• MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, JANUARY 30, 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  |  FRIDAY, JANUARY 30, 2015
    [Lead, Sales] Improving ROI with Marketing Optimization
    customer contacts] to drive sales,” said Raj. and which offer to present to which customer and channel • Business objectives to be achieved, such as maximizing sales, profit or response; or minimizing cost, returns or non-responding customers • Constraints that limit how you can pursue your objectives, such as channel. Market. devices.
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, JANUARY 30, 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  |  FRIDAY, JANUARY 30, 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  |  FRIDAY, JANUARY 30, 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.
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, JANUARY 30, 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  |  FRIDAY, JANUARY 30, 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  |  FRIDAY, JANUARY 30, 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
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, JANUARY 30, 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
  • BLOG MY CALLS  |  FRIDAY, JANUARY 30, 2015
    [Lead, Sales] Why Marketers Should Care About Missed Opportunities [197 Words]
    Data extracted from millions of phone calls with Conversation Analytics has revealed that an astounding 46% of sales inquiries were missed opportunities. These are high quality leads that failed to convert even though they should have. Uncovering this data provides a considerable opportunity for marketers. Read More. Marketing Tactic
  • HUBSPOT  |  FRIDAY, JANUARY 30, 2015
    [Lead, Sales] Amazon Leads the Way With Negotiation Option for Rare Items
    As far as a structured, easy way for potential customers to make lower offers, Amazon is leading the pack. Fine art sellers could experience a higher number of sales if online shoppers felt they could make an offer. Vintage apparel stores could see a huge surge in sales if buyers had the option of haggling over that Chanel purse.
  • BIZNOLOGY  |  FRIDAY, JANUARY 30, 2015
    [Lead, Sales] 6 thorny data problems that Vex B2B marketers, and how to solve them
    Data entered by our sales people ends up as mush in our database. The traditional attribution methods of assigning the credit have long been either the first touch (the inquiry source medium) or the last touch (the channel through which the lead was either qualified or converted to a sale).  It’s a never-ending battle.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, JANUARY 29, 2015
    [Lead, Sales] Proactive and Reactive Marketing
    CRM Intelligence customer intelligence Data Leads Marketing Intelligence outbound prospecting pre-call research prospect outreach Sales 2.0 Sales Data Sales Intelligence sales productivity Software Tools b2b sales lead intelligence Marketing Data Marketing Databases sales database Social CRM social intelligence social selling
  • HINGE MARKETING  |  THURSDAY, JANUARY 29, 2015
    [Lead, Sales] SEO Checklist: How to Make Your Tech Firm’s Website More Visible in Search
    With the crucial role search engine optimization (SEO) plays in increasing visibility and generating leads for your firm, you can’t afford to fall short on this essential element of online marketing. An unstructured, disorganized and difficult to crawl website might lead your site to be ranked below other similar sites.
  • ANNUITAS  |  THURSDAY, JANUARY 29, 2015
    [Lead, Sales] Why Buyer-Centric?
    'Today’s modern marketers struggle to maximize every piece of content, drive the highest conversion rates possible, increase velocity of opportunities through the sales funnel and of course, drive more revenue. Did you conduct interviews of the sales team? Don’t rely on anecdotes from sales and marketing alone…go to the source.
  • KOMARKETING ASSOCIATES  |  THURSDAY, JANUARY 29, 2015
    [Lead, Sales] Google AdWords for B2B Organizations: 8 Questions Leadership Should Ask
    Conversion Goals:  How many leads do we create? For example are we utilizing  ValueTrack  or other methods to isolate leads and prospects all the way down to keyword? What Are We Doing With Our Leads? Example of PPC Lead Funnel. But lead capture opens the door to a myriad of additional possibilities as well.
  • VOICE-BASED MARKETING  |  THURSDAY, JANUARY 29, 2015
    [Lead, Sales] 7 Things You Should Probably Think About When Planning a Customer-Focused Event
    This not only helps keep costs low, but it also generates new leads and opportunities within other markets. This will drive traffic to your booth and allow you multiple interactions with the customer, helping to build a stronger bond, which will lead to closing more sales. First determine the goals for hosting the event.
  • CMO ESSENTIALS  |  THURSDAY, JANUARY 29, 2015
    [Lead, Sales] An Agile Response Requires Agile Marketing
    As someone who leverages marketing and sales technology solutions and works with other results-oriented professionals in highly competitive industries, I have to be agile in everything I do. The first step was to focus on the most important need: making incentives easier for dealer sales people to find and use. do not have a choice.
  • HUBSPOT  |  THURSDAY, JANUARY 29, 2015
    [Lead, Sales] 13 Bright Ideas for Running Smarter Retargeting Campaigns
    After all, that’s where many of your leads are likely to originate, right? If you are building a lead generation campaign, add your current list of customers, subscribers, and converted contacts as a negative retargeting list. That''s a lot of people slipping through the cracks. What''s a marketer to do? Enter retargeting. Simple.
