• SYNECORE  |  WEDNESDAY, OCTOBER 29, 2014
    [Lead, Sales] Leverage Web Analytics to Determine Lead Generation Goals
    'How many monthly leads does your business need to generate to achieve monthly revenue goals? If you don’t have an exact numerical value as to the number of leads that need to be generated on a monthly basis to achieve revenue goals, you aren’t fulfilling the benefits of web analytics. Average Conversion Rate (Leads to Customers).
  • THE POINT  |  WEDNESDAY, OCTOBER 29, 2014
    [Lead, Sales] What’s the Big Deal About Predictive Analytics? A Conversation with Brian Kardon
    He previously held top marketing roles at Eloqua, Forrester Research, and Reed Business Information before taking the reins as CMO at Lattice Engines , a pioneer in predictive applications for marketing and sales. The use of analytics in B2B marketing and sales is actually lagging other industries. The second is about the technology.
  • VIEWPOINT  |  WEDNESDAY, OCTOBER 29, 2014
    [Lead, Sales] Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 1)
    'The leads are weak? Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The leads are weak! ” Lead Qualification You’re weak! You’re weak!”
  • VOICE-BASED MARKETING  |  WEDNESDAY, OCTOBER 29, 2014
    [Lead, Sales] Your Phone Leads Aren’t Converting: Steps You Can Take To Fix It
    'Phone leads drive business. Studies show that inbound calls often convert to revenue 10 to 15 times more frequently than web leads, making them the lead type sales managers want most. Studies show that only 19% of inbound calls are high-quality sales leads – most are not. Call scoring is the answer.
  • CRIMSON MARKETING  |  WEDNESDAY, OCTOBER 29, 2014
    [Lead, Sales] Mark Thabit, CMO at Cision: Paid, Earned and Owned Media—How to Amplify Your PR Message Across Marketing Channels [Podcast]
    Media Measurement: Whereas it was always difficult to measure the impact of traditional public relations, Mark defines how product marketing can now be measured and automated from first touch through to converted sale. With a deluge of messages and media in the landscape today, however, the process is more complex. Digital Marketing Podcast
  • THE FORWARD OBSERVER  |  WEDNESDAY, OCTOBER 29, 2014
    [Lead, Sales] The 5 “Must-Do’s” For A Profitable B2B Social Media Strategy
    'Would you like your social media strategy to help increase website traffic, leads and sales? Most of those companies want to do more, but haven’t had the time or are uncertain of how best to get started to use social media to increase traffic, convert leads, nurture those leads toward a sale and delight their customers.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, OCTOBER 29, 2014
    [Lead, Sales] Your Timetable For Winning at Content Marketing From 8 a.m. to 8 p.m.
    54% of marketers say the right metrics lead to better messaging. Just two people, but the right two your sales department have been chasing for months? So drop by the desks of two key colleagues: someone in your technical team and someone who works in sales. Here’s a plan taking you from post-toast to sofa-time. 500 views?
  • BIZNOLOGY  |  WEDNESDAY, OCTOBER 29, 2014
    [Lead, Sales] What the growth of inside sales means to B2B marketers
    The speaker claimed that inside sales has outstripped outside sales in B2B, a statistic that both surprised me and got me thinking.  On reflection, I suppose I shouldn’t have been surprised, since phone-based selling is so much more efficient than hitting the road to make face-to-face sales calls. Video. Community. 
  • HUBSPOT  |  WEDNESDAY, OCTOBER 29, 2014
    [Lead, Sales] 7 Ways to Create Suppression Lists to Avoid Emailing the Wrong Leads
    There are dozens of reasons to suppress a lead, which I''ve broken down into the seven suppression lists below. Do you have leads who just never open any emails, haven''t been to your website in years, or both? You can be very sure those leads are just not interested in your email content -- or they are just inactive on their email.
  • MARKETING ACTION  |  WEDNESDAY, OCTOBER 29, 2014
    [Lead, Sales] The Benefits of Marketing Automation for Sales: Use Email to Shorten the Sales Cycle
    The benefits are especially clear when you look at the ways marketers and sales teams can use email campaigns to nurture prospects along the journey to conversion. targeted series of email messages can quickly turn lukewarm leads into hot prospects, and website visitors into loyal customers. Better Visibility and Shorter Sales Cycles.
  • VIDYARD  |  TUESDAY, OCTOBER 28, 2014
    [Lead, Sales] Why Views Don’t Count: Video Metrics that Actually Measure Success
    If views were the best measure of success, then why aren’t those viewers pouring in to the sales team? Surely the reason extends beyond “to hit 30,000 views on YouTube” to something more like “to bring in more qualified leads to our sales team”. Converting leads. Qualifying Leads. Converting Leads. Views.
  • 3D2B  |  TUESDAY, OCTOBER 28, 2014
    [Lead, Sales] What’s the ROI of Outsourcing B2B Telemarketing Services?
    'Like most B2B marketers, you probably agree that the most successful way to create qualified leads is by using a human touch. In its study, B2B Marketing found that 40% of marketers believe telemarketing is the best vehicle for generating high-quality leads. The marketing department returns from a trade show with hundreds of leads.
