• CHIEFMARTECH  |  MONDAY, JANUARY 23, 2017
    [Lead, Sales] Blockchain marketing: how the technology behind Bitcoin could change marketing
    Jeremy currently works with several of the leading companies in the blockchain and decentralization space including OB1 and OpenBazaar. Unexpected Ways Meerkat Will Crush It For Sales and Marketing People. They also want to know what leading start-ups such as OpenBazaar and Storj (disclosure: clients) are doing. Thanks, Jeremy!
  • HUBSPOT  |  MONDAY, JANUARY 23, 2017
    [Lead, Sales] Why Facebook Ads Will Make You Successful in 2017 & Beyond
    Facebook Ads are going to drive more leads for your business in 2017 than any other paid channel. With Facebook you can now reach these people with slick ad units like Lead Ads that promote your event or white paper and allow users to sign up with just a few clicks. Right now, this is the case with Facebook. Source: Facebook.
  • ACT-ON  |  MONDAY, JANUARY 23, 2017
    [Lead, Sales] Customer Lifecycle Metrics, Part 2: Capture Interest, Gather Insight
    Once you’ve managed to attract the attention of your prospects, it’s time to capture their information and convert them into leads. According to  Marketing Automation Trends Report 2014  from Pepper Global, B2B marketers indicate that the most important benefit of marketing automation is the ability to generate more and better leads.
  • CONTENT STANDARD  |  SATURDAY, JANUARY 21, 2017
    [Lead, Sales] Where Do Business Goals Fit in a Storified Content Strategy?
    Traffic comes to the site, but in most cases it leads to poor engagement and a high bounce rate. That lost customer traffic will likely return, representing lost potential sales and disappointing website performance. Creating effective online content is often a two-sided struggle. The only difference? Form Meets Function.
  • ETRIGUE  |  FRIDAY, JANUARY 20, 2017
    [Lead, Sales] The value in anonymous visitor tracking. Part two
    Let’s take a closer look at some of the ways you can leverage anonymous visitor data to help your sales team beat the competition and close deals. Sales and marketing folks can easily use the anonymous data to triangulate on a given organization’s buyers and work to establish personal communication with them. Account-based marketing.
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, JANUARY 20, 2017
    [Lead, Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers.
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, JANUARY 20, 2017
    [Lead, Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers.
  • AGGREGAGE B2B WHITE PAPERS  |  FRIDAY, JANUARY 20, 2017
    [Lead, Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers.
  • MODERN B2B MARKETING  |  FRIDAY, JANUARY 20, 2017
    [Lead, Sales] 5 Steps to Kickstart Your Account-Based Marketing Program
    Let’s start with the obvious: As with any successful B2B marketing strategy, close sales and marketing coordination  is essential. According to MarketingProfs, companies that have aligned sales and marketing teams generate 208% more revenue. Think quality over quantity, and account health over leads. Gain Full Company Support .
  • DISCOVERORG  |  FRIDAY, JANUARY 20, 2017
    [Lead, Sales] Three Words that Will Fuel Growth for Your Company and Your People: Do Hard Things
    These experiences have led me to the conclusion that it’s not just hard work that leads to remarkable results, but hard work directed at hard things. What do Sales and Marketing teams do differently that results in more leads, meetings, opportunities, wins and revenue? The Fastest Growing Companies Do Hard Things. But, 4.2
  • HUBSPOT  |  FRIDAY, JANUARY 20, 2017
    [Lead, Sales] The Year of Customer Experience: How Ecommerce Brands Can Prepare
    more than doubled its average conversion rate and boosted online sales by 6.5%. 3) BOXHILL. It worked -- during testing, that one change reduced abandoned carts by 50% , eventually leading to a change of the button color across the site. 5) Baby K’tan. The Growth of Experience. The Takeaway: Emphasize the Story. It worked. Even better?
  • ACT-ON  |  FRIDAY, JANUARY 20, 2017
    [Lead, Sales] Rethinking the Role of Marketing in B2B Customer Engagement
    Marketers indicated they were responsible for awareness, acquisition, and supporting sales. Capture: Top-of-funnel inquiries, driving interest, qualifying opportunities, acquisition of leads – Owned by marketing. Convert : Closing the sale and beginning implementation – Owned by sales. The short answer is: yes.
  • HUBSPOT  |  FRIDAY, JANUARY 20, 2017
    [Lead, Sales] 4 Data-Driven Ways to Create More Targeted Ad Campaigns
    The driving force behind this seismic shift is data -- the collection of it, tools to analyze it, and automation algorithms that use it to capture and nurture the best leads. With so many touch points in today's sales funnels, attributing conversion to the "last click" is no longer an effective measure to base decisions on.
  • BIZIBLE  |  THURSDAY, JANUARY 19, 2017
    [Lead, Sales] The 4 Stages of B2B Marketing Performance Management Maturity
    Visibility into how marketing is impacting the bottom-line is limited and largely a guess -- “According to industry benchmarks, 1,000 leads results in about 50 opportunities, which results in about 10 customers.”. Systematic improvements are the best way for a marketing organization to make consistent gains in performance.
