• MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, MARCH 2, 2015
    [Lead, Sales] Moneyball for Sales & Marketing
    Moneyball for Sales. Marketing is the Same Sport Getting On Base It’s a rare enterprise sale that closes with a single. advancing through a known, established sales. What can sales and marketing teams learn from this? Let’s see what Moneyball for sales and marketing. The same is true in sales. sport. Since.
  • MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, MARCH 2, 2015
    [Lead, Sales] Improving ROI with Marketing Optimization
    customer contacts] to drive sales,” said Raj. and which offer to present to which customer and channel • Business objectives to be achieved, such as maximizing sales, profit or response; or minimizing cost, returns or non-responding customers • Constraints that limit how you can pursue your objectives, such as channel. Market. devices.
  • MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, MARCH 2, 2015
    [Lead, Sales] Start engaging from the first click in the Customer Journey
    The earlier in the customer journey we engage, the better chance we have to create competitive advantage, make a sale and build brand loyalty/advocacy. Advertising/Trade Shows/Direct Mail, Customer Call Centers, Retail Outlets still play significant roles, even as marketing and sales evolve toward. All Rights Reserved. general way.
  • MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, MARCH 2, 2015
    [Lead, Sales] Interactive 24x7 Content: Why Online Presentations Belong in Every Digital Content Strategy
    From marketing to sales to training to investor relations, business presentations structure and organize. engaging experience to the viewer, and are quite appropriate for lead-nurturing, sales enablement, and corporate. Every time an executive keynotes a conference, a techie gives a chalk talk, a product manager briefs a sales.
  • MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, MARCH 2, 2015
    [Lead, Sales] Closing the Loop on Social Leads
    Closing the Loop on Social Leads 2 A guide to measuring social media lead generation Social media has outgrown its infancy and is no longer an optional task for brands. This White Paper is designed to help you tap into the vast number of social media leads awaiting you and your. leads. Indeed, building and. So, as social.
  • REVRESPONSE B2B WHITE PAPERS  |  MONDAY, MARCH 2, 2015
    [Lead, Sales] Sales and Marketing Alignment in Lead Management
    Learn to use best practice lead nurturing, lead taxonomy, and service-level agreements to align functions. Join us for the "Sales and Marketing Alignment in Lead Management" webcast on Tuesday, February 24th at 10:00am PST/1:00pm EST and learn the best tactics in lead nurturing for your organization
  • REVRESPONSE B2B WHITE PAPERS  |  MONDAY, MARCH 2, 2015
    [Lead, Sales] 5 Techniques for Lead Management Success That You Probably Aren't Using
    Do you have clearly defined lead management practices in place for managing leads throughout their life-cycle? Without clearly defined lead management practices and processes in place, you risk a leaky sales funnel, decreased program ROI, and not maximizing your relationships with your leads and customers
  • REVRESPONSE B2B WHITE PAPERS  |  MONDAY, MARCH 2, 2015
    [Lead, Sales] 8 Clues That Your Company Needs a New Website
    Are you getting the traffic, leads and sales that you expect and deserve What has your website done for you lately?
  • REVRESPONSE B2B WHITE PAPERS  |  MONDAY, MARCH 2, 2015
    [Lead, Sales] How to Use Pinterest for Business
    Learn how to increase traffic, leads and sales by reaching more than 11 million people on Pinterest
  • REVRESPONSE B2B WHITE PAPERS  |  MONDAY, MARCH 2, 2015
    [Lead, Sales] The Top Inbound Marketing Metrics for B2B Marketers
    With dozens of metrics out there, it's critical that you cut through the noise and focus on those metrics that prove your inbound programs are driving high-quality leads and growing your sales pipeline
  • FEARLESS COMPETITOR  |  SATURDAY, FEBRUARY 28, 2015
    [Lead, Sales] What Jeffrey L. Ogden is thankful for this weekend
    Find New Customers is now on the Sales Lead Management site like all other lead generation companies like the one I once worked for. We even have a great offer for members there. This is the story of Jeffrey L. Ogden , because a former NFL kick returner is named Jeff Ogden, so I was advised to start using my full name. Journal
  • HUBSPOT  |  SATURDAY, FEBRUARY 28, 2015
    [Lead, Sales] 15 Expert Tips on Accelerating Your Sales
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. With a bit of luck, the lead flood gates open and you''re now tasked with scaling the sales process that got you this far. 15) "Challenge the norm as you scale sales." ( Tweet This Quote ).
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, FEBRUARY 27, 2015
    [Lead, Sales] Celebrate the 2015 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 Markie Awards ceremony at during Modern Marketing Experience , April 1, 2015 in Las Vegas. Dell Inc.
  • BLOG MY CALLS  |  FRIDAY, FEBRUARY 27, 2015
    [Lead, Sales] Why Sales Agents Need to Own Their Calls [194 Words]
    Analyzing millions of phone calls, with Conversation Analytics , has given us some valuable insight when it comes to the elements of a closed sale. Two of these elements were agent politeness and the agent’s use of ownership language on sales calls. It’s quite tragic – or should be – when good leads fail to convert. Read More.