  • MODERN B2B MARKETING  |  TUESDAY, OCTOBER 28, 2014
    [Lead, Sales] 4 Content Marketing Productivity Killers
    But, sometimes the decisions about what to create can be best guesses vs. decisions based on historical data about what content drives the most traffic, shares, leads, and revenue. Instead of playing the guessing game, content marketers need to make sure they are tracking metrics on a regular basis throughout the entire sales funnel.
  • B2B MARKETING UNPLUGGED  |  TUESDAY, OCTOBER 28, 2014
    [Lead, Sales] Ready for Events That Work?
    That’s right, the meals you need to eat anyway can be big lead and revenue tools when you invite a few prospects or clients along. Skip the sales pitch, but make sure you have eager Squirrels all over the room and don’t be afraid to force your guests to take some information or nasty little trinket on the way out. Lunch. Dinner.
  • MARKETING ACTION  |  TUESDAY, OCTOBER 28, 2014
    [Lead, Sales] Survey Says: Variety Paves the Marketer’s Path
    Many roads can lead to marketing; for every marketer who studied the craft in college, there’s another who took a far less direct route. And marketing teams must be built with the idea of having a range of specialized skills that are complementary: analytical, sales, creative, writing, technical. A park ranger who told stories.”.
  • SALES INTELLIGENCE VIEW  |  MONDAY, OCTOBER 27, 2014
    [Lead, Sales] Mining for Your Lead’s Micro-buy Signals
    Closing CRM Intelligence customer intelligence Data Leads pre-call research Sales 2.0 Sales Data Sales Intelligence Sales Strategy Sales-Marketing Alignment Tips and Tricks b2b sales Sales Sales And Marketing sales prospecting sales techniques social selling
  • MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, OCTOBER 27, 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, OCTOBER 27, 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, OCTOBER 27, 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, OCTOBER 27, 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, OCTOBER 27, 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.
  • VOICE-BASED MARKETING  |  MONDAY, OCTOBER 27, 2014
    [Lead, Sales] Boo! Stop Scaring Your Customers Away with Bad Customer Service
    But according to InsideSales, 55% of top companies don’t respond to web leads…despite the fact that 71% of online shoppers expect assistance within five minutes. Fast lead response is easy; you just have to care enough to make it happen. 'This time of year, being scared is generally a good thing. Five minutes. The post Boo!
  • B2B LEAD BLOG  |  MONDAY, OCTOBER 27, 2014
    [Lead, Sales] 3 Points, 5 Questions – Personas Driving Marketing Insight
    Don’t worry, this isn’t going to be our Sales pitch but instead tips and best practices we’re employing as we continue to refine our offerings to our evolving marketing buyers. Are we building programs and sales enablement that focus on their wants, needs, values and sought benefits? Not to mention our offerings have changed.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, OCTOBER 27, 2014
    [Lead, Sales] It’s a Scary World Out There!
    While everyone maybe thinking of their Halloween costume or what tricks or treats they may provide, as sales leaders we must consider the bigger picture. The question is: as an owner or sales leader how are you lowering the fear in your sales teams and how are they approaching their prospects or clients to lower their fears?
  • NUSPARK  |  MONDAY, OCTOBER 27, 2014
    [Lead, Sales] 10 Customized LinkedIn Communication Tactics That Will Increase Response
    This are essential if you are serious about networking or want to make sales connections. Related Posts: Video: How to Use LinkedIn’s Advanced Search Feature to… Social Selling for Lead Generation: 9 Tips to Optimize Your… Social Media Engagement Lead Generation Newsletter Archives How Can Content Marketing Generate Leads?
  • MARKETING ACTION  |  MONDAY, OCTOBER 27, 2014
    [Lead, Sales] LEGO Education North America Builds a Winning Strategy Using Marketing Automation
    As I started learning more about marketing automation programs, I also realized that lead scoring was a gap that I really hadn’t pinpointed, so I started to look for a tool that had lead scoring. So we can invest more of our budget in areas that are working and effectively move leads through the funnel. Read Case Study.
  • HUBSPOT  |  MONDAY, OCTOBER 27, 2014
    [Lead, Sales] 12 Data-Backed Tips to Increase Your Conversion Rate on Twitter [Infographic]
    'By now, most marketers know that Twitter isn''t just a great medium for creating and reinforcing your brand image -- it''s also a tool for reaching fans of your business who can become leads (and, ultimately, sales). Right now,  only   34% of marketers  use Twitter  to successfully generate leads. Share This Image on Your Site.
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 27, 2014
    [Lead, Sales] 10 Ways to Optimize Your Lead Conversion Rate
    'Tweet The ultimate goal of B2B marketing and lead generation is to help the sales team sell. Marketers spend a lot of time and effort creating inbound leads but struggle getting those leads to convert into customers after they hand them off to sales. The more you can humanize your lead follow-up the better. 
  • VIDYARD  |  SUNDAY, OCTOBER 26, 2014
    [Lead, Sales] The Secrets to Delivering Tissue-Worthy, Emotional Marketing Videos
    If you’re thinking either one of “do emotions actually drive sales?” While your specific goal may sit along a spectrum somewhere between building awareness and converting qualified leads, these two categories of emotional impact will get you well on your way. 'Emotions. You know you need them. You know they help drive action. Kidding.
