focused on doing my hardest tasks when I am the most ‘dialed-in’?” Serious ADHD.
  • ACT-ON  |  TUESDAY, FEBRUARY 2, 2016
    [Lead, Sales] Segmentation: 5 Steps to Help You Send Emails That Your Prospects Actually Want to Read
    know you probably understand the basic outline of your audience – you know that your most frequent buyer is an HR manager or a sales professional. Another way to understand your buyer is to spend time talking with your sales team. Take a hint from your high unsubscribe rates/low conversion rates and rethink your strategy.
  • HINGE MARKETING  |  TUESDAY, FEBRUARY 2, 2016
    [Lead, Sales] AEC Marketing: The Upcoming Elections Demand Change
    The months leading up to the presidential election are actually the calm before the storm—a storm of changeover within agencies. The content you produce will help your firm at all stages of the sales cycle, before, during and after the sale is completed. The one thing we know for sure, there will be a new president.
  • ACT-ON  |  MONDAY, FEBRUARY 1, 2016
    [Lead, Sales] Use Marketing Automation to Keep Customers and Expand Retention
    This involves finding new prospects, assessing their suitability and fit as a prospective client, scoring their interest, and then handing the next stage of the client acquisition and retention process to the sales function.”. Editor’s note: Marketing automation has long been the crucial game-changer for acquisition marketing.
  • TONY ZAMBITO  |  SUNDAY, JANUARY 31, 2016
    [Lead, Sales] How To Lead With Customer-Focused Content
    The overriding concern from many content marketers is on lead and sales conversion.  What we really have here, then, is many organizations are creating content much in the same ways sales and messaging had been created even before the arrival of the Internet.  As a sales pitch.  Or, even worse, as a cold call.
  • HUBSPOT  |  SUNDAY, JANUARY 31, 2016
    [Lead, Sales] Working Late? Here Are 21 Tips to Make Your Nights More Productive
    This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales. Watching television while we work requires our brain to multitask, which can lead to decreased performance and an underwhelming project. In fact, not getting enough sleep is similar to being drunk, according to studies.
  • HUBSPOT  |  SATURDAY, JANUARY 30, 2016
    [Lead, Sales] 7 Powerful Ways to Make Your Emails More Persuasive
    This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales. Communication is the lifeblood of sales and marketing. How do you make your sales emails more persuasive? The outreach email is a special breed of writing. Okay, so this isn’t exactly a writing tip.
  • DISCOVERORG  |  FRIDAY, JANUARY 29, 2016
    [Lead, Sales] New Ideas for Motivating Your IT Staffing Salespeople
    This should engage both the high- and low-performers, maximizing overall sales for your business. Generational Differences in Sales Motivation. This includes even the most potentially lucrative of sales positions, where the base pay is typically lower and the majority of their financial security depends upon commission.
  • CAPTORA  |  FRIDAY, JANUARY 29, 2016
    [Lead, Sales] Funnel Economics: Adding Science to Forecasting
    Through scientific and quantitate analysis, marketing can now expose and control  critical metrics , including sales and revenue targets. By connecting the end goals (new customers and revenue) to what needs to happen in the funnel (leads), you can get the marketing and sales teams fired up about the objectives. No longer.
  • AMPLIFINITY  |  FRIDAY, JANUARY 29, 2016
    [Lead, Sales] Why you should break lead assignment rules for a referral program and certain laws for fun
    But one of most important rules I highly suggest you break is your lead assignment rules for you referral program. Don’t get me wrong, lead assignment rules are important for your sales team. There are 3 marvelous benefits to breaking your leads assignment rules for your referral program. for your referral program.
  • HALEY MARKETING  |  FRIDAY, JANUARY 29, 2016
    [Lead, Sales] What Kind of Print Collateral Does My Staffing Firm Need?
    Collateral has historically been defined as a collection of printed pieces used to support the sales effort for your staffing services. Written and designed the correct way, it could offer great leads in an area that seems to have few ways to reach candidates. There are other things we can define as print collateral. White Papers.
  • BIZNOLOGY  |  FRIDAY, JANUARY 29, 2016
    [Lead, Sales] Integrating mobile video branding into the auto purchase funnel
    Even if the circumstances point to another choice, the dealer relationship with that customer is now a key consideration and that relationship can shift from purely sales to advisory. Part One. Many of us can recall moments in our childhood when we accompanied our parents to go shopping for a new car. The What to Buy Moment (Top Funnel).
