• MADISONLOGIC B2B WHITE PAPERS  |  SATURDAY, OCTOBER 18, 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  |  SATURDAY, OCTOBER 18, 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  |  SATURDAY, OCTOBER 18, 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  |  SATURDAY, OCTOBER 18, 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  |  SATURDAY, OCTOBER 18, 2014
    [Lead, Sales] Closing the Loop on Social Leads
    Closing the Loop on Social Leads 2 A guide to measuring social media lead generation Social media has outgrown its infancy and is no longer an optional task for brands. This White Paper is designed to help you tap into the vast number of social media leads awaiting you and your. leads. Indeed, building and. So, as social.
  • REVRESPONSE B2B WHITE PAPERS  |  SATURDAY, OCTOBER 18, 2014
    [Lead, Sales] 8 Clues That Your Company Needs a New Website
    Are you getting the traffic, leads and sales that you expect and deserve What has your website done for you lately?
  • 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.
  • 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
  • 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
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 13, 2014
    [Lead, Sales] Building Your Strategic Lead Generation Portfolio
    'Tweet To be successful at lead generation, marketers can’t rely on one specific tactic. while ago, I created a mind map of lead generation channels for my book Lead Generation for the Complex Sale. You click the map image to expand it or download it as a PDF: Download the  Lead Generation Channel Map  as a PDF.
  • NUSPARK  |  SUNDAY, OCTOBER 12, 2014
    [Lead, Sales] Keys to Optimizing a Website to Drive Conversions
    Without the proper elements in your web design, you could lose out on leads.  Ensuring that your content – whether it’s a blog, About page, or other information – is useful and stimulating to your target demographic will keep users coming back to your page for future information, leading to higher conversion rates.  Think about it. 
  • HUBSPOT  |  SUNDAY, OCTOBER 12, 2014
    [Lead, Sales] Blogging Metrics: What to Measure, How to Measure It, and How Often
    This one is pretty obvious, but believe it or not, many “experts” refer to clicks as a vanity metric, whereas leads generated and revenue earned are the only metrics that should matter. This helps from not only a marketing standpoint, but also sales, as it provides consultants with data on the content that closes deals.
  • SYNECORE  |  SUNDAY, OCTOBER 12, 2014
    [Lead, Sales] HubSpot CRM: Breaking Down the Barriers between Sales and Marketing
    The power of “big data” paves the path for marketers and sales managers to understand who their customers are by defining their interest through unique data sets collected by multi-functional marketing automation tools. The Internal Operations Problem with Big data as it Relates to Sales and Marketing. Sales Process Stages.
  • INTEGRATED B2B  |  FRIDAY, OCTOBER 10, 2014
    [Lead, Sales] 3 Things B2B Marketers Miss When Analyzing Social Media Contests
    Contest marketing strategy is not designed for the hard sale, it is geared more towards gaining positive exposure for the brand, therefore they were successful in their campaign. It should also bring in new leads and possible future connections. The runner up. What are we overlooking when planning our campaign?
  • LEADERSHIP  |  FRIDAY, OCTOBER 10, 2014
    [Lead, Sales] Interesting Infographics: 10 Biggest Office Distractions
    'If you follow my blog, you know I tend to share topics related to marketing, B2B lead generation and social media; however, all of the best strategies and tactics will not make any difference if our teams fail to implement. Multitasking leads to a 40% drop in productivity, increased stress and a 10% drop in IQ. years eating.
  • MARKETING ACTION  |  FRIDAY, OCTOBER 10, 2014
    [Lead, Sales] Get Started with a Content Marketing Library
    Talk to your sales team, and find out what conversations and questions they’re asked that move the needle. If it doesn’t map to what you currently think of as stages in the sales funnel, you may want to reorient that sales funnel around the way the buyer actually purchases. Again, do this in tandem with your sales team.