  • HUBSPOT  |  SATURDAY, OCTOBER 25, 2014
    [Lead, Sales] How to Lead Your Team Through a Crisis
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. It’s relatively easy to lead a team when things are going well. had the chance to learn how to lead in the face of adversity early in my management career when the dotcom bubble burst. In a month?
  • MARKETING INTERACTIONS  |  FRIDAY, OCTOBER 24, 2014
    [Lead, Sales] The B2B Funnel is More Like a Pinball Machine
    'I was watching the video for the second roundtable video that I participated in at Content Marketing World and Nick Panayi from CSC said, "the funnel is more like a pinball machine, with leads bouncing everywhere" - I'm not sure that's verbatim, so go watch it. Lead nurturing. Sales enablement. And more.
  • SYNECORE  |  FRIDAY, OCTOBER 24, 2014
    [Lead, Sales] Utilizing Lead Nurturing to Convert Leads into Customers
    'Lead nurturing is not an end goal but rather an ongoing tactic that allows you to leverage content to more deeply connect with your target audience, and by doing so, to more efficiently convert leads into customers and brand advocates. Let’s not get too far ahead of ourselves; before we can nurture, we must first generate leads.
  • B2B MARKETING TRACTION  |  FRIDAY, OCTOBER 24, 2014
    [Lead, Sales] 4 Surprising Ways B2B Marketing Campaigns Benefit Business
    The campaigns we’ve done for clients generated leads and revenue, but they also generated energy with the business owners, employees, suppliers and their community. You’ll not only generate leads and sales revenue, you’ll invigorate your self, your employees, suppliers and community. That has big benefits.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, OCTOBER 24, 2014
    [Lead, Sales] SalesPredict Offers Highly Automated, Highly Flexible Predictive Modeling
    meant both that predictive models guide decisions at every stage in many marketing programs, and that models are used throughout the organization by marketing, sales, and service. Because it knows what to expect, the system can easily load customer data and sales results from those systems. User interface is a second differentiator.
  • FEARLESS COMPETITOR  |  FRIDAY, OCTOBER 24, 2014
    [Lead, Sales] The Best White Paper on B2B Demand Generation Ever Written!
    It was originally sponsored by Marketo and was edited by one of the top sales experts in the USA and she’s a top author too and she’s a perfectionist when it comes to writing, so it took time to create a work of art like How to Find New Customers. More and more people are finding this blog each and every day. Thank you so much!
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  FRIDAY, OCTOBER 24, 2014
    [Lead, Sales] Powerful Sales Brain Trust Speaks on #1 Competitive Edge
    I also lead a panel discussion on this topic, featuring this extraordinary brain trust. 'Last Wednesday, I spoke at Dreamforce , the big SalesForce.com event that draws 130,000+ people globally. talked about today''s #1 competitive edge. It''s what my new book, Agile Selling , is all about.) Agile Learning
  • MARKETING ACTION  |  FRIDAY, OCTOBER 24, 2014
    [Lead, Sales] Getting Down to Business: Nurturing Leads
    Recently he interviewed Aaron Bolshaw, Act-On’s Group Manager of Database Marketing, about the fine art of lead nurturing. We’re going to be talking lead generation a little bit, but we’re going to focus on nurturing, how to turn a lead into dollars and cents – that’s where it becomes the lifeblood of the business.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, OCTOBER 23, 2014
    [Lead, Sales] The Buyer’s Journey: How Can Marketers Deliver a First Class Trip?
    'Editor’s Note : Today’s post comes courtesy of Julie Wingerter, partner marketing manager at SnapApp , a content marketing platform used by companies to easily create interactive content to generate leads and drive revenue. So how can marketers effectively generate leads and push them toward sales?
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  THURSDAY, OCTOBER 23, 2014
    [Lead, Sales] Key Question Every Sales Manager Should Ask Their Interviewees
    'At Dreamforce last week, Bob Perkins of the AA-ISP (American Association of Inside Sales Professionals) interviewed me and Trish Bertuzz i on key learnings and takeaways. Trish is the CEO & Chief Strategist of The Bridge Group, a leading inside sales consultancy.). Jill Konrath News Sales Management
  • VOICE-BASED MARKETING  |  THURSDAY, OCTOBER 23, 2014
    [Lead, Sales] Geo-Location Is the Answer to Connecting Mobile Callers With Your Nearest Store, Office, or Agent
    Or maybe you run a sales team where you assign leads to agents based on geographic territory.  Similarly, your sales agents are going to have a more relevant experience with callers if the calls they are receiving are actually meant for them. How does it work, and why does it matter for your business? Read on and learn.
  • ANNUITAS  |  THURSDAY, OCTOBER 23, 2014
    [Lead, Sales] B2B’s Problem with Pay-Per-Click: Three Things You Need to Know
    PPC is always challenging in B2B, and is clearly a different animal than the more transactional sale that PPC was clearly designed for. Not to mention how difficult it can be to trace any of those conversions to actual sales, and how the “brand” value is tenuous at best. Focus on lead management-. Embrace the long tail-.
