• DIRECT RESPONSE COACH  |  FRIDAY, SEPTEMBER 19, 2014
    [Lead, Sales] Direct Mail Ideas: The Ace Hardware “paper bag” offer
    'Several years ago, Ace Hardware ran a one-day sale that allowed customers to fill up a paper bag and take 20% off on all items in the bag. Copywriting Direct Mail Direct Marketing Lead Generation Print Advertising We’ve seen these direct mail ideas before.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, SEPTEMBER 19, 2014
    [Lead, Sales] 3 Marketing Musts You’ll Learn at Modern Marketing Experience Europe [Session Preview]
    During the session “How Automating Marketing Increases Customer Engagement, Improves Inbound Leads and Liberates Your Marketing Team” , hear from Sharon Roessen, Group CMO, Terrapin. 'The customer experience onus on marketers expands regularly. Join us in London! how much does it cost and how much do I get for it). Register now !
  • BIZNOLOGY  |  FRIDAY, SEPTEMBER 19, 2014
    [Lead, Sales] Content marketing is for salespeople, too
    You’ve got your metrics, you’re optimizing, and you are driving leads to the sales team. But you might be missing an important step–actually getting the sale. But you need to take all that learning and apply it to your sales process, too. 'You probably heard that content marketing is kinda important.
  • HUBSPOT  |  FRIDAY, SEPTEMBER 19, 2014
    [Lead, Sales] How High-Profile Professionals Stay Calm Under Pressure
    Chief Revenue Officer, HubSpot Inbound Sales Division. Squeezing in one more meeting or one more email at the expense of these balancing activities quickly leads to burn out.". 'Today''s business world is a place of constant pressure and complexity. As long as the stress isn''t prolonged, it''s harmless.". Steve Jobs. I love stress.
  • MARKETING ACTION  |  FRIDAY, SEPTEMBER 19, 2014
    [Lead, Sales] An Act-On Conversation: Jay McBain and Atri Chatterjee Discuss Best Practices in Channel Marketing Communications (35 Types of Media Required)
    Jay spent almost 20 years in various executive sales, marketing and strategy roles within IBM and Lenovo. And he told us how to build a channel and how sales and marketing can work together to maximize the opportunity through the channel. Atri Chatterjee is Act-On’s Chief Marketing Officer. JAY : Well thank you, Atri. This is critical.
  • HUBSPOT  |  FRIDAY, SEPTEMBER 19, 2014
    [Lead, Sales] Welcome to the New Sales Process: How to Let Content Do the Selling
    '"Pushy" isn’t the first word you want prospects to associate with your profession, but it’s a term that’s plagued the sales industry for years -- and for good reason. Thankfully, those days are over and consumers are taking charge of the sales process. Scale Your Sales Efforts Through Content.
  • CRIMSON MARKETING  |  THURSDAY, SEPTEMBER 18, 2014
    [Lead, Sales] Peter Isaacson, CMO of Demandbase: Why You Have a Bad Relationship with Sales—and What to Do About It [Podcast]
    '“How is your relationship with Sales?” Virtually every one of them responded that their unit experienced difficulty getting Marketing and Sales on the same page. The epidemic misalignment between Marketing and Sales can be solved, Peter professes, by developing marketing solutions focused on accounts rather than individuals.
  • ANNUITAS  |  THURSDAY, SEPTEMBER 18, 2014
    [Lead, Sales] Content Marketing Evolution at Content Marketing World
    An increase in leads captured? Who cares, if they can’t be directly attributed to the content, or if they don’t turn into leads that sales is interested in or that can be tied to revenue. How do I get the budget I need to create content? How do I decide what to focus on? How do I know how much to create? Retweets and likes?
  • SALES INTELLIGENCE VIEW  |  THURSDAY, SEPTEMBER 18, 2014
    [Lead, Sales] Your sales lead just got promoted. What should you do?
    'Anytime a sales lead has an interesting moment, it’s an […]. CRM Intelligence customer intelligence Customer Success outbound prospecting prospect outreach Prospecting Relationship Management Sales 2.0 Sales Intelligence Sales Strategy Social Selling Tips and Tricks B2B b2b sales CRM customer 2.0
  • MARKETING ACTION  |  THURSDAY, SEPTEMBER 18, 2014
    [Lead, Sales] The 3 & 5 of Winning Drip Marketing Campaigns
    It’s been around for generations, using the best relationship-building tactics of the era: door-to-door sales, direct marketing, telemarketing, email and social campaigns, location-based marketing, and whatever new methods pop up tomorrow. Isn’t that essentially what “lead nurturing” is? Optimizes the sales funnel. And no.
  • EARNEST ABOUT B2B  |  WEDNESDAY, SEPTEMBER 17, 2014
    [Lead, Sales] "The state of Inbound" - HubSpot Inbound 2014, Wednesday 17th Sepember
    Establish a clear SLA with sales on lead handover and processing. 'Wedneday morning''s keynote was preceded by 2 surprises (to me, at least). The first was an energy-packed performance by art-house (content aficionado) rockers OkGo, the second was a mini-keynote by David Meerman-Scott. The only way to face those fears is straight on.