  • HUBSPOT  |  FRIDAY, OCTOBER 10, 2014
    [Lead, Sales] The Ultimate Guide to Hiring Effective Marketers
    He might write a sales page or two, as well. Complacency is the first step to a downward slope, leading to effects like shortsightedness in particular, or things like marketing myopia in general. Your newly minted marketers will do the sales funnel stuff.). 'Let’s play a game, you and I. You can see he wears a lot of hats.
  • ANNUITAS  |  THURSDAY, OCTOBER 9, 2014
    [Lead, Sales] The Problem with Account-based Marketing
    Sales has always used an account-based approach while evaluating the leads they receive from marketing, as the first thing they look at is if the lead is from a company they believe could become a potential customer. must be a “hot lead” in more systems than I can count, and I am sure I am not alone.
  • VERTICAL RESPONSE  |  THURSDAY, OCTOBER 9, 2014
    [Lead, Sales] 10 Must-Attend Food and Beverage Conferences
    Why they say you should attend : “Natural Products Expo West continues to be the leading trade show in the natural, organic and healthy products industry, attracting over 67,000 industry professionals and 3,000 exhibits to the Anaheim Convention Center. ” Have you been to any of these conferences? Share in the comments.
  • MODERN B2B MARKETING  |  THURSDAY, OCTOBER 9, 2014
    [Lead, Sales] Marketo’s Marketing Nation Roadshow Wrap-Up: European Edition
    Julian shared compelling data and practical examples about sales/marketing alignment, multi-touch analysis, and lead qualification criteria. 'Author: Raymond Coppinger Over the last few weeks, London and Paris were the wonderful host cities for the European leg of our “Innovation in the Nation” roadshow. Based on what they do.
  • HUBSPOT  |  THURSDAY, OCTOBER 9, 2014
    [Lead, Sales] How to Design Content Remarketing Campaigns That Actually Work
    But they may not fill out a form and become a lead right then and there. Recapturing audience attention to turn lookers into leads is an effective marketing tactic, and if you''re not doing it, you''re leaving money on the table. Remarketing provides the opportunity to: Turn bounced website visitors into leads. About Ad Fatigue.
  • VIDYARD  |  THURSDAY, OCTOBER 9, 2014
    [Lead, Sales] Correctly Reporting on Content Marketing
    If you can show that you decreased the length of the sales cycle by 10%, that is a massive business driver. This is only traceable when you are measuring the sales cycle and the stages within the sales cycle, which means you’ll need technology. Many companies use ROI as a marketing metric. If not ROI, Then What? Velocity.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, OCTOBER 8, 2014
    [Lead, Sales] New Frontiers in Data Driven Marketing
    Most marketers are now familiar with basic predictive modeling applications like lead scoring and content recommendations. This means programs can be designed to incorporate predictive models in all kinds of treatment decisions, from content recommendations to sales call prioritization to banner ad selection. Okay, maybe not so new.
  • BLUE FOCUS MARKETING  |  WEDNESDAY, OCTOBER 8, 2014
    [Lead, Sales] Who Does @Forbes Say Are the Top 50 Most Influential CMOs in Social Media? @Infegy #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. They stretch across channels and technological boundaries.
  • HUBSPOT  |  WEDNESDAY, OCTOBER 8, 2014
    [Lead, Sales] It's Time: How to Prep Your Email Marketing for the Holiday Season
    In a 2013 survey by Wanderful Media , 82% of Black Friday shoppers wanted to receive email updates about Black Friday sales. Increased volume of emails being sent around the holidays can lead to sender reputation vulnerability. In fact, email volume was 13% higher during the 2013 holiday season compared to the 2012 holiday season.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, OCTOBER 8, 2014
    [Lead, Sales] Why Outbound Prospecting Still Matters -- Now More Than Ever
    'Sales Prospecting Perspectives is pleased to bring you a guest post from Gareth Goh , Content Marketing Manager of InsightSquared. Inbound sales, inbound marketing - it seems like that’s the only strategy that sales leaders depend on these days to generate leads and grow pipeline. Spears are outbound prospecting leads.
