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  • BIZNOLOGY  |  MONDAY, JUNE 11, 2012
    [Leads] Content Marketing: It’s Not What You Know, It’s Who You Know
    But mapping that mindset invariably leads to insights about how to connect with the audience’s true interests. Photo credit: zoetnet. One of the great keys to success in content marketing is knowing your audience. Here are a few tips to help you get past name, rank and serial number to more telling insights. In Know Your Audience.
  • SAVVY B2B MARKETING  |  TUESDAY, MARCH 16, 2010
    [Leads] The Next Transition in Communication
    About the author : Steven Woods is CTO of Eloqua , the leading marketing automation software platform. We're pleased to present a guest post by Steven Woods , CTO of Eloqua and author of Digital Body Language, who shares his thoughts on where communication is headed -- and how marketers can prepare.
  • YOUR SALES MANAGEMENT GURU  |  SUNDAY, JANUARY 6, 2013
    [Leads] Open 4 Doors to Sales
    But doing so can lead to small cracks and problems a competitor could exploit. Four Open Doors.  . We offer you a Guest Blog this week:Great idea’s to open 2013: Ken Thoreson. For all the confidence and poise they possess, sales reps can be paranoid individuals. But that would be a lie. How might it change in the next year?
  • FEARLESS COMPETITOR  |  MONDAY, JUNE 13, 2011
    [Leads] Find New Customers introduces a new service – Executive Communications
    Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. He presented “How to Build an Awesome Personal Brand&# at the 140 Social Media Conference and appeared to discuss B2B lead generation on Sales Lead Management Radio. Quick! Answer: Getting the message out. So what?
  • FEARLESS COMPETITOR  |  SUNDAY, JUNE 5, 2011
    [Leads] Sunday Post: Lunch with Vincente
    Monday through Saturday, we share insights on B2B lead generation and marketing. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. He’s presenting at the 140 Social Media Conference on Long Island on May 26th and appearing on Sales Lead Management Radio on June 9th.
  • LEADERSHIP  |  FRIDAY, DECEMBER 27, 2013
    [Leads] Revealed: Proof That B2B Email Marketing Actually Works
    For high quality lead generation, claims 40% of B2B marketers. 'If you need more evidence that email marketing works in the B2B industry, this infographic by Position² will surely have you convinced. Position² reveals intriguing information based on 2013 statistics. What are the key purposes of B2B email marketing? per $1 spent.
  • HUBSPOT  |  MONDAY, NOVEMBER 28, 2011
    [Leads] 5 Tips to Be a Lean, Agile Inbound Marketer
    For B2B marketers, leads and customer are often good numbers to track. Leads and customers by campaign are even better! One of the most popular books circulating around HubSpot this fall is Eric Ries’ New York Times best seller, The Lean Startup. Lean What? What's Lean Got to Do With Inbound Marketing? right away. WRONG!
  • SALES INTELLIGENCE VIEW  |  THURSDAY, JUNE 9, 2011
    [Leads] Social Selling in the Enterprise
    Marketing departments are spending money and energy to develop campaigns that drive qualified leads to sales people. What if sales people implemented some of the same strategies to drive leads of their own? Leveraging social media and online communities to drive revenue works. Enterprise social selling is growing up. Sales 2.0
  • HUBSPOT  |  FRIDAY, FEBRUARY 28, 2014
    [Leads] 7 Inspiring Things I Learned During My Weekend With The Oatmeal
    But the man himself is much more soft-spoken and thoughtful than his drawings of foul-mouthed dinosaurs might lead you to believe. But it’s the constraints of what he will and won’t do that lead to the creative breakthroughs. 'This post originally appeared on Contently''s blog, The Content Strategist. And that’s okay.
  • MARKETING ACTION  |  FRIDAY, MARCH 28, 2014
    [Leads] 3 Ways to Keep Departing Sales Reps from Stealing Your Clients
    As you gain leads, they come into your marketing automation system where all their information is captured. The marketing team manages the leads, acting on them to gently move them further down the funnel, often using drip marketing programs for education and relationship building. As they interact with you (e.g. Image credit.
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 15, 2012
    [Leads] The 17 R's of Savvy Mobile Marketing [INFOGRAPHIC]
    If people are still asking what mobile marketing is, then they’re probably also struggling with how to use it to drive leads for their business. Do you know what the top three Google searches are for mobile marketing? The first is “mobile marketing,” and the second is “mobile media.” Pin It. Pin It.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, NOVEMBER 7, 2011
    [Leads] The Seven Sins of Marketeing Automation System Selection
    Ideally you’ll have specific, quantifiable goals in terms of numbers of qualified leads, costs, and revenue created. I’ll be giving a Webinar this Thursday on evaluating marketing automation software, sponsored by Neolane. Part of the content will be a list of Seven Deadly Sins of Marketing System Selection. So here goes. Ignoring Users.
  • SALES LEAD DYNAMICS  |  TUESDAY, DECEMBER 14, 2010
    [Leads] A Referral is a Gift. Be Thankful.
    You don’t know where the introduction will lead. It was Christmas Day. We were at a friend’s house. The friend gave my then five-year-old son, Jay, a gift. asked Jay “Now, what do you say when someone gives you a present?” His response: “ What’s next ?”. He was supposed to say “ Thank you ,” of course. But you can forgive a five-year-old.
  • SALES LEAD DYNAMICS  |  THURSDAY, OCTOBER 28, 2010
    [Leads] To Stay Visible: Be Understandable, Be Memorable, Be Credible
    Day 160 : Prospect calls you: now a qualified lead As a service professional, you have three major challenges in cultivating prospects and referral sources. Challenge #1 – They must clearly understand what you do. Challenge #2 – They must remember you. Challenge #3 – They must trust you. Now, it’s time to execute. Be a Resource. Be a Pal.
