• B2B MARKETING MENTOR  |  TUESDAY, APRIL 15, 2014
    [Lead, Sales] Our 5 Favorite SFA Software User Interfaces (UIs)
    'Modern sales force automation (SFA) software offers a range of features and analytic capabilities to help you better evaluate your sales pipeline to prioritize and close leads. Pipedrive ’s home screen arranges deal information from left to right in columns that illustrate the natural flow of your sales pipeline.
  • SYNECORE  |  TUESDAY, APRIL 15, 2014
    [Lead, Sales] Sales are Struggling! What Needs Attention: My Website or My Sales Team?
    Your website is far and away your organization’s most impactful sales tool and I’m here to tell you why. To begin with, ask yourself why you hired your sales team. If you answered “to generate more leads and sales,” you’re on the right track. Your Best Sales Rep. Now another question: why do you have a website?
  • SYNECORE  |  TUESDAY, APRIL 15, 2014
    [Lead, Sales] Sales are Struggling! Who Needs Attention: My Website or My Sales Team?
    Your website is far and away your organization’s most impactful sales tool and I’m here to tell you why. To begin with, ask yourself why you hired your sales team. If you answered “to generate more leads and sales,” you’re on the right track. Your Best Sales Rep. Now another question: why do you have a website?
  • HUBSPOT  |  TUESDAY, APRIL 15, 2014
    [Lead, Sales] 8 Things That Trip You Up in Blogging (And How to Get Back on Your Feet)
    Which leads me to numero cinco. If you''re blogging for business, every post you publish should come with a next step: a call-to-action for the reader to do something, whether it be to download an ebook for lead generation, register for an upcoming event, sign up for a product webinar for lead qualification, etc. Damn hard.
  • FATHOM  |  TUESDAY, APRIL 15, 2014
    [Lead, Sales] Marketing for Manufacturing in the Age of the Self-Directed Buyer [Lunch & Learn]
    Join us to talk about: Your sales goals. Lead generation. Lead nurturing and sales conversion. Company News Manufacturing black hole information overabundance lead generation lunch & learn NitroMojo 'Retooling Your Marketing for Exponential Growth & Profitability. WHEN:  Thursday, May 8 (11:30 a.m.–1:00
  • THE ROI GUY  |  TUESDAY, APRIL 15, 2014
    [Lead, Sales] Interview: Guided Selling with Storytelling, Insights and Financial Justification
    'An interview with Dario Priolo, Chief Strategy Officer for Richardson, a leading training and sales effectiveness firm. Research indicates that sales reps are being engaged later and later into the decision making process? And research from Forrester indicates that the late engagement could have serious impacts on win rates?
  • MARKETING ACTION  |  TUESDAY, APRIL 15, 2014
    [Lead, Sales] Act-On Announces $42 Million in Venture Financing, Led by Technology Crossover Ventures
    Act-On stands to benefit from TCV’s domain expertise and experience in building category-leading stand-alone companies. Act-On will use the new capital to accelerate the business on all fronts, including new product development, sales expansion, and brand recognition. The timing is excellent. There’s no surprise in our growth.
  • 3D2B  |  MONDAY, APRIL 14, 2014
    [Lead, Sales] Quick Tips to Make Sure the Best B2B Leads Don’t Get Lost in the Marketing/Sales Void
    'To make sure you don’t lose your best B2B lead generation efforts when you hand them over to sales, you need to start by clearly defining what a good lead is. Both sales and marketing should agree on this definition. Define a Good Lead. And they expect marketing to give them leads that enable them to do just that.
  • BLUE FOCUS MARKETING  |  MONDAY, APRIL 14, 2014
    [Lead, Sales] Know a #SocBiz Leader You Admire? @TheEIU Wants to Hear From You ~ @TheEconomist
    In The Social Employee , we go behind the scenes with several leading brands—such as IBM, AT&T, Dell, Adobe, Southwest Airlines, Cisco, Acxiom, and Domo—pulling the lid off the inspiring social business success stories that have propelled these companies into the 21st century. 'Do you know a Social Business Leader ? FOR EWORD by David C.
  • B2B MARKETING TRACTION  |  MONDAY, APRIL 14, 2014
    [Lead, Sales] LinkedIn Product and Services Pages Discontinued
    Do you want to learn how to get qualified leads and sales inquiries from LinkedIn? 'Photo by Simon Yeo, Some Rights Reserved. Today LinkedIn Products and Services pages will be discontinued. Here’s what you need to know about the change. They also allowed visitors to the page to “Recommend” a product or service.
  • THE FORWARD OBSERVER  |  MONDAY, APRIL 14, 2014
    [Lead, Sales] How to Unlock the Lead Generation Power of Your B2B Website
    'Artillery B2B Marketing Blog > The Forward Observer Not generating enough leads on your website? Don''t get angry: Include these powerful things and your B2B lead generation can be an unstoppable force. To get to that level of sales and marketing nirvana , a lot of things must happen before your prospects find your website.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, APRIL 14, 2014
    [Lead, Sales] The End Game: How to Create Opportunities Early In Inside Sales
    'With a family background in sales, it’s no wonder I love competition, organization, and numbers. But not only is sales a month-to-month game; it''s also quarterly and yearly. The cycle in which we work in inside sales is organized and allows you to plan your time accordingly. This is the beauty of sales. Be resourceful!