  • BIZNOLOGY  |  THURSDAY, OCTOBER 23, 2014
    [Lead, Sales] Are you tired of playing Google’s game?
    mean paying attention to other things that will truly drive targeted traffic (and sales, too.). And yes, it’s entirely appropriate to include sales messages (as long as it’s done with style.) After Which leads us to the third way you can drive traffic without Google… Think offline. ” “Never mind.
  • HUBSPOT  |  THURSDAY, OCTOBER 23, 2014
    [Lead, Sales] 43 Bright Ideas for Promoting Your Lead Gen Content
    'So you just created a piece of content for lead generation  -- congrats! . Did you know, tweets with images generate 55% more leads than Tweets without images?!). For example, if you are an inbound marketer or sales person, you might join inbound.org  and start a discussion around your piece of content there. Social Media.
  • VIDYARD  |  WEDNESDAY, OCTOBER 22, 2014
    [Lead, Sales] Humor in B2B Marketing: 8 Surefire Ways to Generate a Chuckle
    'It’s not uncommon for B2B marketers to be tasked with marketing complex products with hundreds of features, in-depth integrations, and long sales cycles. It’s a lot easier to come up with good stories when you focus on your customer, which leads us to our next point… 4. But that’s not necessarily the case. His remedy? Humor.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, OCTOBER 22, 2014
    [Lead, Sales] What Sales & Marketing Can Learn From "Tommy Boy"
    Such was the case today as I listened to Scott McNabb , Vice President, Sales, Oracle Marketing Cloud deliver a talk on the topic of sales and marketing alignment at the CEB Sales & Marketing Summit in Las Vegas. Scott touched on a lot of different “things” when it comes to sales & marketing.
  • 3D2B  |  WEDNESDAY, OCTOBER 22, 2014
    [Lead, Sales] The Secret of Lead Generation For the Complex Sale — Part 2
    'The Early Bird Gets the Lead. In my last post, The Secret of Lead Generation for the Complex Sale — Part 1 , I told a tale about two different sales approaches. One salesperson works like a sprinter, looking for a fast sales cycle and a quick close. Lead Generation Strategy Meetings: A Door Opener.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, OCTOBER 22, 2014
    [Lead, Sales] Matching Webinar Content to the Buying Cycle
    Webinars are one of the most important tools for marketers to drive demand and nurture new leads. And the effectiveness of webinars spans the entire sales and marketing process, from driving awareness to lead generation and lead nurturing and cross-selling and upselling. This post is Part 1 of a 2-part series. Benchmarks.
  • VERTICAL RESPONSE  |  WEDNESDAY, OCTOBER 22, 2014
    [Lead, Sales] 3 Ways to Break Through the Noise at a Trade Show
    If you go with a standard 10-foot-by-10-foot booth with little-to-no visuals, you might be hurting for leads no matter how compelling your product or service. Often this is delegated to entry-level sales folks or junior members of the team. Do you want more leads? Guess whose booth got more leads? Personality Counts.
  • FATHOM  |  WEDNESDAY, OCTOBER 22, 2014
    [Lead, Sales] Thought Leadership, Why’s That Important?
    Becoming a thought leader in B2B I think is a tad more crucial because as we all know our products/service can be a bit complex, which means more education, which then leads to longer sales cycles. Sales reps, managers, executives, and the creative team all have a story to tell. Here are a few ideas to get the job started!
  • MODERN B2B MARKETING  |  WEDNESDAY, OCTOBER 22, 2014
    [Lead, Sales] Learn, Succeed, Lead: How to Go From SDR to Sales Leader
    'Author: Ben Daters The goal for all first-time salespeople is to take the initial steps from the sales development world toward becoming a closer. For most sales professionals, developing yourself into a closer is a journey, but for a select group, that have the natural ability to close, what comes next? Sales b2b B2C
  • VOICE-BASED MARKETING  |  WEDNESDAY, OCTOBER 22, 2014
    [Lead, Sales] Smartphones Erase the Line Between Online and Offline Purchasing for Omnichannel Retail
    Since shoppers are making decisions about in-store purchases on their smartphones, it’s easy for shoppers to change their minds about where they will complete their purchase, causing retailers to lose sales to the competition. That means smartphone leads have immediacy in mind. It plays a major role in omnichannel retailing. General
  • HUBSPOT  |  WEDNESDAY, OCTOBER 22, 2014
    [Lead, Sales] 13 Email Marketing Hacks That Can Help Double Your Response Rates
    6) Think in terms of integrated sales and marketing. But the whole point of email marketing is to generate leads to hand off to sales to become customers. If that means providing sales with some talking points or other enablement content, so be it. 'INBOUND 2014 was not short on good content. But, Only joking!).
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, OCTOBER 22, 2014
    [Lead, Sales] Can Marketers Predict and Measure Influence, Down to the Dollar?
    Start-ups often tout their analytics and modeling tools as revolutionary, but predictive modeling has been around for 15 years or more, according to Burke Powers, a senior managing consultant and practice lead for the IBM Business Analytics Solution Services team. And how can companies channel influence into sales? How does it work?
  • ANNUITAS  |  TUESDAY, OCTOBER 21, 2014
    [Lead, Sales] Building Relationships & Trust for B2Bs – Q&A with Steve Woods
    You’ll have more success as a sales or marketing professional if you can deliver the facts and figures your buyers need to make their decision while building and demonstrating trust. SW: Nudge is focused on the relationships in B2B – we help turn a lead with a good fit but no engagement into a lead with a good fit and engagement.
