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  • HUBSPOT  |  WEDNESDAY, OCTOBER 24, 2012
    [Leads] Does Google Think Your Website Is Spam?
    Beyond tracking the number of Likes and shares for your content, also consider the following (which you can track using a closed-loop marketing analytics tool like HubSpot): traffic from social media (and individual social networks), overall social media reach, and how many leads and customers you can attribute to your social media presence.
  • HUBSPOT  |  TUESDAY, OCTOBER 25, 2011
    [Leads] 5 Deadly Twitter Sins to Avoid
    Twitter can be a great platform for many inbound marketers to connect with potential customers, maintain relationships with current customers, and generate new leads. Social media can be a gold mine for lead generation, but it will be little more than a dud if abused. But that's not to say that all marketers are using it appropriately.
  • MARKETING ACTION  |  FRIDAY, JULY 5, 2013
    [Leads] Is Marketing the New Sales? Webinar Tuesday July 9
    Inbound leads were mostly tossed over the wall to sales, who mostly ignored them because they didn’t know where the lead came from or how “hot” that lead was to buy. Industry expert and Director of Demand Gen at Act-On Software, Janelle Johnson, will lead this timely discussion on Tuesday, July 9.  That was then.
  • SAVVY B2B MARKETING  |  THURSDAY, JULY 7, 2011
    [Leads] How to Fit Social Media into Your Marketing Strategy
    Many companies fear that social media will lead to wasted productivity. But if organizations don’t take the lead and create a policy for how employees should be using social media, they’ll miss out on the benefits. You lay out three sequential steps for the social media process: monitor, engage, and manage.
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, JULY 25, 2012
    [Leads] Building an Automated Marketing Machine
    few hints can be found in how Sutherland aligned Marketing and Sales around lead generation and hand-off processes ; the firm’s experience in getting alignment around the key inputs in marketing automation should be at least somewhat instructive for B2Bs going down this path. But once you’ve got the messages, then what do you do?
  • FEARLESS COMPETITOR  |  MONDAY, NOVEMBER 14, 2011
    [Leads] 16 Marketing Terms to Ban Today
    One of the keys to great b2b lead generation content is to make it engaging for your reader. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. B2B Demand Generation | 16 Marketing Terms to Dump Now + Bonus. ” This means that companies are one-upping each other on content.
  • TOMORROW PEOPLE  |  WEDNESDAY, OCTOBER 10, 2012
    [Leads] Create a Buzz Around Your Brand Using Social Media
    Nurturing and winning leads, at lower costs. Tomorrow People’s marketing manager Alistair Norman will share key insights on the benefits of social media for brands, at the conference ‘Harnessing the Power of the Internet’. However, brands are using it to varying degrees of success: some really get it, and some definitely do not.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, DECEMBER 2, 2009
    [Leads] Inbound Interaction Management (IIM)
    First it can encompass how you respond to all that Inbound Marketing across your website and social outposts for your content – typically with a system for capturing all the touches that have happened and nurturing those in sales leads has a lot of promise. Inbound Interaction Management could mean many things. Tweet This! Digg this!
  • MARKETING EDGE  |  SUNDAY, OCTOBER 11, 2009
    [Leads] Two New Perspectives for Business
    In an appropriate side story, Jennifer’s efforts were acknowledged in many media outlets and the travel site Kayak astutely made Jennifer an offer to lead their social media strategy. Time 29:43. 1) Coopetition to Community. Social media exposes all kinds of talent online, plus a public discussion of the issues. 2) Customer Participation.
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, SEPTEMBER 26, 2012
    [Leads] What B2B Marketers Can Learn from Moneyball
    If Beane valued baseball players the same way as all of the other teams, the A’s would have much inferior talent, which would lead to losses.  Marketing report cards often include statistics on things that are easy to measure – web traffic, email open rates, content downloads, leads, and connection/subscribers. 
  • MARKETING LEADERSHIP COUNCIL   |  TUESDAY, SEPTEMBER 11, 2012
    [Leads] 3 Steps to Better Channel Alignment
    Leading marketers are going further and effectively becoming the marketing shops of their partners’ organizations.  They don’t have the resources to conduct customer research on their own, so leading marketers are seizing on the opportunity to be insight providers. Reward quality, not just quantity.  Make it easy. 
  • FEARLESS COMPETITOR  |  SUNDAY, MAY 20, 2012
    [Leads] How to Deliver Business Results Using Social Media
    Pump up prospecting referrals and lead. Listen and earn new leads for your business. (This was also a guest post which appeared on the Silverpop blog.). My goal was to entertain and deliver a fun and engaging talk. Share your brand story. Become recognized as an expert. Increase deal conversion rates. Get speaking gigs.
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, APRIL 18, 2012
    [Leads] The Secret to Innovation Success
    When you ask customers directly what they’re looking for, you’ll likely get incremental innovations at best; at worst, you could get a jumble of contradictory or impossible wishes and desires, leading to stalled innovation efforts. What makes brands vital, and what makes consumers associate particular brands with innovation?
