• FATHOM  |  THURSDAY, MAY 28, 2015
    [Lead, Sales] 4 Types of Metrics Every Sales & Marketing Team Should Use
    With all of the new sales and marketing technology solutions, obtaining analytics, reporting and key metrics for senior management often becomes cumbersome and sometimes impossible. At Fathom, we typically refer to 4 impactful metrics for sales and marketing teams: Let’s define each metric conceptually : Marketing Prospects.
  • ANNUITAS  |  THURSDAY, MAY 28, 2015
    [Lead, Sales] Ending the Great Divide
    There is still a great divide between sales and marketing. Despite the silos, some organizations are able to meet their sales and marketing goals. For example, lead scoring is an important aspect of any Demand Generation Strategy and shouldn’t be decided by one team or the other. Technology is a factor in the great divide.
  • ENGAGE  |  THURSDAY, MAY 28, 2015
    [Lead, Sales] Exceptions & Rules: How Riding Coattails of the Competition Can Hurt Your Business
    They say imitation is the sincerest form of flattery, but in the marketing and business world, attempting to echo someone else’s success can lead to trouble. Some words and phrases are synonymous with a certain industry, profession or service, such as a carpeting “remnant” sale. Sound complicated? Image Courtesy of Shutterstock.
  • HUBSPOT  |  THURSDAY, MAY 28, 2015
    [Lead, Sales] How to Choose the Right KPIs for Your Business
    Whether your performance improvement goals are related to inbound marketing, sales, or any aspect of business for that matter, choosing the proper key performance indicators (KPIs) to focus on is the first step towards measurable improvement. Goal 1 – Boost sales 10% in the next quarter. Sales per square foot. Let’s get started.
  • VIEWPOINT  |  THURSDAY, MAY 28, 2015
    [Lead, Sales] How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)
    As an outsourced lead generation company, one of the ways we can best serve our clients is to offer insight on what they can do to maximize the results from their program. Over ten years ago I put together a comprehensive list of the top reasons outsourced lead generation programs fail. Lead Generationcannot stress this enough.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, MAY 28, 2015
    [Lead, Sales] Is Growth Hacking a thing? The experts sound-off
    ’ It is not a sub-specialty of marketing, because you can have growth hacks in sales, customer service, networking, etc.It’s bigger than marketing, and yet, it’s smaller… because by its nature it is something that is quickly iterated to produce large growth with minimal input.” ” Jay said. Is it okay?
  • MARKETING ACTION  |  THURSDAY, MAY 28, 2015
    [Lead, Sales] How to Use Google Analytics to Create More Effective Content
    Those goals might be building your email list, nurturing leads, and/or attracting new leads. Because many sales funnels or lead nurturing campaigns work by bringing people through a series of pages until they reach a final confirmation page. What do you think of when you think of Google Analytics? Sound good? No worries.
  • THE ROI GUY  |  WEDNESDAY, MAY 27, 2015
    [Lead, Sales] The Art or Science of Sales and Marketing?
    There is an ongoing debate in sales and marketing: Are the most effective marketing campaigns and sales reps relying more on art and creativity, or leveraging a more systematic and scientific approach? With the current focus on big data, a scientific approach to sales and marketing certainly has its pundits. The good news?
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, MAY 27, 2015
    [Lead, Sales] How To Get Out of a ‘Relationship Rut’ With Your Customers
    You have to know how to effectively communicate with one another for anything to work, which in my opinion, naturally leads to more trust. As in our personal lives, modern marketing is also all about relationships; relationships with your prospects, customers, Sales, IT and executives. Before we got married, we dated for 5 years.
  • VERTICAL RESPONSE  |  WEDNESDAY, MAY 27, 2015
    [Lead, Sales] 4 Uncommon Ways to Help New Customers Discover Your Business
    It offers a built-in ‘middle man’ who can advocate for your brand on a personalized, non-sales pitch level. In exchange, ask if they can send you at least one hot lead from their network. A growing customer base is critical to any thriving business. Create unique content that truly adds value. It’s a win-win. 2.
  • MODERN B2B MARKETING  |  WEDNESDAY, MAY 27, 2015
    [Lead, Sales] Beyond the Hype: 3 Steps to Making Account-Based Marketing Work for You
    This entails reversing the typical order of the lead generation process: instead of generating many leads and then trying to qualify them, you’re simply defining ideal accounts and generating qualified leads within those accounts. As marketers, we’re accustomed to first generating leads and then qualifying them. Period.”.