  • THE POINT  |  WEDNESDAY, SEPTEMBER 17, 2014
    [Lead, Sales] Case Study: Segmentation, New Creative Boosts Lead Conversion Rates by 75%
    Sungard AS runs a highly successful demand generation program, an integrated mix of both online and offline campaigns, to generate a consistent flow of leads to the company’s sales force. Design, build and launch a “Welcome” email program designed to improve follow-up and response to new leads. Spear is a Marketo agency partner.)
  • VERTICAL RESPONSE  |  WEDNESDAY, SEPTEMBER 17, 2014
    [Lead, Sales] 8 Tips to Cultivating a Successful API Program
    Leading the session was Michael Leppitsch, Head of Digital Transformation Strategies at Apigee. Cultivate an API Ecosystem: It is important to build an API ecosystem and not just a sales channel. 'Last week, we attended Apigee’s ‘I Love APIs’ conference at Fort Mason here in San Francisco. Have any tips to add?
  • FEARLESS COMPETITOR  |  WEDNESDAY, SEPTEMBER 17, 2014
    [Lead, Sales] 5 Tips in Building a Great Website in BtoB Marketing
    Filed under: Marketing , marketing campaigns , sales challenges , Sales Leads , sales process , sales-ready leads , Website Tips. Marketing marketing campaigns sales challenges Sales Leads sales process sales-ready leads Website Tips This is a big mistake.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, SEPTEMBER 17, 2014
    [Lead, Sales] Why Some Companies Are Giving Up On Content Marketing (And Why You Should Double Down)
    'Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. This applies to many facets of life these days, but particularly for B2B sales and marketing professionals. But then revenue and sales expectations intervene. The sales team gets anxious. They’re giving up.
  • MARKETING ACTION  |  WEDNESDAY, SEPTEMBER 17, 2014
    [Lead, Sales] Content Marketing Insourcing: Tips for Turning Internal Resources into Content Creation Machines
    From executives and product managers to sales people and call center reps, these individuals can be wellsprings of valuable content that your prospects and customers would be interested in. Especially for businesses that have the luxury of sizable marketing teams. But it’s not the case for most marketers. Maybe even a lot of it. And … action!
  • CRIMSON MARKETING  |  TUESDAY, SEPTEMBER 16, 2014
    [Lead, Sales] How CMOs Can Make Big Data Relevant to the Sales Team
    By the time your sales reps have the opportunity to interface with potential buyers, those prospects have already traveled through a big part of the buyer’s journey. When they finally arrive at the point of purchase, they have often made up their minds and see your sales team merely as a means to accept their order. Begin With a Pilot.
  • CLIENT BRIDGE  |  TUESDAY, SEPTEMBER 16, 2014
    [Lead, Sales] HubSpot Reveals New Tools to Accelerate Sales
    As inbound marketing gains popularity and companies become more successful at attracting prospects and generating leads, there is a growing need to get better at selling and servicing leads. As a result, HubSpot has released a set of sales features aimed at improving inbound selling. Meet Your New Sales Sidekick!
  • GREAT B2B MARKETING  |  TUESDAY, SEPTEMBER 16, 2014
    [Lead, Sales] How to Use B2B Marketing to Propel Rapid Sales Growth
    Instead of a separate marketing and sales process, you need a combined revenue model to propel sales growth. I’ve written about this quite a bit, including a recent blog post on marketing and sales alignment. Rapid sales growth requires aggressive planning and execution. Drop the timid approach.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, SEPTEMBER 16, 2014
    [Lead, Sales] Celebrate the 2014 Markie Award Finalists!
    The Markies honor strategic, collaborative, and tactical marketing and sales innovation. Best Lead Nurturing Program. 'It’s that time again! Finalists for the Markie Awards have been announced! Winners will be revealed at the Global Markie Awards ceremony at during Modern Marketing Experience Europe in London, October 15, 2014.
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 16, 2014
    [Lead, Sales] Want to grow your sales? Stop selling!
    Start helping and stop selling and watch sales grow. contact-form] This blog is written by the award-winning sales and marketing expert Jeff Ogden, the Fearless Competitor – President of Find New Customers. sales leadership selecting salespeople Sales Leads sales process ”  Customers loved it.
  • VOICE-BASED MARKETING  |  TUESDAY, SEPTEMBER 16, 2014
    [Lead, Sales] How to Reach Your Target Audience With LinkedIn: Advertising, Analytics, and Call Tracking
    generate a lot of quality leads from these networks. These leads often convert into customers. The ad or content you are showing them is probably not the first they’ve seen of you: they may have already visited your website, they may have already interacted with someone on your sales team. How is this any different from Google?
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, SEPTEMBER 15, 2014
    [Lead, Sales] How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies
    'I have yet to come across a manufacturer, a distributor or an engineering firm that didn’t ask for more leads. This is understandable since the sales pipeline needs to be full and active at [.] No surprise there! The more I probe, the clearer it becomes what they really want are more requests for quotes or proposals.