  • HUBSPOT  |  WEDNESDAY, OCTOBER 8, 2014
    [Lead, Sales] Why You Should Measure New and Mature B2B Blogs Differently
    These days at HubSpot, we''re dealing with both: our mature Marketing Blog (the one you''re reading right now), which has been around for 8 years, and our much newer, one-year-old Sales Blog (which you should also be reading ;-). New B2B Blogs: Focus on Traffic and Subscribers (Not Leads). Time to dust off those lead gen CTAs!
  • E-QUIP  |  TUESDAY, OCTOBER 7, 2014
    [Lead, Sales] Beware of Misusing Personality Assessments
    'Years ago I came the closest I''ve been to leaving the A/E business when I became a finalist for the national sales manager position with the country''s largest commercial wildflower seed distributor. The other finalist was a botanist who had a limited sales background. It is used by many of the world''s leading companies.
  • VOICE-BASED MARKETING  |  TUESDAY, OCTOBER 7, 2014
    [Lead, Sales] Bridging the Email Marketing Gap Through Personalization
    The below suggestions can all be implemented a la carte, but when taken advantage of in tandem can lead to even stronger results for your business. What feels more personalized: an email that leads with “Hi there,” or an email that starts with “Hi Katherine”? Be a Friendly Sender. Send One-to-One Emails. Get creative! Call Tracking
  • VIRALLY BLOG  |  TUESDAY, OCTOBER 7, 2014
    [Lead, Sales] Leads and sales is what business owners understand
    In the B2B space marketing now accounts for the majority of the sales process and is now getting asked questions that used to apply to sales and that is right. The post Leads and sales is what business owners understand appeared first on Content Marketing, Virally Blog. 'As marketers our job role is evolving daily.
  • MARKETING ACTION  |  TUESDAY, OCTOBER 7, 2014
    [Lead, Sales] Buyer Persona Basics
    If you understand their profiles, you’ll be able to market products and solutions that can help each persona (and the members of the group they represent) with their specific challenges, which will lead to you generating and converting more leads and prospects. Those buyer personas you create are indispensable tools. Check it out !  .
  • MARKETING ACTION  |  TUESDAY, OCTOBER 7, 2014
    [Lead, Sales] Buyer Persona Basics
    If you understand their profiles, you’ll be able to market products and solutions that can help each persona (and the members of the group they represent) with their specific challenges, which will lead to you generating and converting more leads and prospects. Those buyer personas you create are indispensable tools. Check it out !  .
  • HUBSPOT  |  TUESDAY, OCTOBER 7, 2014
    [Lead, Sales] 8 Must-Have Tips for Writing Landing Page Copy That Converts
    'Conversion copywriters -- the people who write landing page content that converts readers and delivers sales -- are wonderful human beings. group of Harvard researchers conducted a study of 1,400 B2B customers in a variety of different fields, and concluded we''ve reached “the end of solution sales.” The pictures.
  • FATHOM  |  MONDAY, OCTOBER 6, 2014
    [Lead, Sales] Forces Between the Laws of Marketing Power
    'Over the course of the last 3 months, I’ve been reading  The 48 Laws of Power  by Robert Greene and exploring the sales and marketing parallels every Monday on this blog. Sales & Marketing Alignment 48 laws of power I’ve learned quite a bit, and I hope you readers have, too. Timing & Vision. Action.
  • HUBSPOT  |  MONDAY, OCTOBER 6, 2014
    [Lead, Sales] Is Social Selling All Hype? [Data]
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. In our recently released research report The State of Inbound 2014-2015: Sales Edition , we asked salespeople to weigh in on their top priorities for the coming year. All good, practical goals. Enjoy this post?