  • CMO ESSENTIALS  |  WEDNESDAY, MAY 27, 2015
    [Lead, Sales] Overcoming Five Barriers to Content Creation
    You may assume that some divisions have no need for content – sales sells ; leaders lead ; customer service serves, so no content is required, right? If you’re in sales, for example, what’s the benefit of wasting time on a blog post for marketing? Content, though, isn’t exclusively textual. Brand & Content Trending
  • HUBSPOT  |  WEDNESDAY, MAY 27, 2015
    [Lead, Sales] 2 Big Steps to Remove Friction During the Checkout Process
    Guest checkout deprives you of information that could lead to future sales, but it definitely offers the benefit of more sales right now. Your goal as an ecommerce retailer is to remove as many obstacles as you can between want and buy. Yes, selling is your main goal, but you want those customers to come back, right? Ecommerce
  • KEO MARKETING  |  WEDNESDAY, MAY 27, 2015
    [Lead, Sales] KEO Marketing Captures Top Honor for Search Engine Marketing in Business MARKETING Association 2015 B2 Awards
    Full Service B2B marketing agency wins for dramatically increasing lead generation while decreasing cost per lead for global talent management solutions company. Results included a 500 percent increase in leads from Profile International’s paid search campaign while reducing the cost-per-lead by 58 percent. PHOENIX, Ariz.,
  • FATHOM  |  TUESDAY, MAY 26, 2015
    [Lead, Sales] 5 Tips to Get the Most out of Your Pardot Campaigns
    Consider creating a post event drip to continue your engagement with new leads after tradeshows, or a renewal drip for current customers who need to renew their contracts with you. Get your Sales Team’s buy-in: Sales and marketing alignment is not a new concept yet many still struggle Set your marketing automation goals.
  • LEADERSHIP  |  TUESDAY, MAY 26, 2015
    [Lead, Sales] Using a Cannon to Kill a Mosquito? — 7 Reasons Your Marketing Automation is Failing
    There are some large corporations that are still not automating their lead generation campaigns. Is our Sales and Marketing aligned to take advantage of automation and nurture quality leads? 76% of CMOs list high-end lead generation as their biggest marketing automation challenge. Are we really prepared for automation?
  • HUBSPOT  |  TUESDAY, MAY 26, 2015
    [Lead, Sales] 38 Essential Website Redesign Terms You Need to Know
    It’s the number of visitors divided by the number of leads or contacts you receive from the website. The higher your conversion rate, the fewer visitors you need to get the same number of leads. Designers care about creating your website to “convert” as many visitors as possible into leads or sales. Lead Form.
  • ANNUITAS  |  TUESDAY, MAY 26, 2015
    [Lead, Sales] 3 Things to Think About Before You Develop a Vertical Marketing Strategy
    *This post first ran September 25, 2014 via the ANNUITAS blog. I was recently leading a Demand Generation workshop where one of the attendees asked “what approach they should take to develop a vertical or industry aligned marketing strategy.” That is a good start, but what about Lead Qualification teams, Inside Sales, and Customer Support?
  • BIZNOLOGY  |  TUESDAY, MAY 26, 2015
    [Lead, Sales] Don’t make it so difficult to get directly in touch with you
    The other half is sales. Summary: even if you and your staff really hate having their inbox filled with spam, you’re cutting off your nose to spite your face if you’re not making it as easy as humanly possible for anyone and everyone to reach you directly and immediately. What I’m On About. ” One of My Analogies.
  • HUBSPOT  |  MONDAY, MAY 25, 2015
    [Lead, Sales] 5 Simple Ways to Optimize Your Website for Lead Generation
    Optimizing your website to generate leads is a no-brainer. But it's not as simple as throwing a "click here" button on your home page and watching the leads pour in. In this post, we'll go over some quick ways you can optimize your website for lead generation that actually work. The result? A 27% increase in lead generation.
  • HUBSPOT  |  MONDAY, MAY 25, 2015
    [Lead, Sales] 16 Reasons Why People Leave Your Website
    So why is it that so few of those visitors are converting into leads and customers? If you’ve got your site’s sales content buried in Flash files, you’re going to be left waiting a long time for users who have neither the time nor the inclination to install updated versions of this outdated plugin. Your product images are polished.
  • HUBSPOT  |  MONDAY, MAY 25, 2015
    [Lead, Sales] The Biggest Pet Peeves of CRO Experts
    But this science of lead conversion is quickly gaining ground. After all, who doesn’t want more clicks, leads, and sales? Conversion Rate Optimization (CRO) isn't a widely known field, even among digital marketers. One of the interesting topics they covered was the things that really tick them off in the world of CRO. clicks.
  • B2B MARKETING UNPLUGGED  |  MONDAY, MAY 25, 2015
    [Lead, Sales] The Agony of Defeat: Why Lost Business Reporting Isn’t Helpful
    If you don’t know the Win-Loss, it’s the document your friends in sales create each month or, sometimes, each quarter that lists all the business they’ve won, lost or are waiting to hear about. Sometimes it’s called the sales activity report. We need a real view of what’s happening in sales. Do you get the Win-Loss report?
