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  • PAUL GILLIN  |  MONDAY, AUGUST 6, 2012
    [Leads] An Intelligent Approach to Influence Measurement
    Integration with Salesforce.com is built into the first product and most of the leading platforms will be added over time, according to Mike Lewis, VP of marketing at Awareness. This addresses the problem of lead quality, which is the biggest cause of sales waste. Victory will go to the swiftest.
  • SAZBEAN  |  SATURDAY, DECEMBER 24, 2011
    [Leads] Top Internet strategy, marketing and technology links for the week of December 24, 2011
    How to Boost LinkedIn Lead Gen With Targeted Company Pages (HubSpot). Here are the top Internet strategy, marketing and technology links for the week of December 24, 2011… Remembering Email (Tech Crunch). Social Media: Spotting the fakes (Jim’s Marketing Blog). What’s the right social cocktail for you? GigaOM). Forrester Blogs).
  • BIZNOLOGY  |  WEDNESDAY, JANUARY 7, 2015
    [Leads] The Internet of Everything is Here
    According to Frank Gens, Senior Vice President and Chief Analyst at IDC, this expansion of the 3 rd platform will lead to the reinvention of business. At the beginning of a new year it is customary to size up the past year and look forward to what awaits. This transfer of data enable insights and determines actions. Like this post?
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, DECEMBER 1, 2014
    [Leads] Radius Provides High Quality Data on Small Businesses
    If you want to know more about trigger events or individual contacts or want lead scoring or other types of predictive modeling, you’ll probably be happier with something else. This latest vision was appealing enough to attract $54.7 million in funding in September , bringing the announced total to over $80 million. net new prospects”).
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, AUGUST 17, 2010
    [Leads] The Twofold Benefit of Optimizing Marketing Content
    Search This Site Browse Industrial Marketing Topics B2B E-Mail Marketing B2B Lead Generation B2B Marketing Collateral B2B Marketing Videos B2B Media Planning Content Marketing Industrial Marketing & Web 2.0 Optimizing your marketing content around keywords or phrases is the first step in your content marketing strategy. of Tiecas, Inc.
  • WEBBIQUITY  |  TUESDAY, NOVEMBER 19, 2013
    [Leads] B2B Marketing is Becoming More Like B2C Marketing – Or is it?
    Despite the growth in digital marketing channels, physical tradeshows and conferences remain one of the most effective lead generation tactics for B2B marketers. B2B marketing has traditionally been viewed (correctly) as much different from the promotion of consumer products. Image Credit: Lydia’s Marketing Blog. That may be changing.
  • WRITESPARK  |  WEDNESDAY, JANUARY 9, 2013
    [Leads] Refresh Your Best Marketing Content
    Some years ago, I wrote a tutorial guide which my client used as the primary piece for attracting sales leads. At the beginning of the year, your content marketing plans are likely focused on new, new, new: New white papers, sales brochures, Web articles, and customer case studies.
  • WEBMARKETCENTRAL  |  THURSDAY, DECEMBER 18, 2008
    [Leads] Getting More Out of Each Click, Part 2: Docmetrics
    Leaving your content open may actually produce more leads in the long run, but you have no way to measure that with any precision (or even know for sure if that's the case). On the other, if you leave your PDF content open, more people will download your materials but you get no information: who are these visitors? Printing it?
  • FATHOM  |  THURSDAY, JANUARY 16, 2014
    [Leads] Maximizing Retail/E-commerce Conversions with Automated Email Campaigns
    In retail, automated email messages triggered by events and consumer behavior typically lead to higher engagement. Higher engagement leads to more purchases or referrals. The best part? You guessed it: These triggered messages can be automated, saving retailers time/money in the process. Our new 13-pg.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, DECEMBER 15, 2014
    [Leads] AMP UP Your Sales
    Buy the book for each of your salespeople, everyone should read the book, but assign a different chapter to each salesperson and make that person lead a discussion on the chapter at your weekly sales meeting.  Amp Up Your Sales. Powerful Strategies that Move Customer Fast, Favorable Decisions. By Andy Paul. Accelerating responsiveness. Book
  • THE POINT  |  TUESDAY, JUNE 18, 2013
    [Leads] Content Selling: How Sales Can Better Leverage Marketing Content
    Just as marketers map content to the lead lifecycle (early, mid, late stage), they should also map content to the selling process – industries, products, sales stages, and more. This makes it critical that sales teams are seen as partners that add value to the conversation. Or, they’ll waste time looking for content.