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, APRIL 2, 2012
    [Leads] Sales Leadership: Gaining Insight & Accountability
    In several clients this concept has lead to client meeting days where ALL clients are invited to learn, share idea’s and provide the partner organization an opportunity to show appreciation. Sales Leadership: Gaining Insight and Accountability. What can you do to improve on these two critical blind spots?  Client or Industry Advisory Board  .
  • HUBSPOT  |  TUESDAY, JANUARY 24, 2012
    [Leads] 9 Ways to Dramatically Reduce Email Unsubscribe Rates
    Tip: If you've implemented a lead nurturing program, you can continue to collect information about your subscribers based on their on- and off-site behaviors that will allow you to learn more and more about them, and then deliver more personalized emails that align with their stage in the buying cycle.). Ways to Reduce Email Unsubscribes.
  • LOOPFUSE  |  MONDAY, JUNE 11, 2012
    [Leads] Marketing automation keeps the "Summertime Blues" away
    Prioritized leads – Take a quick view of the Visiting Companies report or at your web activity in LoopFuse to see who is viewing your web site and get straightforward and actionable information – you can even review it from the beach:). Every time I call my baby, and try to get a date. Summertime Blues by Eddie Cochran.
  • LOOPFUSE  |  TUESDAY, FEBRUARY 7, 2012
    [Leads] 3 Tips for Lovers (of Marketing Automation)
    Design a lead flow that captures more complex user behavior than simply dripping them email. It really can go either way, you know. Either you come off looking like a hero, the greatest person in the world…or you come off looking like someone who just doesn’t really have a clue as to what’s really going on. forget. It takes time, baby.
  • WRITTENT  |  MONDAY, JUNE 10, 2013
    [Leads] 9 Takeaways from SME’s 2013 Social Media Marketing Report
    These components weren’t all – marketers also report improved lead generation, SEO, and better business partnerships. Takeaway: If you’re simply using social as a platform for lead nurturing or brand exposure, it’s likely time to expand your strategy. Social Media Is Still Growing. Social Media Is Really Effective. Podcasting.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, AUGUST 23, 2012
    [Leads] 5 Ways A/R and PR Pros Can Get the Biggest Bang Out of Dreamforce
    by Sheila Lahar | Tweet this It’s not just about customers and leads – Dreamforce ’12 draws a lot of press and industry analysts. Over 200 analysts and members of the media are expected to be on site. Obviously, the event offers a tremendous opportunity for Analyst Relations and Public Relations pros. But you have to think on your feet.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, AUGUST 10, 2012
    [Leads] How to Tell If Your Customer Community is Driving Revenue
    Specifically, is your community enabling customers to succeed, leading them to remain a loyal customer to your business. by Heather Foeh | Tweet this As the manager of Eloqua’s online community,  Topliners , I’m constantly looking for ways to measure what’s working and what’s not. Are we seeing steady growth?
  • TRADESMEN INSIGHTS  |  WEDNESDAY, MAY 30, 2012
    [Leads] Manufacturers – Do you Have These Five Essential Website Elements?
    An industry that once relied purely on traditional marketing to generate sales leads is now moving online. This content needs to be coupled with calls to action (CTAs) to convert visitors into leads. By balancing a website with the right content and CTAs, manufacturers can generate more leads online. Enjoy.
  • FEARLESS COMPETITOR  |  THURSDAY, JULY 19, 2012
    [Leads] Integrating Social Media into SEO | Perception vs. Reality
    Jeff Ogden of the sales lead generation company Find New Customers says “This chart points to the real problem of B2B marketing today. Integrating social media into SEO seems like a common sense approach to most online marketers. However, marketers don’t always follow their best advice. This is the crux of the problem. Marketing
  • FEARLESS COMPETITOR  |  SATURDAY, JUNE 23, 2012
    [Leads] Why I’m Proud to be a Notre Dame Graduate
    And I’m now the President of the sales lead generation  marketing company, Find New Customers and the host of the Television on the Internet show, Marketing Made Simple TV too. Why I’m Proud to be a Graduate of the University of Notre Dame. recently had an oppotunity to return to the University of Notre Dame for my 30th reunion.
  • FEARLESS COMPETITOR  |  MONDAY, MAY 14, 2012
    [Leads] Quick Marketing Tip: Don’t Waste the Confirmation Page
    He’s also the President of the lead generation company Find New Customers. Here’s a small change that can make a big difference. Make sure you fully use valuable real estate – your confirmation page. When someone fills out a form on your website to download content, you take them to a confirmation landing page.
  • FEARLESS COMPETITOR  |  WEDNESDAY, OCTOBER 26, 2011
    [Leads] Good-Bye, Blackberry. Hello iPhone4S
    Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. B2B Demand Generation  | Moving to an iPhone. As the President of Find New Customers , I’m a long-time customer of RIM. I’ve had Blackberry after Blackberry for years and years. It was just delivered by Fedex today.
  • JUNTA 42  |  TUESDAY, FEBRUARY 14, 2012
    [Leads] The History of Content Marketing – How Brands Have Become Storytellers [Part 1]
    Whether your goals are rooted in search engine optimization (getting found), lead generation (conversion) or leveraging social media tools, none of them will be effective without compelling storytelling. The Furrow Magazine from John Deere – 1931. Content marketing is not easy. History of Content Marketing. Content marketing is not new.
