• BLOG MY CALLS  |  MONDAY, APRIL 21, 2014
    [Lead, Sales] Q&A About The Q1 Conversation Analytics Call Report Infographic
    The calls run through the analytics engine and data is spit out--data like lead score, conversion rate, sales skills, and other metrics. What lead scores, sales skills, and customer intelligence are common in converted calls versus those that are common in non-converted calls? 'What is the infographic? Oh yeah. Anything
  • BLOG MY CALLS  |  MONDAY, APRIL 21, 2014
    [Lead, Sales] Some Interesting Reactions to the Q1 Conversation Analytics Infographic
    No one has ever run millions of call segments through a speech recognition engine and extracted data like lead score, missed opportunity data, conversion rate, etc. Marketers can, for the first time, determine a lead score for phone calls. These lead scores can be applied to various marketing channels, ads, and campaigns.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, APRIL 21, 2014
    [Lead, Sales] Make It Happen-Now!
    In thinking through that issue, I think as sales leaders the title of this blog has it right! Sense of urgency and creating momentum are critical to the success of any sales organization, I like to suggest to my clients that asking the sales teams “What can you do today, To create an order? 'Make It Happen-Now ! 3f4qb8v9ge.
  • FATHOM  |  MONDAY, APRIL 21, 2014
    [Lead, Sales] What Is Revenue Marketing?
    Another aspect (and implication) of revenue-producing marketing is that sales and marketing departments are aligned, not at odds like the bad old days. We certainly talk about sales-marketing alignment and marketing automation at length on this blog.). Sales & Marketing Alignment revenue marketing 'Time out. Be forewarned.
  • HUBSPOT  |  MONDAY, APRIL 21, 2014
    [Lead, Sales] How to Be an Efficient & Effective Marketer (Without Losing Your Sanity)
    These days, marketers need to be responsible for traffic generation, website upkeep, blogging, social media publishing and monitoring, lead generation, email blasts, product marketing, sales training. Your blog traffic has skyrocketed, but lead generation remained flat. 'As a marketer, you''re an extremely busy person. Use them.
  • HUBSPOT  |  MONDAY, APRIL 21, 2014
    [Lead, Sales] Which Marketing Analytics Should You Be Looking At?
    We have traffic data, conversion data, lead data, email marketing data, social media data. Sometimes a ton of visitors to your site isn''t enough anymore -- branding aside, you need people to convert on your site and become leads in your database. Either way, you have a hungry sales organization and database growth is critical.
  • SAZBEAN  |  MONDAY, APRIL 21, 2014
    [Lead, Sales] How Typography Affects Your Internet Marketing
    Paying more attention to typography during search engine optimization can really help you drive more traffic and boost sales. Leading : Leading is the amount of space between separate lines of text. 'English: Example of Tahoma typeface (Photo credit: Wikipedia). Overview of Typesetting. point Arial bold is an example of a font.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, APRIL 21, 2014
    [Lead, Sales] 5 Starting Tips for New Inside Sales Reps
    Jumping into a new lead generation or inside sales career can be intimidating, but everyone has to start somewhere. really enjoy working with AG’s new hires, and I’ve come up with the following pieces of advice to help new inside sales reps start off on the right foot. Nobody becomes the top inside sales rep overnight.
  • B2B MARKETING INSIDER  |  MONDAY, APRIL 21, 2014
    [Lead, Sales] The Critical Ingredients Of Effective Demand Generation
    Marketing must drive sales for the business. Rob is the Senior Director of Global Lead Generation at enterprise technology company Ventyx. The critical ingredient to growing your business is to ensure consistency and growth in your sales pipeline. Be Certain Your Sales Process is Pulling Your Prospects Not Pushing.