  • VERTICAL RESPONSE  |  THURSDAY, FEBRUARY 20, 2014
    [Leads] 5 Webinar Mistakes to Avoid
    'When done right, webinars can be an effective and engaging marketing strategy that can achieve a range of goals: everything from establishing topic authority to lead generation and customer acquisition. Promoting your webinar isn’t just like any other lead generation program. Thinking of conducting your own webinar?
  • WINDMILL NETWORKING  |  WEDNESDAY, AUGUST 18, 2010
    [Leads] 7 Ways to Sell Social Media to Your Marketing Department
    Do they have a LinkedIn Logo somewhere on their home page leading you to their Company Profile or Group? Does your Marketing still spend money on Google Pay Per Click ads, SearchEngine Optimization services, or ads in the phone book or written publications that don’t drive many leads? Tread with caution. Well, where are they?
  • EMAGAZINE B2B BLOG  |  THURSDAY, JULY 18, 2013
    [Leads] What is the Measure of Success in SEO?
    The bottom-line goals of the campaign must be reverse-engineered in order to inform the most impactful elements that will lead to those goals so they can be properly analyzed. So, too are the cries of “SEO is dead” across the website. Success can be measured by answering these key questions: What are your search goals?
  • WEBBIQUITY  |  FRIDAY, JANUARY 7, 2011
    [Leads] 2011 Social Media Marketing Trends
    new report from Focus, 2011 Trends Report: Social Media Marketing presents observations and predictions from eight leading social media experts (and me) about social media trends and developments to watch for in the coming year. Facebook added more than 150 million new users in 2010. So what’s next? It’s a customer phenomenon.
  • VISIONEDGE  |  THURSDAY, DECEMBER 19, 2013
    [Leads] Transitioning from Service Provider to Value Generator
    When Marketing acts as a service organization, its objectives and priorities are typically focused on service delivery (time, quality, and budget) and on Sales satisfaction (measured in “qualified leads generated by marketing”). 'Are you one of those superhero marketing organizations? Feeling pretty good about your responsiveness?
  • WRITING ON THE WEB  |  WEDNESDAY, SEPTEMBER 19, 2012
    [Leads] How Content Marketing Works on Pinterest
    Making sure all your pins lead somewhere informative is important, especially when you’re optimizing Pinterest for content marketing. For a social media site to truly step into the spotlight, it has to have something special. Pinterest is one show-stopping sharing site that has taken the Web world by storm. What to Share. How to Share.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JANUARY 16, 2012
    [Leads] Out with the Old, In with the New - Tips For Insides Sales Lists
    Getting your lists organized at the beginning of the year is going to help you focus on the contacts that are more likely to lead to an opportunity. Sales Prospecting Perspectives in pleased to bring you a guest post from one of our newer BDRs, Elizabeth Guerra. am a big fan of New Years Cleaning.
  • MARKETING INTERACTIONS  |  TUESDAY, JULY 6, 2010
    [Leads] The Contagious Content Challenge
      We are aggressively building out more content to create a lead nurturing campaign next.    Over the weekend, I received an email from a reader of my book, eMarketing Strategies for the Complex Sale, sharing his success with contagious content. read your book and am beginning to implement your strategies. 
  • BLUE FOCUS MARKETING  |  THURSDAY, MAY 24, 2012
    [Leads] Unveiling New Logo for #Nifty50 Kids
    The #Nifty50 hashtag community quickly took off as a result, leading to increased visibility and an expanded followership for the many men and women who made our lists. Unveiling #Nifty50 Kids New Logo – Hope you “Like” & “Pin” More You Pin — the More Kids Win!!! This year our focus is technology.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, JUNE 19, 2012
    [Leads] How Social Media Helps You Target High Converting Customers
    Actively engaging purchasers that have substantial budgets is a key to generating lucrative leads. This type of social networking will help you identify more leads while solidifying your place as an industry leader. Social media is a goldmine of information about potential customers. This will cut your contact list by well over 60%.
  • 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.
  • MODERN B2B MARKETING  |  FRIDAY, AUGUST 5, 2011
    [Leads] Gary Katz on 52 Reasons to Embrace Marketing Operations 2.0
    Marketing Operations tracks leading indicators to manage turbulence. Alignment of data, forecasts & metrics leads to more predictable results. Marketing Operations leads strategy to close talent gap. Leveraged leads. 94% of leads are wasted. 80% of disqualified leads buy anyway. Enjoy! Enjoy! s yang.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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?
  • 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.
  • 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  .
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.”.
  • 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?
  • VOICE-BASED MARKETING  |  WEDNESDAY, FEBRUARY 19, 2014
    [Leads] Marketing Analytics: A Must Have in 2014
    When a campaign is launched, it is very easy to follow online activity and leads from such components as emails, social media, and website activity. And don’t think that phone leads are on the outs or fail to contribute significantly to revenue growth. Studies show inbound sales calls convert to revenue 10 times more than web leads.
  • 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).
  • HUBSPOT  |  FRIDAY, APRIL 18, 2014
    [Leads] Which Mad Men Character Are You? [Quiz]
    Every leading character on the show is like an onion; we think we know them and then they peel back another layer to reveal their past or a new questionable endeavor. 'The Season 7 premier of Mad Men was the talk of the Twitter town on Sunday night. But to my surprise, it wasn''t all fandom and praise. He''s our spirit animal. got Peggy.
  • 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 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!
  • 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  |  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?
  • 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.
  • 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.
  • 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?
  • 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.
  • 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?
  • 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.
  • 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.
  • 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  |  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. ” .
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