  • SALESFUSION  |  FRIDAY, JANUARY 29, 2016
    [Lead, Sales] 3 Steps to Webinar Success
    You also want to consider how you can make these topics informative and engaging, not just a sales pitch. Those steps could lead you down the path of a webinar or they could also provide you with topics for a blog post, eBook, white paper, etc. How to create an engaging webinar that stands out from the crowd. Picking a Topic. events
  • CAPTORA  |  THURSDAY, JANUARY 28, 2016
    [Lead, Sales] Quality or Quantity? Pros (and Cons) of Two Funnel Strategies
    When it comes to leads, what’s the best strategy for sales success: volume or selectivity? Should you stuff the top of the funnel with leads, which will be whittled down to the few that matter? Or is it best to start with a small but high-quality pool of leads, which are more likely to convert to opportunities and sales?
  • KEO MARKETING  |  THURSDAY, JANUARY 28, 2016
    [Lead, Sales] Social Media Impacts B2B Buyers Who Have a “Penchant for Learning”
    An abundance of online resources and communication channels is rapidly blurring the line between traditional B2B marketing and sales activities. It just means brands need to rethink existing sales processes and discover new ways to engage and educate buyers. That doesn’t mean face-to-face selling is dead. cost reduction.
  • HUBSPOT  |  THURSDAY, JANUARY 28, 2016
    [Lead, Sales] 3 Ways to Use Customer Behavior History to Predict the Future
    This program determines all the keywords your buyers searched, which of those searches resulted in clicks through to your site, and which of those clicks through resulted in a sale. Should you slow them down in their search by leading them to a generic landing page? Of course not. From Search to Landing Page. Of course not. Ecommerce
  • ION INTERACTIVE  |  THURSDAY, JANUARY 28, 2016
    [Lead, Sales] 2016 Interactive Content Marketing Trends To Watch
    The past couple of years there has been a lot to report on in the world of content trends — from mobile responsive, to interactive content design to measurement to lead quality and much, much more. They want engaged, educated, qualified, ready-to-buy leads. And, attribute those leads/sales to first, or last (or all — nirvana!)
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 28, 2016
    [Lead, Sales] 8 Steps to Guarantee Marketing Automation Success
    Align the automated marketing processes with the sales processes. It's critical to get your sales team included in the marketing automation process. This alignment can further your ability to qualify leads and turn them into customers. 6. Review what you are using now before changing anything. Marketing Automation
  • SALES ENGINE  |  THURSDAY, JANUARY 28, 2016
    [Lead, Sales] Brawn vs. Brains: Shifting Your Content Strategy for a Noisy World
    They recently set up an experiment where they adjusted their publishing volumes by half the amount of content and then doubled it, both for a two-week period against their normal benchmark, to see what would happen to engagement and lead generation. In other words, when I send out a campaign, how many leads did it generate?
  • THE ROI GUY  |  THURSDAY, JANUARY 28, 2016
    [Lead, Sales] The Winner? Interactive Content Ignites Demand and Fuels Engagement
    Your prospects are drowning in a sea of look-alike content, so sending out more white papers (the crack cocaine of marketing) and other types of passive content won’t help you meet your lead-gen and sales revenue goals. Your prospects want content that is trustworthy and that keeps the sales pitch to a minimum.
  • ACT-ON  |  THURSDAY, JANUARY 28, 2016
    [Lead, Sales] Time Management: Put Time on Your Side
    How often have you said “There are never enough hours in the day,” as you’re eating a “ sad desk lunch , ” or working late while frantically trying to get the leads you promised for your sales team, or meet a critical campaign deadline. (In which case you’re probably in for a sad desk dinner.).
  • THE POINT  |  WEDNESDAY, JANUARY 27, 2016
    [Lead, Sales] Measure Your Way to Lead Nurturing Success
    Demand Gen Report just published “ Top B2B Marketers Measure Lead Nurturing Effectiveness to Boost Performance ,” a special report in which they address the whys, whats, and how tos of measuring lead nurturing’s true impact. That, ultimately, is what lead nurturing is designed to do – move leads towards opportunity and close.
  • CINTELL  |  WEDNESDAY, JANUARY 27, 2016
    [Lead, Sales] 7 Ways to Use Personas to Drive More Sales (Yes Really!)
    Using Buyer Personas to Accelerate the Sales Process. Personas can be INCREDIBLY useful tools to train sales staff, drive more profitable conversations, decrease sales cycles, and improve the relationship between marketing and sales. Here are some fresh ideas for using this tool to drive more sales: 1.
  • CINTELL  |  WEDNESDAY, JANUARY 27, 2016
    [Lead, Sales] 29 Ways to Use Your Personas
    Additionally, they leveraged them for sales training and demand generation to inform campaign decisions. Tag contacts to persona and segment your database to improve targeting and lead gen campaign results. 2. Use personas to form qualifying criteria for your lead scoring model. For Sales Enablement. B2BZone b2c Blog
  • BIZIBLE  |  WEDNESDAY, JANUARY 27, 2016
    [Lead, Sales] [Infographic] Do B2B Conversion Rates DROP On Fridays?