  • HUBSPOT  |  SATURDAY, MAY 23, 2015
    [Lead, Sales] 6 Tips for Making the Most of Your Retargeting Campaigns
    Much like lead scoring, visitors can be bucketed into different levels of sales readiness according to the specific pages they have visited. Have you ever been in a clothing store where you can't seem to make it through one rack without being heckled by a sales associate? Lead Nurturing DailyReady? repeat, 2%. But how?
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, MAY 22, 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  |  FRIDAY, MAY 22, 2015
    [Lead, Sales] Improving ROI with Marketing Optimization
    customer contacts] to drive sales,” said Raj. “As marketers, we tend to focus on the. who gets the lead?), industry leaders, customers, alliances, sales, marketing and product teams to establish. has held global lead marketing and strategy positions for leading Fortune Global 500®. Optimization Workflow. Market.
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, MAY 22, 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  |  FRIDAY, MAY 22, 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  |  FRIDAY, MAY 22, 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.
  • THIRD AND TWO B2B WHITE PAPERS  |  FRIDAY, MAY 22, 2015
    [Lead, Sales] Smart B2B Advertisers are Focusing on Immediate, Linear Approaches
    with sales lead demand / revenue over brand. sites to generate leads and new business inquiries. Their lead gen materials are strong—but they. Constant Contact® newsletter—that medium- sized b2b business is going to generate sales. demand (leads) like the above three. enough to increase sales leads: 1.
  • REVRESPONSE B2B WHITE PAPERS  |  FRIDAY, MAY 22, 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  |  FRIDAY, MAY 22, 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  |  FRIDAY, MAY 22, 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  |  FRIDAY, MAY 22, 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  |  FRIDAY, MAY 22, 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
  • HUBSPOT  |  FRIDAY, MAY 22, 2015
    [Lead, Sales] Don’t Run A Railroad: Why Publishers Need to Think Like Marketers
    Publishers value and sell reach and demographics while their customers value and need campaigns that measurably increase sales pipelines. Today’s publishers need to be able to measure the full impact of client campaigns from initial awareness through to a final sales transaction. Transform Your Sales Team into Consultative Marketers.
  • MARKETING ACTION  |  FRIDAY, MAY 22, 2015
    [Lead, Sales] 5 Disruptive Social Selling Technologies
    Editor’s Note: One of our regional sales managers, Jack Kosakowski, is a social media marketing ace. Each of the five technologies I have chosen focus on different problems in the sales process, so they do not compete with each other, despite having some overlapping features/benefits.  These Benefits It Offers. Benefits It Offers.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, MAY 21, 2015
    [Lead, Sales] A Tale of Two Sittings: Best of Times with HubSpot and Teradata
    Their general intention is to continue serving their existing target market (companies from 10 to 2,000 employees) with marketing and sales tools. There is a bit of redefinition to being a “growth engine” that solves additional marketing and sales problems, but this is an incremental change at most. But I digress. Where was I?
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, MAY 21, 2015
    [Lead, Sales] 5 Ways to Reactivate Lost Leads Using Marketing Automation
    When a lead expires, what do you do? Most companies move on to the next lead, forgetting about these leads entirely. After a few years have passed, this once insignificant pile of expired leads can look more like a mountain of missed opportunity. First, though, let’s dissect what a lost lead actually is.
  • VERTICAL RESPONSE  |  THURSDAY, MAY 21, 2015
    [Lead, Sales] 5 Easy Ways to Streamline Internal Communication
    Inform your employees about sales goals and progress, as well as any press your business receives, new hires and anything else you feel necessary for the entire company to know. In today’s world, it’s easier than ever before to access information and communicate from anywhere. Send a company newsletter. Want more marketing tips?
  • VIDYARD  |  THURSDAY, MAY 21, 2015
    [Lead, Sales] The Value-Add of Video in the Content Journey
    well-planned strategy includes different types of content, delivered via various programs, all helping to uniquely educate the buyer and possibly bring us one step closer to a sale. Videos further in the funnel like product demos, customer testimonials, or personalized sales videos can all help move buyers towards the close. Be Ready.
  • BIZNOLOGY  |  THURSDAY, MAY 21, 2015
    [Lead, Sales] Does advertising or engagement build stronger brand equity among Millennials?
    the perceived value a brand) firmly arrived in the 1980’s when consumer goods’ companies reacted to a surge of cutthroat discounting with a new search for a more sustainable way to boost sales and profits.  The resulting sales and profit growth was remarkable, as well as the stronger brand equity for its key products.
  • CMO ESSENTIALS  |  THURSDAY, MAY 21, 2015
    [Lead, Sales] 5 Free Sales Research Reports for Better Marketing and Sales Alignment
    Marketing and sales alignment is a critical component of Best-in-Class business performance. In fact, recent sales enablement research shows that Best-in-Class organizations are twice as likely to align marketing content to the critical stages of the sales funnel as their underperforming peers (60% vs 30%).