  • 3D2B  |  WEDNESDAY, JANUARY 28, 2015
    [Lead, Sales] New Year’s Resolutions for B2B Lead Generation
    'Here are a few B2B lead generation New Year’s resolutions that will get you off on the right foot for 2015. Will Build a Bridge Between Sales and Marketing. Are sales and marketing associates in your organization marching in the same direction? Marketing must deliver leads to sales. Lead Management
  • BLOG MY CALLS  |  WEDNESDAY, JANUARY 28, 2015
    [Lead, Sales] 10 Things that Drive Conversions on Phone Calls
    Phone calls offer high quality business leads. sale was made. Sales Inquiry : The caller inquires about a product or service during the phone call. 'The average inbound call converts 29% of the time. This statistic comes from analyzing millions of calls across dozens of industries. How Do We Define a ‘Converted’ Call? Read More.
  • EMAGINE B2B BLOG  |  WEDNESDAY, JANUARY 28, 2015
    [Lead, Sales] 4 Things ABC’s Scandal Can Teach You About B2B Online Marketing
    Talented B2B marketers understand the complexity of long sales cycles and forge new strategies instead of looking for the path of least resistance. One of the toughest roles as a B2B marketer is properly tracking lead generation, assigning value, and calculating return on investment. finest problem-fixers. Stay above the fray. Earn it.
  • CRIMSON MARKETING  |  WEDNESDAY, JANUARY 28, 2015
    [Lead, Sales] The Demand Generation Stats Every CMO Needs To Know
    “Companies with higher annual revenues tend to pay a higher cost per lead. However, companies with between $250,000 and $10 million in revenue all average a cost per lead of $26-$50.” 45% generate 500 marketing qualified leads (MQLs) or less per month . That’s 90% more than those exceeding their revenue goals.”
  • HUBSPOT  |  WEDNESDAY, JANUARY 28, 2015
    [Lead, Sales] How to Create a Benchmark to Measure Content Marketing ROI
    3) Lead Generation Metrics. Lead generation metrics like form submissions, email /blog subscriptions, and conversion rates speak directly to the value consumers place in your content. 4) Sales Metrics. Sales metrics show how content impacts customer acquisition and adds to top-line growth. 1) Consumption Metrics. Action.
  • HINGE MARKETING  |  WEDNESDAY, JANUARY 28, 2015
    [Lead, Sales] 5 B2B Content Marketing Techniques to Revamp Your Marketing Strategy
    Firms that generate at least 40% of their leads online through content marketing grow 4X faster than firms that don’t. Maybe your managing partner is having trouble seeing the value of content creation and promotion, particularly if inbound leads haven’t increased substantially. However, it’s not an easy proposition.
  • VIRALLY BLOG  |  WEDNESDAY, JANUARY 28, 2015
    [Lead, Sales] Inbound Marketing – What is it?
    Search Engine Optimization is something that is needed by all business to help boost leads. Converting visitors into leads is a vital part of the cycle. Call to action buttons like ‘Download our eBook’ should always be directed to specific page to fill out a form so your sales team can gather information. Attract.
  • VERTICAL RESPONSE  |  WEDNESDAY, JANUARY 28, 2015
    [Lead, Sales] 14 Sweet Valentine’s Day Email Subject Lines + 3 Ways to Spice Up Your Emails
    For those who want nothing to do with Valentine’s Day, amuse them by providing an anti-Valentine’s Day gift, service, sale or entertaining content. 'Holidays are always great time to jumpstart your email marketing efforts. What better time than Valentine’s Day? on the holiday. That’s up slightly from $130.97 last year.
  • VOICE-BASED MARKETING  |  WEDNESDAY, JANUARY 28, 2015
    [Lead, Sales] Call Analytics Help Blue Fountain Media Optimize Clients’ Online Marketing Campaigns
    'How many times have marketing agencies and lead gen services heard from a client that a lead they received “wasn’t one of theirs”? Radio, print, social media, TV, PPC, SEO, email, mobile – these are just a few of the channels agencies use to drive leads for their clients. One too many, I’m sure. Call Routing Call Tracking
  • FEARLESS COMPETITOR  |  WEDNESDAY, JANUARY 28, 2015
    [Lead, Sales] The Top 10 Best of Everything in 2015
    hope you enjoy it and I invite you to follow me on Twitter at @fearlesscomp , because I’m known as the Fearless Competitor, which was given to me by sales expert Jill Konrath many years ago at breakfast. Filed under: B2B demand generation , B2B lead generation , b2b lead generation companies , Find New Customers , Florida.
  • CMO ESSENTIALS  |  WEDNESDAY, JANUARY 28, 2015
    [Lead, Sales] Supercharge the Top of Your Funnel with Quality Data and Analytics
    It required multiple touches to drive lead volume, but on the flip side, it instilled discipline and rewarded great copy and creativity. Based on ease of access, sales and marketing systems were flooded with contacts of questionable quality.  Although, in marketing, data has historically been a thorn in the side. buyer committee).