  • KOMARKETING ASSOCIATES  |  MONDAY, OCTOBER 6, 2014
    [Lead, Sales] The 2015 B2B Content Marketing Report Brings New Insight on Strategy, Implementation
    Not surprisingly, while brand awareness led all responses, sales-oriented goals were related to 5 of the top 7 responses (and 3 of the top 5). Most of the respondents said an increase in website traffic and sales lead quality were their biggest indicators, along with higher conversion rates. Content Marketing Implementation.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, OCTOBER 6, 2014
    [Lead, Sales] The Big List of Inside Sales Messaging Statistics
    'Sales managers, how often are you evaluating your inside sales team’s messaging techniques? Just the other day, I sat down with our sales team for a role play. You see, most sales and marketing professionals just don’t have time. team of 50 sales reps leave approximately 1277 hours of voicemails per month (RingDNA).
  • IT'S ALL ABOUT REVENUE  |  MONDAY, OCTOBER 6, 2014
    [Lead, Sales] How Axial Ramped Up Deliverability and Measurement Strategies
    When they first launched their service, the organization’s primary goals were to educate the market, promote the business, and establish a steady stream of new leads by running email campaigns. Axial operates the online network for professionals who operate, advise, finance, and acquire private companies. million email messages.
  • VOICE-BASED MARKETING  |  MONDAY, OCTOBER 6, 2014
    [Lead, Sales] 12 Stats About Local Search and Mobile Search in 2014
    Mobile leads to local: 50% of all mobile searches are conducted in hopes of finding local results ( Search Engine Watch ). Local searches lead to purchases: 61% of local searches result in a purchase ( Search Engine Watch ). 'Since each day hundreds of thousands of people in the U.S. General
  • ENGAGE  |  MONDAY, OCTOBER 6, 2014
    [Lead, Sales] Protecting a Trademark and Avoiding Infringement
    But with common law rights, “you’re limited to the geographical region in which you can prove sales or use.”. If the content is written so that the hospital appears as the owner of the technology, then that may lead to a claim of infringement. It can bring a brand to life, succinctly capturing the personality behind the corporate name.
  • MARKETING ACTION  |  MONDAY, OCTOBER 6, 2014
    [Lead, Sales] 5 Email Key Performance Indicators You Should be Tracking
    This number includes any contacts added to your nurturing database so that your marketing team can build prospects’ interest over time (using email campaigns and other programs), progressively increasing their lead scores. Qualified leads. What’s really important to your organization? For a retailer, it might be pretty simple.
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 6, 2014
    [Lead, Sales] 31 Tips for Improving Sales and Marketing Lead Generation Alignment
    'Tweet More often than not, there seems to be a disconnect between Marketing and Sales. How does your sales team perceive the leads Marketing produces? They complain about lead quality. They complain about lead volume. The say leads, what leads? Marketing gives us leads? Be honest. Be flexible.
  • GREAT B2B MARKETING  |  FRIDAY, OCTOBER 3, 2014
    [Lead, Sales] Should You Market to Pain or Persona?
    We were discussing the best way not only to attract prospects, but also to set up a lead nurturing campaign that will convert the largest number possible into paying clients. When you successfully identify the major pain points, you then target your messaging, offers and sales process around the alleviation of your prospects’ pain points.
  • VOICE-BASED MARKETING  |  FRIDAY, OCTOBER 3, 2014
    [Lead, Sales] Making the Perfect VBMA Sandwich: 4 Essential Ingredients for Call Analytics and Automation
    Most marketers are able to do this for web leads, but the addition of call tracking creates closed-loop marketing, where every lead is captured and attributed to its true source. Once you optimize your lead generation, you will have higher quality leads to pass off to your sales team.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, OCTOBER 3, 2014
    [Lead, Sales] 7 Ways B2B Marketers Can Build a Rock Star Audience on Twitter
    For the past five years, he has championed the importance of social media to CMOs and senior marketers at leading business brands and venture-backed companies – specifically, how social media can reach, engage, and influence buyers. Who are the top 50 companies your sales team can’t wait to do business with? Musicians?
  • FEARLESS COMPETITOR  |  FRIDAY, OCTOBER 3, 2014
    [Lead, Sales] How Changing Sales is Impacting Your Business (without your knowledge)
    No sales pitches. Note that it’s thought leadership and not a sales pitch. Profit Heroes: Breakthrough Strategies for Winning Customers and Building Profits , a great book on new challenges faced by sales people everywhere, including «COMPANY_NAME» salespeople – by noted sales expert Bob Rickert. Stay tuned!