  • CHRIS KOCH  |  FRIDAY, JANUARY 8, 2010
    [Leads] There is only one objective in social media: create learning networks
    So for example, a tweet or a posting in a LinkedIn forum leads to blog post, which leads to a video, which leads to a conference presentation, white paper, or private event for top customers. There is too much wringing of hands and gnashing of teeth about social media objectives and strategy these days. little. That’s it.
  • SOCIAL MARKETING FORUM  |  WEDNESDAY, NOVEMBER 24, 2010
    [Leads] Ten Lessons Social Media Marketers Can Learn from Email Marketers
    They know that email marketing has an important role in the overall marketing strategy, including providing customer service, improving customer loyalty, acquiring and nurturing leads, CRM and much more. This content becomes a story that leads to word-of-mouth. But there was some irony in it. If you disagree, please say so. Content.
  • CONVERSIONATION  |  WEDNESDAY, JULY 18, 2012
    [Leads] How to Unsuck at Personalization in Marketing
    In numerous reports they rank it as the channel with the highest ROI and best performance in many stages of the customer life cycle and lead management process. So, more personalization doesn’t lead to better conversion rates because of more touchpoints? US open rates of house lists rose 2.6% in the same period. all play a role. Right.
  • HUBSPOT  |  FRIDAY, SEPTEMBER 9, 2011
    [Leads] 5 Ways to Make Your Customers Love You
    Nurture your audience to push helpful content directly to your leads and customers. Here are some additional ways to push content directly to your audience: Nurture Drip/Flow Campaigns: With a good lead nurturing platform, you’re able to send emails to your prospects based on the actions they’ve taken on your site.
  • HUBSPOT  |  FRIDAY, JUNE 8, 2012
    [Leads] 8 Questions to Evaluate if That New Social Network is Worth Your Company's Time
    In this post, we’ll work through 8 questions you can use as a model to help you determine if a new social network will be effective in helping you drive leads and sales for your business. New social networks are born every day. Few achieve the massive success of Facebook, but some do take the internet by storm. Let's get to it. Please.
  • CLIENT BRIDGE  |  THURSDAY, OCTOBER 11, 2012
    [Leads] Bold Social Media Risks
    The company UncommonGoods solicits feedback in a way (requiring an email address) that allows them to convert social media followers into leads. At one time, companies viewed merely being engaged in social media as risky. Now, for most companies, social media has become an essential part of their marketing efforts. View Original Article
  • CLIENT BRIDGE  |  MONDAY, AUGUST 13, 2012
    [Leads] Why Implementing a Good Content Strategy is Good for Business
    Any content on your site that is not accurate can lead to users doubting the validity of your site as a whole and clicking off of it. Think of a content strategy like a map to your destination or goal. Without it you end up on a back country road in the middle of nowhere, where no one can hear you! However, don’t rely on sharing alone.
  • INSIGHTIQ BLOG  |  THURSDAY, JUNE 7, 2012
    [Leads] Prioritization
    Harvard Business Review released a study in 2010 that found multitasking can lead to as much as a 40% drop in productivity (Bergman, 2010) [link]. People often cite prioritization as a personal area of improvement. At work, we not only have to prioritize OUR goals but we need to keep in mind those of our clients, coworkers and managers. 
  • B2B MARKETING UNPLUGGED  |  THURSDAY, APRIL 14, 2011
    [Leads] The Shoemaker’s Children Should Run Away from Home
    ve heard it offered by recruiters who can’t seem to hire anyone to answer the phone, accounting firms that screw up the billing and by a leading IT supplier whose network was down for several days. Me: What’s the deal with your website? Agency Wonk: Well it isn’t optimized for (sniffs) non-Apple (with air quotes) devices. What a load!
  • CLIENT BRIDGE  |  TUESDAY, MARCH 15, 2011
    [Leads] Business Investments that Pay Off
    This lead to better decisions about inventory and marketing. From Entrepreneur magazine, here are ten of the top investments in which business owners can get the best return for their money. This led to coverage in popular regional publications, and the opening was a huge success. Outsourcing Not every task needs to be done in-house.
  • SALES CHALLENGER  |  TUESDAY, DECEMBER 4, 2012
    [Leads] 4 Ways to Measure Coaching Effectiveness
    From merely measuring sales outcomes, leading companies are creating stronger coaching quality indicators by measuring coaching impact quantitatively and qualitatively. But, unfortunately assessing the impact of coaching on sales results is not that simple despite its ability to improve sales performance by up to 19%.
  • THE B2B RESEARCH BLOG  |  FRIDAY, JULY 20, 2012
    [Leads] From insight to action
    So, how can we ensure that insight always leads to action? Sometimes the biggest challenge with customer insight is not doing the research, but doing something with it. You start with determination to put the customer at the centre of decisions.  You carefully design a robust survey.  Then…. Well, nothing. Here are five tips. Be inclusive.
  • CONNECT THE DOCS  |  THURSDAY, OCTOBER 8, 2009
    [Leads] ClickInsights: How should case studies be used in marketing activities versus sales activities?
