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  • 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.
  • MARKETING ACTION  |  WEDNESDAY, APRIL 16, 2014
    [Leads] An Act-On Conversation: Charles Besondy and Leo Merle on How Marketing Can Contribute to Revenue
    The conversation can’t stop at “Just give me leads and I’ll be happy.” In well-aligned companies, marketing generated leads have a. In other words, how is marketing assisting with the progression of buyers through that funnel – right to the point, and maybe even after the point, that they hand off that lead to sales?
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, FEBRUARY 19, 2014
    [Leads] 3 Mobile Trends that Will Last
    Why Marketing Cares : Massive improvement to bounce rates on mobile resulting in higher MQL (marketing qualified leads). Success Factors : Accessibility leads to increase in user adoption and productivity. Why Marketing Cares : Make real-time updates in the database and access the most accurate lead information on-the-go.
  • 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?
  • 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 ?
  • ENGAGE  |  THURSDAY, MARCH 14, 2013
    [Leads] 4 Ways Bloggers Can Keep Their Content Fresh
    Surprises are gifts that tend to lead to more good ideas, so embrace the other sides of your nature in order to make your content discover them in a natural way. More information leads to more nuanced views and helps your audience develop opinions of their own rather than just accepting yours. Be human. Don’t be boring. Bottom line?
  • 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.
  • 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.
  • 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.
  • 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.
  • B2B MARKETING INSIDER  |  THURSDAY, APRIL 19, 2012
    [Leads] Content Marketing: Get Trained Up [Slides]
    Convert (Leads, Revenue and Happy Customers). We all create content. But But let’s face it, most of it is simply awful! How many emails do you get that you struggle to read? How many 5 minute voice mails do you delete? And how many PowerPoint slides contain way too many words? Last month I wrote “ Is Your Content Boring?
  • 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?
  • HUBSPOT  |  TUESDAY, AUGUST 3, 2010
    [Leads] Free eBook: Building the Marketing Plan: A Blueprint for Start-ups
    Nowadays, there’s no reason you can’t have a web site up in days, start publishing content within weeks, run quick experiments regarding prospecting lists/messages/offers, and within a couple months start to see the needle move in terms of traffic, leads and prospects. The following is a guest post by Ilya Mirman.
  • BLOG MY CALLS  |  WEDNESDAY, APRIL 30, 2014
    [Leads] Getting a Big Business Phone System on a Small Business Budget
    You want to manage leads, take care of customers, and provide the best caller experience possible. 'You want a better phone system. There are certain telephony features you need to be a serious company. You want a big business phone system on a small business budget. Your best case solution: make more money. Big Business Phone Features.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, NOVEMBER 13, 2013
    [Leads] My Top 10 List of Dreamforce Tips That’ll Save You
    Prioritize the meetings that need to happen, that will lead to more business, and don’t worry about missing the “cool” party in exchange for taking that key client out to dinner. As Director of Sales, Adam Becker is responsible for leading the sales organization and driving overall company revenue for TinderBox. Book Everything Early.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, SEPTEMBER 12, 2013
    [Leads] Why Advocates Should Be Part Of The Modern Marketer’s Strategy
    For years, marketers have been trying harness the enthusiasm of happy customers to convert leads to revenue. 'by contributor | Tweet this Editor’s Note: Today’s post comes courtesy of     Jim Williams, VP of Marketing at Influitive , the advocate marketing experts. Here’s a fun exercise. See the difference?
  • KOMARKETING ASSOCIATES  |  TUESDAY, OCTOBER 16, 2012
    [Leads] Question B2B SEO Tactics That Don’t Involve Strategic Marketing
    Is there an opportunity to generate quality leads through directory inclusion? lead generation, product marketing, or specific marketing segment)? A client emailed me this weekend with a message about a potential guest blogger for their website. Article Spinning and Article Directories. Link Exchanges/Reciprocal Linking. Splogs.