  • BLOG MY CALLS  |  FRIDAY, FEBRUARY 27, 2015
    [Lead, Sales] 5 Powerful Ways to Drive Conversions with Call Tracking
    'Do you know all the ways that call tracking can be used to enhance marketing and sales performance? Before we delve into the methods of using call tracking to boost conversion rates, it is necessary to highlight the importance of calls as a lead source: 52% of all mobile ads produce a phone call – xAd. Marketing and Lead Optimization.
  • FEARLESS COMPETITOR  |  FRIDAY, FEBRUARY 27, 2015
    [Lead, Sales] The Importance of Marketing Specialization
    At last, Find New Customers is now on the Sales Lead Management Association website with all the other B2B marketing companies. also use Google and Bing webmaster to drive traffic for keywords like sales leads, revenue marketing, and Marketo, which are the keywords used by my former employer, according to Spyfu.com.
  • BIZNOLOGY  |  FRIDAY, FEBRUARY 27, 2015
    [Lead, Sales] How to get 50% more leads with smart content marketing
    Now, your restaurant leads might not buy your software if they click on a site geared toward farmer’s market vendors. You’ll have a better chance of landing more customers in each category if you spend time customizing each sales funnel. Capture the Lead. Start With Targeted Content. Create a Killer Call to Action.
  • VIDYARD  |  THURSDAY, FEBRUARY 26, 2015
    [Lead, Sales] When to Use Video Throughout Your Marketing Funnel
    Research is quite clear that video boosts sales and increases conversions. Short homepage videos —including animated explainer videos—can shorten your sales cycle by clearly and concisely educating your audience about what you do. 'The marketing funnel gets a bad rap for being too simplistic. When you have a high bounce rate.
  • ANNUITAS  |  THURSDAY, FEBRUARY 26, 2015
    [Lead, Sales] Two Things That Destroy Strategy
    'There are a multitude of things that can destroy a Demand Generation Strategy, but the two biggest culprits are having a short-term vision and lacking alignment with sales. Lack of Alignment with Sales. Even the best marketing strategy in the world will fail if sales isn’t part of the broader team who develops and executes upon it.
  • FEARLESS COMPETITOR  |  THURSDAY, FEBRUARY 26, 2015
    [Lead, Sales] The Power of B2B Lead Nurturing
    eventually and I want to educate you on this important marketing topic of lead nurturing. By tracking their activity using marketing automation, you can identify the “hand raise” which says they are ready to talk to sales. Lead Scoring ). The data shows that very, very few are doing lead scoring either. Ogden.
  • VIEWPOINT  |  THURSDAY, FEBRUARY 26, 2015
    [Lead, Sales] When Bad Things Happen to Good Leads - Part 2
    'In part 1 of this series we discussed the troubling statistic that 70 – 94% of leads generated by marketing are ignored by sales. A “pipeline” disposition is a prospect that is just one or two touches away from being converted to a sales-ready lead. Lead Generation Lead Nurturing
  • KOMARKETING ASSOCIATES  |  THURSDAY, FEBRUARY 26, 2015
    [Lead, Sales] Could Event Marketing Be Your B2B Golden Ticket?
    In fact, according to a study released by InsideSales.com in mid-2013, event marketing was the second most effective B2B marketing tactic in generating leads and driving brand awareness. That way, your sales team is there if potential customers want to talk, but they can come to you, instead of your team badgering them for a sale.
  • HINGE MARKETING  |  THURSDAY, FEBRUARY 26, 2015
    [Lead, Sales] How to Use LinkedIn for Business Development
    Remember, in B2B sales there are usually multiple people who influence the buying decision. For example, if your firm helps both sales and marketing professionals, you may need to join both the ‘Sales Best Practices’ group and the ‘Content Strategy’ group. The importance of networking has not gone away.
  • HUBSPOT  |  THURSDAY, FEBRUARY 26, 2015
    [Lead, Sales] 5 Pointless Marketing Metrics You Can Stop Tracking Today
    More collaboration between Sales and Marketing? We blog to generate leads for our business. You could also have a blog post that has one comment but generates tons of leads. Just because they are leads for your company doesn''t mean your marketing style shouldn''t change. 'In life, many people believe that more = better.
  • BLUE FOCUS MARKETING  |  WEDNESDAY, FEBRUARY 25, 2015
    [Lead, Sales] Rise of The Social Employee – IBM Webcast: Changing the Learning Culture #HR #SocBiz
    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. ' Rise of The Social Employee. What is a social employee?
  • BLOG MY CALLS  |  WEDNESDAY, FEBRUARY 25, 2015
    [Lead, Sales] 5 Tips to Enhance the Mobile Search Experience
    Mobile search should not only be at the top of your priority list because of increased relevance but because of the lead quality it offers. There are two key reasons for this: Mobile marketing shortens the lead cycle. With mobile marketing the entire lead cycle is compressed. Why is Mobile Marketing so Effective? Availability.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, FEBRUARY 25, 2015
    [Lead, Sales] Will New Marketing Automation Tools Let Sales Climb Back Up The Funnel?
    m beginning to suspect the much-cited trend of marketing playing a larger role deeper into the sales funnel has reached a similar peak. If the pendulum is really swinging the other way, then sales people will be taking a more active role earlier in the buying process. That''s pendulum swinging with a vengeance. Only time will tell.