  • HUBSPOT  |  THURSDAY, JANUARY 19, 2017
    [Lead, Sales] It’s Time You Knew What Your Brand and Usain Bolt Have in Common
    The glory of a successful campaign all pulled together, beautifully presented and generating leads , doesn’t come without the struggle, the back and forth and the elbow grease of developing good ideas that come to fruition. Sales Team. In many cases, sales and marketing acts in tandem rather than independently. Product Team.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 19, 2017
    [Lead, Sales] How To Maximize Your ABM Investment With Better Data
    In particular, SiriusDecisions published research last year showing that only 22% of ABM marketers consider themselves tightly aligned with Sales. Given that one of the top benefits ascribed to ABM is sales and marketing alignment, these survey results are troubling. What has account-based marketing done for me lately?
  • INFER  |  THURSDAY, JANUARY 19, 2017
    [Lead, Sales] Justin Norris of Perkuto on the State of B2B Advertising, How ABM is Making Outbound Cool Again, and Extending Marketo [Podcast]
    This week, we’re joined by Justin Norris, Solutions Architect at Perkuto to talk about how his experience with hundreds of Marketo-based sales and marketing stacks has given him a unique perspective on sales automation, lead routing, and architecting solutions that string together many technologies and systems to do awesome things.
  • BIZNOLOGY  |  THURSDAY, JANUARY 19, 2017
    [Lead, Sales] Mobile marketing must-haves in 2017
    Marketing automation has proved to be a productive approach to nurturing leads in email marketing campaigns (the #1 driver of conversions, online), and 2017 will continue to push sales forward. The more you know about a lead, the better you can respond and we know that consumers behave differently on mobile than desktop.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 19, 2017
    [Lead, Sales] Tools and Tips for Outbound Sales Prospecting
    In this blog, I’d like to take it to the next level and touch on the importance of adding outbound prospecting into your sales development structure and processes. We’re tasked with uncovering quality opportunities for our sales team and are 100% focused on outbound prospecting into these accounts. Sales b2b
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, JANUARY 19, 2017
    [Lead, Sales] The new standards for strategy and social media success
    The skillsets needed to lead to the next level of marketing proficiency. Ultimately you want this to lead to a buying relationship. things companies can do to track behavior, link emails to sales, and even determine incredibly intimate details of a person’s life from their online behavior. It begins with the organization itself.
  • VIEWPOINT  |  WEDNESDAY, JANUARY 18, 2017
    [Lead, Sales] Our AE’s Would NEVER Have Been Persistent Enough to Uncover This Opportunity
    When we explained the number and type of touches this lead required, the president of that company said: “our AE’s would never have been persistent enough to get this opportunity.”. Here are the facts: We worked the lead from August – December of 2016. B2B SalesWe recently turned over a huge opportunity to one of our clients.
  • BIZIBLE  |  WEDNESDAY, JANUARY 18, 2017
    [Lead, Sales] What Is Algorithmic Attribution? And Why Should B2B Marketers Care?
    B2B marketers use attribution to understand how their marketing impacts down-funnel sales. Attribution data -- the number of leads, opportunities, revenue, etc. If you have a straightforward marketing and sales process, it’s less likely that an algorithmic model will turn up something surprising. What is algorithmic attribution?
  • ONALYTICA B2B  |  WEDNESDAY, JANUARY 18, 2017
    [Lead, Sales] MarTech: Top 100 Influencers and Brands
    MarTech is created through alchemy…or at the very least born of a powerful amalgamation combining business sense, sales savvy, marketing know-how, technological prowess, and an understanding of the value of a customer’s journey and experience.” WHAT ARE THE INFLUENCERS SAYING? You have to keep it interesting and unique!” Company.
  • HUBSPOT  |  WEDNESDAY, JANUARY 18, 2017
    [Lead, Sales] What Does it Take to Build a Successful Sales and Marketing Team?
    Building a successful sales team depends as much on the people you hire as it does on nurturing a cohesive and productive relationship between sales and marketing. Working side by side, the sales and marketing teams represent the growth engine that will propel your business forward. Smarketing sales and marketing alignment
  • MODERN B2B MARKETING  |  WEDNESDAY, JANUARY 18, 2017
    [Lead, Sales] 12 Questions You Need to Ask Before Hiring an SEO Company
    In the best-case scenario, your partner grows organic traffic to your site, improves your search rankings, and helps you generate more leads and sales. Author: Nate Dame Search engine optimization (SEO) is a constantly evolving practice, as search engines continue to update their algorithms to provide a better user experience.
  • B2B MARKETING INSIDER  |  WEDNESDAY, JANUARY 18, 2017
    [Lead, Sales] Social Lead Validation – The Missing Ingredient From Most Inbound LinkedIn Marketing Programs
    All sales leads are not equal. know this is something that most sales and marketing leaders understand and it’s why they put lead qualification and validation into most of their sales, marketing and lead generation programs. For more […].
  • ACT-ON  |  WEDNESDAY, JANUARY 18, 2017
    [Lead, Sales] 5 Content Marketing Predictions for 2017
    This content helped marketers harness more leads to ultimately fuel future sales. The new year is here, and as marketers look back and reflect on the previous year — what worked, and what didn’t ‒ we also look ahead. As a group, marketers are doing pretty well with content marketing. But even so, it helps to look at upcoming trends.
