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  • MARKETING ACTION  |  WEDNESDAY, MAY 29, 2013
    [Leads] Act-On Inbound has arrived
    The result: more leads, conversions and revenue through a new set of marketing channels. You’ll see impressions and clicks, right on through to the actual leads that you get when someone searches for one of your keywords or clicks one of your paid ads. Let’s break it down: Buyers are searching. Get found! Measure your results.
  • FEARLESS COMPETITOR  |  THURSDAY, NOVEMBER 3, 2011
    [Leads] How to Do Great Marketing with (Almost) Zero Money
    In our case, we turned a popular blog article, 7 Keys to Successful Lead Nurturing into a very slick looking Cheat Sheet. Jeff is the president of Find New Customers , a demand generation consulting company with the theme “Lead Generation Made Simple” and the goal to transform the world of B2B marketing. Or watch this Slideshare: _.
  • HUBSPOT  |  FRIDAY, JANUARY 14, 2011
    [Leads] Communicating With Your Customers: A Marketer’s Analysis
    HubSpot communicates actively with its leads as well as its customers post-sale. Landing pages and capture forms help to associate direct traffic with lead conversion from inbound content. In one case, there was a six-month window between a lead filling out a form and first contact by a sales representative. Photo by: msandy.
  • HUBSPOT  |  TUESDAY, MARCH 8, 2011
    [Leads] Study: LinkedIn Is More Effective for B2B Companies
    Participants were asked to indicate if their business had acquired a customer from a lead generated by Facebook, LinkedIn, Twitter, or the company blog. The latest findings from HubSpot's 2011 State of Inbound Marketing report show that the effectiveness of particular social media channels varies according to the type of business.
  • WEBBIQUITY  |  MONDAY, SEPTEMBER 24, 2012
    [Leads] Eight Ways to Rock at Your Job (or Get a Better One)
    However, being able to say that social media produces sales leads at x % lower cost than other sources and furthermore that these leads have a y % higher close rate will get C-level attention. You’re smart, hard-working, and loyal as a dog. So why hasn’t your career taken off the way you had hoped? Be Passionate. Be Social.
  • VOICE-BASED MARKETING  |  MONDAY, JUNE 30, 2014
    [Leads] High Marketing IQ: Learn From Today and Optimize Tomorrow
    'Alright, truth serum: Have you ever created an off-the-cuff marketing campaign to generate some leads but opted out of implementing the necessary tools to analyze performance? Maybe not, but it can be when marketing teams are equipped with the most up-to-date marketing automation solutions to track, measure, and optimize all leads.
  • BLOG MY CALLS  |  THURSDAY, NOVEMBER 21, 2013
    [Leads] Contact Center: Did Your Agent 'Own' The Call?
    It can literally track of the caller was a qualified lead, if the caller was sales ready, if the caller was concerned about price, and even if the caller purchased something or set an appointment. 'Conversation Analytics can mine nearly 50 ''indicators'' out of phone calls. The Importance of Agent Ownership. Has the agent owned the call?
  • BLOG MY CALLS  |  FRIDAY, NOVEMBER 8, 2013
    [Leads] Conversation Analytics: 5 Use Cases for the 'Ask for the Business' Metric
    This will help future sales reps know how far down the funnel the lead is. 'Conversation Analytics can track if phone agents asked a caller if they wanted to buy something. It can literally determine if the agent/salesperson asked for the business. How the heck does it do that? Why Does Asking for the Business Matter? TIMES. It is important.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, DECEMBER 19, 2012
    [Leads] Personalizing With Purpose
    Disjointed marketing and sales practices are leading to frustrated and disgruntled customers when they are forced to rehash the same details whenever they switch between channels. Posted in CRM eCommerce Personalization. Most e-commerce sites still struggle to leverage the growing wealth of customer data to which they have access. billion.
  • CONNECT THE DOCS  |  TUESDAY, DECEMBER 8, 2009
    [Leads] ClickLaunch: Jonathan Kantor's Crafting White Paper 2.0
    Jonathan's experience with white papers is also coupled with over 25 years of enterprise business experience with leading industry innovators such as Apple Computer, Microsoft, Digital Equipment Corporation, and J.D. This translates into greater leads, and a better opportunity to turn a potential customer into an actual customer.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, AUGUST 6, 2013
    [Leads] Teens increasingly moving the conversation to Twitter
    by Barry Ricks Related Stories Social media research, customer insight, and the power of the one 5 Great ideas to unleash business benefits from Twitter Lists Few brands driving online influence and advocacy, study shows Twitter leads Fortune 500 social media surge Is time running out for establishing your social media strategy?