  • MARKETRI  |  THURSDAY, JULY 11, 2013
    [Leads] Marketing Automation for SME’s: Our Interview with an Industry Expert
    Marketing automation usually refers to a tool or platform that allows users to create, manage, and measure online marketing campaigns, while also monitoring the flow of business leads, particularly focusing on the way they interact with the company’s website. How will your sales force follow up with leads and track them? Surveys.
  • B2B MARKETING TRACTION  |  THURSDAY, JANUARY 7, 2010
    [Leads] Create a 1-Page Marketing Plan
    Or, if you estimate that you will generate 20 qualified leads and you generate 30, you’ve achieved 150% of your goal. Tweet. like working from a one-page marketing plan for my clients and for my own business, whether or not we have a multi-page written plan as well. One Page Marketing Plan. Do you create a marketing plan each year?
  • B2B MARKETING INSIDER  |  TUESDAY, MAY 15, 2012
    [Leads] Brand Journalism, Disclosure and Sponsored Content
    Leading companies are creating content destinations that provide high-valuable content to potential customers. Here is a summary of the discussion, a link to the video, along with a few tips to keep in mind for your own content marketing initiatives. Background. Jon and Jonathan spoke about a few very specific SAP examples. Video Summary.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, APRIL 15, 2013
    [Leads] Are Your Inside Sales Reps Prospecting With Too Much Collateral?
    This is part of our job- providing additonal information when we can’t qualify a prospect as a lead. Having open communication with your clients is key when making sure you are armed with the materials needed to provide the client with qualified leads. But is there such a thing as ‘too much collateral’?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, FEBRUARY 27, 2013
    [Leads] Teleprospecting List Development: Too Big, Too Small Or Just Right?
    Getting warm leads is exciting; people are familiar with your company and you can take a different approach with your outbound calling efforts. Warm leads are great as well, but not always available. As a teleprospecting representative, one of the most important tools you have is our list.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JULY 24, 2012
    [Leads] Does Your Sales Team Target Prospects Or Organizations?
    How many of you have prospected into a warm list of leads provided by a vendor or client? Determine if they just run down the given list or whether they aggressively stick within the accounts until they uncover some piece of valuable information that will help them generate leads and opportunities What happens to this target account?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MARCH 30, 2011
    [Leads] Tips For Managers Managing Inside Sales Teams Success
    This keeps the Inside Reps dialing more and researching less - resulting in more quality conversations, updates, and in some instances, leads! Frustration from lists, difficult universes, and the pressure to deliver quality leads to a team that may not be seeing the value, is a constant stress for an inside rep.
  • BIZNOLOGY  |  WEDNESDAY, AUGUST 27, 2014
    [Leads] 5 easy copywriting rules for your content strategy
    Maybe you should lead with a provocative or controversial assertion. Quality content includes many ingredients. It’s crucial to make sure that they are all included in every content piece you generate, and in your content strategy. Check out this simple list of copywriting rules for maximizing the effectiveness of your content. 1. Your tone.
  • PAUL GILLIN  |  FRIDAY, AUGUST 20, 2010
    [Leads] Tips For Making That “Networking” Meeting More Fruitful
    He generously consented, and two years later put me onto a lead that got me my first real journalism job. Back in the early days of my career, I made a point to go on frequent informational interviews. never overtly asked people for a job or anything more than a little of their time. Today, the shoe is on the other foot. Have an agenda.
  • THE CRAP REPORT  |  FRIDAY, JULY 2, 2010
    [Leads] Follow Friday Blog Post, Take Two
    You’ll also get some good SEO knowledge, great blogging tips, marketing data, and some lead gen stuff, too. Maybe you’ve followed all of those folks and are looking for more. still think the Follow Friday blog post is a good idea. Inbound marketing. Check out Mike’s blog Marketing with Mike for blog articles. Check it out.