  • THE FORWARD OBSERVER  |  TUESDAY, OCTOBER 21, 2014
    [Lead, Sales] 4 Reasons Why Social Media Is The WD-40 Of Inbound Marketing Success
    'Would you like more website traffic, leads, sales and happy customers? First, a brief explanation of inbound marketing: Inbound marketing is about getting found online, converting a visitor to a lead, nurturing that lead toward a purchase and then delighting that customer. Social media can help generate leads.
  • CRIMSON MARKETING  |  TUESDAY, OCTOBER 21, 2014
    [Lead, Sales] Why Is No One Paying Attention to My Content on Social Media?
    This can drive more shares and traffic, ultimately leading to more opportunities for conversion and engagement. Is it links, sales, brand awareness, leads or engagement? Whether you want to increase your traffic or drive sales, you should focus on how you can amplify your content to reach these goals. Find your audience.
  • FEARLESS COMPETITOR  |  TUESDAY, OCTOBER 21, 2014
    [Lead, Sales] A Must Visit Site for Companies in the Tampa/St. Peterburg areas
    It simply blows away all sales and marketing leaders, and we are really proud of it. Filed under: Customer personas , Demand Generation , Find New Customers , Florida , lead generation , Lead Nurturing , Lead Scoring , Management best practices , sales challenges.
  • FEARLESS COMPETITOR  |  TUESDAY, OCTOBER 21, 2014
    [Lead, Sales] Top 5 Reasons Why Lead Nurturing Matters for Marketing – Guest Post
    'Lead nurturing is the practice of building relationships to guide future customers through the sales funnel. With so many mediums to nurture leads, it’s difficult to know where to begin or if it is a worthwhile investment. Here are the top 5 reasons why lead nurture matters for marketing. It also leads to results.
  • HUBSPOT  |  TUESDAY, OCTOBER 21, 2014
    [Lead, Sales] 23 Types of Lead Gen Content to Put Behind Your Landing Pages
    Fresh new content types could do wonders for expanding your reach and attracting more (and better) leads. To help you shake up your content balance, here are 23 things you can put behind a landing page to help you collect new leads. How do you convert blog readers into leads? Content Creation Lead Generation 4) Courses.
  • LEADERSHIP  |  TUESDAY, OCTOBER 21, 2014
    [Lead, Sales] 3 Essentials of Learning for B2B Marketers — Explore, Discover, Experience
    This is even more pronounced when it comes to sales and marketing where the C-Suite expects results to show right away when an investment is made in new systems and automation. 'In a recent survey of 500 B2B and B2C decision makers in the US and UK, Forrester found that only 11% qualified as “modern marketers”. Leave me a comment.
  • B2B LEAD BLOG  |  TUESDAY, OCTOBER 21, 2014
    [Lead, Sales] Message Personas: 40 Questions for your Buyer Personas
    Name 3 annoying things vendors/Sales people do. To wrap, here’s an example of one way to take the answers above and create a single page profile to share with the rest of your team and Sales partners. Lead Scoring 'People don’t remember what you say, they remember how you made them feel.  Describe yourself. What is your title? 
  • EARNEST ABOUT B2B  |  MONDAY, OCTOBER 20, 2014
    [Lead, Sales] This is the week that was: Pitches, Emails and Jelly
    This week Ginny Soskey from Hubspot explained why marketers should be using SlideShare to bring in real sales leads. So it’s no surprise inboundsales.net learned a few lessons from him when it comes to B2B lead generation. 'The best of the best in B2B marketing. Enjoy. Social media tip of the week. Get going today. Tasty.
  • WRITTENT  |  MONDAY, OCTOBER 20, 2014
    [Lead, Sales] 8 Ways What You Write Will Affect Your Bottom Line
    We are going to break down exactly how to craft content which will help you generate leads and customers. Making sales and acquiring new revenue is the purpose of marketing, right? In fact, sloppy SEO practices may attract a bit more traffic to your website, but not the kind of traffic that can lead to sales! Be Relevant.
  • VIDYARD  |  MONDAY, OCTOBER 20, 2014
    [Lead, Sales] Track Exactly Who’s Watching Your Videos in Emails
    You’d be deafened by the thunderous roar of applause from your sales team, that’s what! This is the kind of information you’ll want per lead to determine how interested they are in your content. 'As online video becomes increasingly popular, the methods you can use to distribute videos are increasing too. Merge tag. vyemail={!Contact.Email}.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, OCTOBER 20, 2014
    [Lead, Sales] Social selling, social business, social employees and other hype
    They incorporated rewards for individuals and departments leading the change. Crash and burn In a sudden corporate realignment, the team leading the change effort started reporting to a new VP, a long-time employee steeped in the traditional company culture. In fact, their sales were declining. No more wine and cheese.
  • MARKETING ACTION  |  MONDAY, OCTOBER 20, 2014
    [Lead, Sales] The Benefits of Marketing Automation for Sales: Make the Most of Your Time and Money
    'Marketing automation provides powerful tools for marketers and sales teams to build stronger relationships with customers and make better decisions for their business. In fact, Nucleus Research found that marketing automation increases sales productivity by 14.5% Qualify Leads for the Sales Team.