  • 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?
  • HUBSPOT  |  TUESDAY, JUNE 4, 2013
    [Leads] Why You Should Publish Content for Entertainment Value Alone
    It Keeps Visitors on Your Site: Publishing content that appeals to a broader spectrum of your audience''s content consumption behaviors can lead to longer times on-site and better audience engagement and retention. But we''re talking about your business blog, which has other goals like thought leadership, education, and lead generation.
  • HUBSPOT  |  MONDAY, MAY 24, 2010
    [Leads] Data Shows: On Twitter, Women Are More Social
    Free Download: Marketing Data: 50+ Marketing Charts and Graphs HubSpot has complied over 50 marketing charts and graphs on topics including Lead Generation, Blogging and Social Media, Marketing Budgets, Twitter and Facebook Download the ebook now! In our database, women follow 2% more people than men do on average.
  • 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.
  • 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.
  • VOICE-BASED MARKETING  |  FRIDAY, AUGUST 9, 2013
    [Leads] Spilling the Beans: the Secret to Marketing, Sales, and Support Success with VBMA
    'Like any business, we have had our own set of challenges, many of them shared with the businesses we serve: from tracking ROI in our marketing campaigns to routing calls to our virtual team, we haven’t been exempt from the every day struggles of things like demand gen and lead capture. Go ahead: steal all our secrets. We don’t mind one bit.
  • 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.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, JANUARY 26, 2011
    [Leads] Improve your blog. Stop writing for an audience!
    Perhaps recognition that will lead to new opportunities? I’m a little freaked about this post.  I’m afraid people will read only the blog headline and get out their pitchforks and torches.  So please glance at least a few more sentences before hitting the comment section, OK? You were blogging for some personal benefit. Or money.
  • HUBSPOT  |  THURSDAY, NOVEMBER 10, 2011
    [Leads] 6 Reasons Great Content Fails
    Research shows that including a Twitter share button on your content leads to 7x more mentions! That's right. Sometimes truly great content flops. And to be honest, it's a big disappointment (and a damn shame). And if anything positive can come from failure, it's a good lesson or two. The Topic Isn't Appropriately Targeted. It Isn't Promoted.
  • HUBSPOT  |  TUESDAY, JULY 31, 2012
    [Leads] Facebook Launching 9 More Targeting Options for Organic Updates
    Face it -- having more targeting options can only lead to better marketing. Consider HubSpot's own research , in which we found that targeted and segmented lead nurturing emails generate an 8% click-through rate compared to general email sends, which generate just a 3% click-through rate. New Facebook Post Targeting Options. Gender.
  • BIZNOLOGY  |  WEDNESDAY, MARCH 26, 2014
    [Leads] Search marketers: Don’t forget to keep an eye on your PPC market visibility
    We decided to dig into The Search Monitor’s monitoring tool to see how the leading companies in two sub-categories of telecom–cable and mobile–were scoring. Next, let’s look at the same market visibility stat, but this time for the five leading mobile phone companies. '(Photo credit: Greg Lilly Photos).
  • 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
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, OCTOBER 10, 2013
    [Leads] Using Big Data To Target The Right Consumers With The Right Offers
    better experience leads to higher loyalty. 'Posted in Behavioral Targeting Big Data Customer Experience eCommerce Personalization. Should every visitor to your website be treated the same? Should each customer see the exact same offers, options, products and pages? But exactly what should you personalize on the site? Sync Your Channels.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, SEPTEMBER 9, 2012
    [Leads] Five ways the mobile revolution impacts your blog
    Top navigation bar leading to other parts of my site. Every single day your blog is becoming less useful and relevant … and there is nothing you can do about it. The difference is pretty dramatic: Here are five implications of this shift: 1) Less blog engagement. 2) The end of calls to action. 3) Less traffic. 4) A crunch on creativity.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, OCTOBER 4, 2011
    [Leads] Twitter is dying—and it’s all your fault
    While it’s still easier to scan the stream than use other social networks, too often clicking a link leads to junk–or at least subpar content. By Neicole Crepeau, Contributing {grow} Columnist. m going to get flak for this post, but I don’t care. m so frustrated that I have to write something. love Twitter.  Tribes are killing Twitter.