  • HUBSPOT  |  FRIDAY, MARCH 22, 2013
    [Leads] How Opting People OUT Can Actually Improve Your Email Marketing
    From there, you can order your names by the random number and select a grouping of leads. Your ESP and CRM should make it easy for you to create a segment of unengaged or unreachable leads that you can easily target with a custom message. Another strategy could be to create a list of leads that haven’t opened any of your emails.
  • B2B MARKETING INSIDER  |  THURSDAY, APRIL 18, 2013
    [Leads] Marketing Transformation: 3 Leadership Skills You Need To Succeed
    After seeing the report, I reached out to SAP’s CMO, Jonathan Becher (@ jbecher ) who is leading the marketing transformation effort here at SAP. 'Has the rise of digital, social and mobile technologies affected your marketing organization? Simple advertising campaigns and tactical approaches to gain new customers are no longer enough.
  • WEBBIQUITY  |  TUESDAY, MAY 22, 2012
    [Leads] For Social Business, Remember the 90-9-1 Rule
    According to recent research from McKinsey , “companies that adopt social technologies can see a 50% increase in customer satisfaction, 48% increase in business leads, and 24% increase in revenue. ” This was hogwash of course. Sales is Sales’ job.
  • WEBBIQUITY  |  TUESDAY, MAY 31, 2011
    [Leads] Trust Me: Why Trust is Crucial for Business Success, and How to Built It
    That’s why blogging is important (as a way to educate, inform and even entertain, without blatant selling) as is social media (for answering questions and building online relationships that lead to positive third-party coverage and comments). Half-jokingly, I told her not to worry, I can build her business without her. Before the Sale.
  • SALES INTELLIGENCE VIEW  |  MONDAY, NOVEMBER 8, 2010
    [Leads] 15 Social Selling Articles to Start Your Week and a Fun Video.
    B2B Lead Generation Blog Why Buyers Don’t Like Salespeople – Eye on Sales Call Me Back, Please! Finding an “In” – B2B Buzz Why Lead Management [.]. Closing the loop: Why don’t sales people update the CRM and what can be done about it? – Dig It! The Rise of Social CRM – Sales 2.0
  • HUBSPOT  |  TUESDAY, APRIL 12, 2011
    [Leads] 3 Steps for Marketers to Take Leadership
    This is a guest blog post by Mike Gospe, an author of The Marketing High Ground and a speaker at our Lead Generation Quick-Start Series. Instead, the real long-lasting value a marketer can bring is to rise to the role of leading the executive team, and by extension the rest of the organization, to the high ground. Far from it.
  • SALES CHALLENGER  |  MONDAY, AUGUST 12, 2013
    [Leads] The Challenger Approach to Opportunity Management
    Instead of shaping demand through insight, these sellers gravitate to customers with pre-defined needs – a siren song leading to many RFPs and low win rates. 'It may have taken less than a day; or perhaps a week, for those on vacation. What took so little time? or, “How do I embed this in my CRM?”. Wrong.
  • B2B MEMES  |  MONDAY, SEPTEMBER 19, 2011
    [Leads] E-Books: The Next Front for Journalists in Transition
    Will it make them a lot of money or lead to a more traditional book contract? Over the weekend, I read a couple of blog posts that highlighted for me the shifting battlefront in the digital-media wars. Twitter is no longer a matter for debate among thinking journalists. The next front is something quite different: e-books. Probably not.
  • SAZBEAN  |  MONDAY, JANUARY 3, 2011
    [Leads] 7 Social Media Resolutions to Improve Customer Engagement
    Here are some social media resolutions that can improve your customer engagement and lead to true return on investment (ROI). Being on social media is nothing new. lot of businesses are on social media. Many are even spending a lot of time and effort on social media. But are they using social media to actually engage their customers?
  • LEDGER BENNETT  |  SUNDAY, MAY 12, 2013
    [Leads] Sirius Decisions Summit summed up in tweets
    Dell reports a 1 day delay in sales response has a 10pt reduction in lead conversion. Not every lead is an opportunity handed on a plate; there''s works that needs to be done. Lead scoring should be simple for end-user (sales); keep complex. Content Marketing. Let''s start with the hot topic of 2013, Content Marketing. Meryl K.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  THURSDAY, MARCH 20, 2014
    [Leads] Why You Must Frame Your Sales Conversations With Assumptions
    'From the first day I started selling, I was told that I should never, ever assume – that it would only lead to failure. Instead, I was supposed to be consultative, learning about a prospect''s situation before I made any definitive recommendations or pronouncements. Well, today things are different. Let me show you what I mean.
  • THE POINT  |  TUESDAY, FEBRUARY 8, 2011
    [Leads] Report: B2B Blogging Trends in 2011
    Specifically, smart B2B marketers will wake up to the fact that blogs can also be prime sources of a) search traffic, and b) net new sales leads. Tony Karrer and Tom Pick, founders of the popular B2B Marketing site B2B Marketing Zone just released a compelling report on B2B Blogging Trends in 2011.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, SEPTEMBER 17, 2014
    [Leads] Does Content Marketing Really Have a Confidence Problem?