    Jonathan Kranz's eBook: Making Your Case: Everything You and Your Colleagues Need to Write Compelling, Lead-Generating Case Studies. Your Colleagues Need to Write Compelling, Lead-Generating Case Studies. eBook: Making Your Case: Everything You and Your Colleagues Need to Write Compelling, Lead-Generating Case Studies. Blogs.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, OCTOBER 28, 2013
    [Leads] 3 Topics to Discuss on a Teleprospecting Call
    The best questions are ones that lead to a conversation and cannot be answered with a simple answer, like “yes” or “no.” 'Everyone talks about asking the right questions on the phone and getting quality information… but what topics should you touch upon? Budget: This may not be important for all clients, but it’s good information to have.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JANUARY 26, 2010
    [Leads] Signs of a Burned Out Teleprospector
    Has the quality of their leads diminished? Lead quality is what builds a sales team's pipeline and results in closed business. Tie compensation into the feedback you receive on the leads your team sends over, and this should help to keep quality consistent. No shows generally tie back to lead quality.
  • MARKETING ACTION  |  FRIDAY, JULY 19, 2013
    [Leads] Making the Most of Vertical Marketing
    You may need to devise different metrics; as Gleanster Research notes in “ Lead Lifecycle Analytics: Essential Metrics for Perpetual Revenue Growth ,” “…there is no one-size-fits-all definition for these metrics (and) there shouldn’t be, given the differences in industry verticals…firmographic attributes, and target customer segments.”.
  • WRITTENT  |  WEDNESDAY, APRIL 16, 2014
    [Leads] How Often Should You Update Your Blog? A Data-Driven Answer
    Some of us are familiar with HubSpot’s state of inbound report , which has consistently found that the more blogs you publish, the more traffic, leads, and sales your business will generate. When it comes to lead generation, the companies who were able to blog 3-4 times daily saw by far the best results. Image source : Hubspot.
  • HUBSPOT  |  WEDNESDAY, MAY 1, 2013
    [Leads] How a Simple Email Can Give You Critical Insight Into Your Recipients' Behavior
    This gets our foot in the door, enabling us to begin the process of educating email recipients, nurturing them into qualified leads , and passing them off to our sales teams to close as customers. 'As inbound marketers -- especially us email marketers -- we all but obsess over our clickthrough rates. So how can we improve these numbers?
  • THE EFFECTIVE MARKETER  |  WEDNESDAY, DECEMBER 8, 2010
    [Leads] Marketing Automation Monday is Here!
    How do you setup your scoring system for inbound leads? How do you get a feedback loop established with sales so that you can get better at scoring your leads? which leads turned into closed deals, where did they come from, what programs generated more closed deals, etc.) What is the hand-off process with sales?
  • B2B MARKETING INSIDER  |  TUESDAY, AUGUST 17, 2010
    [Leads] What Is Marketing Acceleration?
    More leads. But we can use the power of acceleration to help our companies achieve greater success in 3 ways: Pipeline Acceleration: increasing the speed of conversion from initial response to lead, opportunity and sale. At the top of the funnel is lead follow-up: this may be the easiest item to consider. Conversion More sales.
  • SYNECORE  |  WEDNESDAY, AUGUST 14, 2013
    [Leads] Reality is Mobile
    This mobile search query then lead me to take action – to another local Goodwill to find the perfect set of second-hand chairs to furnish my apartment (note: project still in progress). opened up my Google Search app and began typing “Goodw-“ and chose “Goodwill MN” from the suggested search queries. So yes - #magical. relevance). proximity).
  • B2B MARKETING SAVVY  |  THURSDAY, OCTOBER 1, 2009
    [Leads] Twitter Experimenting w/New Feature: “Lists”; Marketing Implications Could be Large
    Nick Kallen, project lead for Twitter on Lists, wrote 9/30 about the small test of this new feature with a subset of Twitter accounts.  . Other Twitter Topics: Marketing at Twitter Speed Multiple Account Layering Strategy Social Media: Not Just for Kids Email The Scoopdog Team.  . Now, all that may be changing.  Welcome!
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, AUGUST 22, 2012
    [Leads] 5 Dreamforce Sessions Sales People Must Attend and Why #DF12
    For years, companies have tried, and failed, to implement a closed-loop lead management system. Join us to learn from a leading software company how they achieved this “holy grail” of sales and marketing. The closed-loop lead management system is one of the most elusive business models out there. Tuesday;  11:00 a.m.
  • HUBSPOT  |  MONDAY, NOVEMBER 19, 2012
    [Leads] Facebook to Launch ROI Tracking Tool for Ads
    By tracking the number of conversions -- including sales, leads, or downloads -- advertisers will be able to measure if their Facebook campaigns are working, and if not, what they can be doing to optimize their campaigns for better results. So I'm scrolling through the news this morning, and you know what I saw? Pretty groovy, eh?
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, SEPTEMBER 5, 2013
    [Leads] From the Diary of an Eloquan: How Eloqua University Reminds Me of High School
    could host a party and get a whole bunch of leads. We could filter some of those leads out before they went through to sales. 'by contributor | Tweet this Editor’s Note: Today’s post comes courtesy of Ian Hutchinson , a  Vidyard Video Marketing Specialist who helps modern marketers drive revenue with video.