  • HUBSPOT  |  WEDNESDAY, JANUARY 18, 2017
    [Lead, Sales] 7 Ways Freelancers Can Start Earning More in 2017
    Concerns about coming off as too pushy or sales-y can cause you to miss out on potentially lucrative opportunities to provide additional value, extend existing contracts, and deepen client relationships. Upselling doesn't have to feel like a sleazy, aggressive sales process. That's a pretty significant 35% of the US workforce. MongoDB.
  • 3D2B  |  TUESDAY, JANUARY 17, 2017
    [Lead, Sales] The Traits and Habits of Successful Business Development Pros
    The top sales people: Are Not Too Extraverted or Introverted Contrary to popular opinion, the extroverted, talkative business development rep does not always rise to the top. Are Judicious with Their Time While it’s evident in sales that the more you do, the more you achieve, being busy does not equate to being efficient.
  • CONTENTLY  |  TUESDAY, JANUARY 17, 2017
    [Lead, Sales] Salesforce’s Mike Kostow on Why Marketers Should Trust Data Over Intuition
    One company leading that futuristic charge is software giant Salesforce, which announced its new AI late last year, aptly named Einstein. We believe that marketing and sales alignment are the most important things to that customer experience. Right now, marketing and sales solutions, more often than not, are really disconnected.
  • HUBSPOT  |  TUESDAY, JANUARY 17, 2017
    [Lead, Sales] 5 Insane Advantages of an Inbound Website Redesign
    My website isn't really benefiting my marketing/lead generation strategy. Your website must now be an online sales platform for your business — an integral part of marketing to prospects. If your website isn't selling around the clock, you're missing out on leads and revenue. What does your lead nurturing process look like now?
  • KOMARKETING ASSOCIATES  |  TUESDAY, JANUARY 17, 2017
    [Lead, Sales] Content Marketing and Sales Alignment: 5 Mutual Benefits
    When I think of the biggest rivalries, I think Red Sox vs. Yankees, Sega vs. Nintendo, Microsoft vs. Apple, and sales vs. marketing. Okay, so maybe the last item in the list is a bit of an exaggeration, but it’s a fact that many companies isolate their marketing and sales teams from one another. Lead Generation. Access to Data.
  • INFER  |  TUESDAY, JANUARY 17, 2017
    [Lead, Sales] Leveraging AI for Sales & Marketing – Beyond the Hype
    In sales and marketing, the potential for 10x conversion rates and accelerated growth from AI-driven predictive analytics is enticing. Sales and marketing are ranking in the top three markets most heavily affected by the boom in AI investment, according to sources like CB Insights and O’Reilly Media.
  • VIDYARD  |  TUESDAY, JANUARY 17, 2017
    [Lead, Sales] 11 Free Sales Tools to Pump Up Your Pipeline
    But when your job depends on finding new leads, collecting data on leads, having meaningful conversations, managing opportunities, and helping close revenue, any time you can save on these tasks is worth its weight in gold. Used for: Building lead lists from social profiles and finding contact info. We all do, really. Streak.
  • LEAD LIAISON  |  TUESDAY, JANUARY 17, 2017
    [Lead, Sales] Lead Liaison Opens It’s Doors to Partners
    Allen, TX – To kick off the new year, Lead Liaison has recently launched a Partner Program. Lead Liaison’s mission has always been to form partnerships with each of their clients to help them reach their marketing and sales goals. Interested in partnering with Lead Liaison? About Lead Liaison.
  • B2B MARKETING INSIDER  |  TUESDAY, JANUARY 17, 2017
    [Lead, Sales] Creating Interactive Content: From Ideation to Sales Alignment to Promotion
    An infographic , a survey , an assessment , a sales enablement tool (weirdly top and bottom funnel), and, hopefully, a pretty good time. Sales Alignment. Before going into full research and writing mode, we needed to make sure that our content angle and main points were synced with what our sales team’s needs. Please.”
  • KEO MARKETING  |  MONDAY, JANUARY 16, 2017
    [Lead, Sales] New Guide Delivers 2017 Digital Marketing Trends
    Leading B2B Marketing Agency KEO Marketing Releases Marketer’s Guide for Creating an effective 2017 Marketing Strategy. Leading business to business (B2B) marketing agency KEO Marketing understands that many businesses are planning their marketing strategies for 2017. About KEO Marketing. KEO News
  • KOMARKETING ASSOCIATES  |  MONDAY, JANUARY 16, 2017
    [Lead, Sales] 57% of US Marketers Say Predictive Analytics Will Be a Primary Martech Tool in 2017
    About two-thirds of B2B predictive marketers also strongly identify with “modern marketing” statements, such as “One of marketing’s primary responsibilities is to increase the volume, velocity, and value of leads from early stage through sales qualified.”. Approximately 57 percent of U.S. Don’t let the disparities between U.S.
  • BIZNOLOGY  |  MONDAY, JANUARY 16, 2017
    [Lead, Sales] How to simultaneously attract new prospects and retain loyal customers
    Their marketing and sales strategy is to woo customers with low prices for a year, making them feel like they’re getting a deal, and then [almost unexpectedly] hike prices on them after one year. One of the challenges business owners face is attracting new customers while trying to retain current customers. Sealed the deal. Like this post?