  • B2B LEAD BLOG  |  WEDNESDAY, FEBRUARY 25, 2015
    [Lead, Sales] Marketing Big Data: Why Continuous Data Cleansing is Important
    'The data used for marketing a generation ago, including information like point-of-sale transaction data, responses to direct mail campaigns, and coupon redemption numbers, was incredibly limited compared to the data available today. But simply having and processing big data doesn’t automatically lead to better marketing.
  • KEO MARKETING  |  WEDNESDAY, FEBRUARY 25, 2015
    [Lead, Sales] Marketer’s Guide to Blending Search and Display
    'KEO Marketing, a leading B2B marketing agency, recently published a report entitled “Marketer’s Guide: How to Leverage a Strategic Mix of Search and Display Advertising for Maximum ROI.” few important statistics to consider: Search for related brand terms saw an average lift of 278% among consumers exposed to display advertising.
  • VERTICAL RESPONSE  |  WEDNESDAY, FEBRUARY 25, 2015
    [Lead, Sales] Introducing The VerticalResponse Integrations Marketplace
    Kickbox enables you to import your VerticalResponse email lists into their platform, and quickly and easily remove disposable email domains including role-based email addresses (like admin@, info@, sales@). Multiple tools often means multiple domains, usernames, and passwords to track all your social media, sales, and support activity.
  • VIDYARD  |  WEDNESDAY, FEBRUARY 25, 2015
    [Lead, Sales] From Viewer to Customer: Attributing Deals to Video Views
    First things first, you’ll need some marketing technology to make this happen: A Marketing Automation System: Whether you’re using Marketo, Eloqua, or another system, you will need a way of aggregating your leads behaviour into a useful format, or you’ll miss out on the crucial data you need to make all this happen.
  • VOICE-BASED MARKETING  |  WEDNESDAY, FEBRUARY 25, 2015
    [Lead, Sales] Google AdWords Introduces ‘Call Only’ Campaigns and Ability to Include Call Data in Interface
    The ‘Call-Only’ campaign feature is geared towards mobile-centric marketers who know that generating call conversions and leads from mobile users is much easier than generating web form submissions. In fact, 70% of mobile searchers call a business directly from search results ( Google ). Questions about tracking call conversions from AdWords?
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 25, 2015
    [Lead, Sales] Facebook Cover Photo Do's and Don'ts [+Pre-Sized Templates]
    Whether you''re using Facebook to generate leads, close your next sale, or create a customer community, knowing how to make and optimize your cover photo is very important. 'When people arrive at your Facebook Page, where do you think they first look? I''ll give you some hints. Its dimensions are 851 pixels wide by 315 pixels tall.
  • FEARLESS COMPETITOR  |  TUESDAY, FEBRUARY 24, 2015
    [Lead, Sales] Top 10 Reasons NOT to talk to Find New Customers
    'The B2B lead generation consultancy, Find New Customers is not for everyone. Stop give us leads! ”. Management just dramatically lowered your sales quota and you are done for the year. The fun guy Jeff Ogden is President of the  B2B lead generation  consultancy,  Find New Customers. This is the story of Jeffrey L.
  • THE POINT  |  TUESDAY, FEBRUARY 24, 2015
    [Lead, Sales] Failing at Paid Search? Maybe You’re Just Measuring It Wrong.
    Are you trying to generate downloads, registrations, page views, sales leads, qualified leads, sales? Don’t stop tracking at clicks, because you’ll have no idea how those clicks are converting into leads. It’s easy to see why. The foundation of a strong search campaign is knowing what you want to achieve.
  • KOMARKETING ASSOCIATES  |  TUESDAY, FEBRUARY 24, 2015
    [Lead, Sales] 6 More Search Marketing Tactics for Manufacturing and Industrial Marketers
    Generate Leads for Exports. Form Submissions and Lead Tracking – create opportunities for lead generation initiatives through short forms when appropriate. The idea of utilizing visualizations easily leads to marketing with video and the integration of images and graphics. Those tactics in summary: YouTube Integration.
  • ANNUITAS  |  TUESDAY, FEBRUARY 24, 2015
    [Lead, Sales] Upside Down on Marketing Priorities
    Increase Leads Generated: 65%. Increase in Sales: 63%. The idea that 50% of marketers, according to the study, are going to spend more and do more, but cannot demonstrate how that “more” leads to increased sales is quite astonishing. 'Regalix Research recently published their State of B2B Marketing 2015 report. 
  • LEADERSHIP  |  TUESDAY, FEBRUARY 24, 2015
    [Lead, Sales] The 4 Stages of the B2B Lead Generation Lifecycle
    Traditionally, we used to speak of the sales funnel and how it’s important to make sure you filter down the best quality leads, progressing them to conversion. In these days of digital marketing and social media optimization, we engage more time and resources studying and analyzing buyer behaviour through the sales lifecycle.
  • HUBSPOT  |  TUESDAY, FEBRUARY 24, 2015
    [Lead, Sales] 8 Rookie Mistakes You Might Be Making With Buyer Personas
    This will lead you to having a far clearer picture of the persona your marketing should be targeting. great place to start for your negative personas is by interviewing a sample of customers who closed, but they had a very low average sale price. When it comes to putting together buyer personas, there is no one correct way to do it.