  • VIEWPOINT  |  THURSDAY, MAY 21, 2015
    [Lead, Sales] Changing the Sales Conversation [PowerViews LIVE Highlights]
    On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World. They’ve already advanced far into the buying cycle by the time they engage with sales. Truncated sales time.
  • SYNECORE  |  THURSDAY, MAY 21, 2015
    [Lead, Sales] Google Buy Button: Retailer’s Boon or Devil’s Bargain?
    In essence, Google is agreeing to pass along the fruits of the sale as long as it (Google) controls the means of its reproduction. On the bright side for retailers (I guess) Google is happy to be paid merely through its existing advertising model rather than taking a piece of the sales price of items, which is how eBay and Amazon do things.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, MAY 21, 2015
    [Lead, Sales] 33 Inspiring B2B digital marketing case studies
    Maybe it’s because the buying cycle takes longer, more people are involved in purchase decisions and sales are made for rational, not emotional, reasons. The campaign generated over $1 million in new sales opportunities with several deals closed within the first 3 months of launch. million in sales and $52 million 4 years later.
  • MARKETING ACTION  |  THURSDAY, MAY 21, 2015
    [Lead, Sales] Buck the Trend: Three Keys to Better Email Response
    Where they are in your sales funnel (early, middle, bottom). Check out our ebook, How to Prioritize Your Leads by Segmenting & Scoring Your Audience. 3. that one could even be a trigger email from a web page that looks like a personal email from a sales rep). Experian figures for Q3 2014 show unique open rates were 16.7
  • LEADERSHIP  |  WEDNESDAY, MAY 20, 2015
    [Lead, Sales] High Performance B2B Lead Generation Engine —A 10-Point Checklist
    That is a very important lesson for us marketers, especially in the world of B2B lead generation. Most B2B companies will try to do a little bit of everything and create lead generation campaigns that will “fit into” the current scenario. 10 Steps to Boost B2B Lead Generation Performance. It never ceases to surprise me.
  • VIDYARD  |  WEDNESDAY, MAY 20, 2015
    [Lead, Sales] From Marketing Tech to Organizational Alignment: Pocket these Lessons from Sirius Decisions 2015
    If you’re a modern marketer that’s using the demand waterfall, lead scoring or lead nurturing, then you’ve probably heard of Sirius Decisions. The goal of the summit is to provide a forum for sharing the latest insights, data, models and frameworks as well as the technology and services powering B2B sales and marketing.
  • THE FORWARD OBSERVER  |  WEDNESDAY, MAY 20, 2015
    [Lead, Sales] B2B Lead Generation: 2 Things You May Be Doing Wrong
    Is your lead generation slowing down? Let marketing help generate more qualified leads with your website. Sales leads. Everyone from the CEO to the newest salesperson wants more, better leads. And to make matters worse, when a sales pipeline begins to slow, some companies react by hiring more salespeople.
  • HUBSPOT  |  WEDNESDAY, MAY 20, 2015
    [Lead, Sales] Form Length Isn't Everything: 3 Other Ways to Optimize Your Forms for Conversions
    Because forms are a central component to your inbound strategy, it's important to optimize them for conversions while retaining any of the indicators of quality that you and your sales team care about. Only after considering that context can you test and refine form length to provide higher or lower quality leads. The result?
  • KEO MARKETING  |  WEDNESDAY, MAY 20, 2015
    [Lead, Sales] KEO Marketing Wins Business Marketing Association B2 Award for Work in Comprehensive and Mobile Responsive Web Redesign
    Fully revamped website for Profiles International resulted in increased site traffic, more robust lead generation and higher conversation rates. The company turned to KEO Marketing to deliver a revamped website that boasted better lead generation and a lower cost per lead. And conversion rates of those leads grew by 75 percent.
  • BLUE FOCUS MARKETING  |  TUESDAY, MAY 19, 2015
    [Lead, Sales] @MNBurgess Rutgers Executive Ed Interview on Social Brand Strategy #RBSEE #socialmedia
    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. Please tell me how you started out in Social Media?
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, MAY 19, 2015
    [Lead, Sales] OMC Creative Studio Delivers a Lenovo Subscriber Experience with Beauty and Brains
    Lenovo designs, develops, manufactures and sells personal computers, tablets, smartphones and more, and in 2014 was the world's largest personal computer vendor by unit sales. Even though driving sales wasn’t the primary goal, the post-purchase series significantly exceeded open, clickthrough and responder averages. SOLUTION.
  • VIEWPOINT  |  TUESDAY, MAY 19, 2015
    [Lead, Sales] Dead is Dead! (At Least in Sales and Marketing)
    wrote another blog about this concept that you can find in Top Sales World’s magazine here. Do sales reps like to cold call? Here are a few things in sales and marketing that are not dead. Hence, marketing defaults to number of leads and cost per lead and sales ignores them for the most part. You bet.