  • VERTICAL RESPONSE  |  MONDAY, APRIL 14, 2014
    [Lead, Sales] After an Event: How to Connect and Follow up on Email + Social
    To do so, though, you’ll need to keep track – not only of the number of email subscribers you’ve received but also how long they stay engaged, which lead to sales, and any other key indicators you’d like to track. Now what? The Welcome Message. Consider a show discount or offer. Segment your new list.
  • MODERN B2B MARKETING  |  MONDAY, APRIL 14, 2014
    [Lead, Sales] Lead Generation for Dummies: 7 Lead Generation Strategies You Might Not Have Considered
    'Author: Dayna Rothman Most marketers incorporate lead generation tactics like Facebook ads, events, ebook creation, email marketing, and more into their overall marketing mix. However, there are many additional creative and innovative lead generation strategies that marketers can tap into. Going Guerrilla. What is a meme? Newsjacking.
  • WEBBIQUITY  |  MONDAY, APRIL 14, 2014
    [Lead, Sales] 83 Exceptional Social Media and Marketing Statistics for 2014
    Online sales currently account for about 35% of total revenue for B2B vendors, though that’s higher (41%) among US companies. Of the three major types of online advertising (search, display, and social), search is viewed as the best channel for driving direct sales, cited by 40% of marketers (vs. What do only 48% of searches result in?
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 14, 2014
    [Lead, Sales] Lead Qualification: Webinar marketing strategy boosts conversion 500%
    After realizing this challenge, Shelby and the team at Adobe put forth the idea that by creating more useful and relevant content to prospects, they could use that data to better qualify leads to Sales and discover where those leads were in the buying process based on what webinar content they consumed. You might also like.
  • NUSPARK  |  SATURDAY, APRIL 12, 2014
    [Lead, Sales] How Can Content Marketing Generate Leads?
    Links, simply put, equal lead generation by bringing more visitors to your site. Native content is a concept that describes content so well integrated into a page, that is doesn’t stand out as specific sales copy and fits into the entire scheme. 'Content marketing is in essence, the creation of content to promote your brand.
  • HINGE MARKETING  |  FRIDAY, APRIL 11, 2014
    [Lead, Sales] How to Grow Your Email Contacts Organically
    Pick the top 3 criteria that are most important for your firm and those that are critical to nurturing leads well. The leads that come in will be at various stages of the sales cycle. This will help to push them through the sales cycle and when they are ready to purchase, you’ve set yourself up well. in return.
  • PAUL GILLIN  |  FRIDAY, APRIL 11, 2014
    [Lead, Sales] Marketo Tells How to Use Social Media for Lead Generation
    Marketo recently contacted several B2B social media marketing pros to get their tips on how to generate leads with social platforms. For example, 58% of marketers who have used social media for more than three years say it has helped boost sales. Check out “ How to Use Social Media for Lead Generation.” It’s
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, APRIL 11, 2014
    [Lead, Sales] 6 Fundamental Value-Based Selling Tips
    'by contributor | Tweet this Editor’s Note: Today’s post comes courtesy of Mike Kamo , VP of marketing at  Strideapp , a cloud-based CRM and mobile app designed to help small to medium sized agencies manage and track leads and close more deals. Others claim sales is a science. The same holds true for the sales experience.
  • HUBSPOT  |  THURSDAY, APRIL 10, 2014
    [Lead, Sales] Your Customers Are Calling You. Are You Picking Up?
    4) You''ll Makes Lots of Friends in Sales. As an inbound call coordinator, you''ll often hear from people who want to buy from your company -- the people your sales reps are dying to talk to. If the lead you forward to a rep turns into a customer (which is quite likely), reps will remember who gave them the lead in the first place.
  • ANNUITAS GROUP  |  THURSDAY, APRIL 10, 2014
    [Lead, Sales] 5 Mistakes Companies Make When Automating Their Marketing
    Emails are created, sent out to a list of potential buyers and those who respond are deemed leads and those that do not are targeted for the next campaign which may be a webinar, event, video, etc.   Carlos Hidalgo is CEO of  ANNUITAS  and has been named to the Top 50 Most Influential in sales lead management. billion.
  • KOMARKETING ASSOCIATES  |  THURSDAY, APRIL 10, 2014
    [Lead, Sales] 5 Insightful B2B Content Marketing Strategy Videos
    Today’s internet has become a competitive gauntlet for content marketers that have high hopes of having their content appear on the screen (or desk) of a decision-maker, hoping to increase brand awareness or even lead to a future sale. 'Content is king, and the king is everywhere we turn on the web. Enjoy!
  • B2B MARKETING MENTOR  |  THURSDAY, APRIL 10, 2014
    [Lead, Sales] How to Use Your Sales Team to Create Better Buyer Personas
    Your sales reps spend most of their time interacting one-on-one with customers and prospects, gathering important information and insight. When seeking buyer information, where better to turn than your own sales team? Your sales team spends every day on the front lines of buyer interaction. Here’s what I found. Goals. Featured
  • VOICE-BASED MARKETING  |  THURSDAY, APRIL 10, 2014
    [Lead, Sales] In a Mobile World, Marketers Shouldn’t Underestimate the Importance of Call Tracking
    Fact: Phone interactions are valuable to 66% brands because phone call leads present a greater purchase of intent. Phone leads are reportedly 10 times more likely to convert into paid accounts than online form leads. Many calls come in looking for account information, business hours, or other non-sales-related reasons.