  • TRADESMEN INSIGHTS  |  WEDNESDAY, JANUARY 28, 2015
    [Lead, Sales] B2B Social Media Marketing: 5 Reasons Companies Skip Social Media And Why They’re Wrong
    While marketers should take advantage of the opportunity to promote their company they need to remember that the audience will get bored of sales pitches. The re-tweets and likes received will expand reach and could lead to more followers. 'Today we have a guest post from Carli Evilsiver , Marketing Coordinator at WTWH Media.
  • B2B MARKETING INSIDER  |  WEDNESDAY, JANUARY 28, 2015
    [Lead, Sales] 17 Questions On How To Build A Content Marketing Strategy [Q&A]
    Many businesses have ways to measure the cost per subscriber, or cost per lead. Re-purpose executive and sales presentations into blog posts and slideshares and videos. Do you see organizations combining content marketing with sales enablement efforts? Social selling is the sales art of using content (vs. Absolutely!
  • WRITTENT  |  WEDNESDAY, JANUARY 28, 2015
    [Lead, Sales] 7 Writing Strategies to Boost Traffic on Your Blog
    Need more leads, customers, and sales? 'Image source. Every blogger wants to boost traffic on their blog, but not everyone has the right online writing strategies. They can make all the difference. Contrary to what newcomers to the blogosphere believe, blogging can be tough. Then, you still need to deal with the competition.
  • MARKETING ACTION  |  WEDNESDAY, JANUARY 28, 2015
    [Lead, Sales] Sales Alignment: Put Theory Into Practice
    '“Sales alignment” began as an interesting concept. Theory: Develop a strategy across the entire sales and marketing funnel. Firstly, make sure representatives from both marketing and sales are present. Theory: Produce content across the sales and marketing cycle. For its critics, that’s all it remains. Or does it?
  • BLOG MY CALLS  |  TUESDAY, JANUARY 27, 2015
    [Lead, Sales] Discover the 5 Steps to Help You Profit with Google Adwords
    You''re going to find some ways that do not work, you''re going to test some keywords that do not work, but eventually you''re going to find those keywords and those ads and you''re going to create that system that''s month after month generating leads and sales. You''re trying to generate sales and be really focused with your ads.
  • CRIMSON MARKETING  |  TUESDAY, JANUARY 27, 2015
    [Lead, Sales] Leo Suarez, Toshiba’s SVP Marketing & Strategy: Omni-Channel Retailing—A New Paradigm of Product Marketing
    The result does not have to be declining brick and mortar store revenue, however, says Leo Suarez, Senior Vice President of Worldwide Marketing and Strategy for leading retail point of sale systems supplier Toshiba Global Commerce Solutions. They compete with endless aisles and endless comparisons of products and prices online. Over 1.1
  • KEO MARKETING  |  TUESDAY, JANUARY 27, 2015
    [Lead, Sales] Top 10 B2B Inbound Marketing Predictions for 2015
    This would help support LinkedIn’s goal of building an integrated marketing and sales platform that offers a simple and effective way for B2B marketers to reach audiences, nurture prospects, and acquire customers. Real-time lead scoring will further support the customized approach. Mobile/Local Growth Continues to Dominate.
  • ANNUITAS  |  TUESDAY, JANUARY 27, 2015
    [Lead, Sales] Looking Outside In: Know Your Buyer 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.
  • MODERN B2B MARKETING  |  TUESDAY, JANUARY 27, 2015
    [Lead, Sales] A Seat at the Biggest Table: Digital Guru Gavin Heaton on the Next Era of Marketing
    But it requires us to rethink things that we do and try to earn leads and revenues and profits rather than just sitting back and talking about creating brand value or reach or page views. EIU: Marketing and sales often fight over revenue attribution. So let’s flash back to 2005 for a moment. Wi-Fi came of age in 2005. The name stuck.
  • VIEWPOINT  |  TUESDAY, JANUARY 27, 2015
    [Lead, Sales] Time to Stop Making Sales & Marketing Excuses in 2015
    '“If only I had a qualified lead!”. I get too many leads!”. I don’t get enough leads!”. Salespeople never close out the leads!”. Lead Generation Sales & Marketing Management No one likes the CRM system, so no one uses it!”. Excuses from both employees and managers can fill a book, and most are bogus.
  • VOICE-BASED MARKETING  |  TUESDAY, JANUARY 27, 2015
    [Lead, Sales] The Top 5 Questions Sales People Get About Call Tracking
    Recent studies and statistics (such as the fact that 6% to 8% of mobile users are more likely to click on PPC ads that contain phone numbers; or the fact that inbound calls are worth 500% to 1000% more in revenue than a web form lead) have effectively illustrated the importance of implementing call tracking. Your SEO is safe. Call Tracking
  • WEBBIQUITY  |  TUESDAY, JANUARY 27, 2015
    [Lead, Sales] 14 (of the) Best Email Marketing Tips and Guides of 2014
    ” 20 Email Marketing Mistakes that are Costing You Sales by SteamFeed. So saying “get more sales” is probably not a great goal to have.  However “Generate 100 leads and close 10 sales a month” is one that you can measure”), giving readers too many choices, and not optimizing for mobile devices. Postal Service.