  • HINGE MARKETING  |  TUESDAY, MAY 19, 2015
    [Lead, Sales] 5 Technology Services Blogging Blunders to Avoid
    Talk to your sales or business development colleagues; they can be a great resource to talk to about the trends and problems that are consistently coming up in your industry and then build content to address those issues. In the long run, failing to optimize your content for search engines will cost your blog posts valuable traffic and leads.
  • B2B MARKETING INSIDER  |  TUESDAY, MAY 19, 2015
    [Lead, Sales] Content Marketing Questions — How To Do Marketing With No Budget?
    After a 10-year stint with The Nielsen Company in sales and marketing roles, I became head of marketing for two consecutive startups. I had very little budget and no team. Content marketing is the commitment to become the leading destination of helpful insights for your audience by answering their top questions. Content marketing.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, MAY 19, 2015
    [Lead, Sales] Lions and Tigers and Buyer Personas … Oh My
    If you are looking for a cost-effective way to reach your audience, build your brand, and develop sales leads, try GoToWebinar, from Citrix. If you are looking for a cost-effective way to reach your audience, build your brand, and develop sales leads, try GoToWebinar, from Citrix. Sort of. ” . Sort of.
  • MARKETING ACTION  |  TUESDAY, MAY 19, 2015
    [Lead, Sales] Don’t Panic! How to Handle a Social Media Marketing Crisis
    Social media listening tools can help you find likely leads and discover key influencers you might want to engage. For example, if you tweet during a severe rainfall that umbrellas are on sale and suddenly the storm turns into a deadly disaster, your offer can be seen as callously capitalizing on a tragedy. Remember, Crisis Management.
  • VIDYARD  |  MONDAY, MAY 18, 2015
    [Lead, Sales] Exemplary B2B Marketing to Get Inspired by on YouTube
    Last week’s final blog post discussed tips and advice to help modern marketers brainstorm awesome marketing campaigns that have a direct and impressive impact on sales. Lattice Engines provides industry-leading predictive analytics for marketing and sales. You never know how creative genius might strike. Canvas LMS. Taulia.
  • B2B LEAD BLOG  |  MONDAY, MAY 18, 2015
    [Lead, Sales] Marketing Funnel Management Best Practices
    You’ll see this in your ability to track key metrics, as well as growth in terms of lead generation and converting leads to paying customers. Database Marketing Marketing and Sales Funnel Marketing Automation Big Data Marketing data driven marketing marketing insight
  • CRIMSON MARKETING  |  MONDAY, MAY 18, 2015
    [Lead, Sales] You Can’t Buy Thought Leadership: How Smart Content Marketing Works
    In doing so, you’ll build trust and develop a relationship that could eventually lead to a sale. You better if you hope to make any sales. Let’s face it; buyers are unlikely to take you seriously unless you’re a big-name brand or they have heard about you from an independent source. Wrong. Content marketing takes work.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MAY 18, 2015
    [Lead, Sales] Are You the Maestro of Your Sales Team?
    Are You the Maestro of Your Sales Team? Friday evening we went to the Knoxville Symphony, it was the final program by Lucas Richman who has lead the symphony for the past 12 years and Sunday was Music Sunday at our church, with Bell Choirs, guest musicians, the adult and children’s choir and many ensembles it was a festival morning.
  • BLUE FOCUS MARKETING  |  MONDAY, MAY 18, 2015
    [Lead, Sales] Empowering employees to be brand ambassadors #amplifyfest #DW24 #DigitalWorkplace
    Imagine an online brand presence that extends far beyond a simple Facebook page or Twitter account and becomes an environment where professionals can collaborate in virtual hangouts, lead webinars and podcasts, and share behind-the-scenes peeks into exciting goings-on within the company. The Important of Establishing Guardrails.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, MAY 18, 2015
    [Lead, Sales] The art and science of developing an enterprise content strategy
    Kevin Green explains how he leads one of the most complex content-juggling acts in the business world. Do you primarily lead or respond? We also look at the economics in a very granular way, right down to each stage of the sales funnel and format types. Consume” and lead to “Click. Mark: Agree. Relevant?
  • IT'S ALL ABOUT REVENUE  |  MONDAY, MAY 18, 2015
    [Lead, Sales] The 4 Sprints in a Race To Outperform - SiriusDecisions Summit
    There is a renewed emphasis on the importance of sales in the B2B buying process and the subsequent alignment. That is our role as marketing and sales leaders in our organizations. #2 - Are you a Digital First, Digital Hybrid or Digital Support Org? He is the record holder in assists and steals. King's blues club.