    You may measure leads and traffic. You may measure leads and traffic. 'By Eric Wittlake, {grow} Contributing Columnist You’ve seen the CMI  content marketing research stat: only 42% of B2B marketers believe they are effective at content marketing. What’s going on here? Low confidence in success. But are they really?
  • MODERN B2B MARKETING  |  TUESDAY, JUNE 11, 2013
    [Leads] Stop Whining about Edgerank and Do Something About it
    If Facebook decided to go the Twitter fire-hose route it would lead to a cluttered newsfeed disaster of crap content. Giving up on Facebook or any of these channels too early will only lead to missed opportunities. 'Author: Jason Miller It continues to happen each and every day. Why Edgerank is a Good Thing. Of Course You Are.
  • TRADESMEN INSIGHTS  |  TUESDAY, JULY 2, 2013
    [Leads] Manufacturers: What are you Trying to Accomplish With Your Content Marketing?
    Increase leads. 'So you’re creating content and are using both traditional as well as social media to get the word out. The key question is, what are you trying to accomplish? Have you set goals and identified the appropriate target market you want to go after? Her metrics support your content marketing goals. Build your brand.
  • 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.
  • CONTENT MARKETING TODAY  |  SUNDAY, MARCH 18, 2012
    [Leads] Is Clever Better? Witty versus Search-Engine-Optimized Headlines–Kuno Creative
    after Jeremy Lin came out of nowhere to lead the New York Knicks to several straight wins. Written by Brianne Carlon. good goal for headlines is to evoke emotion in some way. Whether it is amusement, curiosity, joy or sorrow, intriguing a reader is the biggest responsibility of a headline. Linsanity!” Admittedly, these are amazing headlines.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JANUARY 6, 2014
    [Leads] How to Write an Effective Sales Prospecting Email
    Along with a short and organized email format, persistence is also necessary when trying to gain qualified leads. 'You wake up in the morning and check your email on your phone, tablet, or laptop. You get to work and you check your work email. You delete some emails, save some for reading later, and reply to others right away.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, NOVEMBER 21, 2013
    [Leads] Square Peg, Round Hole: Align Prospects & Employees to Company Goals
    Expectations are most often not aligned as well as they should be, which leads to process and production problems. 'I’ve been in sales a long time. More years than I care to count. My management team and I spend a great deal of time thinking about how we can innovate our processes to deliver more value to our customers. How exciting!
  • MARKETING INTERACTIONS  |  MONDAY, MAY 12, 2014
    [Leads] B2B Marketers Need to Understand Technology
    Analytics that Lead to Insights. 'I attended a webinar this morning, What Marketers Need To Know To Achieve Content Marketing Success , with Robert Rose and Steve Walker. It was a good session focused on the technology needed to empower content marketing. You should go listen to it. Robert answered the question with the notion of awareness.
  • HUBSPOT  |  WEDNESDAY, OCTOBER 3, 2012
    [Leads] Are Facebook Clicks Totally and Utterly Meaningless?
    We also look at the cost per lead, and I think that metric is what's most important, because we do a bunch of different campaigns -- from ad campaigns to Sponsored Stories. If we can do less work (spend less, and get more leads) we're going to focus on that. Clicks don't matter. Wait, what? The "Clicks Don't Matter" Argument.
  • DIGITAL VOICES  |  MONDAY, JANUARY 13, 2014
    [Leads] 3 SMAC Stack Predictions for the New Year
    In order to raise your brand’s awareness and generate leads organizations are going to have to run specialized, targeted and socially engaging campaigns. Recent statistics claim that Gamification can lead to a 100% to 150% pickup in engagement metrics. 'From a technology perspective, 2013 was an exciting year to be a marketer.
  • WEBBIQUITY  |  WEDNESDAY, APRIL 17, 2013
    [Leads] How to Tame Panda and Penguin with WPO
    But done well, a blog fosters social engagement, improves organic search results and generates leads. 'Google’s Panda and Penguin updates have irreversibly changed the practice of SEO. At a high level, both updates are designed to clamp down on “artificially optimized” web pages (e.g., WPO Tactics for Panda and Penguin.
  • THE FORWARD OBSERVER  |  WEDNESDAY, DECEMBER 5, 2012
    [Leads] What B2B Marketers Can Learn About Social Media From The US Air Force
    Artillery B2B Marketing Blog > The Forward Observer B2B marketers who adopt top-flight social media policies and best practices can lift their profile, generate better quality leads and grow their business. Because of limited understanding and skill sets, many B2B companies have not fully embraced social media. Air Force.