  • HUBSPOT  |  TUESDAY, JANUARY 27, 2015
    [Lead, Sales] How to Double Your Lead Flow in 30 Days [Free Email Course]
    'According to the 2014 State of Inbound Marketing , marketers are obsessed with generating more leads: Nearly a quarter of surveyed marketers rank lead generation as their number one priority. But just because lead generation is a priority doesn''t mean it''s easy to find great information about it. Lead Generation Daily
  • MARKETING ACTION  |  MONDAY, JANUARY 26, 2015
    [Lead, Sales] 6 Steps to a Content Marketing Plan that Can Drive Conversions
    And by the time they reach out to a sales person, as much as 80% of their purchase decisions have already been made. Are there particular page views that indicate sales-readiness? Collaborate with sales and product teams for content creation. What does your specific sales funnel look like? And it makes sense.
  • HUBSPOT  |  MONDAY, JANUARY 26, 2015
    [Lead, Sales] 5 Attributes of an Effective Lead Management Process
    When we implement it for a company here at Imagine Business Development, we will typically see a 2 to 7 times increase in lead generation in the first year and a 5 to 10 times increase in future years. 2013 study identified generating high quality leads as the number one challenge for B2B marketers. Lead Management
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, JANUARY 26, 2015
    [Lead, Sales] Content Marketing for Manufacturers Must Go Deeper than ToFu
    'Many manufacturers are using content marketing but few consider it effective in generating leads that turn into sales opportunities. Here’s another finding, according to [.] The post Content Marketing for Manufacturers Must Go Deeper than ToFu by Achinta Mitra appeared first on Industrial Marketing Today.
  • HINGE MARKETING  |  MONDAY, JANUARY 26, 2015
    [Lead, Sales] New Research Report: Referral Marketing for Professional Services Firms
    And how can providers avoid being ruled out by a referred prospect before closing the sale? In order to generate referrals and close the sale, it’s clear that firms must focus on building their reputations online. Lead Generation Research The reason? An incomplete approach to referrals. Expertise-based referrals.
  • CMO ESSENTIALS  |  MONDAY, JANUARY 26, 2015
    [Lead, Sales] Two Marketing Success Stories from the History of the Super Bowl
    According to marketing professor, Charles Tomkovick, Apple’s famous 1984 ad resulted in 90% higher product sales than what had been initially projected over the 90 days following the ad. The Nature of Lead Nurturing: The 4 Pillars of Effective Programs. What’s in a Name? Today, few could imagine the Super Bowl going by any other name.
  • VOICE-BASED MARKETING  |  MONDAY, JANUARY 26, 2015
    [Lead, Sales] How to Create Stellar Video Content for Marketing in 2015
    million in 2014 ( Brainshark ) Now how do you know if your video content is actually generating leads? 66% of sales managers rate phone leads as excellent (BIA/Kelsey) – better than any other lead type – so encouraging your audience to call you is smart. Video is not only growing – it’s effective. Final Cut Pro).
  • THE ROI GUY  |  MONDAY, JANUARY 26, 2015
    [Lead, Sales] Three Key Metrics for Your 2015 Selling Effectiveness
    Advice: Sales reps need to be empowered to engage all stakeholders no matter what the “Point of Value” or where they are in the decision making process. 2) Training Effectiveness: In the US, companies will spend more than $5B on sales training last year (SPI). Advice: Training by itself is not enough to achieve effectiveness.
  • VIDYARD  |  MONDAY, JANUARY 26, 2015
    [Lead, Sales] Using Video to Turn Website Traffic into Leads
    To understand the importance of video in the sales process, we have to think about how customers behave today. In the past, a sales rep would simply pick up the phone and cold call to introduce a new product or service to a prospect. Customers today don’t want to talk to a sales rep unless they are ready. Can videos drive leads?
  • B2B MARKETING UNPLUGGED  |  MONDAY, JANUARY 26, 2015
    [Lead, Sales] Why Content is Social Media Dietary Fibre
    Last week we looked at the mechanics of getting a social media strategy off the ground by engaging our HR and sales people. It’s an all-you-can eat buffet of white papers, webinars and ebooks guaranteed to feed your busy professional brain that really delivers only the chronic reflux of relentless sales people. It’s New(ish).