  • WEBBIQUITY  |  TUESDAY, FEBRUARY 24, 2015
    [Lead, Sales] 48 Phenomenal SEO Guides, Tips & Tactics
    Is it optimized for lead generation and conversions? 'As Geddy Lee of Rush sang in the band’s 1981 hit Tom Sawyer , “changes aren’t permanent. But change is.” ” While he wasn’t referring to SEO (which wouldn’t really exist for another 16 years), the lyrics certainly apply. Guides to SEO for Beginners.
  • MARKETING ACTION  |  TUESDAY, FEBRUARY 24, 2015
    [Lead, Sales] Insights from New Gleanster Report: Dealing with the B2B Marketing “People Problem”
    In fact, twice as many people selected it as did the second highest issue, ensuring marketing and sales collaboration. It may be a good idea to look at the marketing team gaps alongside sales, customer service, and any other area of the organization where overlap occurs. They estimated that over 90% of customers are happy. In the U.S.,
  • 3D2B  |  MONDAY, FEBRUARY 23, 2015
    [Lead, Sales] Quick Tips for Conquering the B2B Inside Sales Training Gap
    'What’s Causing the B2B Inside Sales Training Problem? Last September, the AA-ISP, an international association dedicated exclusively to advancing the profession of Inside Sales, released their 2014 Inside Sales Top Challenges. 2013 study by InsideSales.com reports inside sales is growing 300% faster than field sales.
  • FEARLESS COMPETITOR  |  MONDAY, FEBRUARY 23, 2015
    [Lead, Sales] What Social Media Can and Can’t Do by @davekerpen
    My nickname is Fearless Competitor and that is the blog of the b2b lead generation company Find New Customers  led by Jeffrey L. Social media won’t lead to overnight sales success. Success will take time and will come in increased buzz, referrals, traffic, and eventually sales. Dave Kerpen of Likeable Local.
  • B2B LEAD GENERATION BLOG  |  MONDAY, FEBRUARY 23, 2015
    [Lead, Sales] A/B Testing: How adding a second CTA increased clickthrough 291%
    The team designed a three-part series of experiments, the first two leading up the interactive live test to launch tomorrow, Feb. The solutions page test will help us to understand the most attractive derivative value for actual sales-ready leads to include in the call-to-action section of the email for optimization at the Summit.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, FEBRUARY 23, 2015
    [Lead, Sales] Why Your Team Needs a Lead Scoring Model
    'What constitutes a worthwhile lead? Ask 10 different people from your sales and marketing teams and you may get 10 different answers. For some, a person who downloads a piece of your company’s content or attends its events counts as a credible lead. Lead scoring also helps sales teams close deals faster.
  • B2B MARKETING TRACTION  |  MONDAY, FEBRUARY 23, 2015
    [Lead, Sales] 7 Ways to Get Better Results from Your B2B eNewsletter
    You don’t want your eNewsletter to just be a sales pitch, but if you’re adding value with helpful articles and information, you should still include some calls to action. 'You send a regular eNewsletter, but are you getting results? Set clear objectives for your eLetter. What do you want to accomplish with your eLetter?
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, FEBRUARY 23, 2015
    [Lead, Sales] Enhancing Your Executive Edge
    How to Develop the Skills to Lead and Succeed. If your salespeople network this chapter would make a great sales training meeting, if you managers work events, this chapter is worth a discussion at your managers meeting. Need more sales management resources? Check out his Sales Management Tool Kit or the Acumen Project.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, FEBRUARY 23, 2015
    [Lead, Sales] How AG's Sales Development Managers Motivate Reps in February [Part 2]
    And even though you may keep your offices heated at a level that stimulates sales productivity, the constant snowfall and bitingly cold temperatures outside can affect your sales development team’s productivity if you''re not keeping a close eye on your team. Share your own strategies to motivate your sales development team below!
  • BIZNOLOGY  |  MONDAY, FEBRUARY 23, 2015
    [Lead, Sales] 15 B2B case studies show how content marketing drives ROI
    The campaign generated over $1 million in new sales opportunities with several deals closed within the first 3 months of launch. The results of the campaign generated 1,700 leads, 125 webinar participants, 5,000 views on Slideshare, and $1 million in new business. IBM : developed a social sales program for their inside sales team.
  • VIDYARD  |  MONDAY, FEBRUARY 23, 2015
    [Lead, Sales] Free Forrester Report: Sales and Marketing Teams Must Use Video Platforms or Get Left Behind
    Forrester, a top-tier research firm, has released a new report that’s an industry first: it looks at the emerging and transformative power of video platforms for Sales and Marketing. This is the report that, if you’re in Sales or Marketing, you don’t want  to miss. What can you do with accurate lead scores and customer profiles?
  • VOICE-BASED MARKETING  |  MONDAY, FEBRUARY 23, 2015
    [Lead, Sales] Callers Are Ready to Convert, Make Sure You’re Ready to Talk
    Leads contacted within the first hour of a query are 60 times more likely to convert than companies that wait 24 hours or longer ( HBR ). And if they are sales-ready, there are tools to properly route them. Callers that then score high enough can be passed to a sales rep to engage in conversation. But why does speed matter?