  • BLOG MY CALLS  |  THURSDAY, APRIL 10, 2014
    [Lead, Sales] Direct Mail and Call Tracking: How Money Mailer Saves Clients With LogMyCalls
    This particular case study is about a SaaS lead management system for the rental industry. Money Mailer has a large corporate sales staff that sells directly to large enterprises. Money Mailer corporate sales uses LogMyCalls for major clients. Michelle Tomczyszyn is a sales manager at Money Mailer corporate sales.
  • VIEWPOINT  |  THURSDAY, APRIL 10, 2014
    [Lead, Sales] Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?
    If your sales are down, perhaps you should reconsider your timing and preparation for making contacts. Calling prospects within half an hour of demonstrated interest in your business is the optimum time for you to close sales. call attempts before abandoning the lead and moving on to the next. Why Cold Calling Still Works.
  • BLOG MY CALLS  |  THURSDAY, APRIL 10, 2014
    [Lead, Sales] A Case Study: How a SaaS Integrates Call Tracking
    This particular case study is about a SaaS lead management system for the rental industry. NES) lead management system tracks and captures every lead for property management companies in Canada’s rental housing industry—an $80-billion market. NES manages and optimizes the entire sales funnel for their clients. Challenge.
  • MARKETING ACTION  |  THURSDAY, APRIL 10, 2014
    [Lead, Sales] 5 Ways of Ensuring Real ROI in Social Media
    That argument has been won by those who use social as a tool for engagement and brand awareness: a 2013 Aberdeen Group study , for instance, found that 70% of leading companies generate highly valuable inbound traffic through their social pages. In essence, it’s tough to know what ROI looks like when it comes to social. 5.      Stay useful.
  • 3D2B  |  THURSDAY, APRIL 10, 2014
    [Lead, Sales] How to Avoid the Black Hole of Sales Leads
    'Are Sales Driven by Numbers or Quality? If you follow the “sales is a numbers game” metaphor, you might think the salesperson who makes the most calls or follows up on 100 percent of the leads that cross his or her desk is the victor clutching all the spoils. Unqualified Leads Seldom Convert. Lead Qualification
  • YOUR SALES MANAGEMENT GURU  |  WEDNESDAY, APRIL 9, 2014
    [Lead, Sales] Life Enrichment: Satisfaction
    James (not his real name) a very successful entrepreneur and I discussed his business, the industry he is in and a variety of topics including his sales team. operationalizes” business and sales management systems and processes that pull revenue out of the doldrums into the fresh zone. 'Life Enrichment: Satisfaction. He got a huge hug.
  • BIZNOLOGY  |  WEDNESDAY, APRIL 9, 2014
    [Lead, Sales] The top 10 tricks for sales lead generation
    'Yesterday’s webinar with Ruth Stevens and me was about making sure the leads you send to your sales team are qualified and the process of how to qualify them. The productivity of a sales force or distributor improves dramatically with a steady supply of qualified leads. Ruth P. For more, visit Ruth’s website.
  • BLOG MY CALLS  |  WEDNESDAY, APRIL 9, 2014
    [Lead, Sales] 6 Ways to Use Call Tracking in Your Call Center
    Our technology literally analyzes call content for useful marketing and sales data. In other words, our analytics engine listens to the words and phrases on the call and spits out metrics like lead quality, conversion rates, missed opportunity and sales performance. These tools are robust and powerful. They are also expensive.
  • MARKETING INTERACTIONS  |  TUESDAY, APRIL 8, 2014
    [Lead, Sales] B2B Marketers Need a Fresh Perspective
    Generating "leads," instead of working with sales and service to help customers solve problems? Factors at play include, but are certainly not limited to: Marketers are evaluated on lead generation, not the stuff that I've talked about in the posts Michael mentioned. The same is true for sales. We know this.
  • WRITESPARK  |  TUESDAY, APRIL 8, 2014
    [Lead, Sales] White Papers: Refresh or Write Fresh?
    Use these criteria to determine whether a white paper is a good candidate for a refresh : Continues to attract a large number of sales leads or downloads. Content Marketing Sales Materials White Papers 'Your marketing department may produce dozens of new white papers each year, but how often do you refresh an existing one?
  • HUBSPOT  |  TUESDAY, APRIL 8, 2014
    [Lead, Sales] Content ROI Is a Myth
    For example, with PPC it could be: If I spend €100 on PPC, I’ll make €250 in sales. If I increase that spend to €1000, I’ll make €3000 in sales. This action could be signing up to your newsletter, viewing a particular page on your site, or converting into a lead (contact).
  • DIGITAL VOICES  |  TUESDAY, APRIL 8, 2014
    [Lead, Sales] Getting Started with Content Marketing Strategy in 5 Easy Steps
    ” Content marketing can be a tremendously powerful driver of traffic, leads, and business. Your content should engage visitors in a way that leads them to initiate contact or transaction with you. Once you define your desired outcomes, you can plan content that will lead customers further down your sales funnel.