  • SYNECORE  |  MONDAY, JANUARY 26, 2015
    [Lead, Sales] 5 Facts Every Business Needs to Know about the Mobile Revolution
    To entice these searchers to convert to leads and customers, some businesses are providing advantages to mobile users such as giving a free gift or providing a discount code. Combining gifts like these with an RWD website is a surefire way to provide mobile consumers with a fantastic user-experience that will likely result in more leads.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 26, 2015
    [Lead, Sales] 15 Tips to Generate More Leads in 2015 (Part 3, featuring tips 11-15)
    'Tweet To kick off the new year I’m sharing 15 ideas on improving your lead management. As you’ll see this series isn’t just about getting more leads, but about generating better and higher quality of leads. And these 15 tips (across all three blog posts) will help make your lead management more effective.
  • CUSTOMER EXPERIENCE MATRIX   |  SATURDAY, JANUARY 24, 2015
    [Lead, Sales] New Marketing Automation Options for Small Business in the VEST Report
    The system has an impressively broad scope, adding full Web site creation to the usual all-in-one mix of email, lead scoring, landing pages, and CRM. The system also extends beyond sales and marketing functions to include customer forums, Wikis, support tickets, project schedules with tasks assigned to individuals, and coupons.
  • HUBSPOT  |  SATURDAY, JANUARY 24, 2015
    [Lead, Sales] 17 Demand Generation Stats Every CMO Needs to See
    Companies meeting or exceeding their revenue goals attract significantly more website traffic and generate more leads, Marketing Qualified Leads (MQLs), sales opportunities, and customers than those that aren’t. Companies with higher annual revenues tend to pay a higher cost per lead. Marketing Data Daily
  • CRIMSON MARKETING  |  FRIDAY, JANUARY 23, 2015
    [Lead, Sales] Forget Vanity Metrics: How To Get Serious About Marketing Analytics
    All this signals is an interest in your content, and not always from a qualified lead. What you can do instead is report “on how many SQLs came through web forms showing that not only are you attracting qualified leads, but those people are ready to have a conversation with someone in your organization.” Social Media.
  • LEADERSHIP  |  FRIDAY, JANUARY 23, 2015
    [Lead, Sales] Interesting Infographics: What Content Has the Most Clout?
    'Which type of content drives the strongest ROI in your B2B lead generation playbook? Content Marketing Infographics B2B lead generation B2B sales c-suite content content marketing home infographic technology buyers Quality Not Quantity. 25% said they consumed 6 to 8 collateral assets. What type of content should we create?
  • FEARLESS COMPETITOR  |  FRIDAY, JANUARY 23, 2015
    [Lead, Sales] 5 Tips for Developing Strong Buyer Personas
    To create great lead generation campaigns , you start with buyer personas. great book, Launch by Mike Stelzner of Social Media Examiner, which we were hand-selected to review , he calls these “ Person Personas ” – the emphasis must be on people and not on the sale. In fact, in his. Amen, Mike.). What about IT?
  • WRITTENT  |  FRIDAY, JANUARY 23, 2015
    [Lead, Sales] The 11 Key Elements of Amazing Copywriting
    Corey Eridon at  HubSpot writes that “the product or service isn’t what makes a lead want to be your customer–it’s a solution to their problem that people care about.” Generates Leads. And, of course, fabulous copywriting generates leads so sales people can do what sales people do best: sell.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 22, 2015
    [Lead, Sales] 5 Tips For Marketing Leaders To Bridge Organizational Silos
    If your typical B2B customer starts at an advert, then goes to your website, books a webinar, and subscribes to your RSS feed for three months before agreeing a sales appointment, share that journey with your teams. 'Marketing used to be easier, wasn't it? That was about it. No more. Dump separate P&Ls and adopt combined financials.
  • FEARLESS COMPETITOR  |  THURSDAY, JANUARY 22, 2015
    [Lead, Sales] What Social Media Can and Can’t Do by @davekerpen
    Social media won’t lead to overnight sales success. Success will take time and will come in increased buzz, referrals, traffic, and eventually sales. Dave Kerpen of Likeable Local. One of my favorite sections of this book is where Dave explains What Social Media Can and Can’t Do and I want to share that with you.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 22, 2015
    [Lead, Sales] The State of Marketing Technology in Asia
    David is a strong advocate for the business value that marketing and communications add at every level of the sales funnel, from building brand awareness, to engaging customers, to driving sales, to CRM. There must be a robust process between marketing and sales within your organization. Follow David on Twitter @ketchum.
  • VERTICAL RESPONSE  |  THURSDAY, JANUARY 22, 2015
    [Lead, Sales] Your Guide to Email Design
    In this guide, we cover the dos and don’ts of email design for commonly sent emails including email newsletters, sales emails, welcome emails and event/invitation emails. The purpose of your newsletter is to aim for a click that leads back to your website or blog with more info. Sale email. How many colors should you use?
  • GREAT B2B MARKETING  |  WEDNESDAY, JANUARY 21, 2015
    [Lead, Sales] The Economic Value of Your Company Brand
    It can be a sales and profit accelerator by helping you sell more products and services at a greater profit margin. By contrast, a differentiated brand can deliver a shorter sales cycle, and much less, if any, competition, where you are able to drive premium price points. Apple leads the list, with a brand value of $124 billion. 