  • MODERN B2B MARKETING  |  MONDAY, FEBRUARY 23, 2015
    [Lead, Sales] Demystify & Define Your Marketing Strategy
    Here are examples of situations where I have seen strategy bring value to marketers: Lead Nurture Strategy. If a marketer is looking to deploy a lead nurture program, their strategy needs to address the parameters of nurture, and define where to start. For now, let’s define strategy as: a process of using knowledge to drive action.
  • MARKETING ACTION  |  MONDAY, FEBRUARY 23, 2015
    [Lead, Sales] Get Started with Video Marketing: DIY
    As you develop a content curriculum that maps to your buyer personas and where they are in the sales funnel, plan which messages can be delivered by video. At Act-On, we often talk with the sales team to learn what types of content they want to have available and what they are hearing from prospects. You can even do it yourself. link].
  • FEARLESS COMPETITOR  |  SATURDAY, FEBRUARY 21, 2015
    [Lead, Sales] Some facts about Jeff Ogden
    He saved me there by leading the programming team. worked for a lot of software companies in sales with lots of success, but eventually I saw the world changing. Marketing was becoming more and more important, and sales was fading. One day I was having breakfast with a top sales author and I shared my idea with her.
  • FATHOM  |  FRIDAY, FEBRUARY 20, 2015
    [Lead, Sales] 9 Signs It’s Time for a New Manufacturing Website
    This will get you both better rankings in the search engines and more qualified conversions/leads. Read Manufacturing Web Sales Leads: Marketing Strategies to Fire Up New Business in the Industrial Sector to make sure your industrial marketing is performing at its best. 'ALERT ALERT–Is your website up to par?
  • BLOG MY CALLS  |  FRIDAY, FEBRUARY 20, 2015
    [Lead, Sales] Key Tactics to Generate Revenue with Your Blog
    'Are you creating leads and sales with your blog? He has also spoken extensively about how to make use of blogs, content and social media to attract leads and drive sales. These webinar notes highlight some important takeaways to help you enhance your lead generation strategy with content marketing. Offering Value.
  • LEADERSHIP  |  FRIDAY, FEBRUARY 20, 2015
    [Lead, Sales] Interesting Infographics: Nurture Your Leads With Narrative
    'Have you considered how to use strategically timed stories to nurture your leads and accelerate your sales funnel? This week’s infographic by Marketo focuses on how to use narrative to nurture leads and reminds us that it can take an average of 10 marketing touches for a prospect to move through the sales funnel to a purchase.
  • BIZNOLOGY  |  FRIDAY, FEBRUARY 20, 2015
    [Lead, Sales] Is the CMO becoming the Chief Collaboration Officer?
    The generators of leads. Yet, the sales team only talks to their prospects about “low cost.” That creates a total disconnect between the marketing message and the sales message, and has the potential confuse the customer. 'In the past, the role of a marketer was much simpler. The builders of the brand. Life was good.
  • CMO ESSENTIALS  |  FRIDAY, FEBRUARY 20, 2015
    [Lead, Sales] Skeptical, Informed Buyers vs. Excited, Uninformed Buyers – A Tale of Two Journeys
    'Let’s play a quick, marketing-themed game of “would you rather…” Would you rather pass a skeptical but well-informed buyer along as a lead to your sales team, or an excited but uninformed buyer? Another 29% of Best-in-Class lead scoring practitioners base their scores solely on behavioral content consumption data.
  • FEARLESS COMPETITOR  |  THURSDAY, FEBRUARY 19, 2015
    [Lead, Sales] Who Should You Talk To? (in Buyer Personas)
    Buyer Personas help you create better marketing content, plain and simple, because the better you understand buyers, the better you select words which drive sales leads for you. Why do Buyer Personas matter? Congratulations to @hubspot who created a Buyer Persona Template in PowerPoint. Thanks for waving the flag, Hubspot.
  • ANNUITAS  |  THURSDAY, FEBRUARY 19, 2015
    [Lead, Sales] B2B Events in 2015 – Where to Go and How to Learn
    If you are interested in learning more about shifting to an Account-Based marketing model, this is the place to go to learn from the leading practitioners in B2B that are actually making it happen. Smart analysts talking B2B with marketing and sales leaders from across the world. 1) If you go, be present. 3) Empathize and Imagine.
  • MARKETING ACTION  |  THURSDAY, FEBRUARY 19, 2015
    [Lead, Sales] Social Selling 101 – 3 Social Technologies To Get You Started
    Note: we aren’t making rockets with this piece of the sales process, but you will need to automate as your following increases. All three of these technologies will be enough to get you started leveraging automation and analytics in your social sales process. They are all easy to use. Begin at the beginning. Begin with Twitter.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, FEBRUARY 18, 2015
    [Lead, Sales] Managing Pros and Cons of Outsourcing Content
    'In an ideal world, a marketing department would be able to provide all the content required to create a successful, lead-generating content marketing strategy. Content soon devolves into sales talk instead of genuinely useful, smartly-packaged insights for buyers. The net result? Pro : “It’s out of my hands!”
  • VOICE-BASED MARKETING  |  WEDNESDAY, FEBRUARY 18, 2015
    [Lead, Sales] Let’s Get Personal: Customizing the Call Experience for the Consumer
    Personalizing emails can improve click-through and conversion rates, targeted nurturing can increase the number of sales opportunities, and personalized web experiences can generate more revenue. 35% of Amazon’s product sales result from their recommendation engine ( VentureBeat ). 'Marketing has become extremely personal.