  • VOICE-BASED MARKETING  |  TUESDAY, APRIL 8, 2014
    [Lead, Sales] 4 Tips to Modernize Your Call Center Customer Experience From Start to Finish
    Making call centers more efficient and effective in converting sales revenue can also have a positive impact on customer retention, customer satisfaction, and cross-selling or up-selling company offerings. 'While call center operations may seem pretty straightforward, there is always room for improvement. Well, it’s true! Keep It Mobile.
  • LEADERSHIP  |  TUESDAY, APRIL 8, 2014
    [Lead, Sales] Spring Clean B2B Lead Generation in 5 Easy Steps
    You already know the essentials of spring cleaning your B2B lead generation : cleanse your leads database. refine your lead generation strategy to do more of what’s working and stop what’s not working. focus on priming hot leads to make them sales-ready. carefully prepare for lead progression to drive conversion.
  • WEBBIQUITY  |  TUESDAY, APRIL 8, 2014
    [Lead, Sales] 21 Fantastic Facebook Marketing Guides
    ” Does Facebook Work for B2B Lead Generation? The site has quietly removed the majority of its cover image restrictions, making it easier for brands and businesses to use this valuable visual real estate to promote things like sales, events and the Facebook page itself.” 'Many (most?) Best Facebook Marketing Guides.
  • MARKETING ACTION  |  TUESDAY, APRIL 8, 2014
    [Lead, Sales] 70 New (Really) Marketing Automation Stats
    Many of the marketing automation stats we regularly use – to make strategic decisions, craft presentations, prepare for sales calls – are getting a bit long in the tooth. Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. Lead & Relationship Management.
  • MARKETING ACTION  |  TUESDAY, APRIL 8, 2014
    [Lead, Sales] 70 New (Really) Marketing Automation Stats
    Many of the marketing automation stats we regularly use – to make strategic decisions, craft presentations, prepare for sales calls – are getting a bit long in the tooth. Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. Lead & Relationship Management.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 7, 2014
    [Lead, Sales] 5 Memorable Takeaways From the Modern Marketing Tour Amsterdam Stop
    If you are lucky enough to go inside one of these houses you will be amazed at the steep, narrow stairs leading to the top of these picturesque old buildings. 'by Sylvia Jensen | Tweet this Have you ever been to Amsterdam? It is one of the most beautiful cities in the world. love it. Here are a few highlights from the day: 1.  Our partners.
  • HUBSPOT  |  MONDAY, APRIL 7, 2014
    [Lead, Sales] How to Get Hired as an Inbound Marketer: 15 Qualities Managers Look For
    Surprises are normal for most marketers -- a campaign could unexpectedly underperform or sales leads could suddenly plateau. 'Let''s face it: Getting a job in marketing isn''t easy these days. So how do you get a job in marketing? Core Behavioral Traits. Inquisitive. Decisive. Adaptable. Get Sh*t Done (GSD). While this competency is.
  • FATHOM  |  MONDAY, APRIL 7, 2014
    [Lead, Sales] Marketing Authenticity
    Instead of trying to be all things to all people (which leads to distortion and misrepresentation), you should be exactly who you are … and communicate this in the language of your customers. Sales & Marketing Alignment authenticity empathy 'We can look at this title 2 ways: What makes for authentic marketing (vs.
  • THE FORWARD OBSERVER  |  MONDAY, APRIL 7, 2014
    [Lead, Sales] B2B Websites: How To Generate More Leads
    'Artillery B2B Marketing Blog > The Forward Observer Worried that your website''s not catching more leads? Breaking News : A lot of B2B companies are not generating leads from their websites. The idea of generating leads from a website is less familiar to an enormous swath of the business-to-business world. Don''t be.
  • ENGAGE  |  MONDAY, APRIL 7, 2014
    [Lead, Sales] Trust Me, I'm a Marketer
    Trust for sale, click now while supplies last. Brands need to activate the people that make their products great, and lead their efforts with those people. In sales, people buy from who they like. 'Think for a minute about who you might expect to meet in hell. But who else? And marketers are among the guiltiest charged.
  • VIEWPOINT  |  MONDAY, APRIL 7, 2014
    [Lead, Sales] PowerViews with James Obermayer: Sales Managers To Blame For Lost Leads
    'My longtime friend and colleague James Obermayer has strong feelings about who is responsible for lost leads among salespeople. Jim is also head of the Sales Lead Management Association, which regularly names the 50 most influential people in lead generation. Sales Managers Are to Blame for Lost Leads.
  • MARKETING ACTION  |  MONDAY, APRIL 7, 2014
    [Lead, Sales] What’s a “Marketing-Qualified Lead”?
    'It’s an essential question: What is a “marketing-qualified lead,” and how exactly does marketing make that determination? And once it’s in place, does sales agree? Only 23% of sales professionals say marketers consistently deliver sales-ready leads. qualified lead must be a demographic fit. Fill out a form?
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 7, 2014
    [Lead, Sales] Lead Generation: The power of copy
    In today’s B2B Lead Roundtable Blog post, we’ll take a look at how a one small tweak to the copy on a lead generation page increased conversion and what we can learn from the results. Objective: To increase leads from quote requests. Primary Research Question: Which form messaging will result in the most leads?