  • CONTENT STANDARD  |  MONDAY, JANUARY 16, 2017
    [Lead, Sales] Marketing ROI: De-risking the Up-front Investment of Content Marketing and Technology Solutions
    Now, though, they want to know: did your marketing campaign generate sales? In all honesty, you can’t say for sure that sales were affected in any way at all. The bigger challenge is driving click-throughs and sales: An email follower is great, but it means little if they aren’t reading your content regularly.
  • ACT-ON  |  MONDAY, JANUARY 16, 2017
    [Lead, Sales] Customer Lifecycle Metrics, Part 1: The Rules of Attraction
    Marketers at average firms, on the other hand, tended to focus on acquiring new leads and converting them into customers. With this reporting in place, you can identify the key drivers that move the process toward a sale – and a profitable lifetime relationship. Track the number of downloads, views, and leads generated by each one.
  • JUNTA 42  |  SATURDAY, JANUARY 14, 2017
    [Lead, Sales] This Week in Content Marketing: This is the Year Agencies Buy Media Companies
    In addition, Gary V leads the way for 2017 to be the year agencies started buying media companies. AOL thinks that creating better, less-intrusive ads will lead to higher engagement. PNR: This Old Marketing with Joe Pulizzi and Robert Rose can be found on both iTunes and Stitcher. This week’s TOM example: AARP. Click To Tweet.
  • THE POINT  |  FRIDAY, JANUARY 13, 2017
    [Lead, Sales] Expand your Offer Strategy to Increase SEM Performance
    Smart technology marketers look to capture buyers early on in the sales cycle, then engage them in a consistent nurture campaign to build credibility, trust, and to position their solution favorably for when the buyers are ready to engage with sales. Actually, I know why it is. There’s also a smart way to do it.
  • VIEWPOINT  |  FRIDAY, JANUARY 13, 2017
    [Lead, Sales] 5 Steps to Account-based Marketing Success
    Most marketing and sales folks I talk to agree … in theory. Zero in on prospects with the most propensity to buy to keep you from incurring marketing/sales costs that don’t deliver return. Then deliver it via all media (inbound and outbound), across multiple sales cycles, at just the right frequency. Segment and Stratify.
  • MARKETING CRAFTMANSHIP  |  FRIDAY, JANUARY 13, 2017
    [Lead, Sales] The Power of Unsolicited Pitch Letters
    We review all of the target’ s public facing information to understand its value proposition, competitive landscape, leadership, reputation, marketing & sales sophistication and apparent resources. So the only way you can address the random nature of sales is to increase the number of doors that you knock on. Happy hunting.
  • VIDYARD  |  FRIDAY, JANUARY 13, 2017
    [Lead, Sales] How to Create Powerful Customer Testimonials Using Video
    Customer testimonials can do a fair bit of the legwork of a marketing and a sales team, helping to convince leads and move them further through the funnel and closer to a closed deal. Distribute your video as necessary on all the right channels to get audiences through the marketing and sales funnel, and close lots of deals!
  • CONTENT STANDARD  |  FRIDAY, JANUARY 13, 2017
    [Lead, Sales] Do You Respect Your Customers? Cultivating Customer Loyalty in 2017
    When customers feel respect from a brand, it drives sales. percent boost in revenue and a 23 percent increase in digital sales at the end of 2015. One lesson for content marketers is that it’s easy to get consumed by things like driving website traffic, increasing sales leads, or improving search ranking.
  • MODERN B2B MARKETING  |  FRIDAY, JANUARY 13, 2017
    [Lead, Sales] 3 Reasons to Adopt a Scalable Marketing Automation Platform
    While our demand generation team celebrated this victory, we knew that with a lead database swelling to 70,000 entries and counting, we needed to embrace a more sophisticated, enterprise-grade marketing automation platform. The ability to connect with thousands of leads without all the grunt work? Now that’s truly priceless.
  • ACTIVEDEMAND  |  FRIDAY, JANUARY 13, 2017
    [Lead, Sales] The Importance of Understanding the Difference Between Personalization, Segmentation and Individualization
    Being able to deliver on this generates higher conversions and ultimately sales. ActiveDEMAND is an integrated marketing automation platform designed specifically to help businesses generate more leads. Segmentation Some marketers claim they are using personalization because they use visitor segmentation in their messaging.
  • ACT-ON  |  FRIDAY, JANUARY 13, 2017
    [Lead, Sales] 8 Ways to Maximize the Value of Online and In-Person Events
    Examples of event marketing goals include: Generate qualified leads:   This is a common objective for webinars and trade shows, where registration data can provide important indicators about buying intent. Event registrations and on-site activity (such as scanning business cards or badges) can be a source of robust and accurate lead data.
  • HINGE MARKETING  |  FRIDAY, JANUARY 13, 2017
    [Lead, Sales] Why Should Webinars Be a Part of Your B2B Content Marketing Strategy?
    successful webinar can help convert a new visitor to a lead or take a current lead and move them further along in the process to submitting a request for a proposal. A lot of B2B content is one-sided with minimal interaction. You want prospective buyers to view your firm as a leading authority in your industry.