  • HINGE MARKETING  |  WEDNESDAY, JANUARY 21, 2015
    [Lead, Sales] 5 Lead Generating B2B Website Trends
    'At the top of every marketing director’s mind is having a website that converts web visitors into leads and leads into new business opportunities. lead generating website uses effective calls-to-action to convert visitors into leads. Download our Lead Generation Website Guide to get started. 5) Video.
  • FATHOM  |  WEDNESDAY, JANUARY 21, 2015
    [Lead, Sales] Marketing Confessions: Numbers Sometimes Lie (Shh, Don’t Tell Anybody!)
    I’d argue that the skillful application of the previous by outstanding people is the true factor of marketing investment performance, more than any typical KPI (key performance indicator) like cost-per-click, conversion rate, lead volume, traffic or rankings. 'Let’s talk investing. We’re all in agreement, right?
  • CMO ESSENTIALS  |  WEDNESDAY, JANUARY 21, 2015
    [Lead, Sales] 10 Quick Competitive Advantages for Modern Marketing
    Lead Scoring: Marketing effectiveness research shows that the majority of Best-in-Class marketing organizations (68%) actively leverage lead scoring. If you want to ensure that marketing’s contributions turn into revenue through sales, lead scoring is a critical edge. It’s tough. people involved in a B2B buying decision.
  • CRIMSON MARKETING  |  WEDNESDAY, JANUARY 21, 2015
    [Lead, Sales] Shafqat Islam, NewsCred CEO: Build a Content Marketing Machine like the World’s Most Profitable Brands
    'Research on corporate marketing initiatives of 50,000 of the World’s leading brands conducted by Jim Stengel, former Proctor & Gamble CMO, led to identification of the one common attribute which consistently predicted profitability: Brand Purpose— the “why” behind the brand’s existence. Demand Generation Podcasts
  • FEARLESS COMPETITOR  |  WEDNESDAY, JANUARY 21, 2015
    [Lead, Sales] Right Time, Real Time Selling
    ” The article goes on to say that internal R&D is the #8 source of new ideas — more and more CEO’s are turning to Sales and Marketing, Customers, and Business Partners for new sales opportunities. Use the web and technology to automate the “black art” of the top of the funnel — lead development.
  • THE ROI GUY  |  WEDNESDAY, JANUARY 21, 2015
    [Lead, Sales] The Buyer's Journey or Hide and Seek?
    We were in control of the supply and the sales cycle. This new game is a tough one, with: A whopping 58% of B2B deals stalling as the buyer goes dark leaving sales scratching their heads as to what happened (SBI). Only 59% of sales reps achieving their quota in 2014, down sharply from 67% last year (Accenture). It was Showtime.
  • THE FORWARD OBSERVER  |  WEDNESDAY, JANUARY 21, 2015
    [Lead, Sales] Beware Of Shiny Objects: Why Email Marketing Trumps Social Media
    Email Helps Convert Website Visitors Into Leads. When a lead forwards your email to someone, you gain the power of social proof. So when you encourage referrals from existing leads, it helps you generate new ones. Email Helps Nurture Leads Into Customers. Consider this: Email is 40 times more effective than social media.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, JANUARY 21, 2015
    [Lead, Sales] 3 Lessons Marketers Can Learn From Social Apps
    The size of the potential sale should not be proportional to the number of fields on a newsletter signup. It’s hypnotic, gives rise to clever creativity and leads to videos being watched millions of times. And gives your sales executives some free icebreaking facts to use in that first meeting.). 'Vine. WhatsApp. Tinder.
  • 3D2B  |  TUESDAY, JANUARY 20, 2015
    [Lead, Sales] Turn Leads into Qualified Leads - How to Rock Sales Development in 2015
    'How to rock sales lead development? The quick answer…put a sales lead management team to work. That of course, begs the question, “what is a sales lead management team?” It is, unfortunately, often the missing link between sales and marketing. Is your sales force capable of such rapid response?
  • BLOG MY CALLS  |  TUESDAY, JANUARY 20, 2015
    [Lead, Sales] 5 Key Advantages of Data-Driven Marketing
    Information regarding customer search patterns, social media activity, and interactions with advertising and sales processes is readily accessible to develop focused campaigns based on consumer behavior. 3.Enhanced Sales Funnel Visibility. Data-driven strategies have enhanced the effectiveness and measurability of marketing campaigns.
  • HUBSPOT  |  TUESDAY, JANUARY 20, 2015
    [Lead, Sales] How to Write a Great Value Proposition [Infographic]
    great value proposition could be the difference between losing a sale -- and closing it. So how do you actually write a value proposition that''s strong enough to lift conversion rates and sales? Lead Generation Branding Daily 'Your value proposition is the core of your competitive advantage.