  • MARKETING ACTION  |  MONDAY, OCTOBER 20, 2014
    [Lead, Sales] The Benefits of Marketing Automation for Sales: Make the Most of Your Time and Money
    'Marketing automation provides powerful tools for marketers and sales teams to build stronger relationships with customers and make better decisions for their business. In fact, Nucleus Research found that marketing automation increases sales productivity by 14.5% Qualify Leads for the Sales Team.
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 20, 2014
    [Lead, Sales] Where’s the Passion in B2B Marketing?
    It’s been an amazing experience, and I’ve loved meeting leaders in sales and marketing from all over the world and being part of this community. Lead generation is a conversation, not a series of disjointed campaigns. Sales and Marketing must work together as one team. According to this study, the U.S.,
  • VOICE-BASED MARKETING  |  FRIDAY, OCTOBER 17, 2014
    [Lead, Sales] 10 Stats That Underscore the Growing Value of Integrated Data Analytics
    Marketing is no longer confined to simply branding a product or service, but rather is being used to draw insights that generate greater numbers of high-quality leads and create more personalized customer experiences. According to BIA/Kelsey, 61% of sales managers consider inbound phone calls to be excellent leads, more than any other type.
  • FEARLESS COMPETITOR  |  FRIDAY, OCTOBER 17, 2014
    [Lead, Sales] Have You Visited Find New Customers recently?
    Sales Looks for Mr. Right Nows. That video will blow the door off every sales and marketing leader in America ! Filed under: B2B demand generation , B2B lead generation , Demand Generation , Find New Customers , Florida , lead generation , Management best practices. 'Marketing looks for Mr. Right. It is really that good.
  • GREAT B2B MARKETING  |  FRIDAY, OCTOBER 17, 2014
    [Lead, Sales] 11 Rules You Must Follow to Be a LinkedIn Marketing Master
    'At my company, Fusion Marketing Partners, we have a policy of not spending money on marketing or sales. Of course, we do lots of “push” (outbound) marketing for clients, but we try to move them in the direction of pull marketing in order to drive awareness and leads up and drive new customer acquisition costs down. Offer value.
  • B2B LEAD BLOG  |  FRIDAY, OCTOBER 17, 2014
    [Lead, Sales] 3 Points, 5 Questions – Personas Driving Marketing Insight
    Don’t worry, this isn’t going to be our Sales pitch but instead tips and best practices we’re employing as we continue to refine our offerings to our evolving marketing buyers. Are we building programs and sales enablement that focus on their wants, needs, values and sought benefits? Not to mention our offerings have changed.
  • MARKETING ACTION  |  FRIDAY, OCTOBER 17, 2014
    [Lead, Sales] The High-Payoff Referral Question No One Ever Asks — But Should
    Top performers do this all the time, and some reach the rarefied air where 80% of their business comes from high-potential referred leads. But there’s new research indicating that you can take your referral quest to the next level, creating even greater sales opportunities. Sales Enablement Find the opinion leaders.
  • MARKETING ACTION  |  FRIDAY, OCTOBER 17, 2014
    [Lead, Sales] The High-Payoff Referral Question No One Ever Asks — But Should
    Top performers do this all the time, and some reach the rarefied air where 80% of their business comes from high-potential referred leads. But there’s new research indicating that you can take your referral quest to the next level, creating even greater sales opportunities. Sales Enablement Find the opinion leaders.
  • 3D2B  |  THURSDAY, OCTOBER 16, 2014
    [Lead, Sales] The Secret of Lead Generation For the Complex Sale — Part 1
    Tale of Two Sales People. Joanne, a sales executive for a Fortune 500 company, envisions her sales people being empowered with instant, unencumbered access to the company’s customer relationship management (CRM) data. After all, he has a quarterly sales quota to reach. Who Gets the Sale? Lead Generation
  • THE FORWARD OBSERVER  |  THURSDAY, OCTOBER 16, 2014
    [Lead, Sales] 5 Ways To Know If Your B2B Blog Is Picking Up Steam
    'Are you wondering if your B2B blog is on the right track for successful lead generation? Your company has embarked on a blogging journey to increase the right kind of traffic to your site and to convert visitors to leads. Those leads can then be nurtured toward a sale and become raving fans of your company. All aboard!
  • CRIMSON MARKETING  |  THURSDAY, OCTOBER 16, 2014
    [Lead, Sales] Meagen Eisenberg, VP of Customer Marketing at DocuSign: Why “Buyer DNA” Effects Content for Demand Generation Programs [Podcast]
    It’s clear that the more targeted sellers can be about providing information their potential buyers need, the easier it will be to engage and nurture those leads. With some 130,000 qualified leads per quarter, digital transaction management firm DocuSign does this at scale. That is, of course, easier said than done.
  • B2B MARKETING UNPLUGGED  |  THURSDAY, OCTOBER 16, 2014
    [Lead, Sales] The Very Simple System For Picking Your Trade Shows
    'Last time we established that trade shows are many things, among them giant cash-sucking machines, that are terrible at lead generation. In the first place, ignore your Sales Squirrels. Before we dive into the Very Simple System, let’s remember that trade shows exist for one reason: to make money for someone who isn’t you.