  • VOICE-BASED MARKETING  |  MONDAY, APRIL 21, 2014
    [Lead, Sales] 6 Salesforce Apps Every Marketer Should Be Using
    These days, we rely heavily on technology and CRM systems to make our processes run smoothly, from lead acquisition to lead nurturing. Ifbyphone Call Tracking and Phone Lead Management. This handy little app ensures that you know exactly which marketing ads and campaigns are driving your leads to pick up the phone to call.
  • VIDYARD  |  MONDAY, APRIL 21, 2014
    [Lead, Sales] Tweetable Video Tips: Marketers Share Their Best Practices
    Lead scoring with video as your guide. ten percent improvement in lead quality can result in a 40% improvement in sales productivity. Discover how to implement a lead scoring model based on exactly which videos your viewers are watching and why this is so effective. Some Extra Optimization Resources.
  • MODERN B2B MARKETING  |  MONDAY, APRIL 21, 2014
    [Lead, Sales] Moneyball for Marketers
    Historically, sales people and marketers have tracked three KPIs: Number of leads generated. Lead conversion percentages. Revenue per sales person. These KPIs are not necessarily “wrong”, but they paint a wide brush over what’s actually going on with your sales and marketing funnel. Don’t Buy Players, Buy Wins.
  • MARKETING ACTION  |  MONDAY, APRIL 21, 2014
    [Lead, Sales] Consulting Firm Gives Marketing Fragmentation the Boot with Act-On
    It’s precisely what accounting and consulting firm, Templeton & Company , has accomplished: its technology-consulting division, Templeton Solutions , has been a member of the elite Microsoft Dynamics President’s Club for several years, recognized for its customer dedication, technological advancement, and sales performance. Find Out More.
  • MANHATTAN MARKETING MAVEN  |  FRIDAY, APRIL 18, 2014
    [Lead, Sales] Frankly Facing Facebook
    There are many cases of successful lead generation and awareness campaigns, though the ROI varies widely.  'Face it! Facebook has led marketers down the primrose path. They taught us about and addicted us to free earned media. They encouraged us to spend money to attract and engage millions of followers.
  • DIGITAL VOICES  |  FRIDAY, APRIL 18, 2014
    [Lead, Sales] This Week in Digital Strategy 4.18.14
    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. 'Happy Friday, everyone! Delivering the right content at the right time is every marketer’s goal.
  • HINGE MARKETING  |  FRIDAY, APRIL 18, 2014
    [Lead, Sales] 3 Strategies to Take LinkedIn to the Next Level
    'In professional services marketing, research shows LinkedIn is the most effective social network for producing referral traffic and generating qualified leads. Many B2B marketers use LinkedIn on a fundamental level. Here are a few strategies to consider: Leverage LinkedIn as a Top Promotional Outlet. Make sure to fill out yours.)
  • VOICE-BASED MARKETING  |  FRIDAY, APRIL 18, 2014
    [Lead, Sales] 6 Things Zombies Can Teach You About Content Marketing
    Do the same with your content and lead gen campaigns. 'With another six months before the next season of The Walking Dead begins, zombie fans are desperate for a fix. For you marketers that are zedheads, we have some tips around content marketing that you can learn from the undead. Your Content Should Be…Alive. This is the most obvious.
  • HUBSPOT  |  FRIDAY, APRIL 18, 2014
    [Lead, Sales] 13 Solutions to Your Most Common Landing Page Problems
    For a bare bones landing page, that is enough -- but you could lose out on valuable traffic, leads, and customers if you''re just shooting for bare bones. Let''s say you''re using a landing page to generate leads. It''s possible that your form is way too short and you''re getting a lot of "junk" leads into your system. right?
  • BLOG MY CALLS  |  FRIDAY, APRIL 18, 2014
    [Lead, Sales] The Friday Marketing RANT: The Landscape of Marketing Analytics is Changing.THANK GOODNESS
    Calls are, after all, higher quality leads than web leads. They are more likely to convert to a customer than web leads. They are more likely to become high dollar customers than web leads. Calls are simply better than web leads. We rant about something marketing related every Friday morning. Really? Really??!?