  • HUBSPOT  |  MONDAY, SEPTEMBER 15, 2014
    [Lead, Sales] How to Gracefully Terminate an Employee
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. To read more content like it, subscribe to Sales. To terminate is to bring to an end. If you have ever had to figure out how to terminate an employee, you know things don’t get much harder or sadder.
  • MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, SEPTEMBER 15, 2014
    [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 ? Third-Party Influencers Nuances of a B2B sales. B2B sales cycle multiple stakeholders. In a B2B sales cycle, information. lead to a sale. Furthermore, in a complex sale, the.
  • MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, SEPTEMBER 15, 2014
    [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  |  MONDAY, SEPTEMBER 15, 2014
    [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  |  MONDAY, SEPTEMBER 15, 2014
    [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  |  MONDAY, SEPTEMBER 15, 2014
    [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  |  MONDAY, SEPTEMBER 15, 2014
    [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  |  MONDAY, SEPTEMBER 15, 2014
    [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?
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, SEPTEMBER 15, 2014
    [Lead, Sales] How to Balance 3 Teleprospecting Techniques To Manage Your Lists
    With more and more sales leaders implementing new strategies, it''s important for inside sales rep to keep up with the trends. Social selling is time-consuming, and it cuts out the ability to speak to prospects for a lengthy amount of time about their pains and needs, but it could lead to stronger opportunities. Smile and dial.
  • VERTICAL RESPONSE  |  MONDAY, SEPTEMBER 15, 2014
    [Lead, Sales] 4 Cool Employee Contests to Help Boost Sales
    What if you could pump that kind of enthusiasm into your business to boost sales ? We’re sharing four contests that we think will help get your employees, including sales and non-sales staff, excited about their jobs while sparking some team spirit to light up your sales scoreboard. ” 2. Get the VR Buzz.
  • MODERN B2B MARKETING  |  MONDAY, SEPTEMBER 15, 2014
    [Lead, Sales] How to Win at B2B Video Marketing
    By interviewing marketers who leverage video (see the video of our interviews here ), we found that many companies have integrated video marketing with their marketing automation , turning video into a top performing lead source for their organization. Use Video for Lead Generation & Nurturing. Think : Entertain & Entice.
  • CHRIS KOCH  |  MONDAY, SEPTEMBER 15, 2014
    [Lead, Sales] Why Can’t Companies Be More Like the Iroquois?
    Women hold a strong place in Iroquois society, leading individual clans within tribes, helping determine chiefs, and holding veto power over treaties and declarations of war (the Iroquois declared war on Germany in both world wars). They don’t want three different calls from three different sales areas of your company.
  • HUBSPOT  |  MONDAY, SEPTEMBER 15, 2014
    [Lead, Sales] 6 Essential Social Media Lessons From Top Executives
    We’re going to unpack some lessons you can learn from them to get you over any obstacle of getting you started with social media … which''ll lead to increased brand awareness, strengthened relationships with existing and future customers, and improved perception of the organization you represent. What can they teach us? Ready?
  • THE FORWARD OBSERVER  |  MONDAY, SEPTEMBER 15, 2014
    [Lead, Sales] HubSpot's 2014 State of Inbound Marketing Report: 21 Tweetable Pearls
    'Artillery B2B Marketing Blog > The Forward Observer Got leads? The study was a voluntary sample of 3,570 respondents comprised primarily of marketers and sales peope from a variety of vertical industries, company sizes and countries around the world. 25% of sales people are now using inbound marketing tactics. Tweet this!
  • SOCIAL MEDIA B2B  |  MONDAY, SEPTEMBER 15, 2014
    [Lead, Sales] Professors Share Observations on the State of B2B Marketing
    If your executives follow daily, weekly or monthly numbers related to things like sales, customer retention, cost savings and customer satisfaction, then reporting softer marketing numbers will not win any points with those executives. It was an esteemed panel of professors, including: Barbara Kahn , Patty and Jay H. Eric Bradlow , K.P.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, SEPTEMBER 15, 2014
    [Lead, Sales] Three implications for Big Data and your marketing department
    So while this is critical data to interpret and understand, it is improbable that it would result in a unique insight that could lead to a distinctive marketing strategy. This leads to the third Big Data challenge for marketers: Do you know enough about statistics to even ask the right questions … let alone tell a story?
  • MARKETING ACTION  |  MONDAY, SEPTEMBER 15, 2014
    [Lead, Sales] How Data Science Is Transforming Sales and Marketing
    In few places is the use of predictive analytics potentially more valuable than in marketing and sales. Imagine if you could accurately predict not only who your best leads and prospects are, but when and how to best communicate with them. Data science is radically changing B2B marketing and sales. And why should you care?
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 15, 2014
    [Lead, Sales] The Most Important B2B Marketing Metrics for CEOs
    'Tweet CEOs expect their marketing leaders to provide metrics and be accountable in meeting their numbers, just like their expectations for sales leaders. At the same time, most CEOs agree that they aren’t receiving enough activity from Marketing into the sales funnel. the lead generation program in a specific time period)?