  • VIEWPOINT  |  WEDNESDAY, FEBRUARY 18, 2015
    [Lead, Sales] Sales Lead Management Leads to the Most Efficient Media Buy
    They may make money, but the world is loaded with companies holding the 4th, 5th, 6th or 7th place in market share, while the 1st, 2nd and 3rd leading firms spend what it takes to gain market share and manage the leads that their programs produce. And lead management has told these winners where to spend their marketing dollars.
  • MODERN B2B MARKETING  |  WEDNESDAY, FEBRUARY 18, 2015
    [Lead, Sales] [Infographic] Nurture Your Leads with Narrative 
    'Author: Dayna Rothman Lead nurturing is the process of building effective relationships with potential customers throughout the buying journey. Lead nurturing happens across multiple channels, and for your communications to be effective, you need to tell a story. Infographic Lead Nurturing b2b good story.
  • MARKETING ACTION  |  WEDNESDAY, FEBRUARY 18, 2015
    [Lead, Sales] Should Marketers Be the Stewards of the Customer Relationships? Gleanster Research Results
    regional sales team isn’t told that the events team is planning a conference in their territory, and customers are being invited to two different events run by the same company. 42% indicated it as technology that automates the sales force. B2B Marketing CRM Integration Lead Management customer lifecycle Gleanster lifecycle marketing
  • BLUE FOCUS MARKETING  |  TUESDAY, FEBRUARY 17, 2015
    [Lead, Sales] Making Waves: The @SocialEmployee in Action at MIT Sloan and The Boston Globe #SocBiz
    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. Despite being a $1.2 Take away the fear. FOR EWORD by David C.
  • B2B MARKETING INSIDER  |  TUESDAY, FEBRUARY 17, 2015
    [Lead, Sales] Content Marketing Personalization: Build Relationships At Scale
    He said, “that’s like sales, right?” Pageviews, bounce rate, time spent, social shares, uniques, sessions, likes, tweets, comments, even conversions, leads and sales – these metrics don’t tell us if we are reaching the right people before they are ready to buy. ” I promise I will get to that.
  • CRIMSON MARKETING  |  TUESDAY, FEBRUARY 17, 2015
    [Lead, Sales] Greg Head, Infusionsoft CMO: 2 Metrics to Better Understand Your Customer Acquisition Cost and Lifetime Value
    'Lead purchasing and advertising are popular methods to build a corporate marketing funnel. To determine the answer, says Greg Head, CMO of leading email marketing and sales platform Infusionsoft, you must first arrive at a true understanding of both your Cost of Acquisition of a Customer (CAC) and the Lifetime Value of a Customer (LTV).
  • KOMARKETING ASSOCIATES  |  TUESDAY, FEBRUARY 17, 2015
    [Lead, Sales] 20 Truths I’ve Learned as a Content Marketer
    When launching a content strategy, one of the biggest challenges to overcome is the perception that content is a “quick fix” designed to convert leads immediately. Offering up fresh, reliable and useful information will further the level of trust that leads or site visitors have for the brand. Sales. Source ). Source ).
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, FEBRUARY 17, 2015
    [Lead, Sales] 5 Prospecting Strategies for Obtaining Sales Context
    'Sales Context is an important part of any conversation, as it directly correlates to the potential of a sale. With 54% of sales reps not making quota this year according to SiriusDecisions, it’s imperative that you teach your team to make the most of Sales Context, the information that can influence a sale.
  • VIDYARD  |  TUESDAY, FEBRUARY 17, 2015
    [Lead, Sales] Beyond TOFU: How Video Can Beef Up the Entire Buyer’s Journey
    Even with a great sales team, marketing plays a critical role at this stage of the funnel with compelling content that will help buyers justify their purchase decision and maybe even upsell themselves. Dessert Time: Post-Sale Nurturing with Video Content. 'Yes, it’s true! Still with me, marketing chefs? Now we’re cookin’ with gas!
  • THE FORWARD OBSERVER  |  TUESDAY, FEBRUARY 17, 2015
    [Lead, Sales] The 4 Things You Need to Generate More Leads On Your Website
    'If you are still relying on your sales team to generate all of your leads, you’re doing it the hard way. That means that when sales is finally contacted, most of the discussion is about price. But just generating more traffic to your site by publishing helpful content is not necessarily going to generate leads. Offer.
  • B2B MARKETING UNPLUGGED  |  TUESDAY, FEBRUARY 17, 2015
    [Lead, Sales] Why We Need to Shut Up and Let Our Customers Buy Something
    That’s when the Corporate Executive Board announced that B2B buyers were getting through almost 60% of the process without contacting a sales rep. More than a few startled Squirrels were heard to drop their nuts that day and, not long after, Scott Gillum in Forbes proclaimed that “57 percent of the sales process just disappeared.”