  • LEAD411  |  THURSDAY, OCTOBER 2, 2014
    [Lead, Sales] Dreamforce Cheatsheet for Sales Pros
    Best Parties for Sales People ( Full List of Parties ) Dreamforce Welcome Reception. Follow this list I created of all the top Sales Influencers… includes @benioff , @jillkonrath , @iannarino , @sales4_startups , etc. Tweets from https://twitter.com/tomblue/lists/df-sales-influencers. Is your sales team prepared?
  • ANNUITAS  |  THURSDAY, OCTOBER 2, 2014
    [Lead, Sales] Content Marketing. It’s Not Getting Any Better
    When asked the “Organizational Goals for their Content Marketing” Brand – 84% and Lead Generation – 83% were the top two. However, when you look at the “Metrics for B2B Content Success” 63% measure web visits and only 49% measure Sales Lead Quality and only 48% measure Conversion Rates. 'What A Difference A Year Makes. 
  • FEARLESS COMPETITOR  |  THURSDAY, OCTOBER 2, 2014
    [Lead, Sales] I’m sorry. but I don’t believe you. The Importance of Third Parties.
    Car sales people. contact-form] Filed under: B2B demand generation , B2B lead generation , CMO Challenges and Opportunities , Content marketing , Demand Generation , Demand Generation Manager , Find New Customers. 'The problem of disbelief affects many companies. Think of buying a new car. Which of these would you trust? TV ads. media.
  • HUBSPOT  |  THURSDAY, OCTOBER 2, 2014
    [Lead, Sales] New Data Shows European Marketers Aren't Lagging Behind North America
    Last year, in 2013, European marketers'' top goals related to inbound marketing were tied between reaching the right audience (23%) and generating new leads (23%). North American marketers focused on converting their existing leads into customers. Pretty cool, eh? Inbound Marketing in Europe & North America. and Europe have seen.
  • HUBSPOT  |  WEDNESDAY, OCTOBER 1, 2014
    [Lead, Sales] A Bigger Marketing Budget May Be an SLA Away
    For those unfamiliar with sales/marketing SLAs, they generally work like this: The marketing leader commits to generating a certain number of leads that meet a particular quality score, while the sales leader agrees to follow up with those leads in a pre-determined amount of time. sales and marketing alignment
  • INDUSTRIAL MARKETING TODAY  |  WEDNESDAY, OCTOBER 1, 2014
    [Lead, Sales] How Industrial Content Marketing Builds Stronger Relationships Based on Trust
    'Strong relationships have always been the cornerstone in complex industrial sales. Content Marketing Industrial content marketing industrial lead generation Industrial Marketing That hasn’t changed and won’t change in the foreseeable future. How we start and build new business relationships have changed in today’s digital age.
  • VIEWPOINT  |  WEDNESDAY, OCTOBER 1, 2014
    [Lead, Sales] 5 Ways to Get More at Dreamforce -by Craig Elias
    If so, make sure you look for my colleague Craig Elias —who has a lot of information to share about sales leads. B2B Sales Sales Leads 'The fabled Dreamforce conference with all its innovation, big-name speakers, and craziness is just days away. Are you going to be there?
  • VOICE-BASED MARKETING  |  WEDNESDAY, OCTOBER 1, 2014
    [Lead, Sales] Facebook, Atlas, and the Future of Personalization
    All of this is used to get the call to the right person in an organization, and to then arm him or her with contextualized, personalized information to provide an amazing customer experience and close a sale. 'On Monday Facebook made an announcement around the relaunch of  Atlas. The technology is getting better. It shows real promise.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, OCTOBER 1, 2014
    [Lead, Sales] 3 Sales Tools That Are Changing the Way Salespeople Do Business
    'Sales Prospecting Perspectives is pleased to bring you a guest post from Russ Heddleston , CEO of DocSend. Traditionally, sales has relied largely upon human relationships: successful salespeople know their product and their audience and are enthusiastic about talking to people, pursuing, and closing leads with persistence and moxie.