  • MODERN B2B MARKETING  |  TUESDAY, JANUARY 20, 2015
    [Lead, Sales] Flaunt your humanity: P&G’s former CMO Jim Stengel on the Next Era of Marketing
    Many leading brands that are launching initiatives are going in this direction, like Marc Mathieu’s Project Sunlight initiative for Unilever. It’s where so many of the leading brands are going and have gone. lot of the start-ups are leading this. Would you care about what they had to say? Do you both share the same values?
  • VIEWPOINT  |  TUESDAY, JANUARY 20, 2015
    [Lead, Sales] Pipeline Priorities: Don’t Leave Potential Customers Flapping in the Wind
    'You’re a sales person. On Tuesday morning, 45 sales "leads" come your way through a variety of sources. After all, when you have your nose to the grindstone and other project deadlines looming, you naturally focus on the three leads that are sure bets. Lead Generation Prospect Development Lead Nurturing
  • ANNUITAS  |  TUESDAY, JANUARY 20, 2015
    [Lead, Sales] Essentials of Perpetual Revenue
    Due to the overwhelming pressure on demand generation teams to quickly “get more leads in the pipeline,” top of funnel engagement tends to be the main focus of programs, as well as becoming the primary goal for marketing automation platforms. 'Several days ago I had dinner with a long-time friend who is a self-employed B2B entrepreneur.
  • VOICE-BASED MARKETING  |  TUESDAY, JANUARY 20, 2015
    [Lead, Sales] A Few Reasons Why Voice is Vital to Your Call Analytics
    'If your business drives a lot of phone leads, it’s likely you’ve wondered what exactly happens on the calls and how it impacts your business. The more inbound calls you get, the more opportunity you have to drive sales and revenue, and the more valuable these calls become. How do you know if your customers are happy? Call Tracking
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JANUARY 20, 2015
    [Lead, Sales] How to Influence B2B Sales Prospects (Without Annoying Them)
    Use the 6 Principles of Influence in Sales Development. In the same way, a sales rep can interrupt sales prospects'' mental workout throughout the day with untargeted calls and emails that turn out to be giant wastes of time. So it’s important to be extremely sensitive when conducting B2B sales calls with prospects.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, JANUARY 20, 2015
    [Lead, Sales] The state of the nation on SEO, content strategy and earned media
    You could really tune in and focus on individuals who were high probability customers or sales leads. Today, We’re nurturing them along a sales cycle. think there’s got to be an inbound marketer who is overseeing marketing automation efforts and lead nurturing because you must have human insight. Definitely.
  • MARKETING ACTION  |  TUESDAY, JANUARY 20, 2015
    [Lead, Sales] 8 Ways Marketing Automation Can Expand Your Search Marketing Agency
    'Search marketing agencies are experts at generating leads, building brand awareness, and increasing sales. The skills and strategy you’ve used to succeed in search marketing are very similar to what it takes to succeed with marketing automation, including the ability to: Attract certain types of leads with focused campaigns.
  • EMAGINE B2B BLOG  |  MONDAY, JANUARY 19, 2015
    [Lead, Sales] 10 (More) Marketing Terms You Need To Know
    This refers to increasing your online sales by converting your current website visitors into leads or clients. The Cost Per Lead (CPL) in a PPC campaign is considered a KPI. 'Anyone working in Digital Marketing can tell you that the acronyms for marketing terms often leave you thinking, “WTF?” UX – User Experience.
  • THE ROI GUY  |  MONDAY, JANUARY 19, 2015
    [Lead, Sales] Book Launch: The Frugalnomics Survival Guide
    In the face of a more frugal buyer, sales reps and marketers are evolving from pitching products to articulating value in order to effectively communicate and quantify the buyer’s challenges and the value of proposed solutions. Based on our popular blog articles, the book provides a definitive view of value marketing and selling.
  • MARKETING ACTION  |  MONDAY, JANUARY 19, 2015
    [Lead, Sales] 4 Killer Tips to Boost Social Content Sharing
    'Sales and marketing alignment: For some this topic causes panic and angst, for others it stirs up no emotion at all … and for a select minority it presents a vast ocean of opportunities. After training thousands of sales and marketing professionals. ve seen first-hand what aligned sales and marketing teams can achieve.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 19, 2015
    [Lead, Sales] 15 Tips to Generate More Leads in 2015 (Part 2, featuring tips 6-10)
    'Tweet For the new year, I’m sharing 15 ideas on how to make your lead management more effective. This post isn’t just about generating more leads; it’s about generating better and higher quality of leads. These 15 tips (across all three blog posts) will help make your lead management more effective. ” 8.
  • B2B LEAD BLOG  |  SUNDAY, JANUARY 18, 2015
    [Lead, Sales] Data Driven Marketing via Data Unification
    The impact of all this is a severe slow down in decision making and an inability to optimize critical processes in customer facing functions, most poignantly in marketing and sales. Follow the Lead and it’s journey. The article opens with this – Who is your customer? Departmental perspectives on customer relationships.