  • HUBSPOT  |  TUESDAY, FEBRUARY 17, 2015
    [Lead, Sales] 4 Mistakes People Make When Measuring Brand Awareness (And How to Avoid Them)
    Your content strategist might want to target a specific subset of people, the ones most likely to turn into leads. When I say "bottom line," ideally this would be sales or leads. However, if your brand awareness content isn''t contributing to revenue or new leads, it doesn''t mean all hope is lost. Me neither.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, FEBRUARY 17, 2015
    [Lead, Sales] 10 simple tweaks to generate more sales through blogs
    We’re not supposed to expect sales though blogs, right? In fact, your blogging space is a very important sales opportunity because if people are finding you through search, these are high-potential leads. am NOT saying to be “sales-y” in the content of your blog. Well, sometimes it’s OK to sell.
  • MARKETING ACTION  |  TUESDAY, FEBRUARY 17, 2015
    [Lead, Sales] 6 Ways B2B Marketers Use Social Media to Get Gangbuster Results
    You can find the answers to these questions and many more in a new Act-On eBook, Likes are Good, Leads Are Better: How to Grow Your Business Using Social Media , written by Jamie Turner. But those followers won’t impress your potential customers, and they certainly won’t generate any leads for your business. Look at it this way.
  • FEARLESS COMPETITOR  |  MONDAY, FEBRUARY 16, 2015
    [Lead, Sales] The 5 Insights that help put the rules to work for you
    We work on that website almost every day to make it better and better, so please visit us if your company needs better sales leads. “Sorry but you are overqualified for our sales and marketing job.” Thank you, Adele! It is President’s Day, so if you have the day off, good for you. “Go to hell.”
  • DIGITAL B2B MARKETING  |  MONDAY, FEBRUARY 16, 2015
    [Lead, Sales] Top 3 Media Buying Mistakes B2B Marketers Make
    He recently joined Business Insider as the Sales Director for the Southeast, after a number of years with CBSi, parent to B2B technology focused properties ZDNet and TechRepublic (among others). Jumping Straight to Sales. Media advertising lead generation mistakes toby hudson Toby is one of those guys. Content. Underinvesting.
  • MARKETING ACTION  |  MONDAY, FEBRUARY 16, 2015
    [Lead, Sales] The B2B Online Marketing Playbook: A CEO’S Guide to Risks and Rewards
    Here are the 10 key online marketing concepts you’ll find inside, along with a preview of the information you need to make smart investments, generate higher quality leads, and increase revenue. PLAY #1: Lead Generation. According to MarketingProfs, best-in-class B2B firms generate an average of 17% of their leads from social media.
  • B2B LEAD GENERATION BLOG  |  MONDAY, FEBRUARY 16, 2015
    [Lead, Sales] Lead Generation: How an insurance company reduced acquisition costs in purchased leads
    'Tweet Generating leads organically can ease the qualifying process, throwing “bad” leads out that are simply not worth pursuing. Growing a list organically also allows marketers to know more about a prospect right from the get-go, passing more qualified leads on to Sales. Change the way leads are purchased.
  • HUBSPOT  |  FRIDAY, FEBRUARY 13, 2015
    [Lead, Sales] 4 TED Talks Every Marketer Should Watch
    'TED talks are not-for-profit conferences where leading thinkers discuss big ideas, trends, and innovations in their respective fields. 4) Seth Godin: The Tribes We Lead. Seth Godin thinks critically about the societal trends that lead us to where we are, this “cultural moment”, if you will. Sales and Marketing Recap.
  • CMO ESSENTIALS  |  FRIDAY, FEBRUARY 13, 2015
    [Lead, Sales] How the CMO Can become the Chief Solution Officer: 9 Business Problems Solved
    To help you more proactively leverage your wealth of skills, we’ve outlined nine business problems below that, as a CMO, you’d easily understand, but as an asset to your organization, you’d also be able to lead the charge in solving as well. Source: Customer Data Governance for Better Sales and Marketing, Peter Krensky, February 2015.
  • E-QUIP  |  FRIDAY, FEBRUARY 13, 2015
    [Lead, Sales] Displacing the Incumbent
    The support you provide in this area will initially be part of the sales process, but eventually could lead to contract work. Pay attention to the details of client service and watch your sales opportunities multiply. 'One of my constant themes regarding business development is the need for discipline: Budget your time.
  • MARKETING ACTION  |  FRIDAY, FEBRUARY 13, 2015
    [Lead, Sales] How to Hire The Perfect Person To Run Your Social Media
    Your social media work is generating a small but steady trickle of sales. You can have a Facebook page, a Twitter account, and even a LinkedIn business profile, but there’s no point in running a social media campaign if it’s not designed to drive leads to your business and ultimately convert them into customers. Social media marketing.
  • BLOG MY CALLS  |  THURSDAY, FEBRUARY 12, 2015
    [Lead, Sales] 3 Reasons Marketers Own Valentine’s Day
    Much like lead nurturing, they know that some of the best dates (and leads) are cultivated through long-term attention and strategic interactions. 'Your marketing sweetheart may not want to keep you but they certainly know how to get you. With their marketing background it won’t be very difficult for them. They Know their Audience.