  • NUSPARK  |  SATURDAY, APRIL 5, 2014
    [Lead, Sales] Website Call to Action; Alternatives to “Contact Us” for lead generation
    But, most likely than not, you built it with the hope that it would serve as a silent sales person that would help generate leads and grow your business. 'Here’s a question to ponder: Why did you build a website for your business? What is Conversion Optimization? Conversion optimization focuses on increasing website conversions.
  • KOMARKETING ASSOCIATES  |  FRIDAY, APRIL 4, 2014
    [Lead, Sales] 3 Ways to Expand Your Content Marketing Strategy Beyond Blog Posts
    Including a call-to-action at the end of the document can only increase the chances that white papers can be a guaranteed sales revenue source. Furthermore, Matt McGee of MarketingLand reports that a study by Business.com showed that B2B marketers thought white papers was one of the top lead generation tactics. White Papers. Glossary.
  • MODERN B2B MARKETING  |  FRIDAY, APRIL 4, 2014
    [Lead, Sales] The Dangers of a “Good Enough” Solution: The 4 Major Shortcomings of Generic Lead Scoring
    Let’s take a look at a “good enough” solution in the context of lead scoring, a very important function which sorts the good leads from the bad ones. A “good enough” solution offers only basic lead scoring. Sure, some lead scoring might be better than nothing, but generic lead scoring comes with  major shortcomings.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, APRIL 4, 2014
    [Lead, Sales] Why Inbound Vs. Outbound Marketing is the Wrong Question
    If you’re relying on inbound marketing and leads only today, you will soon reach a point at which you can no longer effectively scale your business. Because as wonderful and cost-effective as inbound leads are, you have little control over the qualification of those leads. Follow Matt on Twitter @HeinzMarketing.
  • BLOG MY CALLS  |  FRIDAY, APRIL 4, 2014
    [Lead, Sales] The Friday Marketing Rant: You Should Care About Phone Calls
    It takes 4 web leads to produce the revenue generated by 1 phone call. A caller is 10x more likely to purchase than a web lead. 64% of businesses say that calls are the most valuable leads they receive. Even B2B companies say that calls are the most valuable leads they receive. And they matter a lot. That''s a good thing.
  • VIDYARD  |  FRIDAY, APRIL 4, 2014
    [Lead, Sales] Drive Real Action With These 6 Killer CTAs
    As a marketer, there are times when either option is well and good, but a lot of the time you’re hoping to make helpful content to generate leads or guide prospects through the sales funnel. Your brand can use this type of CTA to lead viewers on a strategic content journey or path. ” *click*). Suggest another video.
  • MARKETING INTERACTIONS  |  THURSDAY, APRIL 3, 2014
    [Lead, Sales] Product is Not the Hero of a B2B Company's Story
    Now try this: A CTO and founder of a startup SaaS company that's the subsidiary of a global enterprise is building a new application with a business model dependent upon low price, high volume sales. He's formed a great core team focused on the development of this leading-edge application. Do you see the difference
  • CHRIS KOCH  |  THURSDAY, APRIL 3, 2014
    [Lead, Sales] How Manchester United Revolutionized Sports Marketing
    Sales of family season ticket plans increased from fewer than 500 in 2009 to more than 7,500 in 2012. 'Ask me which English soccer, uh, football team I would support and I would say Liverpool. According to a controversial poll commissioned by the team, 650 million people worldwide say they support the team. Have a Backstory. Fantasy sports.
  • ANNUITAS GROUP  |  THURSDAY, APRIL 3, 2014
    [Lead, Sales] The Single Most Common Lead Scoring Failure: Not All Content is Created Equal
    'Most lead scoring models fail — at least initially. Leads are typically scored based on activity and demographics, and in some cases channel. In most cases, sales is brought in to brainstorm with marketing on the factors involved in the scoring program. and the program is launched.
  • FATHOM  |  THURSDAY, APRIL 3, 2014
    [Lead, Sales] Unlocking the True Lifetime Value of Your Customers
    Many online retailers are experiencing higher new customer acquisition costs due to increased competition in their space & more pressure to discount products via sales and promotions because of consumer trends to do more comparison shopping.  Retail / E-commerce Sales & Marketing Alignment Why is this important?
  • VERTICAL RESPONSE  |  THURSDAY, APRIL 3, 2014
    [Lead, Sales] The Top 20 Places Your Business Needs to Be Listed Online
    Besides listing your business in an organized directory, Yellow Pages also offers advertising, lead generation services, and online payment options. Superpages.com includes some unique features like cars for sale, lottery results and helpful tips for finding business services. In fact, Google receives nearly 6 billion searches per day.
  • BIZNOLOGY  |  THURSDAY, APRIL 3, 2014
    [Lead, Sales] How Many Leads Do You Need to Generate? Use This Simple Calculator
    One key to successful B2B lead generation programs is to calculate exactly the right number of qualified leads to provide to sales—as part of your campaign planning.  If you generate too many leads, you’ll be wasting precious marketing dollars. Moreover, you’ll annoy your sales team by not supporting them properly.
  • 3D2B  |  THURSDAY, APRIL 3, 2014
    [Lead, Sales] How to Increase Your B2B Marketing ROI
    When it comes to B2B lead generation and determining the top producing marketing activities, ROI matters. It’s not easy to do, however, because you have a mix of activities that go into generating one sale and they all need to be included in the marketing costs.  It goes to a tradeshow and generates a list of 200 leads.