  • SNAPAPP  |  THURSDAY, JANUARY 12, 2017
    [Lead, Sales] How to Plan Marketing Content Around Event Promotion
    Often, this oversight can result in missed opportunities to educate, engage, and excite attendees and new leads. Because now you have a foot in the door with some, possibly, very qualified leads. They’ll be happy to share, especially if the first follow up content isn’t in-your-face-sales. Or some combination of the above.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 12, 2017
    [Lead, Sales] A Look Back at Modern Marketing in 2016
    More leading brands are using marketing technology to better understand their customers and provide a better customer experience than ever before. ABM was everywhere, as it provided positive ROI and the promise of marketing and sales alignment. Modern Marketing has come a long way in 2016. Asking “Why?”
  • HUBSPOT  |  THURSDAY, JANUARY 12, 2017
    [Lead, Sales] 9 Handy Business Calculators That’ll Make Your Life Easier
    Event marketers know how challenging it can be to attribute leads, pipeline, and revenue from events. After inputting average monthly visits, leads, and sales price per customer, this calculator outputs an estimated dollar amount increase after using HubSpot for one year. What are your favorite business calculators?
  • THE ROI GUY  |  WEDNESDAY, JANUARY 11, 2017
    [Lead, Sales] 2017 - “The Year of Value”
    As you and your team kickoff the New Year, there are some important research findings you should factor into your 2017 sales enablement and content strategy. Measure and improve –Tracking the adoption and use of tools and practices, and the impact that the approach has on sales success, measuring win rate improvements (vs.
  • KOMARKETING ASSOCIATES  |  WEDNESDAY, JANUARY 11, 2017
    [Lead, Sales] Study: 49% of Content Marketers Aim to Drive Brand Awareness
    According to the “ Content Marketing Survey 2016 ” from Clutch, content marketers are developing content with a number of objectives in mind, but brand awareness leads the way. Other goals include higher visibility in search engines (30 percent) and lead generation (21 percent).
  • LEANDATA  |  WEDNESDAY, JANUARY 11, 2017
    [Lead, Sales] How Sales Ops Can Get What It Wants
    But “fun” isn’t a word that most Sales Operations professionals normally associate with purchasing technology solutions. Helping practitioners do a better job of winning over their colleagues is the idea behind a new eBook: “How to Get What You Want: A Sales Ops Guide to Selling the Value of a Technology Solution in Your Organization.”
  • CONTENT STANDARD  |  WEDNESDAY, JANUARY 11, 2017
    [Lead, Sales] Why Corporate Communications and PR Professionals Need to Own Their Brand Voice in 2017
    socially promoted thought leadership piece can boost brand awareness outside your usual circle of connections, leading to more potential leads. long-term strategy needs longer-term metrics, including brand perception and increased loyalty, versus short-term metrics like sales conversions. Earned vs. Paid vs. Owned.
  • KEO MARKETING  |  TUESDAY, JANUARY 10, 2017
    [Lead, Sales] KEO Marketing Presented “Big Heart Award” from Big Brothers Big Sisters of Central Arizona
    KEO Marketing, a leading business to business (B2B) marketing agency, creates and implements innovative strategies to help clients dramatically increase leads and sales. Community Organization Honors Partner KEO Marketing for Exceptional Engagement. PHOENIX, Ariz., The event will be held on Thursday, January 12 from 5:30 p.m.
  • KAPOST  |  TUESDAY, JANUARY 10, 2017
    [Lead, Sales] 7 Tips on Sourcing Internal Content to Give Your B2B Organization a Boost
    The key for all B2B organizations is to use internal content creation tips that save time and make it easier to hit marketing content deadlines and sales goals—all the while simplifying how to engage in the internal content creation process. Find a team lead from every department and build an editorial board. Who are they?
  • BIZIBLE  |  TUESDAY, JANUARY 10, 2017
    [Lead, Sales] Tips for Testing and Measuring Marketing Campaigns to Improve Results
    If you’re looking for ways to improve sales and profits in 2017 through marketing avenues, it’s important to always remember that top results aren’t all about increasing your budget and pumping out more and more strategies. Read on for some ways you can go about testing and measuring your marketing spend in 2017.
  • CHIEFMARTECH  |  TUESDAY, JANUARY 10, 2017
    [Lead, Sales] Digital Asset Management in the Martech Cocktail
    Construed very broadly, digital marketing technology is the collection/cocktail of digital systems that marketers use to gather, cultivate, and nurture leads and customers. customer-centric reference model can more closely tie systems analysis to business value via the pursuit of brand awareness, customer engagement, and increased sales.
  • VIDYARD  |  TUESDAY, JANUARY 10, 2017
    [Lead, Sales] Reclaiming the Inbox: How Video Can Make Business Emails Personal Again
    ViewedIt enables sales professionals, executive leaders and customer support teams to easily record personalized videos and add them to their email conversations. It helps sales reps and other business professionals quickly create personalized video messages which are then available to their recipient, on-demand. About Vidyard.