  • BIZNOLOGY  |  FRIDAY, FEBRUARY 7, 2014
    [Leads] Getting back to marketing basics
    While social sites can be a wonderful place to listen and engage in the conversation, focusing only on the “squeaky wheels” can lead one astray.  '(Photo credit: Wikipedia). They cite increases in followers, likes and visits and celebrate their successes.  Too often this distinction is not thought through. 
  • MARKETING INTERACTIONS  |  WEDNESDAY, MARCH 12, 2014
    [Leads] Is Your B2B Content Just a Pit Stop?
    Reading more than one piece of content on a topic should increment lead score and even trigger more to test the level of that interest. 'B2B marketers have taken up the challenge to create great content. They're investing time, effort and money into content marketing. People are reading their content. But, effectiveness remains elusive.
  • SAVVY B2B MARKETING  |  WEDNESDAY, OCTOBER 27, 2010
    [Leads] Savvy Speaks: What Makes a GREAT Case Study?
    Because today's empowered prospects don't need to interact with your sales reps for content, your case studies need to lead them to the next logical step in the process. Ah, the case study. short, sweet and to-the-point story with a happily ever after ending that is sure to have clients clamoring for your solution. Be conversational.
  • VIDYARD  |  MONDAY, AUGUST 11, 2014
    [Leads] How Google’s Hummingbird Update Changed Video SEO and What you can do About it
    The more your content is shared, the more it can be discussed which in turn can lead to more inbound links to your website. Finally, by placing calls to action within a video, including a link to a lead generation form, you can assess which videos had the greatest impact. Understanding User Intent. That is something a human would do.
  • TRADESMEN INSIGHTS  |  TUESDAY, MAY 25, 2010
    [Leads] 6 Tips to Make Your Blog More Successful in Reaching the.
    You must consistently feed your inbound marketing machine with rich content or you will see a slow-down in traffic, search engine results and prospective client leads. No content = no fuel = no traffic = no new business leads. blog should be central to your company’s social media strategy for new business. Be consistent. It’s true.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, FEBRUARY 13, 2012
    [Leads] The Secret History of Pinterest — REVEALED!
    Where will this all lead? Do you feel like you woke up a week ago and Pinterest had taken over the world? I read on Twitter (so it is true, of course) that Pinterest is now bigger than Google, will be running for President of the United States, and is recording an album of Justin Bieber cover songs. Except me. have it all figured out. I know!
  • VOICE-BASED MARKETING  |  THURSDAY, JUNE 19, 2014
    [Leads] 4 Times You’re Going to Wish You Had a Phone Number on Your Website
    Your CEO Wants You to Drive More Leads. This one ties into the above, because those missed opportunities we’re referring to in the previous sections are all about the leads you might be missing out on. We have a contact us box!” some will squawk. We handle customer inquiries on social media!” others will brag. Want to learn more?
  • ANNUITAS  |  TUESDAY, AUGUST 12, 2014
    [Leads] From How Much Content to How to Stand Out – Q&A with Robert Rose
    But, primarily, my role is to lead and manage CMIs Consulting/Advisory, Education and Technology divisions. So, I work with companies (mostly larger enterprises) to both conduct workshops on Content Marketing, as well as lead consulting and advisory services for helping enterprises operationalize the practice of content marketing.
  • MEASURABLE MARKETING  |  TUESDAY, DECEMBER 6, 2011
    [Leads] Email Content: Best Practices Every Marketer Should Be Aware Of
    Whether it’s attracting new customers, nurturing leads, developing loyalty or transactional messaging, there are standard best practices for email content. Email marketing plays a fundamental role in today’s. marketing efforts. • Is the privacy policy clearly accessible? Engagement. Action. Word-of-Mouth. Metrics.
  • AGILE B2B COPYWRITER  |  FRIDAY, DECEMBER 3, 2010
    [Leads] K’s Top Five for the Week – December 3
    B2B Lead Nurturing and Social Media by @ardath421. Tweet This week’s list of picks features articles and posts with a heavy emphasis on content marketing. As you’ll see in the article from eMarketer, content marketing isn’t really an option anymore. It’s a must-have. Enjoy! 2011 Trends: Content Marketing is Critical via @emarketer.
  • HUBSPOT  |  WEDNESDAY, JULY 7, 2010
    [Leads] How to Turn a Brilliant Idea Into Big Business
    It is critical to have chemistry with your lead investor, not the lead firm but definitely the lead partner. Yes, the link does not lead anywhere. Lead through vision and core values. We all have great ideas. One of the best way to do this, is to learn from others who have made this type of success happen.