  • 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.
  • 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.
  • 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.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, FEBRUARY 15, 2013
    [Leads] Sales Prospecting Perspective Weekly Recap - Week of February 11, 2013
    The idea that lead generation can be supported solely by an inbound marketing strategy without an "outbounding" support will lead to less sales pipeline and less closed business. So I typically reserve this section of the weekly recap to share a great piece of content I have run across throughout the week. Now on to this week's recap.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, FEBRUARY 1, 2013
    [Leads] Sales Prospecting Perspective Weekly Recap - Week of January 28, 2013
    First it starts with establishing a mutual understanding on the definition of a qualified lead so your inside team understands what intelligence needs to be captured for the outside rep. Building a process of developing and delivering high quality leads to your sales team will naturally begin the alignment process.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, MAY 24, 2012
    [Leads] 3 Reasons Your Outside Sales Reps Are Driving Prospects Away From Discovery Meetings
    One of the KPIs I look at when analyzing inside sales effectiveness is the percentage of leads that don’t show up for the initial sales call. Here are 3 things sales reps do that lead to a good prospect blowing off the discovery call. The thing you are doing wrong is booking an hour of time for a first conversation.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, FEBRUARY 16, 2012
    [Leads] Teleprospecting and Social Media: 2 Tools Sure To Improve Results
    Social Media B2B ’s Kipp Bodnar’s article “How To Use Twitter Search For B2B Lead Generation” explains that “many people know about Twitter search , but advanced Twitter search and additional Twitter search tools are often over looked.” Would that count as a “Hot” MQL?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, AUGUST 26, 2013
    [Leads] Keep your bet on Facebook’s dominance … for now
    I''m not foolish enough to suggest that Facebook will be the leading platform forever, but there is evidence that there is another dynamic here — in fact four economic and sociological dynamics — which suggest that Facebook is a good long-term bet: 1) In most areas of our life, we like brand choice — breakfast cereal, cars, radio stations.
  • HUBSPOT  |  TUESDAY, MARCH 20, 2012
    [Leads] 13 Brands Using LinkedIn Company Page Features the Right Way
    We recently reported that, in a study of the over 5,000 inbound marketers where we pitted LinkedIn against Facebook and Twitter, LinkedIn proved to be the most effective social media channel for lead generation -- 277% more effective, in fact. You want to leverage LinkedIn's lead gen potential for your business as much as possible, right?
  • 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.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JANUARY 21, 2013
    [Leads] Sales Leadership: Bringing a Sharp Focus to Your Sales Meetings
    His latest book is titled: “ Leading High Performance Sales Teams”. Sales Leadership:  Bringing a Sharp Focus to Your. Sales Meetings. During the past few months I have been consulting with several clients on a variety of issues and coaching others via our new “Acumen Project”. For example $250,000. The 50% list becomes your “upside” list.
  • 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!).
  • FEARLESS COMPETITOR  |  SATURDAY, AUGUST 10, 2013
    [Leads] What You Can Learn about Hiring Leaders from Abraham Lincoln
    Looking to hire an executive to lead a business, like a CEO or Chief Marketing Officer? Case in point, when I departed Business Objects after leading GE to a 284% year over year revenue growth, Business Objects  hired the resume – the man who led GE for their largest competitor at the time – but he didn’t last six months.
  • 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
  • SOCIAL MEDIA B2B  |  THURSDAY, OCTOBER 25, 2012
    [Leads] 18 Growing B2B Content Marketing Trends to Share
    71% of B2B Marketers use content marketing for lead generation. Every year the Content Marketing Institute and MarketingProfs collaborate on a content marketing survey of B2B marketers. This year’s results are based on responses from 1,416 North American B2B marketers from all industries and all size companies. Photo Credit: Flickr.