  • MEASURABLE MARKETING  |  THURSDAY, MAY 24, 2012
    [Leads] Top Tools for Today's Digital Marketer
    Email plays a fundamental role in attracting new customers, nurturing leads, maintaining loyalty, along with driving customers to purchase. In today's rapidly changing tech space, even the. most technical marketers can face confusion and. indecision when trying to evaluate which tools. Content Management System. Email Campaign Manager.
  • VOLACCI  |  WEDNESDAY, JANUARY 22, 2014
    [Leads] Sales Systems [Ben's Productivity Podcast]
    It''s a definition of here''s where the leads come from and I''m a strong believer in having 10 different sources of leads and that can be like your newsletter, trade shows, cold calling, website, online advertising partners. And then what is it they''re supposed to do when they get a lead? Things like that are some of those 10.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, JULY 7, 2014
    [Leads] The seven traits of an effective digital enterprise
    Leading companies frequently look to other industries to attract digital talent, because they understand that emphasizing skills over experience when hiring new talent is vital to success, at least in the early stages of transformation. I really enjoy the free content provided by McKinsey & Company’s Insights. Hire them anyway.
  • MARKETING INTERACTIONS  |  SATURDAY, APRIL 27, 2013
    [Leads] The B2B Website Audience Litmus Test
    Demand Gen wants gated content and calls to action that capture contact information prominently displayed (notice I did not say leads). Many B2B companies think that their website must serve every type of customer they have—every flavor of persona. I'd ask you to step back a moment and think about your website audience. Why not?  
  • HUBSPOT  |  WEDNESDAY, JANUARY 1, 2014
    [Leads] Looking for Your First Job in 2014? Here's Some Advice From HubSpotters [SlideShare]
    ” Eriks Reks ( @erikzrekz ), Team Lead Support Engineer. 3) “Take time to thoroughly research companies and network like crazy -- you never know who knows someone who can open doors for you.” It''s 2014. It''s time to start getting serious about life after college. Vacation is over.” unless they''re bad.
  • VIEWPOINT  |  FRIDAY, APRIL 13, 2012
    [Leads] PowerViews with Jeff Ernst: Marketing & Sales Must Work Together
    Marketing is now looking at the impact they’re having in terms of the leads they contribute along with what’s happening with those leads further down the sales pipeline. Jeff notes there is a link between marketing and sales dysfunction and marketing’s challenges in convincing sales of the value of lead nurturing.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, AUGUST 19, 2014
    [Leads] 6 Email Prospecting Tools Every Inside Sales Rep Should Be Using
    lead, pitched, demo, closed) and schedule follow-ups with them to increase their status. As an inside sales rep, your call plans most likely include effective email prospecting strategies. You’re giving out your email to everyone you talk to in case they want to contact you later. Streak - A CRM in Your Inbox. Read her articles here.
  • HINGE MARKETING  |  MONDAY, MAY 19, 2014
    [Leads] How Do Visible Experts Benefit Their Firms?
    Increase in leads. We drilled down even further on the role experts played in driving increased leads and discovered that this impact took many forms, working through lead-generating content, new speaking engagements, the cultivation of relationships, and others. Today, let’s unpack some of the results. Many Impacts.
  • HUBSPOT  |  FRIDAY, AUGUST 12, 2011
    [Leads] Should You Add "Please Retweet" to Your Twitter Updates? [Debate]
    If you are doing lead generation , you ask for someone to fill out a lead form." Download this free, introductory guide to learn everything from optimizing your profile to generating leads on Twitter! However, Dan Zarrella, HubSpot's social media scientist and host of the upcoming Science of Social Media webinar , disagrees.
  • HUBSPOT  |  FRIDAY, DECEMBER 19, 2014
    [Leads] 7 Ways to Get Non-Marketing Employees to Blog
    From driving relevant traffic to converting that traffic into leads, content is a key tool at every stage of the conversion funnel; helping to boost authority and drive long-term results. ways to overcome this: Show data that content marketing works and helps generates leads that will turn into more business. So what can be done?
  • MARKETING ACTION  |  FRIDAY, JUNE 20, 2014
    [Leads] DMARC – What Is It and How Does It Affect My Email Marketing?
    If they do that with your email messages, it will lead to other delivery problems. Decreases spam, which leads to an increase in the delivery of legitimate email. Gives the sender feedback that could lead to identifying the bad guys. Let’s get started. What is DMARC? This will help you track down anyone phishing your domain.