  • B2BBLOGGERS  |  WEDNESDAY, APRIL 28, 2010
    [Leads] 6 Tips for Understanding the B2B Business Decision-Making Process.
    Buyers fear that a bad purchase decision could lead to loss of time/money/productivity/data/hardware/resources for their business. Tell them the improved workflow will lead to better internal communications, higher team morale, and a better atmosphere around the office. The buyer isn’t spending their own money. Why buy? Use numbers.
  • HUBSPOT  |  WEDNESDAY, JUNE 26, 2013
    [Leads] The 7 Principles of Conversion-Centered Landing Page Design
    This example shows a long straight road, leading your eye to the large rock formation at the top of the photo. Some people will decide they don’t want your product, but it’s better to separate the wheat from the chaff immediately instead of gathering 500 meaningless leads from unqualified prospects. 1) Encapsulation. Landing Page Tip.
  • ONPATH  |  MONDAY, FEBRUARY 7, 2011
    [Leads] Top 10 B2B Tele-Sales Trends for 2011
    The telephone is poised to take the lead role in the method that products are sold. If companies are to use the telephone to leverage the changes in the selling marketplace, they will require skilled tele-sales managers and executives to lead the charge. Article by Jim Domanski, President of Teleconcepts Consulting. The reason?
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, JANUARY 5, 2012
    [Leads] Did You Make A Resolution That Will Help Your Inside Sales Success?
    As a BDR, a constant in having success this year is passing great leads. Mark Hunter, Sales Speaker and Motivator claims that “top-performing salespeople know the secret to getting better prospecting leads is by approaching each day with the attitude that they’re going to be successful.” Ahhh Resolutions.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, JUNE 11, 2010
    [Leads] Weekly Teleprospecting Recap
    Instead of worrying about the volume number for lead generation, start focusing on showing pipeline transitions, sales accepted leads and closed deals. That's what leads to marketing accountability.". Nurture the 70% of the leads you produce that would normally go to waste. Great blogs this week! Monday June 7th.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, JUNE 10, 2010
    [Leads] 4 Tips for Sale Reps to Get Better Results from Inside Sales Teams
    Occasionally, when we follow up on our passed leads, the feedback is that they never occurred. Working directly with the Sales reps has been the most helpful tool in enhancing my performance levels, and thus the amount of leads I commit to client pipeline. How can we avoid this huge waste of time? Calendar invitations can be gold.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, MAY 11, 2010
    [Leads] How to Deal with Slacker Sales Reps and Optimize Sales Prospecting
    Another suggestion would be to make all the fields you need to track required when they are entering lead notes into your system. 2) Team Meetings: Marketing, Sales & the Teleprospecting teams need to meet regularly (ideally once a week) to review all leads passed to the outside sales team. So where can we take it from here?
  • GREAT B2B MARKETING  |  FRIDAY, APRIL 22, 2011
    [Leads] Outside-the-Box B2B PR Strategies
    Aggressive public relations can have an enormous impact on awareness and lead generation, and even more so if you think outside the box. Every B2B company has its own identity, target market and products or services.  But all have one thing in common.  Make it personal – There are two important ways to make your PR personal.
  • SAVVY B2B MARKETING  |  FRIDAY, FEBRUARY 18, 2011
    [Leads] Savvy Week in Review - February 18
    Customer references & solutions marketing: Building blocks for business impact by @ robleavitt Based on his review of leading customer reference programs and industry data, Rob Leavitt of Solutions Insights highlights the six key elements of a successful program It's been a tough winter for many us. Classic. Those naughty Facebook people.
  • SAVVY B2B MARKETING  |  FRIDAY, JUNE 25, 2010
    [Leads] Savvy Week in Review - June 25
    Think and Act Like Your Customers - by @sda222 via @HarvardBiz This quick article reminds us "thinking like the customer" may actually mean using competitive products - but this can lead to great insights. Happy Friday, everyone! Enjoy! Go forth and be social, B2B! Brief, but - yes - insightful and thought-provoking.
  • B2BBLOGGERS  |  TUESDAY, AUGUST 24, 2010
    [Leads] Exclusive Interview With SAP's Director Of Social Media - Michael.
    So the answer really comes down to how well we are supporting our corporate strategy through social media vs. measuring the number of leads or amount of sales we generated. One of the ways we are delivering on that vision is through interviews with B2B marketers. Enjoy the read. Michael: Our customers are passionate. It’s about being real.
  • MARKETING ACTION  |  THURSDAY, APRIL 10, 2014
    [Leads] 5 Ways of Ensuring Real ROI in Social Media
    That argument has been won by those who use social as a tool for engagement and brand awareness: a 2013 Aberdeen Group study , for instance, found that 70% of leading companies generate highly valuable inbound traffic through their social pages. In essence, it’s tough to know what ROI looks like when it comes to social. 5.      Stay useful.