  • MODERN B2B MARKETING  |  THURSDAY, FEBRUARY 9, 2012
    [Leads] B2B Marketers Need to Get on Board with Social Media… NOW!
    Also, as Facebook, Twitter and LinkedIn inevitably become better at capturing leads, B2B marketers are going to be forced to spend more time and money on them. Indeed, more than 800 million users listing professional-related preferences is no lead pool to scoff at! But now more than ever, it’s time to put the pedal to the metal.
  • THE ROI GUY  |  THURSDAY, APRIL 3, 2014
    [Leads] A Failure to Communicate Value
    Step up and lead the value discussion with your prospects: Change the conversation from your product, features and price to a focus on the customer value you can deliver. 'By Mark Schlueter & Tom Pisello It''s the responsibility sales and marketing, not the customer , to prove the value of your proposal. So be provocative.
  • DELICIOUS B2BMARKETING  |  THURSDAY, NOVEMBER 18, 2010
    [Leads] Blog Marketing: To Do Or Not to Do?
    Its really simple:  more traffic equals more leads, and more leads equals more sales. Generate More Leads - for Cheaper! In the same survey by Hubspot, it was revealed that companies who DO blog acquire MORE leads compared to companies that are not blogging. How much more leads? Higher Conversion (More Sales!)
  • BUSINESS GROWTH DEVELOPMENT  |  THURSDAY, APRIL 28, 2011
    [Leads] Is Internet Marketing Maturing As A Business Development Strategy
    Written by business development consultant Nic Windley who also advises businesses in the capacity of a marketing consultant and sales consultant to generate more leads and convert more sales. Businesses can listen to what people are saying and where they are saying it and react much more quickly.
  • BUSINESS GROWTH DEVELOPMENT  |  THURSDAY, APRIL 28, 2011
    [Leads] Is Internet Marketing Maturing As A Business Development Strategy
    Written by business development consultant Nic Windley who also advises businesses in the capacity of a marketing consultant and sales consultant to generate more leads and convert more sales. Businesses can listen to what people are saying and where they are saying it and react much more quickly.
  • HUBSPOT  |  THURSDAY, OCTOBER 20, 2011
    [Leads] 5 Marketing Tactics That Don't Matter
    Redesigning Your Website 'Just Because' - Websites are the hub for driving online leads. What does matter is how many leads your website generates. Thus, website redesigns without clear lead generation improvement goals are pointless. We are in the midst of a epidemic that is claiming the precious time of way too many marketers.
  • SALES CHALLENGER  |  TUESDAY, MAY 7, 2013
    [Leads] 3 Ways to Improve Sales Certification
    On the other hand, leading organizations implement long-term certification programs based on sustained behavior change. 'In most sales organizations, successful completion of training results in certification. That said, few reps demonstrate newly acquired skills consistently for it to translate to improved sales results.
  • 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%.
  • BIZNOLOGY  |  TUESDAY, MAY 20, 2014
    [Leads] New York Times: all’s fair in love and marketing
    All roads may well lead to Rome but all roads no longer lead to The New York Times. “ including a sense that the Times will simply serve as a destination — leading to a neglect of social promotion. It can easily offer history, context, and related content — things that most mainstream media stories are terrible at.
  • MODERN B2B MARKETING  |  TUESDAY, DECEMBER 13, 2011
    [Leads] 9 Reasons to Make a Software Purchase in December
    You may be sitting on uncommitted budget, facing a ‘use it or lose it’ scenario; which if left unspent, can lead to lower budgets in future quarters. This type of situation usually leads to wasteful spending, but using Q4 funds to purchase valuable infrastructure proven to generate a nice return kills two birds with one stone.