  • MARKETING ACTION  |  FRIDAY, APRIL 18, 2014
    [Lead, Sales] Beyond Batch and Blast: Launching Your First Lead Nurturing Program
    This is no truer than in the marketing space, where every lead wooed and converted translates into increased revenue. Essentially, batch and blast is a numbers game, operating with little strategic rhyme or reason and handling leads with a one-size-fits-all approach. Lead nurturing. Getting Started with Lead Nurturing.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, APRIL 17, 2014
    [Lead, Sales] 5 Tips For Improving Your Social Media ROI
    Do you want to use social to capture new leads? From there you can score that lead and potentially pass it on to your sales team. It’s true that it’s difficult to put a number on a “like” or “comment” or this thing we call engagement. And yet, engagement is the name of the game for social media. Define relevant metrics.
  • ANNUITAS GROUP  |  THURSDAY, APRIL 17, 2014
    [Lead, Sales] Common Pitfalls in Demand Generation Strategy
    And most importantly, your strategy needs to define how you’ll Engage with new prospects, Nurture them to become qualified, and Convert them to sales opportunities. Delivering unqualified leads to sales. Sales screams at marketing for more leads.  Marketing scrambles to deliver more leads, any leads.
  • BLOG MY CALLS  |  THURSDAY, APRIL 17, 2014
    [Lead, Sales] Shock Stat: 46% of Sales Inquiries Are Missed Opportunities
    It contained some very high level aggregate metrics we extracted from phone calls about conversions, lead scores and missed opportunities. We can determine if there was a sale made on the call, if a reservation was booked, if a lead was good, if a lead was bad, and if there was a missed opportunity. That''s fantastic!
  • BLOG MY CALLS  |  THURSDAY, APRIL 17, 2014
    [Lead, Sales] New Study: Agents Only 'Ask for the Business' 13% of The Time
    'The marketing and sales analytics world is abuzz about our new infographic. It can determine if the caller made an appointment, bought something, got angry, felt confused, and if they were a sales ready lead. Sales Training - This data has incredible application to sales training companies and sales trainers.
  • VIEWPOINT  |  THURSDAY, APRIL 17, 2014
    [Lead, Sales] 5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing
    'In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In fact, it makes the whole sales pipeline sick. Deal sizes gradually decreasing as inbound leads increase; 2. High-performing reps avoiding inbound lead follow-up; and 3.
  • 3D2B  |  WEDNESDAY, APRIL 16, 2014
    [Lead, Sales] How to Cut Your Marketing Cost-Per-Sale
    'Much attention is paid to the cost per lead in B2B lead generation. However, what’s more important is the cost per sale. Its marketing and advertising efforts result in a list of 200 leads that costs it, for the sake of simplicity, $5,000. The company shares these leads with its sales people based on their territories.
  • BLOG MY CALLS  |  WEDNESDAY, APRIL 16, 2014
    [Lead, Sales] Q1 Phone Lead Score Data: 29% of Calls are 'Great Leads'
    For example, it can tell if a caller purchased something, set an appointment, became upset, or, in this case, was a good lead. Lead Scoring for Phone Calls. By now marketers are familiar with lead scoring for web leads. We actually give the lead a score from 0-100. The higher the score, the better the lead.
  • BLOG MY CALLS  |  WEDNESDAY, APRIL 16, 2014
    [Lead, Sales] Infographic Data: 29% of Inbound Calls Result in a Conversion
    Conversation Analytics can determine if a caller was a good lead, if they purchased something, if they set an appointment, if they were treated well by an agent, and a host of other things. 29% may not seem terribly high, but if you think about it in terms of your larger lead gen model, it''s actually very good. It''s revolutionary.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, APRIL 16, 2014
    [Lead, Sales] Better Processes & Improved Focus with Queue-Based Lead Management Platforms
    'AG Salesworks is pleased to bring you a guest post from Kevin Thornton , Executive Vice President - Sales & Marketing for VanillaSoft. Here is a statistic that may give you a jolt: “only 25% of leads are legitimate and should advance to sales.” How are leads being reviewed and passed along to my sales reps?