  • BLOG MY CALLS  |  FRIDAY, OCTOBER 18, 2013
    [Leads] 100 Conversation Analytics Blog Posts in 50 Days
    Leads increased. 'We''re doing it again. You may remember in early 2013 we did something a little crazy, a little wild, a little wacky. We wrote 150 blog posts in 50 days. Organic traffic increased. In short: writing 150 blog posts in 50 days worked. So, we''re doing it again.sort of. We will write 100 blog posts in 50 days. 3) Own the space.
  • BLOG MY CALLS  |  MONDAY, MAY 13, 2013
    [Leads] Phone Calls: Where Da Gold At?
    It can measure things like lead score, sales readiness, pricing sensitivity, competitor mentions, and a host of other things. 'Do you remember this video? Chances are you''ve seen it. It has over 22 million views on YouTube. This is hard hitting news story in Mobile, Alabama about a leprechaun hiding, possibly, in a tree. This is Edward R.
  • HUBSPOT  |  FRIDAY, APRIL 29, 2011
    [Leads] How to Cultivate an Inbound Marketing Mindset
    Calculate how much traffic and leads you need to achieve your revenue goal. If you’re going to approach inbound marketing from a business mindset, you’ve got to start with a revenue goal and know how it ties into key performance metrics like traffic, leads and sales. And that means getting into an inbound marketing mindset.
  • HUBSPOT  |  TUESDAY, AUGUST 16, 2011
    [Leads] 4 Helpful Tools for Identifying the Right Keywords
    This tracking feature allows you to see which keywords are actually driving traffic and leads, and to continue optimizing your keywords over time based on this information. The key to successful SEO is concentrating on long-tail keywords. The Importance of Relevance. Remember, the more specific you are, the better. Location-Based Keywords.
  • DIGITAL BODY LANGUAGE  |  MONDAY, MARCH 15, 2010
    [Leads] Membership has its Privileges; Best Practices IP vs. Social CRM
    Last week we opened up public access to Eloqua’s best practices community portal where the biggest and most vibrant community of marketers gets to work, tackles challenging business problems, and builds the lead management processes that power their businesses. I wrote recently about our decision to expose our pricing publicly on our website.
  • HUBSPOT  |  WEDNESDAY, DECEMBER 18, 2013
    [Leads] How Hard Can YOUR Company Blog? Announcing the 30-Day Blog Challenge
    Did you know that HubSpot customers who write just 3-4 blog posts per month get 20 more monthly lead submissions, 800 more monthly site visits, 60 more Twitter followers, and 50 more Facebook Likes than customers who only write 2 blog posts per month? 'New Year''s Day is right around the corner. Keep reading to learn how. Interesting! Oh yah.
  • SOCIAL MEDIA B2B  |  TUESDAY, NOVEMBER 15, 2011
    [Leads] Pre-Order The B2B Social Media Book and Get Free Bonus Chapter
    We focused on lead generation because once marketers can tie social media to a company’s bottom line revenue the conversation about social media adoption across the organization becomes easier. One of the ideas that we promote in the book is that you can use additional content to power offers and generate leads.
  • MODERN B2B MARKETING  |  WEDNESDAY, NOVEMBER 27, 2013
    [Leads] Should Hospitals be on Facebook? Social Media Marketing for the Healthcare Industry
    Challenges in creating a secure monitoring system, which could potentially lead to charges of malpractice. 'Author: Chase McMichael Across industries, sophisticated organizations are now committing both time and money to their social media marketing campaigns. survey of 1,060 U.S. Challenges in producing factually accurate content. ” .
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 19, 2012
    [Leads] 4 Unproductive Sales Gripes Marketing Needs to Anticipate
    Sales reps are trying to respond to individual leads. by Michael Martin | Tweet this If enabling sales is one of your goals in 2012, then marketing is going to have ask the sales reps what they need. But if you go into the process unfocused and unprepared, you’re likely to run into some common, unproductive gripes from salespeople. Quick!
  • IT'S ALL ABOUT REVENUE  |  MONDAY, NOVEMBER 7, 2011
    [Leads] Chart: Groupon, LinkedIn & The Blurring of B2C and B2B Marketing
    This could lead to an increase in business buyer web traffic, even when compared to their consumer counterparts. by Paul Teshima | Tweet this Groupon’s IPO rocked the market on Friday ( 2 nd largest tech IPO since Google ) raising over $700 million, just on the heels of LinkedIn’s IPO success a few months ago (3 rd largest since Google). 
  • SALES CHALLENGER  |  WEDNESDAY, OCTOBER 26, 2011
    [Leads] 6 Keys to Influencing Customers
    Reps can essentially lead customers through the sale and provide guidance on the next steps to take. We call this approach of leading customers through the purchase process Commercial Coaching. Loss Aversion —a tendency to prefer choices designed to prevent losses over choices designed to obtain gains.
  • MODERN B2B MARKETING  |  FRIDAY, MARCH 15, 2013
    [Leads] 6 Reasons Why Your Company’s Facebook Page is Unattractive
    In fact, purchased images of models have been shown to be 95% less effective at generating leads than their authentic counterparts. by Dayna Rothman I am pleased to welcome Helen Nesterenko as today’s guest blogger. Helen is the founder of writtent.com. Can you believe that Facebook’s Timeline feature is nearly a year old?