  • MARKETING INTERACTIONS  |  SUNDAY, APRIL 17, 2011
    [Leads] One Content Asset Can't Do Everything
    One of the biggest wastes in B2B marketing is tossing leads not ready to buy into a black hole while pursuing only those who are deemed "sales ready." With all the focus on creating content for marketing programs, many marketers are still missing a critical point. Many still believe that one piece of content must do everything.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, FEBRUARY 5, 2013
    [Leads] The 3 Pillars of B2B Customer Service
    These actions go a long way in strengthening your organization’s customer relations and increasing customer loyalty, which we know leads to returning revenue. Understand Your Customers. The best way to get to know your customers? Track them. Don’t wait until your CRM alerts you that an account is up for renewal. relationships.
  • FEARLESS COMPETITOR  |  THURSDAY, JULY 18, 2013
    [Leads] How Marketing Made Simple TV beats the pants off of Find New Customers – a better revenue model
    Find New Customers is a B2B sales lead generation company founded by Jeff Ogden in February 2009 (Not early 2013 as claimed by a certain Atlanta firm). This is why: Find New Customers, the sales lead generation company , has worked with firms like Protegrity , Comodo and KeyedIn to help them with their BtoB demand generation programs.
  • 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
  • HUBSPOT  |  TUESDAY, DECEMBER 21, 2010
    [Leads] Celebrating Humbug Day - You're Allowed a Dozen Today!
    See how HubSpot can help you better generate and track your traffic, leads and customers. Creating and copyrighting a day is one marketing tactic many organizations can employ in an effort to gain distinction in a crowded marketplace. Have you thought about creating a holiday as a cornerstone to a marketing campaign? Photo Credit: andrewr.
  • MARKETING LEADERSHIP COUNCIL   |  MONDAY, NOVEMBER 19, 2012
    [Leads] Help Sales Reps Get In Early
    Solae, a leading soy-based technology and ingredient company, capitalizes on this opportunity by developing and presenting contextualized commercial insights for their key accounts. They do this by: Dedicating a Specialized Marketer to Insight Generation and Delivery. Synthesizing multiple sources of customer information.
  • FEARLESS COMPETITOR  |  SUNDAY, JULY 31, 2011
    [Leads] Sunday Post | The Surprising Math of Cities and Corporations
    Coming up tomorrow : We announce our Fan of the Month for August and launch our Lead Nurturing and Scoring Service. J eff Ogden is President of the B2B demand generation consultancy, Find New Customers. Sundays are a good day to expand the mind, don’t you think? Can you spare 17 1/2 minutes this Sunday?
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JULY 24, 2014
    [Leads] The Staying Power of Buzzfeed’s “What City Should I Actually Live In?” Quiz
    by Contributor Friendly | Tweet this Today’s post comes courtesy of Seth Lieberman , founder and CEO of SnapApp , a content marketing platform that gives marketers the power to generate leads and drive revenue by creating, publishing, promoting and measuring interactive content that works across channels. What Is Going On Here?
  • MODERN B2B MARKETING  |  WEDNESDAY, JULY 13, 2011
    [Leads] Announcing the Definitive Guide to Marketing Metrics and Analytics
    by Jon Miller 19,000 people have downloaded the Definitive Guide to Lead Nurturing.  And 11,000 downloaded the Definitive Guide to Lead Scoring. 11,000 people have downloaded the Definitive Guide to B2B Social Media. Get it today! We’ll be releasing the book with no registration required in four parts. And much, much more!
  • SAVVY B2B MARKETING  |  THURSDAY, MARCH 22, 2012
    [Leads] Getting to “Who” – Why the Person You’re Writing for is the Key to Copy that Converts
    That’s because knowing who the “who” is leads you to answer all sorts of questions that in turn lead to copy that is compelling for that person. Yes, revenue and profits are important, but if the staff is constantly kvetching about slow systems and outdated software that is the kind of daily grind that leads to sales.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, AUGUST 19, 2013
    [Leads] 5 Tips for Getting Out of A Sales Slump
    Whether it''s that time of the year, or your pipeline is looking depressing, or your personal motivation is lacking, there are endless reasons why you might be having a difficult period for passing leads. Going through a slump? Feeling like this fat cat? But this is not a bad thing. Contact different job titles or levels. Send a mass email.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, FEBRUARY 8, 2013
    [Leads] Sales Prospecting Perspective Weekly Recap - Week of February 4, 2013
    Some of the tips from Craig that I enjoyed were: stop confusing "Busyness" with Productivity, Sell what makes you different, Stop answering RFP's and his Lead, Manage and Get out of the Way insights. A big thanks to Craig for providing us with a great post and I highly recommend reading it when you get the chance. Now on to this week's recap.