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, APRIL 16, 2014
    [Lead, Sales] 5 Steps to Use Marketing Automation for Improved Conversion Knowledge
    Decide what’s most important to you—lead generation, lead nurturing, or response management—and tackle that issue first. Evaluate your company’s lead database and make sure it’s flawless, profiled, and segmented, so you can approach audiences scientifically with targeted campaigns. She was raised in both America and Germany.
  • THE POINT  |  WEDNESDAY, APRIL 16, 2014
    [Lead, Sales] New Marketing Automation Buyer’s Guide Offers Valuable Advice
    The 44-page guide is based on 400 in-depth reviews and more than 10,000 comparisons performed by Marketing Automation buyers, and provides a very detailed and useful comparison of the leading brands. The guide also includes insights from leading marketing automation practitioners. Marketo announced an open ecosystem platform strategy.
  • VOICE-BASED MARKETING  |  WEDNESDAY, APRIL 16, 2014
    [Lead, Sales] Ask the Right Questions When Considering Call Tracking Technology: Before, During, and After Calls
    There is a larger percentage of SMBs rating telephone leads as “good” or “excellent” than any other lead type, according to BIA/Kelsey. Next, you must learn how to properly select, implement and analyze voice-based marketing measurements to optimize all campaigns and gain a more complete picture of lead and revenue generation.
  • VOICE-BASED MARKETING  |  WEDNESDAY, APRIL 16, 2014
    [Lead, Sales] Ask the Right Questions When Considering Call Tracking Technology: Before, During, and After Calls
    There is a larger percentage of SMBs rating telephone leads as “good” or “excellent” than any other lead type, according to BIA/Kelsey. Next, you must learn how to properly select, implement and analyze voice-based marketing measurements to optimize all campaigns and gain a more complete picture of lead and revenue generation.
  • WRITTENT  |  WEDNESDAY, APRIL 16, 2014
    [Lead, Sales] How Often Should You Update Your Blog? A Data-Driven Answer
    Some of us are familiar with HubSpot’s state of inbound report , which has consistently found that the more blogs you publish, the more traffic, leads, and sales your business will generate. When it comes to lead generation, the companies who were able to blog 3-4 times daily saw by far the best results. Image source : Hubspot.
  • MODERN B2B MARKETING  |  WEDNESDAY, APRIL 16, 2014
    [Lead, Sales] Using a Trial/Freemium Model? Here’s How to Convert Those Users into Customers
    As your user decides whether or not to invest in your offering, you’ll need to nurture, route, and score these leads based on in-application usage. Advanced Lead Nurturing and Scoring. Freemium offerings allow prospects to download simplified versions of the product – for full functionality, the user must become a customer.
  • HUBSPOT  |  WEDNESDAY, APRIL 16, 2014
    [Lead, Sales] The Triggered Emails You Need to Make Your Marketing Automation Work
    detailed diagram of emails sent to different segments, broken out by email engagement, drawing a line from lead to customer? The marketer sits down and defines what information the prospect will consume next, what actions the prospect will take next, and the path the prospect will take from becoming a lead to becoming a customer.
  • MARKETING ACTION  |  WEDNESDAY, APRIL 16, 2014
    [Lead, Sales] An Act-On Conversation: Charles Besondy and Leo Merle on How Marketing Can Contribute to Revenue
    'Listen to the podcast: In a recent Act-On Conversation, Charles Besondy and Leo Merle chatted about the steps a company can take to make marketing more accountable and a more forceful contributor to the success of the sales team. The conversation can’t stop at “Just give me leads and I’ll be happy.” That’s my point.
  • 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.
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