  • BLUE FOCUS MARKETING  |  SUNDAY, SEPTEMBER 14, 2014
    [Lead, Sales] Power to the People: @TheEconomist Interviews @CKBurgess on the Growing @SocialEmployee Revolution #SocBiz #EmployeeAdvocacy
    In looking it over, here is a point about Millennials you may find interesting: [Executives] need to start leading by example and to start a reverse mentoring process. Edelman, Global Co-Leader, Digital Marketing & Sales Practice, McKinsey & Company. The full text of our conversation can be found over at The Economist.
  • WRITTENT  |  SUNDAY, SEPTEMBER 14, 2014
    [Lead, Sales] Master 5 Copywriting Formulas to Grow Sales Online
    Want your sales copy to stand out to readers and compel them to make a purchase? But for your sales copy to be effective in a time when consumers are constantly bombarded with content it must meet three vital criteria: Your sales copy must grab attention. This is a checklist for what a sales copy needs to elicit in a reader.
  • HUBSPOT  |  SUNDAY, SEPTEMBER 14, 2014
    [Lead, Sales] The Best Voicemail I Ever Received. Was Just A Voicemail
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. In response, I received a call from a sales rep, we’ll call him Darren. You must be wondering, why did I stay in engaged in Darren''s sales process for this long? sent him another email.
  • HUBSPOT  |  SATURDAY, SEPTEMBER 13, 2014
    [Lead, Sales] 11 Lesser-Known LinkedIn Features You Should Be Using
    We often hear marketing and sales reps expressing their love/hate relationship with LinkedIn. Be sure the writer include specifics such as the results of your work together, sales increases or how your expertise was put to use. 'This post originally appeared on the Insiders section of Inbound Hub. Making Yourself Irresistible.
  • HUBSPOT  |  FRIDAY, SEPTEMBER 12, 2014
    [Lead, Sales] 6 Handy Resources to Help Solve Your Biggest Content Creation Problems
    It explains everything from the best way to collect content ideas from sales teams and customer service associates to prioritizing content topics to drafting enticing titles. For many marketers, the ultimate goal of content creation is lead generation. 5) Congrats on the sale! 1) Running out of ideas? Get to know your audience.
  • CRIMSON MARKETING  |  FRIDAY, SEPTEMBER 12, 2014
    [Lead, Sales] Heidi Melin, CMO of Plex Systems: How CMOs of High Growth Companies Can Achieve Rapid Scale [Podcast]
    'One of the results of an increasingly connected digital world is the spectacular rise of demand generation at the top of the sales funnel. Heidi explains how to establish a tight engagement between the CMO and VP of Sales, and then build a demand generation process that creates velocity in the right prospect’s buying cycle.
  • SYNECORE  |  FRIDAY, SEPTEMBER 12, 2014
    [Lead, Sales] Apple Anoints NFC Mobile Payments: Now People Will Finally Use It
    In May of 2011, Google sought to simplify how we pay for things both online and at the point of sale by introducing Google Wallet, a mobile app leveraging near-field communication (NFC) short-range wireless technology to enable consumers to pay for things at the point of sale with the mere wave (or tap) of their smartphone. Cry “Havoc!”
  • MARKETING ACTION  |  FRIDAY, SEPTEMBER 12, 2014
    [Lead, Sales] An Act-On Conversation: Jay McBain and Atri Chatterjee Discuss Channel Marketing 101
    Jay spent almost 20 years in various executive sales, marketing and strategy roles within IBM and Lenovo. This blog post is an edited transcript of the Act-On Conversation Jay and Atri about the role of sales in channel marketing. How sales contributes to channel marketing. How should sales be involved? Is that right?
  • HUBSPOT  |  THURSDAY, SEPTEMBER 11, 2014
    [Lead, Sales] Experts Tell All: The 20 Laws of Sales & Marketing
    'The businesses that build valuable relationships with leads, prospects, and customers are the ones that have an inspired sales and marketing strategy. So we''ve put together this quick and easy deck full of quotes from sales and marketing thought leaders (some that will be taking the stage at # INBOUND14 next week!)
  • SALES INTELLIGENCE VIEW  |  THURSDAY, SEPTEMBER 11, 2014
    [Lead, Sales] 5 Quick Tips for B2B Marketing to Millennial Decision Makers
    Content Marketing customer intelligence Customer Success Marketing Marketing Intelligence outbound prospecting pre-call research prospect outreach Prospecting Relationship Management Sales 2.0 Sales Strategy Sales-Marketing Alignment Social CRM Social Media for Sales Social Media Tips Social Selling Tips and Tricks B2B b2b sales customer 2.0
  • KOMARKETING ASSOCIATES  |  THURSDAY, SEPTEMBER 11, 2014
    [Lead, Sales] Blogging vs. Journalism: Identifying the Fundamental Differences
    journalistic story always begins with a professional statement (lead) that attempts to answer the “5 Ws” (Who, What, Where, When, and Why). Meeting deadlines and reporting factually on news as it is breaking will likely lead to a successful piece. Tone and Structure. While I’m not calling blogging the Chuck E. Scope of Audience.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, SEPTEMBER 11, 2014
    [Lead, Sales] 3 Tips for Nurturing Prospects in Inside Sales
    'Sales Prospecting Perspectives is pleased to bring you a post from Taylor Lacey, a Business Development Representative at AG Salesworks. In inside sales, potential customers can also be nurtured. Or can they slowly become a lead by means of a strong lead nurturing campaign? Some Leads Aren’t Sales-Ready.