  • MARKETING ACTION  |  MONDAY, MAY 18, 2015
    [Lead, Sales] Zyme Solutions Uses Marketing Automation to Conquer the Complex Sale
    Complex sales are a fact of life for many B2B organizations – especially the ones in the business of selling enterprise-wide software. What’s worse is that long timeframes are often only just one aspect of a complex sale. Business is booming, but making the sale can become a convoluted processes. Selling Enterprise Software.
  • HUBSPOT  |  SUNDAY, MAY 17, 2015
    [Lead, Sales] Why Workshops Work: The Secret to Selling Long-Lasting Retainers
    And that’s a lot to ask of someone during the sales cycle. You are asking the client to not only invest in new marketing tactics but to also change its approach to communication, sales, and services. You need buy-in -- from management, marketing, sales, engineering, customer service, HR, and even legal. So, what do you do?
  • HUBSPOT  |  SATURDAY, MAY 16, 2015
    [Lead, Sales] How to Spot a Lead on Twitter [Flowchart]
    This post originally appeared on HubSpot's Sales Blog. To read more content like this, subscribe to Sales. According to a survey conducted by PeopleLinx , 76% of reps understand LinkedIn's potential for sales, but a scant 16% see the value in Twitter for social selling. Social Media Lead Generation Inbound Sales Daily
  • THE POINT  |  SATURDAY, MAY 16, 2015
    [Lead, Sales] 4 Key Takeaways from the 2015 SiriusDecisions Summit
    Demand Generation Marketers Need to Think Sales Enablement. More and more B2B marketers are now accountable for revenue targets, not just leads or even sales-ready prospects. Lead Nurturing Isn’t Just Email Anymore. Outbound is the New Inbound. Marketing Technology Isn’t Slowing Down Anytime Soon.
  • BLUE FOCUS MARKETING  |  FRIDAY, MAY 15, 2015
    [Lead, Sales] ANNOUNCEMENT: @CKBurgess to speak at #AmplifyFest 2015 @maverickwoman #SocBiz
    Rather than presenting itself as a sales or marketing event, the Amplify Festival (or AMP for short) bills itself as a shared learning event—a massive hub of innovators from all around the world—and all ends of the professional spectrum. Edelman, Global Co-Leader, Digital Marketing & Sales Practice, McKinsey & Company.
  • ANNUITAS  |  FRIDAY, MAY 15, 2015
    [Lead, Sales] SiriusDecisions Summit 2015: The Un-Death of B2B Sales
    These and other similar statistics have led marketers to believe that the importance of B2B sales reps has diminished. What the study showed was that buyers are interacting with sales reps more than 50% of the time in the earlier phases of the buying process. Educate sales on how we built our programs around personas and buying stages.
  • HINGE MARKETING  |  FRIDAY, MAY 15, 2015
    [Lead, Sales] 5 Proven Steps to Creating a Lead Magnet That Attracts and Converts Prospects
    Assuming you have a decent website, there’s probably one crucial element standing in the way of capturing and keeping your ideal prospects: a lead magnet. lead magnet, also referred to as an opt-in, buzz piece or lead generation piece, can significantly reduce the time it takes to convert a lead into a paying client.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, MAY 15, 2015
    [Lead, Sales] Four Overlooked Success Factors in Demand Generation
    It’s no surprise that they all involve coordinating with Sales. Factor #1 - Connect the Dots between Sales & Marketing. It’s surprising that in many large organizations, the Marketing team overseeing demand generation isn’t involved much with the Sales team. Factor #3 - Educate the Sales Team.
  • MODERN B2B MARKETING  |  FRIDAY, MAY 15, 2015
    [Lead, Sales] SiriusDecisions Summit 2015: Honky-tonk, Paul Bunyan, and Magic Johnson to (Cowboy) Boot
    Over 2,000 marketing, product, and sales leaders two-stepped their way to Honky-tonk Central, aka Nashville, TN. The call to arms has been issued: instead of hiring more sales reps, make the existing reps more productive using technology. 2. Sales Enablement – 4x in additional qualified pipeline. Author: Shyna Zhang Whew!
  • CMO ESSENTIALS  |  FRIDAY, MAY 15, 2015
    [Lead, Sales] 4 Marketing Roadblocks to Customer Obsession
    However, most marketers aren’t given the power to alter (or even be informed of, often times) the product roadmap , nor do we have the time to immerse ourselves in the sales process in order to truly understand the scope of what prospects want to know, and what kinds of challenges they face. Limited access to our “characters”.
  • FATHOM  |  THURSDAY, MAY 14, 2015
    [Lead, Sales] Are Sales Pros Being Replaced by Content?
    Content is king, and 70 percent of the buyer’s journey is complete before the buyer even talks to a sales rep. You’re left wondering, are the days of the Enterprise Sales Professional numbered ? The evolution of the Sales Pro as curator. B2B buyers today are looking to their sales reps for education and information.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, MAY 14, 2015
    [Lead, Sales] Straight From The CMO: Our New Email Series
    Lead-to-Revenue Tips & Tricks cmo leadership cmo thought leader cmo tips cmo vision lead to revenue marketing lead to revenue marketing leadership sales marketing alignment social sales Social Selling social selling cmoAs a Chief Marketing Officer, I see how a company juggl […].