  • THE ROI GUY  |  THURSDAY, APRIL 3, 2014
    [Lead, Sales] A Failure to Communicate Value
    'By Mark Schlueter & Tom Pisello It''s the responsibility sales and marketing, not the customer , to prove the value of your proposal. Step up and lead the value discussion with your prospects: Change the conversation from your product, features and price to a focus on the customer value you can deliver. So be provocative.
  • VIEWPOINT  |  THURSDAY, APRIL 3, 2014
    [Lead, Sales] Tweet Less and Talk More
    Relationships rule in sales. But while technology has forever altered our sales processes, it won’t save our sales careers. Technology provides us with many great tools, but it is the person behind the LinkedIn profile , all the fancy gadgets, and high-tech presentations who actually makes the sale. 'Toss the technology.
  • HUBSPOT  |  THURSDAY, APRIL 3, 2014
    [Lead, Sales] 5 Things Many Marketers Forget When Running A/B Tests
    One page has a brief, bullet-point list of company facts -- Funded, Series A raised, etc. -- followed by a giant TALK TO SALES button. The other version of the page has a heartfelt personal history, such as this great story by Basecamp CEO Jason Friend, and just a small link to talk to sales in the footer. Data" is the new "synergy.".
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, APRIL 3, 2014
    [Lead, Sales] 12 Experts Define Key Performance Indicators (KPI’s)
    Will you: Shorten the sales cycle by half. Generate 50% more leads. For example, if you wanted to shorten the sales cycle by half, you could measure:  Keyword search for the term(s) that describe the need your brand meets. Sales (if products are sold on your site). 'By Rob Petersen, {grow} Community Member. Really.
  • MARKETING ACTION  |  THURSDAY, APRIL 3, 2014
    [Lead, Sales] Find the Right Content Marketing Mix
    product marketing, brand building, lead generation and sales enablement). 'As content marketing grows in popularity, marketers are discovering that – for all but the largest and best-funded marketing teams – it’s nearly impossible to publish only original, created content at the pace expected of today’s brands. percent syndicated.
  • BIZNOLOGY  |  THURSDAY, APRIL 3, 2014
    [Lead, Sales] How Many Leads Do You Need to Generate? Use This Simple Calculator.
    'One key to successful B2B lead generation programs is to calculate exactly the right number of qualified leads to provide to sales—as part of your campaign planning.  If you generate too many leads, you’ll be wasting precious marketing dollars. Moreover, you’ll annoy your sales team by not supporting them properly.
  • HINGE MARKETING  |  WEDNESDAY, APRIL 2, 2014
    [Lead, Sales] Social Media 101 for Technology Firms
    But the truth of the matter is that leads generated by content marketing (of which social media is an integral part) cost 60% less than leads generated by traditional means. Keep in mind that social media marketing isn’t about making sales pitches. 'You get it. Tech firms totally get it. Here’s why: Visibility.
  • SYNECORE  |  WEDNESDAY, APRIL 2, 2014
    [Lead, Sales] You’re Blogging It Wrong: 5 Common Content Mistakes
    So here they are, the five things you’re doing wrong with your blogs: 1) You’re Thinking of Your Blog as a Way to Drive Sales. Your blog is not a sales tool, and if you are constantly using that space to promote your own products you are not going to retain readers. That will enhance your leads, and thereby your sales.
  • B2B MARKETING MENTOR  |  WEDNESDAY, APRIL 2, 2014
    [Lead, Sales] Is Free CRM Software Right for Your Business?
    Meanwhile, the reporting capabilities of a CRM system help evaluate the performance and productivity of sales and marketing efforts. It features contact management, lead capture, opportunity tracking, a document and content library and unlimited user access. Lead capture. What Free Solutions Are Available? Accounts. Calendar.
  • WRITTENT  |  WEDNESDAY, APRIL 2, 2014
    [Lead, Sales] 30 Killer Resources to Learn Content Marketing
    Image credit: The Sales Lion. Kapost is a leading provider of content marketing software, and their free eBook is definitely worth your time, if for no other reason than it’s an actual marketing comic book. 'Image credit Adobe. This fact has created an interesting playing field for content-minded professionals. CMI Case Studies.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, APRIL 2, 2014
    [Lead, Sales] Marketing and Selling: Two Sides of the Same Coin
    'Sales Prospecting Perspectives is pleased to bring you a guest post from Jonathan Catley , Online Sales & Marketing Manager at MD Connect. The answer is that with the rise in social media marketing, companies and prospects form relationships with potential vendors well in advance of the time they enter the formal sales funnel.
  • VOICE-BASED MARKETING  |  WEDNESDAY, APRIL 2, 2014
    [Lead, Sales] 8 Tools Every Great Salesperson Needs
    'Every department has its challenges, but the sales organization in any company faces a unique set of them that the bottom line of their business depends on their overcoming. To help all you brave sales warriors out there cope, I interviewed a few of our top salespeople and got their take on the tools they consider necessary to success.