  • THE ROI GUY  |  WEDNESDAY, AUGUST 3, 2011
    [Leads] Alinean Builds on Momentum for a Strong Second Quarter 2011
    Our customers have embraced the fact that interactive, relevant, value-focused content aligned to facilitate the buyer's decision making process leads to higher conversions, shorter sales cycles and less discounting," said Jefre Futch , President and CEO of Alinean. Pisello Alinean
  • BUSINESS GROWTH DEVELOPMENT  |  MONDAY, MARCH 21, 2011
    [Leads] How To Get Referrals
    As long as your costs are covered offer a reduced price to customer who are willing to pass you a set of warm leads. Stipulate the number of leads, say 3 or more and ensure that your customer have spoken to each lead and they are open to you reaching out to them. So what should you be doing to get more referrals ?
  • BUSINESS GROWTH DEVELOPMENT  |  MONDAY, MARCH 21, 2011
    [Leads] How To Get Referrals
    As long as your costs are covered offer a reduced price to customer who are willing to pass you a set of warm leads. Stipulate the number of leads, say 3 or more and ensure that your customer have spoken to each lead and they are open to you reaching out to them. So what should you be doing to get more referrals ?
  • BIZNOLOGY  |  TUESDAY, JANUARY 7, 2014
    [Leads] Fulfill your resolution to blog in 11 steps
    King of all blogs is Seth Godin and he uses TypePad as his blog hosting site, sethgodin.typepad.com — so, even though I tend to lead with clever domain names and sassy titles, you really don’t need them. 'So “blogging” is on your 2014 New Year’s resolution. Good for you. Blog wasn’t built in a day. Blogger.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, AUGUST 3, 2010
    [Leads] Industrial and B2B Customer Engagement Simplified
    Some B2B marketers are using more sophisticated ROI measurement tools to track activities over the entire life cycle of a lead. For example, at Sopheon , a software provider, measures qualified leads by their source, their region, volume per region, the speed of aging, movement through the sales cycle and other metrics. of Tiecas, Inc.
  • INDUSTRIAL MARKETING TODAY  |  SATURDAY, OCTOBER 2, 2010
    [Leads] High-Performance Email Marketing for Attracting and Engaging.
    Are you interested in lead generation, lead nurturing and/or building authority and brand awareness? Case study #1: B2B lead generation through better segmenting and more focused email content Business challenge: FreightCenter wanted to change its customer mix of 70/30 (B2C/B2B) to a more B2B-centric mix. per week in 2006.
  • HUBSPOT  |  WEDNESDAY, OCTOBER 2, 2013
    [Leads] Time to Ramp Up Your Pinterest SEO: Bing Now Includes Pins in Image Searches
    Thanks to this latest update, you can drive even more traffic and leads to your website through two of Bing''s sexiest features: the unencrypted keyword search data and the Pinterest integration. 'Bing is in a really sweet place right now. As a marketer, Bing gets a gold star just for that in my book. Take a second to let that sink in.
  • HUBSPOT  |  THURSDAY, JULY 26, 2012
    [Leads] How to Run Marketing Team Meetings That Don't Suck
    Who will be leading each discussion. While every business will likely review something different depending on their business model, here are some ideas for you: Leads waterfall. Volume of marketing qualified leads (MQLs). Paid vs. organic leads breakdown. How many leads are being generated? Meetings suck. Big Wins.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, AUGUST 31, 2011
    [Leads] Into the Matrix: Revenue Performance Management at Dreamforce #DF11
    That meant moving from a “hunt and peck mentality&# – randomly choosing which leads to nurture without data. Instead, Involver invested in marketing automation and lead scoring. by Jesse Noyes | Tweet this When it comes to marketing, you can take the red pill or the blue pill. “One of my philosophies,&# she added.
  • 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).
  • GREAT B2B MARKETING  |  TUESDAY, FEBRUARY 19, 2013
    [Leads] Pull Marketing vs. Push Marketing – The Shifting Battleground
    In some cases, you may have a lead requirement that can only be met with push marketing techniques. If so, by all means use the necessary techniques to meet your lead objectives.  Even though I make my living as a marketer, I get as bothered as any other consumer by the constant intrusiveness of unwanted promotions. Here’s the problem.
  • B2B MARKETING INSIDER  |  TUESDAY, FEBRUARY 12, 2013
    [Leads] Content And Technology Will Define The Future of Marketing
    As imperfect as they are, the tools that now exist to manage demand generation, connecting content to promotion channels to lead nurturing to sales, well, the world really has changed very quickly in that regard. You can use technology as a marketer in the social and lead environment now in ways that was unimaginable a few years ago.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, DECEMBER 11, 2011
    [Leads] How blogging changed a life
    You never know where this journey will lead next. I was at a party the other night and was discussing some of my exciting current projects with a new friend. He asked me: “Five years ago, could you have ever imagined you would be where you are today?” ” He probably didn’t get the answer he was expecting.  Blogging.