  • B2B MARKETING TRACTION  |  FRIDAY, JUNE 27, 2014
    [Leads] Why You Should Rethink That Snarky Social Media Comment
    And, what this “B2B Marketing Consultant” doesn’t know is that a leading social media guru came up with the idea of comparing Twitter to a radio station so that the uninitiated could understand it. Happy, that is, until “the comment.” The comment was not thoughtful; there was nothing positive in it at all.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, APRIL 30, 2013
    [Leads] Does The 80/20 Rule Apply To B2B Teleprospecting?
    Now I''m not referring to situations where you''re following up on a warm lead from a webinar, tradeshow, website visit. 'Those of us who have teleprospected in our day know that getting prospects to open up to inside sales person is no easy task. At times it can seem like pulling teeth for them to give us anything at all. Those don’t count.
  • MARKETING INTERACTIONS  |  THURSDAY, APRIL 8, 2010
    [Leads] How to Use Cliffhangers in B2B Marketing Content
    During the Broad Reach + Intelligent Lead Nurturing = Increased Revenue webinar I participated in yesterday with Scott Mersy of Genius.com , Brian Carroll of InTouch and Andrew Gaffney of DemandGen Report , I talked about how content can help promote prospect responsiveness. After all, your content has a job to do, right? Cliffhangers.
  • WINDMILL NETWORKING  |  FRIDAY, JULY 27, 2012
    [Leads] Five Killer Content and Social Media Marketing Resources
    Companies that develop compelling content through all stages of the buying cycle are more effective at nurturing leads, acquiring customers and reducing churn. Bob joined Fusion in 2000, and has helped build it into a leading independent tech PR agency. Usually, I just add a few words to relate the article to the topic du jour. 
  • MARKETING INTERACTIONS  |  SATURDAY, MAY 22, 2010
    [Leads] Takeaways from The Great Content Marketing Experiment
      Social Media is about more than lead generation. Last week, John Bottom ( @basebot ) from Base One Group in the UK took a unique approach to his presentation at the IDM conference. He designed an experiment to show 150 B2B marketers the impact that can be achieved with content marketing. could go on, but you get the gist. Yes, John.
  • B2B MEMES  |  THURSDAY, DECEMBER 8, 2011
    [Leads] Adam Tinworth: Journalism in a Period of Continuous Change
    Though no doubt disconcerting, it is the kind of change that will surely lead to rewarding new experiences both for him and his readers. Or Tony Collins hitting the point where he had more leads from his blog readers than he had time to follow up. Adam Tinworth. What was the pivotal moment that shaped how you view the post-print era?
  • MODERN B2B MARKETING  |  WEDNESDAY, FEBRUARY 20, 2013
    [Leads] How do You Sell Marketing Automation to Internal Stakeholders?
    But first make sure you incorporate the advice of the leading marketing automation experts in order to make sure you have the right positioning. Increase the rate and volume of qualified leads passed to field sales. Increase the number of pipeline opportunities by more effectively marketing to existing leads.
  • ENGAGE  |  MONDAY, NOVEMBER 21, 2011
    [Leads] 5 Things I Learned at the FOLIO Show
    Companies like Digimarc are leading the pack, and it’s already being put to use in publications such as Better Homes & Gardens. E arlier this month a group of us traveled from TMG in D.C. to the Marriot Marquis in New York to “join the media revolution” at the FOLIO: Show. Fran Hauser. Super smart and usable.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SATURDAY, APRIL 10, 2010
    [Leads] It’s time to unleash your blog
    Check out this quote from Patrick Crane VP Marketing, LinkedIn. “We started the LinkedIn Blog almost three years ago when we were a 60 person company.  Nobody doubts the power of our blog now. In fact they depend upon it.&#. Yet, many companies have been sluggish to climb on board.  Dealing with company politics and blogging . Digg this!
  • 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.