  • ANNUITAS  |  THURSDAY, MAY 14, 2015
    [Lead, Sales] Sirius Decisions Summit 2015: It’s All About Alignment
    Site of the 2015 Sirius Decisions Summit , and ground zero for some of the most influential marketers and sales executives in B2B. As he accurately describes it, we don’t talk about money in polite society and, “…talking about how you get paid is the third rail of sales and marketing alignment.” Greetings from Nashville!
  • HUBSPOT  |  THURSDAY, MAY 14, 2015
    [Lead, Sales] How to Say "No" Without Burning Bridges
    One, Steve Woods , co-founder of Toronto-based sales software company Nudge , pointed out the irony of my request.) HubSpot’s influencer relations lead, Laura Fitton , introduces a pre-meeting filter. Scale. You hear the term often in marketing. Both parties benefit equally. Greater reach for fixed effort. Your time. Filtering.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, MAY 14, 2015
    [Lead, Sales] Why you need to re-evaluate the design of your blog
    In a way, all of the steps leading up to this call to action were part of the sales process: You convinced them to “come on it” with good, responsive design, and easy to read content. Before co-founding Wood Street in 2002, Jon worked in sales, marketing and business development for technology and marketing firms. Content Flow.
  • HUBSPOT  |  THURSDAY, MAY 14, 2015
    [Lead, Sales] Dropshipping 101: What It Is and How It Can Make You a Successful Online Retailer
    Poor logistics management can lead to a subpar customer experience, due to improper tracking numbers, incorrect addresses and shipping delays. 2) The low barrier to entry. Those are the elements that will drive traffic to your store and make you sales when you’re a dropshipper. Or more sales, happy customers, and repeat business?
  • VIRALLY BLOG  |  THURSDAY, MAY 14, 2015
    [Lead, Sales] What is missing from your content strategy
    If your content is really valuable and useful it will get downloaded and will turn into leads and sales. We spend so much time, money and effort creating great content for our prospects and customers we want to make sure it gets to all the right people and as many of them as possible right? So why is it all not working?
  • KEO MARKETING  |  THURSDAY, MAY 14, 2015
    [Lead, Sales] Business Marketing Awards Association Honors KEO Marketing for Search Engine Optimization in its 2015 B2 Awards
    Strategy of analyzing pain points of prospective clients led to highly ranked search results in front of qualified leads searching for solutions. As a result of KEO Marketing’s efforts, the Profiles International website enjoyed a marked increase in both overall traffic and lead generation. PHOENIX, Ariz., About KEO Marketing. Awards
  • NUSPARK  |  WEDNESDAY, MAY 13, 2015
    [Lead, Sales] The Lead-form Thank you page; A critical page to engage new leads
    Getting a lead to sign up to your email newsletter, to fill out your form or even to make a purchase on your e-commerce page takes a lot of effort. However, you’re not done just because you’ve captured a lead or made a sale. By providing a lead-form thank you page after they’ve filled out your form.
  • MODERN B2B MARKETING  |  WEDNESDAY, MAY 13, 2015
    [Lead, Sales] Taking a Page from the Marketo Revvie Awards: 4 Steps to Recognizing the Success of Your Customers
    Your potential customers will be encouraged to pursue your company, thus leading to more conversions (aka a sales team’s dream). We started the program in order to understand and share these inspirational success stories, ultimately showing the power of Marketo in transforming businesses. But there’s no one-way street here!
  • CMO ESSENTIALS  |  WEDNESDAY, MAY 13, 2015
    [Lead, Sales] 6 Evergreen Marketing Best Practices: Setting Roots for Steady Growth
    Catering to Buyer Needs and Pain Points: All the way back in 2012, content marketing research found that companies aligning content to buyer needs, and the relevant marketing / sales funnel stages where those needs manifest, were 73% more effective at generating marketing qualified leads (MQLs), than their peers. CMO Insights Trendin
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, MAY 13, 2015
    [Lead, Sales] Driving Engagement and Conversion with Marketing Apps
    Lead Management. Sales Enablement. So you’ve bought the latest new marketing roadster with high-tech features. Now you’re looking to extend its stock performance. You need to stay up to speed with new applications while not running into a data silo pothole or letting integration troubles slow you down. Planning the Journey.
  • HINGE MARKETING  |  WEDNESDAY, MAY 13, 2015
    [Lead, Sales] Six Essential Online Marketing Tools for AEC Firms
    Customer Relationship Management (CRM) Systems We’re all busy, so staying organized and on top of leads is a must. Lead sheets can be a mile long. solid CRM System (see Infusionsoft , Salesforce or Hubspot for examples) will help you keep track of your leads. Did I mention that its free)? Ready to learn more?