  • KOMARKETING ASSOCIATES  |  THURSDAY, FEBRUARY 12, 2015
    [Lead, Sales] 6 Great B2B Business, Marketing, and Strategy Books
    Pink is an interesting look as to what actually makes the sale. B2B Social Media Book: Become a Marketing Superstar by Generating Leads with Blogging, LinkedIn, Twitter, Facebook, Email, and More by Kipp Bodnar and Jeffrey L. 'It’s been proven that high income earners read more books than other demographics. Current Cost: $15.99
  • VIEWPOINT  |  THURSDAY, FEBRUARY 12, 2015
    [Lead, Sales] Why Social Media Doesn't Work [PowerViews LIVE Highlights]
    'On February 3, 2015, I had the pleasure of having leading marketing expert Jamie Turner on PowerViews LIVE to talk about “Why Social Media Doesn’t Work.” And what can we do to change the momentum and leverage social media to drive more sales and revenue? Right off the bat you may be thinking, “Social media doesn’t work? This is true.
  • HUBSPOT  |  THURSDAY, FEBRUARY 12, 2015
    [Lead, Sales] The Growth Show: Inside the Mind of a Successful Venture Capitalist
    Through his experience as a founder and now an investor, Skok has become one of the leading thinkers on growth and building a business, specifically in the areas of sales and marketing. How marketing can demonstrate that they are a key part of how the company will hit its sales numbers. David Skok.
  • WRITTENT  |  WEDNESDAY, FEBRUARY 11, 2015
    [Lead, Sales] 7 Ways to Spot Amazing Freelance Writers
    Looking to generate more leads and sales in 2015? 'Image source. Freelance writers aren’t very hard to spot, but finding amazing freelancers can be something else entirely. It usually takes a lot of trial and error to find wordsmiths that suit your goals and business, and even then, they may disappoint in some areas. They are booked.
  • MARKETING ACTION  |  TUESDAY, FEBRUARY 10, 2015
    [Lead, Sales] 7 Ways to Increase Email Engagement
    For example, you can find out whether a question (“What’s on sale this week?”) Marketers who segment their lists enjoy more transactions, more sales leads, and greater revenue. Many businesses rely on sales and promotional emails to stay in the black. Start With the Subject Line. Subject lines matter – a lot. Open rate.
  • BLUE FOCUS MARKETING  |  TUESDAY, FEBRUARY 10, 2015
    [Lead, Sales] Designing a Social Employee Pilot Program by @mnburgess #SocBizChat #SocBiz
    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. 'Chat: IBM “The Shortlist” Twitter Chat. 12, 1 p.m. Develop.
  • HINGE MARKETING  |  TUESDAY, FEBRUARY 10, 2015
    [Lead, Sales] What You Can Do When Traditional Sales Advice Fails
    'If you’ve been in the consulting business even a short time, you’ve probably heard about someone who thought a sale was in the bag only to lose it at the last minute. You can have a stack of glowing testimonials, expansive qualifications, and an innovative approach and still lose a sale. That advice seems to make sense.
  • ANNUITAS  |  TUESDAY, FEBRUARY 10, 2015
    [Lead, Sales] Misalignment of Marketing Priorities
    The poll, as seen below, showed that Brand and Positioning was the number one focus at the time with Lead Generation as the second overall priority. The foundation of any successful lead generation program is understanding the buyer. Separating the two will only lead to a poor buying experience. only 7.5%
  • VOICE-BASED MARKETING  |  TUESDAY, FEBRUARY 10, 2015
    [Lead, Sales] On the Hook: How to Spot Hot Prospects, Both Online and Over the Phone
    Mobile is driving more calls and more sales – and that means marketing needs to pay attention. Sales managers rate inbound calls very highly, and data shows that calls convert to revenue more often than forms and emails. However, tracking phone leads can be a challenge. What happens to the qualified sales call?
  • MODERN B2B MARKETING  |  TUESDAY, FEBRUARY 10, 2015
    [Lead, Sales] The Definitive Guide To Lead Nurturing
    Lead nurturing helps marketers communicate consistently with buyers cross-channel and throughout the sales cycle—addressing the gap in time between when a lead first interacts with you and when she is ready to purchase. Why Is Lead Nurturing Important? Lead Nurturing—Evolved. Nurture leads across channels.
  • WRITTENT  |  TUESDAY, FEBRUARY 10, 2015
    [Lead, Sales] 9 Tried-and-Tested SEO Strategies for 2015
    'Sound SEO strategies lead to online success and business growth, but with the web and search engines constantly evolving, it can be hard to know what those are. As this recent  comScore study indicates, mobile has become the leading digital platform. But are those keywords generating leads? Optimize for Mobile. Consider HTTPS.
  • WEBBIQUITY  |  TUESDAY, FEBRUARY 10, 2015
    [Lead, Sales] 106 More Amazing Social Media and Marketing Statistics for 2014 and 2015
    54% of B2B marketers said they have generated leads from social media. 82% of hyper growth SMBs say social media is effective for generating new leads. 58% of marketers indicate that their social media efforts have generated leads. Or have too many social media marketing statistics.” Image credit: Business 2 Community.
  • MARKETING ACTION  |  TUESDAY, FEBRUARY 10, 2015
    [Lead, Sales] How PeopleHR Went From Lead Overload to Record-Setting Revenue
    In fact, they have over 1,000 customers, ranging from small companies to big organizations, But rapid expansion has caused their sales and marketing teams to experience some significant challenges. Lead Overload. The marketing team at PeopleHR has rarely had a problem when it comes to generating inbound leads.
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