  • BLUE FOCUS MARKETING  |  THURSDAY, JUNE 20, 2013
    [Leads] @Andreas_Ramos Big Book of Content Marketing: Your Primer for Social Branding Success
    Letting the audience lead the way. 'A couple weeks ago, I shared three exciting new books recently released by my esteemed marketing colleagues. This week, it’s time to add another book to the list. As Ramos explains, “People began to look for information on their own. They had to play by the customers’ rules. Sounds simple enough, right?
  • CUSTOMER EXPERIENCE MATRIX   |  SUNDAY, MAY 6, 2012
    [Leads] What Brain Research Teaches about Selecting Marketing Automation Software
    Apparently the research shows that carefully analyzing such choices actually leads to worse decisions than making a less considered judgment. I’m spending more time on airplanes these days, which means more time browsing airport bookshops. Since spy stories and soft core porn are neither to my taste, the pickings are pretty slim.
  • THE EFFECTIVE MARKETER  |  MONDAY, JULY 30, 2012
    [Leads] What’s Wrong with Marketing Education?
    Marketing Automation : the typical step-up from email marketing, marketing automation software (such as Marketo , Eloqua , Act-On , Pardot , and others ) allows you to automate the sending of your emails and, more importantly, of nurturing your leads. What are College Students to Do? The Modern Marketer. Good luck!
  • THE EFFECTIVE MARKETER  |  MONDAY, NOVEMBER 30, 2009
    [Leads] The Fun Theory: How to Change Behavior
    The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking The Fun Theory: How to Change Behavior How do you change people’s behavior? You have to fill out forms, get approvals, and meet goals otherwise there’s no pay raise or bonus. Some food for thought.
  • THE EFFECTIVE MARKETER  |  FRIDAY, JULY 23, 2010
    [Leads] What Trigonometry Has to Do With Marketing?
    The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking What Trigonometry Has to Do With Marketing? recent post by Chris Brogan talking about Typing Classes reminded me of my own experience. had classes on those old typewriters and you had to press each key really hard.
  • THE EFFECTIVE MARKETER  |  TUESDAY, FEBRUARY 22, 2011
    [Leads] WordPress Plugins for Marketers
    To make it easier for everyone I’ve compiled the suggestions from the group into an easy-to-read list (sorted alphabetically). An Excel file is available at the end of the post with all this info. WordPress Plugins for Marketers (click to zoom) Note: Only WordPress.org (the free, host-it-yourself version of WordPress) allows for plugins.
  • ANNUITAS  |  TUESDAY, MARCH 4, 2014
    [Leads] The Rise of the Marketing Technologist – Part 1
    Even more importantly, “…71% of these CEOs believe that while B2B Marketers are focused on the latest marketing technologies (such as marketing automation, lead management and CRM) supposedly to generate customer demand, they are still failing to deliver the level of incremental customer demand expected of them.”
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, NOVEMBER 22, 2013
    [Leads] Sales Prospecting Perspectives Weekly Recap - Week of November 22, 2013
    This November, our COO Peter Gracey was nominated to be one of the Top 50 Most Influential People in Sales Lead Management in 2013. It''s important to understand how client goals align with company goals, and to bypass those which don''t, which might lead to process and production problems. Voting closes at the end of November! Agree?
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, AUGUST 23, 2013
    [Leads] Sales Prospecting Perspectives Weekly Recap – Week of August 23, 2013
    These conferences remind us to do a marketing and sales tune-up: are you really reaching your ideal target audience, are you closing the loop with sales, or are you efficiently nurturing leads down your sales funnel? 'The AG Salesworks marketing team had a busy but extremely illuminating week at HubSpot''s Inbound 2013.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, AUGUST 22, 2013
    [Leads] 4 Ways to Maintain and Retain Inside Sales Client Relationships
    Passing a ton of leads is great. ve found that discussing the opportunity briefly via phone instead of just sending a lead write-up adds a personal touch and allows for deeper communication. 'Client retention is critical to a business''s success. Over the years, I have had a long, profitable relationship with several clients.