  • FEARLESS COMPETITOR  |  WEDNESDAY, OCTOBER 1, 2014
    [Lead, Sales] Missing Link on too many Websites – Marketing exec!
    There are two leading competitors – Voltage Security and Protegrity. Content marketing, lead nurturing, lead scoring – too much gets left out without leadership. Instead they go to a landing page with a flagship offer and simple form.    That way they can get visitors to sign up for lead nurturing.
  • MODERN B2B MARKETING  |  WEDNESDAY, OCTOBER 1, 2014
    [Lead, Sales] Looking for Higher Marketing ROI? Engage Your Customers
    This makes it difficult to coordinate efforts, and (more importantly) to take all of a customer’s behaviors into account across every channel – leading to disconnected, often irrelevant, marketing. The ROI of Engaging Customers. The truth is that marketing to current customers gets you a higher return on investment.
  • HUBSPOT  |  WEDNESDAY, OCTOBER 1, 2014
    [Lead, Sales] 3 Real-Life Examples of Incredibly Successful A/B Tests
    50% of sales were digital downloads, thanks to a strong A/B testing strategy. The test lead to some very surprising results: T he variation with no offer messaging whatsoever drove 43.4% Goal: Generate More Leads. So, what’s the recipe for high-impact success? Truthfully, there is no one-size-fits-all recipe. The Original.
  • B2B MARKETING UNPLUGGED  |  WEDNESDAY, OCTOBER 1, 2014
    [Lead, Sales] Pssst. Trade Shows Suck at Lead Generation. Pass it on.
    'Sales squirrels ignoring you? ” “Where will the leads come from?” Be honest: for B2B sales, you need at least a director or better to get anywhere close to a deal. 270 to stand in a loud, crowded hall with a couple of thousand other people trying to move the sale along? It is also not sales.
  • HUBSPOT  |  WEDNESDAY, OCTOBER 1, 2014
    [Lead, Sales] Say 'Yes' to Drugs? The History of Pharmaceutical Marketing
    Detractors would counter, however, that direct-to-consumer marketing often leaves patients misinformed, that it over-emphasizes the benefits that drugs provide, and that it leads to the unnecessary prescribing and over-utilization of drugs. sales reps recommending drugs to doctors, or drug companies funding continuing education programs).
  • VIDYARD  |  WEDNESDAY, OCTOBER 1, 2014
    [Lead, Sales] Introducing Vidyard Studio: The Easiest Way to Create and Share Video
    Videos may be the best way to engage an online audience ( 70% of marketers recently reported that video converts better than other content types), but there’s no denying that this format is still intimidating or even inaccessible to many sales and marketing professionals. Your Data, Where it’s Useful. Blog Vidyard News
  • VIDYARD  |  TUESDAY, SEPTEMBER 30, 2014
    [Lead, Sales] Vidyard to offer non-profits access to video marketing platform
    Vidyard (Twitter: @Vidyard ) is the industry’s leading video marketing platform that helps marketers drive results and ROI with online video content. Vidyard integrates with key marketing automation and CRM tools to deliver user-level video engagement data, turning views into sales. About Vidyard. Media Contact: Tyler Lessard.
  • VIDYARD  |  TUESDAY, SEPTEMBER 30, 2014
    [Lead, Sales] Vidyard makes it easy to create and share videos with new Vidyard Studio
    With Vidyard Studio, sales and marketing professionals can easily record new videos, share them securely with customers or internal employees, and track powerful insights on who is watching and for how long. Vidyard integrates with key marketing automation and CRM tools to deliver user-level video engagement data, turning views into sales.
  • HUBSPOT  |  TUESDAY, SEPTEMBER 30, 2014
    [Lead, Sales] Speak Your CEO's Language: 3 Ways to Show Marketing's Impact on Revenue
    'As marketers, we constantly hear about the importance of closing the loop on our marketing campaigns -- but that doesn''t just mean tracking to see how many views, clicks, and leads they generate. If you have HubSpot CRM, there is no setup necessary (and if you don''t have it yet, you can sign up at hubspot.com/sales ). Next Steps.