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, MAY 12, 2015
    [Lead, Sales] MDC DOT Provides Marketing Automation for Direct Salespeople
    I briefly mentioned MDC Dot in an earlier blog post about giving sales people access to marketing automation capabilities. What MDC Dot really does is serve organizations that wrangle a herd of independent sales people, like financial advisors or direct sales representatives. Salespeople can also set up their own contents.
  • HUBSPOT  |  TUESDAY, MAY 12, 2015
    [Lead, Sales] How to Write a Cold Email That'll Actually Get a Response
    This advice will help you whether you are trying to find a guest for your podcast, write better sales emails for your business, or even pitch a local reporter to get some press. You can only get so many subject lines like, “The leading cloud-based software in hyper-local social media marketing.". For some of them, we had an "in."
  • VIRALLY BLOG  |  TUESDAY, MAY 12, 2015
    [Lead, Sales] A Quick Guide To Facebook Marketing
    CONTENT MARKETING business content marketing digital engaging facebook guide inbound marketing leads marketing sales sm social mediaThe algorithm that Facebook uses irritates me because it’s constantly changing (much like Google’s) and Facebook is powered by marketing, so of course paid adverts take the preference.
  • VIDYARD  |  TUESDAY, MAY 12, 2015
    [Lead, Sales] Vidyard and SnapApp Partner to Bring the Power of Interactive Video to B2B Marketers
    Nashville, TN – Sirius Decisions Summit – May 12, 2015 –   Vidyard , a global leader in video marketing and video analytics solutions, and SnapApp , the leading platform for creating interactive content experiences, today announced a new partnership to combine the power of video with interactive content. It’s the perfect combination.”.
  • VIEWPOINT  |  TUESDAY, MAY 12, 2015
    [Lead, Sales] When One Out of Ten is an Abject Marketing Program Failure
    This conversation took us down the road that explained average buying ratio of raw leads (45% were buyers), qualified leads (20-40% higher), and then proposals (30-59%). To start, Bob had to project the number of sales and dollars that would result from the leads he gets. Sales Process Sales & Marketing Management
  • ANNUITAS  |  TUESDAY, MAY 12, 2015
    [Lead, Sales] “Marketing is Dead” and Other Thought-Provoking Statements from B2BCamp Atlanta
    The vibe was noticeably relaxed at last week’s B2BCamp Atlanta event: local sales and marketing superstars gathered at Tech Village, chatting about current obstacles and recent successes at the office. Lisa Cramer - Vice President Sales and Marketing at InReality. Blog Atlatna B2BCamp sales and marketing alignment Smarketing
  • VIDYARD  |  TUESDAY, MAY 12, 2015
    [Lead, Sales] Interactive Video: The Ultimate Way to Increase Content Engagement
    These are incredibly valuable insights that can help marketers to make better decisions and that sales can use to help close deals! Your video marketing platform will allow you to capture implicit insights like second by second viewer engagement data and add that to lead records in your marketing automation platform. How does it work?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, MAY 12, 2015
    [Lead, Sales] Is there a place for social media in a boring business?
    Lead generation — Even setting up a simple Twitter search can help you find customers looking for your products and services … even if you’re boring. Social Media and Sales Social Media best practices Social Media Strategy evergreen social media best practices social media strategyAre you a conversational business?
  • HUBSPOT  |  TUESDAY, MAY 12, 2015
    [Lead, Sales] 8 Copywriting Tips for Improving Conversions
    Every time you create the content for a direct response campaign, a landing page, an advertisement, or a sales email, you want the copy to be powerful enough to convert visitors to sales. You want the words to roll out of your keyboard in an unending symphony of, ultimately, higher sales. Content that sells. Positivity sells.
  • MARKETING ACTION  |  TUESDAY, MAY 12, 2015
    [Lead, Sales] NuGrowth Update: Delivering Sales and Marketing as a Service is Easier – and More Profitable – with Marketing Automation
    Their focus is on helping B2B companies build world-class sales and marketing organizations using proven, scalable processes for acquiring new clients. Paul Fuller: We’ve continued to produce lead generating content and grow our use of Act-On, and have seen a continual uptick in results.  Is that still the case? How so?
  • BLUE FOCUS MARKETING  |  MONDAY, MAY 11, 2015
    [Lead, Sales] The New Employee Experience (EX) @MNBurgess to Deliver @Conferenceboard on 5/28 #SocBiz
    And, while user design and customer experience are critical to a firm’s success, leading companies are realizing powerful business results by focusing internally on creating the new social Employee Experience (EX). By Edelman, Global Co-Leader, Digital Marketing & Sales Practice, McKinsey & Company. David C.
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