  • BLOG MY CALLS  |  TUESDAY, JANUARY 14, 2014
    [Leads] Lessons from a Year of Email Subject Line Testing - Part 1
    Our email list is comprised of three different lists (different lead source, different needs and interests, different levels of engagement). 'A year ago I set out on a pilgrimage to test some of email marketing’s common assertions about subject lines and open rates. wanted to drink from the holy grail of open rate optimization. The Results?
  • DIGITAL B2B MARKETING  |  THURSDAY, NOVEMBER 21, 2013
    [Leads] Marketers Are Dramatically Underreporting Results from Twitter
    How many leads came from Twitter? 'B2B marketers are undervaluing Twitter’s contribution to their business. That’s hard to believe at a time when many B2B marketers are glomming on to Twitter like it’s the last shiny object opportunity they will ever have (even turning to spamming ), but it’s true. How many purchases?
  • VOICE-BASED MARKETING  |  MONDAY, SEPTEMBER 29, 2014
    [Leads] Three Important Elements of a Powerful A/B Testing Strategy
    Accurate Data Skewed data in an A/B test can impact the decisions your marketing teams makes about design and layout in the future, leading to poor conversion rates. To learn more about tracking phone leads from A/B tests download the free guide, “ Tracking Phone Leads: The Missing Piece of Marketing Automation. General
  • MODERN B2B MARKETING  |  MONDAY, JULY 1, 2013
    [Leads] How to Simplify Your Complex Event Programs Using Marketing Automation
    They can be set at the program level, the campaign level, the lead level. There are also lead level tokens – ie, if we’re creating an email, we use a first name token, so we say Dear {{lead.firstname}}.  So, What is a Token Anyways? They save time and help you populate your content with personalized info. The Marketo Roadshow Program.
  • MARKETING EDGE  |  MONDAY, MARCH 8, 2010
    [Leads] How to Implement The New Rules of Marketing and PR
    This leads to understanding a situation more thoroughly so you can report it with perhaps greater sensitivity and depth. Time 22:50. The second printing of best selling author David Meerman Scott’s New Rules of Marketing and PR demonstrates A) these rules work and B) it’s OK to learn as we go. 1) Who Cares? 2) Do You Care ?
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JANUARY 7, 2010
    [Leads] 2010 Will Bring New Features to Demand Generation Systems
    There's no question in my mind that such cooperation will appear: it's inevitable as marketing’s role expands beyond lead generation to long-term relationship management. Summary: the demand generation market will continue to grow in 2010, and it may attract some new, big competitors from outside the industry. What will 2010 bring?
  • WINDMILL NETWORKING  |  WEDNESDAY, JUNE 20, 2012
    [Leads] Case Study: Why Every B2B Business Development Executive Should Blog [INTERVIEW]
    The below interview is with one such individual, Abhishek Mittal ( @mumblr on Twitter ), who is a B2B business development executive with the thought-leading global professional services company Towers Watson. My active presence on social media channels has also helped my get new leads and business. have got this question many times.
  • INBOUND SALES NETWORK  |  TUESDAY, APRIL 26, 2011
    [Leads] How to Shorten Your Revenue Cycle
    Want to learn more about lead generation tatics check out these free resources: SALES AND MARKETING ALIGNMENT. HOW TO CONVERT INBOUND LEADS INTO SALES PERFORMANCE. Learn more about How to Convert Inbound Leads into Sales Performance If you are not, maybe you should be looking for a new line of work. Job security and a paycheck.
  • BLUE FOCUS MARKETING  |  SUNDAY, APRIL 27, 2014
    [Leads] ANNOUNCEMENT: @CKBurgess and @MNBurgess to Present on #SocBiz at @SocialBizForum #SBF14
    The event, which is organized by OpenKnowledge (@ openknow ), brings together many prominent thought leaders in social business and is considered Europe’s leading event on employee empowerment, customer engagement, and collaborative innovation. See what others are saying about The Social Employee and order your copy today!
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  MONDAY, JUNE 10, 2013
    [Leads] [Video] 4 Tips for a Successful Video Business Meeting
    Lead the conversation. Then, you need to plan on leading the conversation because the best virtual meetings are highly interactive. 'It’s often a lot easier to set up a video business meeting than an in-person one. That’s why it’s important to make sure that it goes really well. Eliminate distractions. Build rapport.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, OCTOBER 22, 2014
    [Leads] What Sales & Marketing Can Learn From "Tommy Boy"
    Marketing automation is vital for it allows teams to implement a gate model with scoring and thresholds to pass over the lead once its “sales ready.” They need to establish a cadence to agree on scoring vernacular, behavior in lead scores and conversion success. will get to the specific reference a little later.
  • 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.
  • VIEWPOINT  |  THURSDAY, APRIL 18, 2013
    [Leads] Good Reads for B2B Sales - Selling at Every Level
    successful integration will provide valuable data, enhance customer retention and help ensure that your sales team is responding to qualified leads in a timely manner. 'Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Via Marketo B2B Marketing and Sales Blog.