  • VIEWPOINT  |  THURSDAY, OCTOBER 16, 2014
    [Lead, Sales] 4 Great Reasons to Take the Sales Performance Optimization Survey Today
    'I just finished the survey questions for CSO Insights'' 2015 Sales Performance Optimization Study. Now I know that PointClear will be counted as one among the many thousands of companies contributing to overall sales knowledge trends for 2015. B2B Sales Easy—and interesting.
  • EARNEST ABOUT B2B  |  THURSDAY, OCTOBER 16, 2014
    [Lead, Sales] Email marketing: Is emailing purchased data a waste of time?
    Sadly, when it comes to getting the best b2b response rates, it''s apparent that there’s no formula for 90%+ click-throughs or a theory for achieving 100% lead conversions but there are definitely some useful ideas that everyone can bring into their campaigns to make them more successful. Watch this space. B2B Marketing
  • MARKETING ACTION  |  THURSDAY, OCTOBER 16, 2014
    [Lead, Sales] Skip Miller and Janelle Johnson Discuss the New Normal of Lead Qualification
    'Editor’s Note: William “Skip” Miller is President of M3 Learning , a company whose sales training tools are changing the way sales professionals get work done. Skip has spent more than 25 years in various sales, marketing, and operational management roles, including with McDonnell Douglas and Dataquest. Lead Generation
  • MARKETING ACTION  |  THURSDAY, OCTOBER 16, 2014
    [Lead, Sales] Skip Miller and Janelle Johnson Discuss the New Normal of Lead Qualification
    'Editor’s Note: William “Skip” Miller is President of M3 Learning , a company whose sales training tools are changing the way sales professionals get work done. Skip has spent more than 25 years in various sales, marketing, and operational management roles, including with McDonnell Douglas and Dataquest. Lead Generation
  • HUBSPOT  |  THURSDAY, OCTOBER 16, 2014
    [Lead, Sales] 9 Revealing Inbound Marketing Insights From the U.K. [SlideShare]
    For example, sales and marketing are developing closer and closer relationships, and the data strongly indicates that businesses that align these two departments outperform those that don’t by a significant margin. 2) Lead generation is the #1 marketing goal in the U.K. value inbound lead sources more than outbound lead sources.
  • VIDYARD  |  THURSDAY, OCTOBER 16, 2014
    [Lead, Sales] Good Idea? Tailoring Video to the Buying Journey
    But it’s only as amazing as your top of funnel leads. without help from your sales team). Convinced that tailoring videos to different stages of the sales funnel is a good idea? 'Your animated explainer video may be flabbergastingly good. mean mint … spot on … even perfection. Craving more good ideas?
  • VOICE-BASED MARKETING  |  WEDNESDAY, OCTOBER 15, 2014
    [Lead, Sales] Getting Your Customers Out of Line With a Virtual Call Center
    For new sales leads, every call will get logged into your CRM with information on who they are, where they are calling from, and what marketing source led to the call. 'Airports always provide numerous sources of frustration. Something always goes wrong and there is always something that gets on your nerves. Virtual Call Center
  • LEADERSHIP  |  WEDNESDAY, OCTOBER 15, 2014
    [Lead, Sales] If You Really Want to GIVE More…
    How can you make more sales? Empower your channel partners to drive more sales. General Lead Nurturing B2B marketers B2B relationship marketing channel partners customer engagement customer experience management customer experience optimization customer loyalty CXO home make more sales return on investment social marketing innovation
  • YOUR SALES MANAGEMENT GURU  |  WEDNESDAY, OCTOBER 15, 2014
    [Lead, Sales] Life Enrichment: Friends
    The Cheerleaders lead a cheer, and we all fell back into the memories of High School-there were the ones I had danced with in the gym, some I had dated and others were friends. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. 'Life Enrichment: Friends.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, OCTOBER 15, 2014
    [Lead, Sales] The Evolution of the Sales Role
    'Sales Prospecting Perspectives is pleased to bring you a guest post from Sean Jones, business writer with a primary focus on the marketing sector. The process of a sale no longer unfolds over just one platform; however in many cases it does involve multiple buyers. Steps to Building Value So The Sale Closes Itself
  • BIZNOLOGY  |  WEDNESDAY, OCTOBER 15, 2014
    [Lead, Sales] Yesterday’s webinar: How to Build Your Influencers in Social Media
    Social media is made up of the people you’re doing business with now, your current sales channel, your past successes, and your future prospects.  If you can personally become more useful than the BD/sales people and even help land business and push the bottom line through your influence with influencers, it’ll all be worth it.
  • FEARLESS COMPETITOR  |  WEDNESDAY, OCTOBER 15, 2014
    [Lead, Sales] To Protect Your Sales Margins, Nothing is Free
    Jeff Ogden of Find New Customers , the nicest company in BtoB marketing today, has lots of sales experience, particularly in the software industry. This is also why companies who reject me for jobs –  like Chief Sales and Marketing Officer – are just plain stupid. sales challenges sales leadership Sales Leads
  • FATHOM  |  TUESDAY, OCTOBER 14, 2014
    [Lead, Sales] Marketing Automation Tips for Manufacturers
    Today, manufacturers have an opportunity to improve their sales and marketing performance by implementing automation strategies as they have throughout history.  Functionality: Make a list of features you will require for your solution (email templates, lead scoring, SEO tools, etc.). Intelligent segmentation for accurate messaging.