  • BIZNOLOGY  |  THURSDAY, SEPTEMBER 11, 2014
    [Lead, Sales] B2B data – Get smart not big
    Most B2B data has been gathered from a variety of sources based on an even wider variety of sales and marketing reasons.  We also know that an integrated marketing and sales database in the hands of a data scientist (a new job description) would yield actionable insight and results. For 99.9% Why is this true?  Sound too basic? 
  • ANNUITAS  |  THURSDAY, SEPTEMBER 11, 2014
    [Lead, Sales] Demand Generation Strategy Rules NOT to be Broken
    However, when it comes to Demand Generation Strategy there are a few rules that if not followed, will lead to poor results, wasted money and effort, and a frustrated marketer. Talk to your own sales people who speak with prospects and customers on a daily basis. 'I’ll be the first to say that rules are meant to be broken. Accept that.
  • HUBSPOT  |  THURSDAY, SEPTEMBER 11, 2014
    [Lead, Sales] Lead Nurturing Etiquette Tips Every Email Marketer Should Know
    The same thing applies to building relationships with the leads in your database via email marketing. Research shows that "secrets" is the most clicked word in lead nurturing subject lines , so testing to find out what works for your audience is key to getting your email recipients to click through to all the good stuff on your website.
  • CRIMSON MARKETING  |  WEDNESDAY, SEPTEMBER 10, 2014
    [Lead, Sales] Kevin Akeroyd, GM of Oracle Marketing Cloud: 2 Über Trends in Corporate Marketing Every CMO Must Know [Podcast]
    In his role as General Manager of Oracle Marketing Cloud, Kevin Akeroyd works with CMOs of leading companies on enterprise level, cross-channel data management and marketing. Kevin is responsible for leading all customer facing aspects, including sales, account management, marketing and customer support and services. .
  • FEARLESS COMPETITOR  |  WEDNESDAY, SEPTEMBER 10, 2014
    [Lead, Sales] Find New Customers, the nice demand generation company, looks better than ever!
    Jeff Ogden, President of Find New Customers is an award-winning marketing expert who can HELP your company fix its key sales challenges. Filed under: B2B demand generation , B2B lead generation , b2b lead generation companies , Business Strategy , Buyer Personas , Buying Process. Website redesign of Find New Customers today.
  • VOICE-BASED MARKETING  |  WEDNESDAY, SEPTEMBER 10, 2014
    [Lead, Sales] Four Ways Marketers and Agencies Score Phone Leads to Prove (and Improve) ROI
    'Lead scoring has become an integral part of lead generation today, especially for larger businesses that generate hundreds of leads each day. When done well, lead scoring enables sales teams to become more productive by focusing on those prospects most likely to purchase. That’s what keyword spotting is for.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, SEPTEMBER 10, 2014
    [Lead, Sales] 4 Inspiring Content Marketing Takeaways From Author Andrew Davis
    Davis also encouraged the audience to “think like TV executives,” noting the massive spike in sales for items like Lucky Strike cigarettes and Canadian Club whiskey, as a result of their incessant appearances on the AMC hit “Mad Men.” "Funnel that," Davis joked. How do you do so? Content Marketing
  • MODERN B2B MARKETING  |  WEDNESDAY, SEPTEMBER 10, 2014
    [Lead, Sales] Hiring a PR Firm? Read This First
    Ensure that these strategists are involved at the outset, and don’t dive into the relationship until you’ve established a strong strategy – a strategy in sync with your sales and marketing goals for that market. Well done – that’s definitely the hard part! But now it’s time to execute on that strategy. Industry / Media Expertise. Creativity.
  • HUBSPOT  |  WEDNESDAY, SEPTEMBER 10, 2014
    [Lead, Sales] The Elements of a Compelling Sales Story
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. In my analysis, top sales reps use stories at almost every stage of a deal -- clarifying the product, overcoming objections, answering questions. When to Tell a Sales Story. Inbound Sales
  • VIDYARD  |  WEDNESDAY, SEPTEMBER 10, 2014
    [Lead, Sales] New Report Offers Insight Into Future of Video Marketing
    It can increase audience engagement in your brand, improve your SEO efforts, and help you generate and qualify more sales leads in a shorter amount of time. 'If you want to learn about the latest best practices in the world of video marketing and where the industry is heading, this latest Demand Metric report is a must-read!
  • VERTICAL RESPONSE  |  TUESDAY, SEPTEMBER 9, 2014
    [Lead, Sales] Apple Debuts Two New iPhones, Unveils the Apple Watch, iOS8 and ApplePay
    In the weeks leading up to the big announcement event this morning, several speculations circulated regarding Apple’s new debuts. In the US , the iPhone 6 and iPhone 6 Plus will go on sale September 19 with pre-orders starting September 12th. 'Apple’s at it again. Today, most of those rumors were confirmed. The Apple Watch.