  • LEAD LIAISON  |  TUESDAY, JANUARY 10, 2017
    [Lead, Sales] Buzzwords in Marketing Automation: Account-Based Marketing
    Then, instead of nodding your head, you can lead the conversation. In other words, they create a marketing message and sales strategy based around a single account instead of around a multitude of accounts. The post Buzzwords in Marketing Automation: Account-Based Marketing appeared first on Lead Liaison. Simple Definition.
  • MODERN B2B MARKETING  |  TUESDAY, JANUARY 10, 2017
    [Lead, Sales] 4 B2B Marketing Tips for Running Successful PPC Campaigns
    PPC campaigns for B2B and other considered purchases typically have longer sales cycles, so marketers may not be able to prove ROI right away. Of course, we can tell how many conversions one campaign is bringing in over the others, but conversions don’t always result in sales. Don’t Focus Solely on Conversions.
  • BIZIBLE  |  MONDAY, JANUARY 9, 2017
    [Lead, Sales] How To Plan, Execute & Measure a Direct Mail Campaign
    In the closing months of 2016, we wanted to run a campaign that would impact sales opportunities and help our sales team have a great Q4. We began by working with the sales team to decide which accounts we’d be sending a mailer to. We decided on a direct mail campaign. Direct mail can set your company apart. Planning. Execution.
  • HINGE MARKETING  |  MONDAY, JANUARY 9, 2017
    [Lead, Sales] Sales and Marketing Strategy for Professional Services: What Every Firm Needs to Know
    And nothing is more central to the success of that endeavor than an effective sales and marketing strategy. Let’s begin by clearing up some basic confusion: what is the difference between sales and marketing? Sales vs. Marketing in Professional Services. Sales is about convincing your prospects buy your services.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JANUARY 9, 2017
    [Lead, Sales] Slammed! Sales Management Book Camp
    The New Sales Manager Boot Camp. We have too much to do, we don’t have time to build a sales organization. I am frustrated with my sales team, do I have the right team? have a problem growing sales profitably. Sales Management Boot Camp maybe for you.  We start 2-24-17. For the New Sales Manager. Slammed!
  • VIDYARD  |  MONDAY, JANUARY 9, 2017
    [Lead, Sales] 6 Awesome Sales Call Conversation Starters
    Any B2B or SaaS company’s sales team likely battles to either get prospects to pick up, or move pipeline further—or both. We don’t make assumptions based on LinkedIn bios and titles; our salespeople are armed with individualized information about each lead and prospect so we can truly personalize our approach. 2. Blog Inside Sales
  • ACT-ON  |  MONDAY, JANUARY 9, 2017
    [Lead, Sales] How to Entice Your Clients to Join the Marketing Automation Party
    Multiplies Leads:  Sending the right message to the right people at the right time by delivering specific emails and content via automated campaigns nudges prospects to opt in to continue receiving information that’s relevant to them. In addition, the higher lead conversion rates demonstrate better alignment between marketing and sales.
  • HUBSPOT  |  MONDAY, JANUARY 9, 2017
    [Lead, Sales] Are Infomercials Cool Now? 7 Examples You'll Actually Want to Watch
    Leading this new wave of viral, tongue-in-cheek infomercials is Utah-based agency Harmon Brothers , whose fresh spin on the once-tired ad format generated over $100 million of revenue in 2016 for their clients. And the results aren't just funny -- they're also driving real brand awareness and sales. what just happened. But hurry!
  • B2B LEAD BLOG  |  FRIDAY, JANUARY 6, 2017
    [Lead, Sales] 5 Ways to Turn Your Social Media Followers Into Paying Customers
    You can build a substantial social media following with all kinds of social sharing but if you’re not converting those likes and tweets into sales, then it’s all for naught. Unfortunately, many digital marketing teams have a hard time with this portion of online lead generation. Big Data Marketing
  • DISCOVERORG  |  FRIDAY, JANUARY 6, 2017
    [Lead, Sales] The Secrets to Scalable Growth: How DiscoverOrg Crushed 2016
    Here’s how the math works out: if you add $10m of new sales when you’re a $10m company, you’re growing 100% a year; if you add the same amount in new sales when you’re a $50m company, you’re only growing 20% a year. We Invested In Accurate Sales Intelligence, For Us. So, we started 2016 off by building our new Sales Dataset.
  • KAPOST  |  FRIDAY, JANUARY 6, 2017
    [Lead, Sales] 10 New Year’s Resolutions to Improve Customer Experience
    My friends at Kapost invited me to share my top marketing and sales technology steps to optimize customer experience in B2B SaaS. Marketing Cloud*: Most execution is done at the sales automation or marketing automation level. Fill in whitespace at the Account, Contact, and Lead level. Predictive Sales Plays. next year.
  • SNAPAPP  |  FRIDAY, JANUARY 6, 2017
    [Lead, Sales] Creating Interactive Content: From Ideation to Sales Alignment to Promotion
    An infographic , a survey , an assessment , a sales enablement tool (weirdly top and bottom funnel), and, hopefully, a pretty good time. Sales Alignment. Before going into full research and writing mode, we needed to make sure that our content angle and main points were synced with what our sales team’s needs. Please.”. Theme.