  • YOUR SALES MANAGEMENT GURU  |  WEDNESDAY, APRIL 2, 2014
    [Lead, Sales] Life Enrichment: Develop your Mantra
    How do you lead your life, how do you make the decisions that impact your personal or professional life? My challenge for you is to let others know what your belief’s are and to share with others what your mantra is, it will help not only you lead teams, but others will know how to better work with you or interact with you on a daily basis.
  • VIEWPOINT  |  WEDNESDAY, APRIL 2, 2014
    [Lead, Sales] PowerViews with Dan Waldschmidt: How Ordinary People Can Achieve Outrageous Success
    The next PowerViews will be with James Obermayer of The Sales Lead Management Association. 'Everything you think you know about success is wrong, says my latest guest on PowerViews, Dan Waldschmidt, author of the new book Edgy Conversations: How Ordinary People Can Achieve Outrageous Success. This helps prove our value to others.
  • BLOG MY CALLS  |  WEDNESDAY, APRIL 2, 2014
    [Lead, Sales] Publisher Use Cases for Call Tracking: Excerpt From a Case Study
    Newspan uses several hundred call tracking numbers to determine the precise number of sales inquiries each online listing and offline ad produces. They see we’re producing high quality sales phone calls for them,” Duenas says. Implementation. Automated reports and alerts are sent to clients on a scheduled basis. And we upsell them.”.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, APRIL 2, 2014
    [Lead, Sales] 15 Cases of Marketing Innovation [New eBook]
    They’re super-sizing sales impact by aligning efforts. Modern marketing and sales is an evolving practice that requires a commitment to alignment, process, and adaptation. Their efforts are paying dividends with improved sales performance. Best Lead Nurturing Program. Best Lead Scoring Program. Sales Impact.
  • MARKETING ACTION  |  WEDNESDAY, APRIL 2, 2014
    [Lead, Sales] 4 Steps for Better Lead Generation
    If you answered “lead generation,” welcome to the club; the majority of us marketers are here with you. The number-one problem for both years was “Generating more leads,” given by 61% and 60% of marketers respectively. Deeper Look into Lead Generation. The most common lead gen tactic (60%) is content marketing.
  • THE FORWARD OBSERVER  |  TUESDAY, APRIL 1, 2014
    [Lead, Sales] B2B Smarketing: The 5 Steps To Make Sales and Marketing Work Together
    Are you tired of the childish bickering and finger pointing between Sales and Marketing? In many B2B companies, similar divisions can exist between Sales and Marketing. For instance, sales people will complain about poor quality leads generated by marketing. While Marketing can view Sales as lazy and incompetent.
  • VISIONEDGE  |  TUESDAY, APRIL 1, 2014
    [Lead, Sales] Customer Conversations: Identifying Revenue Opportunities Using Customer Analytics
    ”  She said, “Last quarter the sales team asked us to conduct a lead aging analysis, which identified some opportunities with the greatest likelihood to convert in the next quarter. She followed with, “I was barely holding on to key resources this year, and now my budget’s taking another hit!” 
  • HUBSPOT  |  TUESDAY, APRIL 1, 2014
    [Lead, Sales] 3 Cutting-Edge Examples of Website Personalization
    The natural progression of personalized emails should lead to a personalized website, but limitations in technology and strategy have delayed this realization so far. Let''s look at a few examples of companies at the forefront of this strategy and leading the way with personalized content, blogs, and websites. It''s not pushing a sale.
  • HUBSPOT  |  TUESDAY, APRIL 1, 2014
    [Lead, Sales] How Dell Increased Pipeline Revenue 10X in One Quarter: The Secret to Their SMarketing Sauce
    'In almost any organization, Sales and Marketing have the same arguments. Sales wants more leads -- they have quotas to hit, after all. Marketing believes they''re sending Sales plenty -- they just want Sales to actually work the leads they''re sending. Q: Tell us about the Lead Concierge Program.
  • ANNUITAS GROUP  |  TUESDAY, APRIL 1, 2014
    [Lead, Sales] What Marketing Automation and Basketball Have In Common
    Like a basketball coach, the power user ultimately can train, lead, evaluate, and is dedicated to optimizing the solution in every possible way. nurture program or a lead scoring model that is turned on and is never again touched is a recipe for disaster. Make some small adjustments in your scoring model and then evaluate lead flow.
  • THE POINT  |  TUESDAY, APRIL 1, 2014
    [Lead, Sales] Why is Inside Sales So Scared of Lead Nurturing?
    'Recent studies tell us while the adoption of marketing automation technology continues to gain momentum, fewer than 20 percent of marketing executives say that they are fully integrating the technology into their current sales and marketing initiatives. Marketo creates task in CRM to remind BDR to call lead 1 week later. Wait 2 weeks.
  • LEADERSHIP  |  TUESDAY, APRIL 1, 2014
    [Lead, Sales] 8 Reasons Why Marketing Automation Fails
    B2B organizations ruthlessly trash tried and true marketing and lead generation methodology to make way for the new, shiny, sexy marketing automation. just don’t agree that it can be brought in as a blanket solution to boost B2B lead generation. It must simplify, speed up and make lead generation more transparent and accountable.
  • VOICE-BASED MARKETING  |  TUESDAY, APRIL 1, 2014
    [Lead, Sales] The 9 Best Ways to Improve Google Paid Search ROI
    For example, if you notice that one campaign is consistently meeting its daily budget three days in a row while also generating quality leads, you’ll know right away that you need to bump up your budget to keep those leads coming in. Studies show that inbound calls convert to revenue 10 times more than web leads.