  • DIRECT RESPONSE COACH  |  TUESDAY, SEPTEMBER 9, 2014
    [Lead, Sales] Direct Mail Strategy: Do you see direct mail more as advertising or sales?
    The post Direct Mail Strategy: Do you see direct mail more as advertising or sales? Copywriting Direct Mail Direct Marketing General Lead Generation Print Advertising It was a natural extension for them. They were already creating print advertising.  All they needed to do was reconfigure the same creative approach [.].
  • THE POINT  |  TUESDAY, SEPTEMBER 9, 2014
    [Lead, Sales] Sorry, But “How Many Touches Does it Take to Make a Sale?” is No Longer a Valid Question
    'On a recent conference call with a prospective client, the Vice President of Sales chimed in with a question: “How many touches do you think it takes before someone becomes a lead?”. In fairness to my VP friend, he won’t be the last to ask the question (or its close cousin, “How many touches does it take to make a sale?”)
  • VOICE-BASED MARKETING  |  TUESDAY, SEPTEMBER 9, 2014
    [Lead, Sales] How Consumers Are Spending More Time With Mobile Media and the Impact for Marketers
    As marketers we need to understand what media people are engaging with and when, and how we capitalize on it to drive leads. It is more important than ever for you to manage your conversations – both the message you are delivering through online advertising, and the resulting leads you receive as incoming calls. Call Tracking
  • WEBBIQUITY  |  TUESDAY, SEPTEMBER 9, 2014
    [Lead, Sales] The Real Roadblock to Social Business Success
    Employee advocacy not only has the ability to acquire new leads, but also can help create original content and bump your search rankings on Google, Yahoo, and MSN…Prospective clients are more likely to recognize your brand when you’ve got a network of employee advocates helping to sell your product through social media.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, SEPTEMBER 9, 2014
    [Lead, Sales] What are the boundaries of inbound marketing?
    The data point was a public filing revealing that HubSpot — which defined the term “inbound marketing” — is still hemorrhaging money after eight years and its sales and marketing costs are arguably higher than what would be expected from a “traditional” approach. Or does it? Is that possible? Z.E.R.O.:
  • LEADERSHIP  |  TUESDAY, SEPTEMBER 9, 2014
    [Lead, Sales] Big Data WILL Transform Your B2B Lead Generation
    know some of you are saying that “Big Data” is the latest hair-raiser big software companies are throwing around to scare us in the world of B2B lead generation. Scaremongering or not, the fact is, using data the right way can definitely transform your B2B lead generation efforts. '—If You Learn How to Use It  .
  • FATHOM  |  MONDAY, SEPTEMBER 8, 2014
    [Lead, Sales] Laws of Marketing Power: Concentrate Your Forces
    Just as marketing (and sales) resources are forces to align, so, too, is the mind. Repetition leads to memorability, which can ultimately lead to buyer preference (the devil you know is better than the devil you don’t know). Content Marketing Sales & Marketing Alignment 48 laws Photo courtesy of  Robert S.
  • THE FORWARD OBSERVER  |  MONDAY, SEPTEMBER 8, 2014
    [Lead, Sales] The 5 "Must Haves" To Ignite A Lead Generation Blog
    'Artillery B2B Marketing Blog > The Forward Observer Do you want to turn your blog into a red-hot lead generation sales machine? More companies are beginning to understand that blogging can be the key to getting found online, converting visitors to leads, nurturing those leads to sales and delighting customers.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, SEPTEMBER 8, 2014
    [Lead, Sales] The Best Sales Prospecting Qualification Questions to Ask
    'If you are a company just starting out with your teleprospecting strategy or you are looking to revamp your methods when it comes to questions to ask during the lead qualification process, you''ve come to the right place. One of my favorite aspects of my role as Director of Customer Success is working with organizations just like yours.
  • FEARLESS COMPETITOR  |  MONDAY, SEPTEMBER 8, 2014
    [Lead, Sales] The Appalling State of Marketing in Florida
    The calls and web research will continue as well: David Meerman Scott recently created a great SlideShare presentation entitled The New Rules of Sales that said Every company is in Sales today. If you run a small company, then you’re in Sales.  If you are a doctor or a lawyer or an account, you’re in Sales…Everyone is in Sales.” 
  • MARKETING ACTION  |  MONDAY, SEPTEMBER 8, 2014
    [Lead, Sales] Email Personalization: How to Get it Wrong (and Tips for Doing it Right)
    You can gather this information through an online form or preference center or through your sales and customer service teams. Drip campaigns that send a series of scheduled emails over time based on criteria such as demographics, behaviors, and lead scores. Every message you send can make people feel like you really know them.
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 8, 2014
    [Lead, Sales] Stop Cold Calling and Start Lead Nurturing
    'Tweet Earlier this week, I had a call with a CEO of a small technology company who was wondering how to optimize his lead generation. ” I thought to myself, ‘It’s no wonder his sales team quit.’ ’ There’s an old adage that says 90% of sales people hate cold-calling, and the other 10% are lying.