  • BUSINESS GROWTH DEVELOPMENT  |  SUNDAY, MARCH 20, 2011
    [Leads] Strategies For Demand Generation
    Demand generation for new ideas starts by leading with the reason for change. On the other hand when it comes to promoting a relatively new product or service, more common in the hi-tech markets, which nobody yet knows is available or even possible you need to lead with the reason first, not the product or service.
  • THE ROI GUY  |  WEDNESDAY, MARCH 23, 2011
    [Leads] Alinean recognized by BtoB Magazine’s as one of Top Agencies for 2011
    With the economic recovery in 2010, top advertising firms and interactive agencies were finally able to report the return of healthy growth, according to BtoB Magazine's 2011 Top Agency Report. At Alinean, we were very pleased to be recognized by BtoB Magazine as one of the Top Agencies for 2011.
  • BUSINESS GROWTH DEVELOPMENT  |  SUNDAY, MARCH 20, 2011
    [Leads] Strategies For Demand Generation
    Demand generation for new ideas starts by leading with the reason for change. On the other hand when it comes to promoting a relatively new product or service, more common in the hi-tech markets, which nobody yet knows is available or even possible you need to lead with the reason first, not the product or service.
  • BUSINESS GROWTH DEVELOPMENT  |  TUESDAY, FEBRUARY 1, 2011
    [Leads] 16 Things That Top Sales People Don’t Do
    Top sales people don’t use cold calling to generate qualified leads.  Top sales people don’t lead with products or technology, instead they lead with a problem or a desire that needs to be fulfilled and show people how they can achieve that. So what is it that top sales people do that makes them the best at what they do ?
  • VISIONEDGE  |  TUESDAY, DECEMBER 31, 2013
    [Leads] Is Your Marketing Measurement Resolution on Track?
    The metrics you  selected will demonstrate our Marketing is impacting the business and serve as good leading indicators.  . 'Happy New Years Eve to everyone! 2013 is coming to a close and we are on the threshold of 2014; for those of you across the globe, happy New Year! If so, join the ranks of tens of thousands of marketers who did.
  • WEBBIQUITY  |  MONDAY, FEBRUARY 17, 2014
    [Leads] How to Promote Blog Posts: 200+ Ideas from Eight Experts
    In addition to their SEO benefits and role in maximizing web presence for brands , blogs produce sales and leads. 'Company blogs have become virtually essential, and very powerful, component of digital marketing. If no one sees your content, what good is it?” Which content promotion tools are most useful?
  • THE POINT  |  TUESDAY, JUNE 1, 2010
    [Leads] Can Games Play a Role in B2B Marketing?
    We’ve built a game for a leading hotel chain to communicate new upgrades at the hotel’s properties to travel agents, along with a call to action to enter a sweepstakes. Could games be a potentially viable form of “content&# to weave into lead generation, database marketing, or lead nurturing campaigns? Demand generation?
  • B2B MARKETING TRACTION  |  THURSDAY, MARCH 29, 2012
    [Leads] B2B Marketers: Integrate Marketing for Response Compression
    Integrated marketing leads to response compression. Then, because the software company knows that 70% of trade show leads never get followed up on, in two days Joe gets a phone call from the company’s sales rep. Blog entry excerpted from the Marketing chapter written by Jennifer Beever in The Book on Business from A to Z.
  • B2B MARKETING TRACTION  |  THURSDAY, JANUARY 27, 2011
    [Leads] You Bought the Pitch – Are You Getting Results?
    The pitch can feed an emotional buy and lead us to act based on intuition not facts. Tweet. More business owners have come to me recently saying they bought the marketing or PR pitch, spent a lot of money, but didn’t get adequate results and return on their investment (ROI). What is it about the pitch that makes us want to buy?
  • SAZBEAN  |  FRIDAY, OCTOBER 18, 2013
    [Leads] How Online Content Can Drive Your Business Growth
    So, the next question is how to get their attention and to lead them to your service offering. 'growing (Photo credit: nonanet) Every day thousands of people go online in search of useful information or communication through social networks. This is where your prospective customers are. Design Strategy
  • WEBBIQUITY  |  TUESDAY, OCTOBER 8, 2013
    [Leads] 21 of the Best Social Media Marketing Guides of 2013 (So Far)
    In what is possibly the best post ever about how to calculate the ROI of social media activities, Angie Schottmuller provides not just one or two but more than a dozen different formulas for tracking different types of return on investment, broken down into categories such as advertising value, content value, support value, and lead and sales value.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, MAY 24, 2013
    [Leads] Sales Prospecting Perspective Weekly Recap – Week of May 20, 2013
    Sometimes, leads need to be nurtured, like plants, in order for them to grow into opportunities. However, as a result of employee turnover or a change of accounts, often leads fall into what Mike calls a “black hole.” 'It’s the end of May, and the long summer months are approaching. Now, on to this week’s recap. Monday, May 20, 2013.
  • B2B MARKETING INSIDER  |  TUESDAY, DECEMBER 21, 2010
    [Leads] Augmented Reality For B2B Marketing in 2011? | B2B Marketing Insider
    Michaels B2BMarketingInsider blog is dedicated to sharing the ideas, topics and marketing strategies that drive real results like sales, leads, and higher customer loyalty. Share If you’ve ever seen Star Trek, Minority Report or just about any other movie based in the future, you have seen augmented reality in use, albeit in a future vision.