  • ACT-ON  |  FRIDAY, JANUARY 6, 2017
    [Lead, Sales] 16 Greats of ’16: The Year’s Best Business Books for Marketers
    Marketing, Sales, and Branding. More than three decades after the release of Robert Cialdini’s Influence , the classic and, well, very influential marketing and sales book, the well-known psychologist is back with another must-read work for anyone who makes a living convincing people to buy certain goods and services. Duncan.
  • BIZIBLE  |  THURSDAY, JANUARY 5, 2017
    [Lead, Sales] Central Account-Based Marketing Problem Solved With Lead To Account Mapping
    We start with background information on how the Salesforce CRM works to aid in understanding what’s required to do account-based marketing and how Bizible addresses these requirements with lead-to-account mapping. How Salesforce Handles Lead To Account Mapping. The sales process envisioned by Salesforce follows the flow seen below.
  • LEAD LIAISON  |  THURSDAY, JANUARY 5, 2017
    [Lead, Sales] Breaking the Lead Gen Stereotypes
    Luck plays a role in business success, but you can’t leave the health of your sales pipeline to chance. Besides the expensive traditional channels for generating leads, there is an innovative, often-overlooked approach to filling the top of your sales funnel: formal business referral program. Guest Poster:  Sahand Sojoodi.
  • TYPE A COMMUNICATIONS  |  THURSDAY, JANUARY 5, 2017
    [Lead, Sales] Why You’re Missing the Biggest Lead Conversion Need and How to Fix It
    Sales Carla Johnson Corporate Visions sales enablement storytelling Tim Riesterer Type A CommunicationsJanuary 5, 2017 by Carla Johnson People aren’t good with change. We like to think that we are. We say we’ll do it. But even when we’re pounded by evidence. read more.
  • KOMARKETING ASSOCIATES  |  THURSDAY, JANUARY 5, 2017
    [Lead, Sales] 6 B2B Online Marketing Predictions for 2017
    These longer pieces of content are great for capturing email addresses which can be leads for your sales team. Having shoddy content or content assets that are hidden behind pushy sales forms or pop-ups, will lead to a lower brand reputation and a frustrating customer experience. 360-Degree Photo and Video. Chat Bots.
  • KOMARKETING ASSOCIATES  |  THURSDAY, JANUARY 5, 2017
    [Lead, Sales] 6 B2B Online Marketing Predictions for 2017
    These longer pieces of content are great for capturing email addresses which can be leads for your sales team. Having shoddy content or content assets that are hidden behind pushy sales forms or pop-ups, will lead to a lower brand reputation and a frustrating customer experience. 360-Degree Photo and Video. Chat Bots.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 5, 2017
    [Lead, Sales] Lead Scoring Setup is Not a Set-It and Forget-It Activity
    Focus on MQLs As a marketing organization you may have tracked things like audience building and engagement, but we are going to focus on some harder numbers that directly lead into your marketing funnel. Specifically the MQL, or marketing-qualified leads. This could be through cold calling, or other sales-driven initiatives.
  • HG DATA  |  THURSDAY, JANUARY 5, 2017
    [Lead, Sales] Technically Speaking: An Interview with MeritDirect’s Data + Media Services SVP Chris Blohm
    This includes lead generation, email, and digital advertising, all while supporting customers using direct mail who’s goal it is to connect multiple points of marketing outreach. The industry is putting a lot of muscle into attribution, specifically, which actions or combination of actions drives sales.
  • VIDYARD  |  THURSDAY, JANUARY 5, 2017
    [Lead, Sales] Amazing Account Based Marketing Tactics for Your Entire Funnel
    Bianchini has been instrumental in bringing together Marketo’s sales and marketing teams around a common goal, but according to her, there’s one unifying success factor of any campaign. So now at the top of the funnel, you aren’t bringing in tons of leads but they’re going to be much higher quality. “Start with a goal. Literally.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 5, 2017
    [Lead, Sales] 7 Ways to Generate Leads on Social Media
    Author: Lisa Marcyes When you hear the term lead generation, social media probably isn’t the first thing that comes to mind…but maybe it should be. In this blog, I’ll outline seven ways that  you can generate leads on social media: 1. Promoting gated content on social media is one of the easiest ways to generate leads.
  • VIEWPOINT  |  THURSDAY, JANUARY 5, 2017
    [Lead, Sales] B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #7: From Chaos to Kickass
    How well are your B2B organization’s sales and marketing behaviors, practices, and processes reliably and sustainably producing required outcomes? Read on and learn how you can get better ROI on marketing, how you can let your sales people focus on what they do best, and how you can close significantly more deals than you did before.
  • WEBBIQUITY  |  THURSDAY, JANUARY 5, 2017
    [Lead, Sales] What is a Q&A Case Study? And Why is it Great for B2B Marketing?
    After that, your customers answer handpicked questions, a process that leads to a more exciting read. How Company X Grew Their Email Leads by 434%. Company X sees a 201% Increase in Inbound Leads After This Switch. Our qualified leads are exploding. I had to hire two new sales associates. Your Biggest Successes.