  • VIDYARD  |  MONDAY, SEPTEMBER 8, 2014
    [Lead, Sales] Perfect Your Process: Proven Best Practices For Every Marketing Automation Admin
    He is currently Marketo Practice Lead at Perkuto , a marketing automation agency.  . When I first joined the marketing automation world in 2010, I was excited about bringing in a more regular process for managing leads as well as more automation to handle that process. Lead Scoring: score on consumption of content.
  • HUBSPOT  |  SUNDAY, SEPTEMBER 7, 2014
    [Lead, Sales] How to Send Follow-Up Emails [Free Templates]
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. To read more content like it, subscribe to Sales. Email Marketing Lead Nurturing Raise your hand if you''ve ever been at a loss on how to follow up when. Enjoy this post?
  • SYNECORE  |  FRIDAY, SEPTEMBER 5, 2014
    [Lead, Sales] Outbound Marketing the Inbound Way
    Your website is far and away your organization’s most impactful sales tool , use it. By promoting online content rather than prices or products, you can appeal to prospects at all stages of the sales cycle. 'Inbound marketing has taken the world by storm and there is good reason for that; the sustainability and ROI are undeniable.
  • GREAT B2B MARKETING  |  FRIDAY, SEPTEMBER 5, 2014
    [Lead, Sales] Do You Need to Recombobulate Your B2B Marketing?
    This can be a new competitor or an existing competitor that introduces a product that upends the entire category and reduces your awareness, leads and revenue. New executive or sales leadership.  'Bear with me a bit and I will explain the odd title of this post. The English language gains a new word. Recombobulate, America.
  • HUBSPOT  |  FRIDAY, SEPTEMBER 5, 2014
    [Lead, Sales] The Art of Marketing: 6 DIY Design Projects to Try
    Ultimately, the modern marketing department is focused on hitting specific, number-oriented goals: X many leads. many sales-qualified leads. X% lead-to-customer conversion rate. lead generation, lead conversion, etc.). 'I’ve heard it before. You’ve heard it before. But, in fact, there is. Desig
  • LEADERSHIP  |  FRIDAY, SEPTEMBER 5, 2014
    [Lead, Sales] Interesting Infographics: Your Guide To Social Media Lead Generation
    Are you aware that 82% of social media leads are collected from Twitter? According to the infographic, “How To Generate Leads With Social Media” by Quick Sprout , for the past four years, social media has been a key component in generating leads. To improve sales. Social Media Strategies For Lead Generation.
  • FEARLESS COMPETITOR  |  FRIDAY, SEPTEMBER 5, 2014
    [Lead, Sales] Why Find New Customers is the best name of any Marketing Agency
    That’s why the leadership of the largest business intelligence company once told me “Jeff, you are the one and only sales rep in that big competitor we could never beat – not even once!” I also suggest you don’t do business with anyone in Atlanta whose company name starts with a P. What do you think?
  • VIDYARD  |  FRIDAY, SEPTEMBER 5, 2014
    [Lead, Sales] 6 Clear Signs You’re Ready for a Video Marketing Platform
    You need to evaluate video’s impact on sales. The entire point of releasing marketing videos is to drive more qualified leads through the funnel, but nobody seems to really know how to measure video’s direct impact or ROI. You want to make video an avenue for lead generation. But you can, and results really matter.
  • VOICE-BASED MARKETING  |  THURSDAY, SEPTEMBER 4, 2014
    [Lead, Sales] Guest Post: Are You Maximizing Call Tracking Potential?
    recent study by iAcquire and SurveyMonkey found that 70% of mobile searches lead to action within an hour, and that action is often a phone call. For example, Ifbyphone tracks the search ad calls and creates extensive reports that contain everything from keyword data to recorded calls to sales generated from calls. Online Sales.
  • DIANNA HUFF - B2B MARCOM  |  THURSDAY, SEPTEMBER 4, 2014
    [Lead, Sales] U.S. Manufacturing Anchors the Innovation Economy
    In fact, I have a front row seat to this show: My own manufacturing clients continue to grow sales and more importantly, add to their workforces. leads the way in terms of scrap metal recycling? 'In its June 2014 report, Making in America: U.S. Manufacturing firms in the U.S. innovate at a rate two times that of other U.S. Textiles.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, SEPTEMBER 4, 2014
    [Lead, Sales] Create Your Social Selling Strategy in Just 3 Steps
    'If you’re in sales or marketing, you can’t go a day without hearing the term “social selling.” Closing CRM Intelligence customer intelligence Funnel lead qualification Leads Sales 2.0 In a nutshell, social selling is knowing who your targets are before you engage with them. customer 2.0 Enterprise 2.0
  • MODERN B2B MARKETING  |  THURSDAY, SEPTEMBER 4, 2014
    [Lead, Sales] New to Marketing Automation? Your First 5 Moves
    Getting aligned with the sales team is vital to marketing’s credibility, and it’s also vital to marketing automation success. To make sure you’re setting up campaigns that will help the sales team win deals, get aligned as soon as you start using marketing automation. Next, sit back and let the data stream in. 5) Find Your Community.