  • VIEWPOINT  |  THURSDAY, OCTOBER 27, 2011
    [Leads] The Top Ten Actions to take from the book: "Social Marketing to the Business Customer"
    They go on to say that online interactions that morph into a sales pitch are likely to send all but the latest-stage leads running in the other direction. First, I like the format. The book is broken down into three sections: Tools, Technology, Tactics. This is a win-win-win situation. Dell wins because clients connect with Scott.
  • 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  .
  • SALES CHALLENGER  |  TUESDAY, JUNE 26, 2012
    [Leads] Three Ways to Change Customers’ Minds
    If reps commercially teach their customers about this problem effectively, they will lead the customer to how they are uniquely positioned as a supplier to solve it. These approaches are based on how familiar customers are with the problem at hand, and whether or not they have already developed an understanding of the solution.
  • SALES CHALLENGER  |  MONDAY, DECEMBER 12, 2011
    [Leads] 5 B2B Marketing Trends for 2012
    As marketing automation, segmentation and targeting continue to evolve and penetrate marketing activities, there comes a tipping point at which creating version X+5 of an email for sub-segment Y  to be delivered at trigger Z in the lead nurture program simply becomes unsustainable.  1) Voice-of-Customer 2.0. 2) Skill Set Reset. 3) Disruption.
  • HUBSPOT  |  TUESDAY, DECEMBER 20, 2011
    [Leads] The Ultimate Guide to Optimized Social Media Updates
    Social media expands the reach of content, offers a valuable communication platform between businesses and their prospects/customers, and helps to nurture existing leads into a position where they're more ready to buy. Am I including lead generation content? Linking to a landing page for lead gen? Have I included keywords?
  • ACSELLERANT  |  WEDNESDAY, JULY 31, 2013
    [Leads] B2B Video Stories Achieve the Impossible
    It can communicate enough information about your complex B2B products and services so that qualified leads will willingly meet with your sales people. 'The ‘Impossible’ we’re referring to is effective AND affordable B2B marketing videos. Why Stories? The evidence is overwhelming. What’s your story? Stories sell!
  • MEASURABLE MARKETING  |  FRIDAY, SEPTEMBER 23, 2011
    [Leads] Mobile Websites for Higher Education
    It’s more than clear that young people are leading the growth in usage of smartphones and mobile web in North America - 42% of people aged 18-29 go online mainly via mobile phone ( eMarketer , 2011). If you find this post useful, check out our webinar, Mobile Web: A Crash Course , along with our Higher Education Resources. Homepage.
  • AGILE B2B COPYWRITER  |  FRIDAY, DECEMBER 10, 2010
    [Leads] K’s Top Five for the Week – December 10
    How would you like to increase your web traffic and qualified leads? Tweet This week’s top five list features an article about the importance of writing as a marketing skill, a nice blogging ebook, and how to develop a social media content strategy. It’s a change driven by content marketing and shifting the focus from push to pull. Enjoy!
  • WHAT WORKS - WHAT DOESN'T  |  TUESDAY, JULY 13, 2010
    [Leads] Using Online Games To Sell Complex B2B Software
    Which leads me to ask whether you should wait to offer a prospect an online game until they are willing to invest all the time required to wait for screens to load, understand the rules of the game, work through the scenarios, and cope with problems like crashing browsers? OK, World of Warcraft it ain’t.   Maybe.
  • THE ROI GUY  |  MONDAY, SEPTEMBER 12, 2011
    [Leads] Why Buy vs. Build Your Own Value-Based Sales / Marketing Tools?
    Once the team migrates, they are free to focus more resources on training, adoption and deal support, leading to a superior allocation of resources and greater impact on deal flow. We sometimes encounter companies who have developed their own ROI / TCO Tools software. TCO Calculator Pisello Alinean Build vs. Buy ROI Calculator
  • HUBSPOT  |  WEDNESDAY, MARCH 27, 2013
    [Leads] The Marketer's Go-To Guide for Creating Data-Based Content
    Tracing back content to follower-, lead-, and customer-generation -- and even being able to look up information on individual social contacts -- is the ultimate indicator of what kind of content you should be publishing more of, and less of, on social media. 5) Lead and Customer Data. We inbound marketers are a unique bunch. photos.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JULY 12, 2012
    [Leads] Private Social Networks and the “Bathroom Moment”
    He schematically ensured collaboration would happen in the most common way, creating a space where casual conversation leads to the next brilliant idea. by Jesse Noyes | Tweet this Steve Jobs was an insistent man. This may have seemed like an idiosyncratic nuisance, but what Jobs understood is that creativity doesn’t thrive in cubicles.