  • BLOG MY CALLS  |  FRIDAY, JANUARY 16, 2015
    [Lead, Sales] Why Conversation Analytics Trumps Human Call Scoring
    These scorecards can be pretty lengthy and measure a variety of factors to evaluate sales performance. 5.Objectives – With call scoring, very specific elements regarding sales performance are being evaluated on phone calls. 'When it comes down to it -- human call scoring cannot compete with Conversation Analytics. Human Call Scoring.
  • LEADERSHIP  |  FRIDAY, JANUARY 16, 2015
    [Lead, Sales] Interesting Infographics: Nurturing the Sales Funnel Using Social Media
    'How do you nurture your prospects and keep them moving forward in your sales funnel? This interesting infographic provides social media tactics to move prospects and leads through the sales funnel. will highlight below the points which are relevant to B2B lead generation. think this can extend to sales teams as well.
  • VOICE-BASED MARKETING  |  FRIDAY, JANUARY 16, 2015
    [Lead, Sales] Don’t Be Fooled by These 3 Content Marketing Myths
    Most viral content, although viewed by a large audience, is not going to educate your customers and generate leads for your business (unless you’re selling pianos or cat toys). This will allow you better control of your message and branding, and will do a better job driving the right leads to your sales team. It doesn’t.
  • CMO ESSENTIALS  |  FRIDAY, JANUARY 16, 2015
    [Lead, Sales] Lead Scoring’s Worst Enemy: “Stuff Marketing”
    'Lead scoring is a marketing science in the purest sense – it makes calculated predictions based on consistent demographic and firmographic data paired with objectively tracked behaviors. This mix is why content marketing often effectively supports lead scoring, as both share the same units of measurement – namely, conversions.
  • GREAT B2B MARKETING  |  THURSDAY, JANUARY 15, 2015
    [Lead, Sales] Lower the Cost and Boost the Productivity of B2B Sales
    'Last month, David Brock, president of Partners in Excellence, published an excellent article titled A Frightening Look At the Cost Of a Sales Person.  Brock recounted some statistics that should disturb senior sales executives, as well as their CEOs and CFOs. The average tenure of a sales manager is 19 months. Lack of training.
  • CRIMSON MARKETING  |  THURSDAY, JANUARY 15, 2015
    [Lead, Sales] Atri Chatterjee, Act-On Software CMO: The Top Challenges Facing Integrated Demand Generation Marketers and How to Overcome Them [Podcast]
    As a marketer, you have to start looking at how is your campaign going to work across those different channels,” says Atri Chatterjee, CMO of leading automation company Act-On Software. Atri provides tips that will help you learn about your customers using your existing marketing, sales, customer support and finance systems.
  • THE ROI GUY  |  THURSDAY, JANUARY 15, 2015
    [Lead, Sales] Best Way to Reduce Discounting: Better Negotiating or Value Selling?
    Many companies have turned to Negotiation Training to help their sales reps and channel partners try to talk their way out of the discount. But procurement holds most of the cards in these negotiations, and as a result, this type of training is not leading to the best deal sizes and sales success outcomes.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 15, 2015
    [Lead, Sales] Recapping 2014 in Content Marketing
    But, that leads me to the second observation. User generated content is performing at an obscene rate for turning leads into customers. quick example I like to use is that marketers should talk to Sales and product content answering each question they frequently encounter. Content marketing had a huge year! Walk with me. Every.
  • VOICE-BASED MARKETING  |  THURSDAY, JANUARY 15, 2015
    [Lead, Sales] 12 Ways to Get Your Sales Team’s Phones Ringing
    How can you get your sales team’s phones ringing? In a test here at Ifbyphone, for example, we found that phone leads became customers 3x as often as web form leads. Integrate Your Phone Calls with Your CRM If you haven’t noticed from the above reasons, data plays a big part in getting more sales calls. It’s undeniable.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 15, 2015
    [Lead, Sales] Marketing and Finance: A Match Made in Heaven!
    And of course we work closely with the Sales Team—who relies on us day in and day out for those super hot leads—you know, the ones that are waiting by the phone to sign an order form with little to no convincing. Lead Gen. To WHOM?”). Yeah, those ones! can hear you…”How dare you!!! Finance? Really? Of all the departments!?
  • ANNUITAS  |  THURSDAY, JANUARY 15, 2015
    [Lead, Sales] Analytics That Matter
    Here are a few examples to consider: Net new names by lead source (PPC, outbound email, organic web). For example: Conversion rates from one lead stage to another. Number of days it takes to move prospects from initial engagement to a sales opportunity. Value of all current sales opportunities. just to name a few.
  • MARKETING ACTION  |  THURSDAY, JANUARY 15, 2015
    [Lead, Sales] 3 Sure-Fire Tactics to Attract More Leads (and Be Better Looking)
    In most cases, “somewhere” is the top of the funnel with lead generation. There are countless ways content marketing is used to generate leads. Here they are, including three ways to use each tactic to attract leads and entice them into your funnel. More traffic from your target audience means more chances for a sale.
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