  • CRIMSON MARKETING  |  TUESDAY, SEPTEMBER 30, 2014
    [Lead, Sales] David Ginsburg, CMO of Pluribus Networks: How to use Marketing Technology to Market Technology [Podcast]
    He also discusses how Pluribus uses registration walls to capture user data and nurture leads. David discusses how to gauge content quality and how to devise a marketing system that brings observers into the sales funnel. With the limited headcount and budgets of many marketing organizations, this is easier said than done.
  • ANNUITAS  |  TUESDAY, SEPTEMBER 30, 2014
    [Lead, Sales] Demand Generation – It’s Not That Easy
    62% of marketing automation owners state that the use of technology did not equate to an increase in sales. '*This post first ran in the ANNUITAS blog on March 27, 2014. As we go into event season-it’s good to remember that building a Demand Generation Strategy isn’t easy. Really? Figure 1:  ANNUITAS Demand Process Architecture.
  • VOICE-BASED MARKETING  |  TUESDAY, SEPTEMBER 30, 2014
    [Lead, Sales] Ifbyphone and Act-On Join Forces to Combine Call Tracking With Marketing Automation
    'Marketing automation provides marketers with the ability to generate and manage their online leads in a revolutionary way, allowing for optimization of ROI, shorter sales cycles, and increased revenue growth. At this point, Ifbyphone picks up the lead with call tracking. Interested in learning more? Request a demo today.
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 30, 2014
    [Lead, Sales] Check out Resources at Find New Customers for great free B2B marketing content
    What you will find at the Resources tab: How to Find New Customers is perhaps the best white paper ever written on BtoB demand generation,  Originally sponsored by Marketo, and edited by a top sales author, it is quite good and highly recommended to you. Lead Nurturing. Lead Scoring. Thanks Arthur! Download it and read it today.
  • LEADERSHIP  |  TUESDAY, SEPTEMBER 30, 2014
    [Lead, Sales] The Biggest Lesson I Learned this Year As A CEO
    B2B organizations are making some inroads into breaking down the silos and integrating sales and marketing. Quality Leads Get Nurtured and Nourished. If a lead was once qualified as a good one, it’s worth it to stay on the radar by feeding valuable information and building a relationship of trust. Everybody wins! don’t think so.
  • MARKETING ACTION  |  TUESDAY, SEPTEMBER 30, 2014
    [Lead, Sales] 6 Strategies to Help You Unify Sales and Marketing Teams
    'There are many theories out there as to why marketing and sales don’t always get along. In my role as President of NuGrowth Digital , it’s my job to make sure our clients have scalable sales and marketing organizations that drive high-quality results. Both sales and marketing have views of this. They divide a team.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, SEPTEMBER 29, 2014
    [Lead, Sales] Live from OpenWorld 2014: Why the Best Data-Driven Marketers Are Decidedly Old-School
    Maybe you’ve discovered some things about your customers and warm leads via conference meetups and sales calls. 'Editor's Note: Today's post comes courtesy of Nikki Serapio , Manager of Marketing Community at Oracle. It’s tempting to focus exclusively on the promise of the marketing tools themselves. So get outside.”
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, SEPTEMBER 29, 2014
    [Lead, Sales] Should Salespeople Prospect Anymore?
    Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. Several of the salespeople blamed marketing for not generating enough quality leads (ever hear that before?)
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, SEPTEMBER 29, 2014
    [Lead, Sales] 5 Tips for Inside Sales Reps When on the Phone with New Prospects
    'Sales Prospecting Perspectives is pleased to bring you a post from Gillian Sontz , Business Development Representative at AG Salesworks. In B2B inside sales, you will often have to call lists, both warm and cold. Before sales prospecting new contacts, it''s important to know your objectives. Every sales call is unique.
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