  • WEBBIQUITY  |  MONDAY, JUNE 24, 2013
    [Leads] Book Review: Content Rules
    One of our clients was generating, on average, 10% of all leads via referral traffic from their blog within one year of launching it.). 'The phrase “content marketing” may well disappear at some point in the not-too-distant future. According to recent research , nearly 80% of CMOs see custom content as the future of marketing.
  • HUBSPOT  |  MONDAY, MARCH 10, 2014
    [Leads] How to Identify and Remedy Duplicate Content Issues on Your Website
    For example, the following URLs could all lead to the same page: [link]. This can often lead to duplicate content issues. For example, the following URLs would lead to the same page. For example, the following URLs would lead to the same page. 'It''s easy to be fooled into thinking SEO is just about link building. link].
  • SALES CHALLENGER  |  MONDAY, MAY 14, 2012
    [Leads] Ten Phrases Only Bad Managers Say
    Determine how effectively your managers are leading sales innovation efforts with our Manager Innovation Self Assessment. (This post was originally published by the Market Research Executive Board and the Communications Executive Council but we have updated it from the sales perspective…). Who gave you permission to do that?”.
  • SALES CHALLENGER  |  MONDAY, SEPTEMBER 19, 2011
    [Leads] Do Your Key Accounts Know WHY They’re Key Accounts?
    Leading companies ensure that new key accounts: 1) Fully understand WHY they were selected as a key account. Growing your largest accounts isn’t a simple, one-step task. Just because you’ve picked a customer to elevate to key account status, it doesn’t necessarily mean that customer has picked you.
  • B2BMARKETINGSMARTS  |  TUESDAY, APRIL 6, 2010
    [Leads] Three Questions All B2B Marketing Should Answer in Eight Seconds or Less
    B2B marketers who are interested in how to improve the performance of their email lead generation and nurturing will find no dearth of posts, white papers, studies, and reports on the subject. Many are excellent and informative. Their focus is on emailing subscribers, but their advice applies to all B2B email marketing.
  • WEBBIQUITY  |  THURSDAY, NOVEMBER 29, 2012
    [Leads] Seven of the Best Guides to Marketing with Pinterest of 2012
    The seven experts below contend that the site is indeed worthwhile for business, that it’s sort of helpful for SEO, and that their tips can lead to business success there. While consumer brand marketers are embracing Pinterest enthusiastically, many B2B marketers are still in a quandary about the visual sharing site.
  • HUBSPOT  |  TUESDAY, AUGUST 14, 2012
    [Leads] The Must-Have Components of a Modern Sales & Marketing Machine [INFOGRAPHIC]
    When combined, the result is a powerful machine that thrives by getting to know your best leads and customers inside and out, and marketing and selling to them on their terms. How powerful is your sales and marketing machine? If you're like most businesses, chances are, that machine could be a bit stronger. EST. ( Register Here!
  • 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
  • SAZBEAN  |  TUESDAY, SEPTEMBER 27, 2011
    [Leads] Increase Your Company’s Productivity With Social Media
    Unisys CEO Ed Coleman addressed this through leading by example. A growing number of companies talk about the benefits of adopting web 2.0 tools inside the organization, but the list is short for companies that are using them for increased business results. – Increase Your Company’s Productivity With Social Media.
  • HUBSPOT  |  MONDAY, JUNE 25, 2012
    [Leads] Why Inbound Marketing Is Perfect for Your Niche Business
    So when you have a truly targeted and valuable offer that you put behind a landing page on your website, the people who fill out that form will be highly qualified leads for your team to follow up with. In other words, if you want to generate leads from your website, dedicate some real estate on your website for lead conversion opportunities.
  • 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?
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 13, 2013
    [Leads] Delegate or Die: Why So Many Managers Fail to Delegate
    'Buffer Why Johnny Can’t Delegate and How That Can Lead to a Job Loss. Recently I joined a firm – but in just one month I was released – without explanation. was unable to find one single thing that I had done wrong – I had been a team player and hard worker, and I made no waves at all. So why did he let me go so soon?
  • 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.
  • HUBSPOT  |  MONDAY, AUGUST 22, 2011
    [Leads] The 5 Elements of Exceptional Business Content
    Marketers' goals for creating content can include brand awareness, lead generation , thought leadership, and search engine optimization. The other thing for which your content should be optimized is lead generation mainly because, when optimized effectively, your content can be such a great source of leads for your business.
  • DIANNA HUFF - B2B MARCOM  |  MONDAY, JANUARY 9, 2012
    [Leads] Why Blogging Benefits Your Business: Exposure, Exposure, Exposure
    blog leads to increased exposure for your business. Tweet I hear lots of reasons why a B2B company should blog: Google gives preference to “fresh” content. Search engine spiders visit your site more often when you’re frequently updating content. Blog content gets into the search engines faster (sometimes an hour after you post it!).
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