  • MARKETING ACTION  |  THURSDAY, SEPTEMBER 4, 2014
    [Lead, Sales] Survey Says: 42% of CRM Users Plan to Invest in Marketing Automation
    well-chosen and ably used CRM solution can save time, reduce costs and help your sales and customer service teams become more productive – and more effective. Integrating CRM with the marketing automation makes it possible to develop new levels of engagement with customers and prospects throughout the entire marketing and sales journey.
  • 3D2B  |  WEDNESDAY, SEPTEMBER 3, 2014
    [Lead, Sales] 3D2B – 6 Quick and Easy B2B Cold Call Techniques
    If you approach your goals in this prospect-friendly way, you’re more likely to be successful in the long term than if you focus on sales alone. For example, as a company that offers lead generation services, we want to understand the difficulties our prospects have with generating leads. Move the Sales Process Forward.
  • FATHOM  |  WEDNESDAY, SEPTEMBER 3, 2014
    [Lead, Sales] Attention B2B Marketers: Go Digital or Go Home
    2011/3 years ago: There was no denying the power of Google and the necessity of being found on search engines for branding and lead generation endeavors. These same manufacturers are often in the marketing stone age of solely print, trade shows and sales calls/prospecting. and B2B marketers were beginning to notice.
  • LEAD411  |  WEDNESDAY, SEPTEMBER 3, 2014
    [Lead, Sales] Sales & Marketing Content that Doesn’t Suck
    Here is a list of Sales & Marketing pros that provide quality content that is not exhausting. His sales-focused SaaS company is exploding. Topics include Sales, Marketing and Entrepreneurship. This is a great resource to find out more about other sales startups and tools. Jill Konrath Sales Author. randfish.
  • MARKETING INTERACTIONS  |  WEDNESDAY, SEPTEMBER 3, 2014
    [Lead, Sales] How Did Buyers Get Here?
    This includes representatives from product development, customer service, sales teams, marketing professionals of various flavors, and, of course, customers and prospects. Marketers are focused on lead generation, brand awareness and driving traffic to the website and specific content offers. Why do customers want new features?
  • KOMARKETING ASSOCIATES  |  WEDNESDAY, SEPTEMBER 3, 2014
    [Lead, Sales] 12 Questions to Ask When Performing SEO Keyword Research
    The implementation of effective keyword research can lead to high quality traffic and leads over the long term, from organic search engine visibility. Poor keyword research leads to frustration and leaves site owners questioning the value of SEO. Keyword research is the life-blood of a search engine optimization campaign.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, SEPTEMBER 3, 2014
    [Lead, Sales] Inside Sales Training: How Invested Should We Be in Human Interaction?
    'Sales Prospecting Perspectives is pleased to bring you a guest post from David Brock, sales consultant and President at Partners in EXCELLENCE , where this post was originally published. Annually, billions are invested in sales skills training. Imagine, for a moment, stepping out of our roles as sales people.
  • BIZNOLOGY  |  WEDNESDAY, SEPTEMBER 3, 2014
    [Lead, Sales] In marketing, authenticity is the new black
    If your marketing is considered authentic, if your company is authentic, if people can trust what you say and what you do–well, then you have a leg up on actually making the sale. Authenticity is that special something that leads to trust which leads to influence. They know how to give any story just the right “spin.”
  • FEARLESS COMPETITOR  |  WEDNESDAY, SEPTEMBER 3, 2014
    [Lead, Sales] Why Companies Should Do SCORE BEFORE hiring Demand Generation Managers
    Filed under: B2B demand generation , B2B lead generation , b2b lead generation companies , Find New Customers , Florida , lead generation , Lead Nurturing , Lead Scoring , Management best practices , Outsourcing marketing , Sales 2.0 , sales challenges. sales challenges That’s right.
  • B2B MARKETING INSIDER  |  WEDNESDAY, SEPTEMBER 3, 2014
    [Lead, Sales] 20 Amazing Examples Of Brand Content Marketing Hubs
    And they have made no secret of the fact that this site is their largest source of inbound leads for their small business card division. There are fewer search terms that are more competitive than many of the spaces Salesforce operates in: CRM, Customer Service, Sales and Marketing. Now I know there are more great examples out there. So
  • LEADERSHIP  |  WEDNESDAY, SEPTEMBER 3, 2014
    [Lead, Sales] “Eat This—It’s Good For You”
    Of course, by the time you reach that point in the sales cycle where they are now asking questions or open to discussing your product specifically, some degree of tech-speak is acceptable. If you enjoyed this post, please click here to receive email updates and information about B2B lead generation. Then what happens? Not easy.
  • MARKETING ACTION  |  WEDNESDAY, SEPTEMBER 3, 2014
    [Lead, Sales] Getting to Yes: 5 Marketing Automation Myths Debunked
    By not investigating automation’s opportunities and upside, many business pain points – lack of efficiency, slow funnel flow, decreasing sales, lackluster revenue – just get worse. Maybe this is (partly) why Forrester Research (and some vendors) prefer the term “lead-to-revenue” platform.  It’s not good for lead generation.
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