  • HINGE MARKETING  |  WEDNESDAY, JANUARY 4, 2017
    [Lead, Sales] 3 Sales and Marketing Strategy Ideas for 2017
    So as you plan your sales and marketing strategy for 2017 the keys to success are to build on the fundamentals and stay adaptable. This impulse creates a multitude of lookalike companies that look to their more established brethren for sales and marketing inspiration. The true course of events is likely to land somewhere in between.
  • ACTIVEDEMAND  |  WEDNESDAY, JANUARY 4, 2017
    [Lead, Sales] Call Tracking and PPC. Are You Doing it Right?
    Integrated with Sales Integrated call tracking, which enables sales teams to see phone call activity, lead attribution, and customer information within an application is vital in today’s marketing landscape. Additionally, don’t waste sales time on junk clicks and inbound phone calls that aren’t worth consideration. Wrong.
  • BIZIBLE  |  WEDNESDAY, JANUARY 4, 2017
    [Lead, Sales] How Attribution Enables True Meritocracy in the Workplace
    This brings up the obvious question: what is the right metric to evaluate both the sales and marketing teams? Since the performance of the Sales team is already measured in terms of revenue, it means organizations need to figure out how Marketing can measure their performance with revenue. The Right Data. For most, that is revenue.
  • DISTRIBION  |  WEDNESDAY, JANUARY 4, 2017
    [Lead, Sales] National Trivia Day 2017
    In fact, quizzes are one type of online technology that is proving to score big sales wins in just a short timeframe. recently reported that Unitrends, a Data backup and disaster recovery company, recently developed a BDR Superhero personality quiz that generated 5,100 new leads and contributed $1.5M in new sales pipeline in three months.
  • BIZNOLOGY  |  WEDNESDAY, JANUARY 4, 2017
    [Lead, Sales] Social lead validation—the missing ingredient from most inbound LinkedIn marketing programs
    All sales leads are not equal. know this is something that most sales and marketing leaders understand and it’s why they put lead qualification and validation into most of their sales, marketing, and lead generation programs. Of those 350,000, about half—178,000—were actual sales leads.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, JANUARY 4, 2017
    [Lead, Sales] Three New Year Business Resolutions You Should Steal
    Their aim is to hit at least 10,000 book sales, which sounds like a reasonable goal for a newbie. believed that pondering the problems would lead to a solution that I could implement. If you don’t get the customers you want, if you don’t make the sales you need, over-thinking won’t help you. But there’s one problemo. Foolish me.
  • B2B MARKETING INSIDER  |  WEDNESDAY, JANUARY 4, 2017
    [Lead, Sales] 9 Key Steps When Going From Concept to Content
    Sales will skyrocket! Consider lead generation, brand awareness, thought leadership, customer retention, etc. If (and How) the Content Aligns With Sales and Product Management. Is there a sale coming up? Coming up with an idea is the easy part. But it’s only one small piece of the pie. You’ve been there.
  • HUBSPOT  |  WEDNESDAY, JANUARY 4, 2017
    [Lead, Sales] How to Calculate Your Lead Generation Goals [Free Calculator]
    To get customers in an inbound world, your marketing team is responsible for generating leads and funneling them over to your sales team. how many leads? When your boss asks you what your lead goal is, don't just pull an answer out of thin air. That's where our new lead goal calculator comes in. The question is.
  • NUSPARK  |  TUESDAY, JANUARY 3, 2017
    [Lead, Sales] 3 Tips to Designing Blog Pages to Capture Leads
    While you’re doing everything you can to bring your posts greater visibility, it only makes sense to find as many ways as possible to capture leads from those visitors. To capture leads, obviously we need forms and lists so we can save contact information and begin a nurturing process appropriate to the prospect’s sales-funnel level.
  • CONTENTLY  |  TUESDAY, JANUARY 3, 2017
    [Lead, Sales] 23 Content Marketing Predictions for 2017
    Marketers, especially those in B2B with longer sales cycles, will be able to make the case for larger budgets based on the proven impact of their efforts. Brands have a pretty good grasp on how to create fire content that generates leads. Luke Maloney, sales associate. Dan Gottlieb, senior sales executive. Tweet this!).
  • VIDYARD  |  TUESDAY, JANUARY 3, 2017
    [Lead, Sales] 2017 Sales Predictions from 9 Selling Experts
    If you work in sales you know that it’s important to stay ahead of, or at least at the edge of, the curve. And in sales, falling behind means missing your quota, and … well, you know the rest. Check them out! × The post 2017 Sales Predictions from 9 Selling Experts appeared first on Vidyard.
  • MODERN B2B MARKETING  |  TUESDAY, JANUARY 3, 2017
    [Lead, Sales] 2 Zero Risk Predictions for 2017
    Which leads me to 2017. This is THE next big trend in sales and marketing for the enterprise. It’s time to lead the way in your industry and put AI to work! Author: Steve Lucas Well hello everyone—it’s time for my annual predictions blog where I get to prognosticate a little about where I see technology going in the new year!
  • INFER  |  TUESDAY, JANUARY 3, 2017
    [Lead, Sales] DNN Boosts Marketing ROI and Conversions with Predictive
    For example, content management software company DNN saw a 25% jump in its lead-to-opportunity conversions with Infer, along with a 75% jump in conversations to MQLs for its top group of leads. Improve sales prioritization, and increase new business opportunity conversion rates.
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