  • FATHOM  |  TUESDAY, OCTOBER 14, 2014
    [Lead, Sales] Marketing Automation Tips for Manufacturers
    Today, manufacturers have an opportunity to improve their sales and marketing performance by implementing automation strategies as they have throughout history.  Functionality: Make a list of features you will require for your solution (email templates, lead scoring, SEO tools, etc.). Intelligent segmentation for accurate messaging.
  • EMAGAZINE B2B BLOG  |  TUESDAY, OCTOBER 14, 2014
    [Lead, Sales] How Should B2B’s Spend PPC Dollars?
    Online ad campaigns fail for several reasons, but the most common reason a B2B company throws in the PPC towel is because of poor lead generation. Generating leads is challenging enough, but when you add long sales cycles, intense competition and niche audiences into the mix it becomes even more difficult. Remarketing. LinkedIn.
  • VOICE-BASED MARKETING  |  TUESDAY, OCTOBER 14, 2014
    [Lead, Sales] Mad Men vs. Math Men: 6 CMO Imperatives in the Age of Anti-Advertising
    When the message is for them­ —specifically them—and not for an ocean of generic leads, you’ll go far. With that in mind, it is absolutely imperative that CMOs lead the way in their company to creating campaigns that focus around brand: not what your business sells, but who you are. Customers are online. Look at these stats. Engaging.
  • VIDYARD  |  TUESDAY, OCTOBER 14, 2014
    [Lead, Sales] Vidyard Adds Video Analytics to New Salesforce Wave Analytics Cloud
    'KITCHENER, Ontario – October 14, 2014 – Vidyard, a global leader in video marketing and sales enablement solutions, is bringing video analytics and video ROI reporting to the new Salesforce Wave Analytics Cloud. However, less than 10 percent are using video analytics to qualify their leads and track the true performance of video assets.
  • MARKETING CRAFTMANSHIP  |  TUESDAY, OCTOBER 14, 2014
    [Lead, Sales] Confucius Say: Your Case Studies are Worthless
    Intrinsic selling provides buyers with a significantly higher level of confidence in the seller’s capabilities, and leads to an engagement or sale far more frequently and rapidly than extrinsic selling. 'The most noteworthy article on B2B selling was published in a 1966 Harvard Business Review article (#66213).
  • FEARLESS COMPETITOR  |  TUESDAY, OCTOBER 14, 2014
    [Lead, Sales] Why the Future of Find New Customers is brighter than ever!
    Sales Looks for Mr. Right Now. We have an awesome script and we are going to shoot the first of monthly videos on the 16th of October – just two days from now The first will go on the homepage of Find New Customers and blow away all marketing and sales leaders. Why don’t you contact Find New Customers today.
  • MARKETING ACTION  |  TUESDAY, OCTOBER 14, 2014
    [Lead, Sales] Marketing Automation’s Growing Role in Customer Lifecycle Management
    Beyond Lead-to-Revenue: Lori Wizdo and Atri Chatterjee Discuss Marketing Automation’s Growing Role in Customer Lifecycle Management. She has over 30 years of experience in corporate product marketing, demand management, and sales enablement roles. 'An Act-On Conversation. ATRI:    Hello, everyone. Welcome, Lori. ATRI: I agree with you.
  • FATHOM  |  MONDAY, OCTOBER 13, 2014
    [Lead, Sales] Better Sales & Marketing Through ‘The Compound Effect’
    'Darren Hardy’s landmark self-improvement book, The Compound Effect , offers powerful insights for life that translate directly to sales, marketing and entrepreneurship. So, where are the sales and marketing parallels? Tighten up your sales process. Sales & Marketing Alignment Darren Hardy The Compound Effect
  • MARKETING ACTION  |  MONDAY, OCTOBER 13, 2014
    [Lead, Sales] The Benefits of Marketing Automation for Sales: Give Your Teams X-Ray Vision
    'Marketing automation provides a variety of benefits to sales teams. It can shorten the sales cycle, uncover new upsell and cross-sell opportunities, and maximize the lifetime value of every customer. What’s more, it gives the sales team visibility into key interactions with customers and prospects.  Sales
<< 1 2 3 ... 127 128 >>
 

B2B Marketing Zone can personalize the content based on your interests, your LinkedIn profile, what you share on Twitter and LinkedIn, and what content people similar to you are sharing. More on Content Personalization

Sign-in using your social networks so we can begin to personalize your experience.

Sign in with Twitter

Sign in with LinkedIn

or

We need your email and password to allow you to log into your personalization features.

Forgot password?

I don't have an account

 
 

Enter your email address to reset your password. A temporary password will be e-mailed to you so that you may log in.

 
 

Based on...

  • Your interests
  • Your LinkedIn profile
  • What you share on Twitter
          and LinkedIn
  • What people like you are
          sharing

Learn more about Content
Personalization...