  • SOCIAL MEDIA B2B  |  TUESDAY, APRIL 1, 2014
    [Lead, Sales] 8 Ways to Improve Your B2B Content Marketing Video
    The information you receive will be pre-associated with warm sales leads because these users are ones who are invested enough in what you have to offer to exchange their information for it. Be sure to follow the steps above and you’ll soon see deeper engagement with your content that can lead to social shares and new business leads.
  • VIDYARD  |  TUESDAY, APRIL 1, 2014
    [Lead, Sales] What Your Website’s Missing: A Video Content Journey
    When a prospect encounters your site, they typically go through lots of text-heavy assets and get through nearly 60% of the buying process without ever interacting with sales. If explaining something complex, break your content down into 3-5 major umbrella topics , with each topic leading into the next. Set up a video content journey!
  • BLOG MY CALLS  |  MONDAY, MARCH 31, 2014
    [Lead, Sales] How Much Are Missed Calls Costing You?
    Businesses ranging from auto repair businesses and tire shops, to home services companies, Fortune 100 sales teams, and even B2B companies have a very high percentage of missed phone calls. If your client accuses you of failing to generate calls/clicks/revenue/leads for them, you need this missed call data to defend yourself.
  • HUBSPOT  |  MONDAY, MARCH 31, 2014
    [Lead, Sales] A Lot of Top Journalists Don't Look at Traffic Numbers. Here's Why.
    ” A reporter at a leading business newspaper says her editor stopped providing traffic stats, and she''s glad. We’re under pressure to hit our traffic and leads numbers every month. We have an SLA with our sales department, a number of leads we’ve committed to deliver every month. Those Who Look.
  • SYNECORE  |  MONDAY, MARCH 31, 2014
    [Lead, Sales] Tips to Smarketing Team Communication Success
    'Smarketing is the unification of a company’s sales and marketing departments to form a unified team geared toward achieving overarching company goals rather than individual ones. That sounds like such a nice idea, but sales and marketing are known for being adversaries and blaming each other. So, what to do? Communicate. Shun Secrets.
  • VOICE-BASED MARKETING  |  MONDAY, MARCH 31, 2014
    [Lead, Sales] How To Convince a B2B Marketing Lead To Go Steady With Your Company: [INFOGRAPHIC]
    'Sales and marketing teams cannot just mosey over to a potential customer and expect to generate a sale lickety-split. Much like a new love interest, sales and marketing teams should take the time to nurture a relationship based on trust, value and long-term success for both parties. Talk about a commitment!
  • WINDMILL NETWORKING  |  MONDAY, MARCH 31, 2014
    [Lead, Sales] How to Find Relevant Subreddits for Your Business
    From sourcing a creative content strategy to funneling leads from targeted advertising, reddit offers many opportunities for businesses. Related Stories Boost Credibility on Social Media with Customer Stories 9 Ways To Grow Your Sales With Pinterest 6 Tips to Grow Your Instagram Audience Quickly.
  • MARKETING ACTION  |  MONDAY, MARCH 31, 2014
    [Lead, Sales] How to Build Marketing Accountability From the Lead Up
    In this post we will look at evaluating marketing performance from a micro perspective – specifically, at the lead level. There are three key variables that ideally should be associated with every new lead: Lead Source. Lead Source. The “Lead Source” variable identifies, at a high level, where a lead was originated.
  • B2B LEAD GENERATION BLOG  |  MONDAY, MARCH 31, 2014
    [Lead, Sales] Lead Generation: Does your teleprospecting deliver value to prospects?
    'Tweet Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. The first thing to consider when launching a lead gen teleprospecting campaign is to make sure that your value and anxiety relief efforts are geared toward your target market. Approach: A/B single factor split test.
  • VERTICAL RESPONSE  |  FRIDAY, MARCH 28, 2014
    [Lead, Sales] How to Effectively Use Facebook Ads + Email
    B) Create an opt-in/lead page. Your unpublished news feed ad should advertise your giveaway, then link to an opt-in form and/or lead page, which will grow and build your email list in the process. 3) From lead to customer: $10-$30. Example: $200 on ads = 10 sales = $20/customer 4) Daily spend: $50 ($10 a day is an option).
  • HUBSPOT  |  FRIDAY, MARCH 28, 2014
    [Lead, Sales] Why You Still Need Inbound Marketing (Even If Your Prospects Are Already In Your Database)
    'If you’ve been reading HubSpot content for awhile, you know as well as we do that inbound marketing works magic for lead generation. In fact, roughly 70% of the leads generated by the HubSpot blog are from old blog entries : Try doing THAT with paid advertising, and you’ll be sorely disappointed. Your Leads Are Busy.
  • VERTICAL RESPONSE  |  FRIDAY, MARCH 28, 2014
    [Lead, Sales] 3 Steps to Building Your Email List with Pinterest
    Create an offering It might seem simple, but Duncan says to create an offering, pin it, and lead people from that pin to an email opt-in form on your website.”In Taking advantage of the caption is also vital to leading Pinterest fans back to your website and opt-in form. One of this year’s hottest topics? Ebooks. Guides.
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