  • B2B MARKETING INSIDER  |  WEDNESDAY, FEBRUARY 19, 2014
    [Leads] Need New Customers? Get Happy Employees
    Their measurement activity leads to actions. 'According to Gallup’s “ State of The Global Workplace ” report, only 13% employees around the world are actively engaged in their jobs, finding satisfaction in their work and focused on creating value for their employer. Why is this important for marketing strategy? Need proof?
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, MAY 3, 2012
    [Leads] Be Prepared And Make The Most Out Of Your 30 Minutes!
    My Director, Matt Fitts , does a really good job of leading a structured call that touches upon each of these points. On our call, we were able to reschedule opportunities, get a sense of where the new leads were in the client’s pipeline, and come up with some new target organizations. Trust me, you’ll surprise yourself
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, NOVEMBER 15, 2011
    [Leads] Tips On Commanding Respect While Teleprospecting Tough Prospects
    Here is simple example of a way to turn a conversation around that isn’t getting off to a great start: Marketing Executive : “We’re already generating more than enough leads for our sales team.” How are you making sure the best quality leads are landing in front of your sales team?”
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, AUGUST 25, 2011
    [Leads] How To Avoid FrankenMarketing!
    Adding an automated marketing tool will not increase your revenue if there is no one to fully follow up on the leads it produces. Hiring an outsourced lead generation firm is a waste if there is no process to pass the leads to sales and track their rate of forecast. My wife is constantly planning. call this Franken-marketing.
  • SALES CHALLENGER  |  MONDAY, JUNE 27, 2011
    [Leads] Crossing the Sales and Marketing Divide
    to more tactical questions like “who should own the lead generation process?”. The SEC has studied Sales and Marketing Integration quite a bit over the last few years, and whatever the question, the answer almost always leads back to two things:  Ownership and Leadership. And then continue to reinforce the strategy and stay the course.
  • BLOG MY CALLS  |  MONDAY, MAY 6, 2013
    [Leads] Do Clicks Even Matter in Local Marketing? The Case for Call Tracking
    Local marketers say phone calls are BY FAR their most valuable lead source they have. 70% of all engagements between new customers and businesses occurs over the telephone and customer phone calls convert at a rate of up to 5x greater than online search-based leads. That means more valuable leads. The Local Search Boom. billion.
  • SYNECORE  |  THURSDAY, APRIL 11, 2013
    [Leads] Why Every Business Should Have a Responsive Web Design
    From a business marketing perspective, these arguments lead to two broad conclusions: The company website is a brand’s primary or secondary (for some, social is the primary) hub - the core of its online presence, As such, every brand should have a website that is fully optimized for as many mobile devices as possible. THE INTERNET OF THINGS.
  • SAVVY B2B MARKETING  |  MONDAY, JUNE 15, 2009
    [Leads] Are You Forging a Connection or Burning a Bridge?
    But you can lead them in the right direction by aligning your site content with the buying cycle and buyer roles, and by writing titles and executive summaries that clearly spell out the intended audience and what the paper covers. How many white papers have you read that are the equivalent of a glorified brochure? Probably too many.
  • FEARLESS COMPETITOR  |  TUESDAY, JUNE 5, 2012
    [Leads] Congratulations on new Marketing Automation Software! Are You Ready to Take Care of It?
    If not, check out the SCORE demand generation program from sales lead generation firm Find New Customers. Working with a young software firm who is a customer of Marketo , made me think of this analogy: Marketing Automation is like a St. Bernard dog. Marketo has terrific software – powerful and easy to use. They both eat a lot!
  • FEARLESS COMPETITOR  |  MONDAY, MAY 21, 2012
    [Leads] Don’t sponsor Marketing Made Simple TV unless you’re absolutely sure
    Leads from the show will be shared with you and we’ll put your logo on TV and mention you on the show. I shouldn’t be telling you this, but the online marketing show, Marketing Made Simple TV is looking for a few smart sponsors. We have a maximum of 8 full sponsors and only 1 sponsor per category is allowed. Don Peppers.
  • FEARLESS COMPETITOR  |  TUESDAY, APRIL 17, 2012
    [Leads] Meet the President of Find New Customers at the B2B Content2Conversion conference in New York City on April 24th
    Meet Jeff Ogden, President of the lead generation company Find New Customers at this content marketing event next week. Content2Conversion   #B2BContentEvent It’s sold out! The Times Center, 242 West 41st St, New York City, NY 10036 on April 24th. How will you recognize Jeff? Fortunately, it’s easy. Hope to see you there!
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 14, 2012
    [Leads] Why Every Business Executive Needs to Create an About.Me Profile
    He was recently named as one of the  Top 50 experts in Sales Lead Management. If you are like most business executives, you’ve worked long and hard on your Linkedin profile. You have keywords, recommendations, and even (as I do) common misspellings of your name. Check out the profile of  Jeff Ogden of Find New Customers. Nah, too informal.
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