  • CONVERSIONATION  |  SATURDAY, JUNE 9, 2012
    [Leads] Defining Social Business: a Call for Clarity and Collaboration
    Dada Gerardo has a definition himself: “Being a social business is not about having a team of people monitoring LinkedIn, Twitter, and (if you are in the “leading edge”), Google+ and Pinterest. Yes, you are right: social business is a buzzword. ” However, social business is not a hype, on the contrary. Business is business.
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 22, 2012
    [Leads] Why Every Business Blog Needs Evergreen Content
    Continues to Generate Leads: As a result of the continuous traffic it generates, evergreen content that is optimized for lead generation also has a powerful capacity to continually generate leads over time. Evergreen content, on the other hand, guarantees SEO, traffic, and leads over time. What Is Evergreen Blog Content?
  • HUBSPOT  |  THURSDAY, SEPTEMBER 12, 2013
    [Leads] 10 Deadly Reasons Most Websites Fail [SlideShare]
    For most businesses, a website is the Grand Central Station of marketing -- connecting branding, social media, email, lead generation, ecommerce, and more. The primary function of a website is to attract visitors, convert leads, and delight customers through rich, relevant, and valuable content. lot has changed in 22 years. Cough.
  • SAVVY B2B MARKETING  |  THURSDAY, JANUARY 19, 2012
    [Leads] Make the Short List by Connecting with Content
    About the author: Stephanie Tilton is a content marketing consultant who helps B2B companies craft content that nurtures leads and advances the buying cycle. With content marketing gaining in mindshare and importance, it’s valuable to keep pace with developments in this area. Goals and measurement. Budgets and production. Challenges.
  • THE ROI GUY  |  SUNDAY, MARCH 24, 2013
    [Leads] Are White Papers Dead?
    For traditional white paper campaigns, it now takes significantly more reach to generate the same amount of lead responses. As a result, IDC reports that Interactive White Papers generate 3x more leads than traditional white paper fueled campaigns, and result in 150% more qualified leads per campaign.
  • MARKETRI  |  WEDNESDAY, AUGUST 8, 2012
    [Leads] Show Me the Money: Proving ROI for Social Media
    That is, measuring how many leads come to your business through social media and how many of those leads are converted into actual business. The best way to think about a company’s social media exposure is that it represents your entire pool of potential leads from social media. ” We all know the scene.
  • HUBSPOT  |  MONDAY, MARCH 5, 2012
    [Leads] 6 Tactics for Turning Trade Show Interactions Into On-Site Sales
    For example, HubSpot's elevator pitch may go along the lines of: HubSpot is all-in-one marketing software that helps businesses of all sizes increase the number of visitors to their website and convert more of those visitors into leads and customers. Making sure content leads to a sale is your next step. 1) Reserve a Room at the Event.
  • SMASHMOUTH MARKETING  |  MONDAY, DECEMBER 15, 2008
    [Leads] Smashmouth Review - ConnectAndSell, Off to the Sales 2.0 Races
    Knowing a good thing when we saw it, Green Leads decided to tune the CAS system and do one better. If new clients for your business is a pure numbers game, then you have to look at ConnectAndSell. This is one Sales 2.0 offering that I have to rave about! friend of ours recommended CAS a year ago and at first were reluctant. Need I say more?
  • SMASHMOUTH MARKETING  |  SUNDAY, DECEMBER 7, 2008
    [Leads] Smashmouth Review - ConnectAndSell, Off to the Sales 2.0 Races
    Knowing a good thing when we saw it, Green Leads decided to tune the CAS system and do one better. If new clients for your business is a pure numbers game, then you have to look at ConnectAndSell. This is one Sales 2.0 offering that I have to rave about! friend of ours recommended CAS a year ago and at first were reluctant. Need I say more?
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