    But our Bizible marketing team posited that Fridays were a “terrible, horrible, no good, very bad” day for lead-to-opp conversion rates. Our suspicion was that our conversion rates drop for leads created on Fridays because our sales team doesn’t follow up with with them until Monday. We were surprised by what we saw.
  • MODERN B2B MARKETING  |  WEDNESDAY, JANUARY 27, 2016
    [Lead, Sales] How to Evolve Your Prospect Management in a Predictive World
    Author: Sean Zinsmeister It used to be that prospect management meant dolling out “ Glengarry Leads ” to add to your Rolodex, keeping a spreadsheet of top prospects, or most recently populating an empty CRM database with leads that seem to “look good.” The Brains of Sales and Marketing Operations. Lead Management b2b
  • SOCIAL MEDIA B2B  |  WEDNESDAY, JANUARY 27, 2016
    [Lead, Sales] Content and Social Working Together for B2B
    Measuring Content Performance for Higher Sales Conversions. B2B Inside Sales Teams Leverage Social, Video And Data To Reach Top Prospects. The image of the B2B sales rep flying around the country to make in-person presentations — followed by long lunches with prospects — is fading. From Branding Magazine. Read more. Read more.
  • HUBSPOT  |  WEDNESDAY, JANUARY 27, 2016
    [Lead, Sales] Getting Inbound Buy-In from Your Media Sales Team
    When you bring awesome leads to your account reps, you make their jobs infinitely easier. Inbound has the potential to fundamentally change the publishing industry in terms of how media reps sell, in addition to how they generate leads to the products that they’re selling. Your sales reps, however. Typical costs per lead.
  • HINGE MARKETING  |  WEDNESDAY, JANUARY 27, 2016
    [Lead, Sales] 3 Signs You Should Rethink Your Branding Strategy
    Our Rebranding Kit gives you the tools and knowledge you need to lead your firm through a rebranding. Download a free copy of the book Inside the Buyer's Brain to learn how to build a powerful brand to help your firm close more sales. to earn back former clients and entice new prospects. Your Brand—More than Just a Logo.
  • BIZIBLE  |  TUESDAY, JANUARY 26, 2016
    [Lead, Sales] Creating Unusually Good Marketing Dashboards, A Guide For Marketing Operations
    We’ll give you a tour of our marketing dashboard and the kinds of a decisions we make based on our leading indicators. The Open Opportunity Pipeline By Channel report tells you whether you need to generate new pipeline or assist sales in improving bottom-of-funnel (BOFU) conversion rates. When sales needs support? Conclusion.
  • CMO ESSENTIALS  |  TUESDAY, JANUARY 26, 2016
    [Lead, Sales] Untangling the Data-Driven Marketing Mess
    For example, if you’re analyzing the performance of content assets intended to be sent by sales reps to marketing qualified leads (MQLs), you wouldn’t want to use data points on views and social sharing to determine the effectiveness of that content. What’s it like to learn data-driven marketing ? All that crazy confusion was gone.
  • PAUL GILLIN  |  TUESDAY, JANUARY 26, 2016
    [Lead, Sales] Here’s What 25 B2B Marketers Think Are the Key Trends in 2016
    I was delighted when B2B Marketing Zone – a website and newsletter that I devour – asked me to be one of 25 contributors to its “ B2B Marketing Trends for 2016 ” e-book. love this content concept, and it’s an idea more B2B marketers could adopt. picked a few quotes from the e-book that I really like.
  • 6SENSE  |  TUESDAY, JANUARY 26, 2016
    [Lead, Sales] Forrester Report: 3 Pillars of B2B Marketing’s New Mission
    According to Forrester, all of these developments add up to a lot of change: B2B marketers will have to accept a fundamentally different role in the modern enterprise, reimagine their relationship with sales and change their approach to demand generation. To wrap up 2015, Forrester Research, Inc. Latest
  • CAPTORA  |  TUESDAY, JANUARY 26, 2016
    [Lead, Sales] Beyond The Metrics: Why The Marketing Funnel Is Incomplete
    That is why defining your service-level agreements (SLAs) between product, marketing, sales development, and sales should be of paramount priority. What responsibilities does sales development have to marketing when an MQL is passed? Maybe your funnel skips SLA, or all new leads get directly assigned to sales.
  • VIDYARD  |  TUESDAY, JANUARY 26, 2016
    [Lead, Sales] 35 Million Reasons To Say Thanks
    Cable-cutting, Facebook, Snapchat, and Youtube are leading the charge with consumer video and this, without a doubt, means that current and especially future demographics expect to sell and be sold to with video. feel excited. That said, rocket ships don’t have rear view mirrors. At the end of the day, I’m grateful and excited. Vidyardians.
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