  • STORIES THAT SELL  |  MONDAY, FEBRUARY 10, 2014
    [Leads] Why Some Buyers Don’t Look at Case Studies
    In the name of collecting leads, we''re interrupting the sales process and likely ticking off prospects in the process. understand the need to generate leads, but find other ways and make them fit the way your buyers want to buy. Locked. Let''s suppose, for a moment, that you''re in the market for a new car. Toyota does this nicely.).
  • MODERN B2B MARKETING  |  THURSDAY, AUGUST 14, 2014
    [Leads] Why Marketing Operations is the Heart of your Marketing Team
    They can then be responsible for the campaigns and programs that set lead scoring, lead source and your revenue model.  It’s a great way to ensure the numbers are attributed fairly. 3. Author: Courtney McAra When I first came to Marketo, I was SHOCKED by the size of our marketing operations team. Boy, was I wrong. Not convinced?
  • INBOUND SALES NETWORK  |  FRIDAY, SEPTEMBER 28, 2012
    [Leads] If You Are Waiting For Your Customers To Call You – You Are Too Late!
    Are you hoping that your marketing team can do such a great job of lead generation that your phone will ring off the hook? The same is true if you are waiting for your customers to call you, or expecting your marketing teams to deliver you leads that are already this far through the buying process. Well don’t hold your breath.
  • HUBSPOT  |  MONDAY, JANUARY 14, 2013
    [Leads] 8 Ready-Made Job Descriptions to Recruit an All-Star Marketing Team
    Did you know that, according to HubSpot's 2012 Marketing Benchmarks Report , companies with over 200 blog articles generate >5X the leads than those with 10 or fewer ? Optimizing content for search engines and lead generation. Developing and optimizing lead nurturing campaigns. and leads into customers! Definitely!
  • LEDGER BENNETT  |  THURSDAY, JUNE 6, 2013
    [Leads] 5 ways Marketing Automation helps Sales Enablement
    When a warm lead you have previously spoken to returns to the site, clicks on an email and downloads a document, then it’s easy to continue the conversation given the additional interest shown. 3.      Automated personal touches, less manual input. However, it’s not always easy for the sales rep to view automation as positively as peers.
  • ONPATH  |  TUESDAY, DECEMBER 14, 2010
    [Leads] I am not 140 Characters: A collection of Tweets never Twitted about on Twitter
    Time to start mining info on B2B , call centers , lead generation , training. Network/Teach/Showcase/Market your work/Be in-the-know/Finger on the pulse/Micro-blog/Extend brand visibility/Follow/LEAD/GET FOUND! Article by Cale Helmer (Business Development Trainer - OnPath). Connect with him on LinkedIn and Twitter @Bluecontra1. Right?
  • B2B MARKETING INSIDER  |  TUESDAY, JULY 6, 2010
    [Leads] How Social Media Drives Better Email Results
    by Michael Brenner, July 6, 2010 Related Posts: Need to Drive Leads? Michaels B2BMarketingInsider blog is dedicated to sharing the ideas, topics and marketing strategies that drive real results like sales, leads, and higher customer loyalty. Email is a proven and somewhat traditional technique for getting the word out.
  • EARNEST ABOUT B2B  |  WEDNESDAY, AUGUST 18, 2010
    [Leads] Top Infographics for b2b marketers
    Web trend map: plots the Internet’s leading names and domains onto the Tokyo metro map        . Social Media Demographics: Flowtown’s visualisation providing a breakdown of the key demographics for all the leading social networks     .    . Web trend map.  2.  Social CMO social landscape.  . 5.  Social media demographics.  . 6. How
  • VOICE-BASED MARKETING  |  THURSDAY, OCTOBER 24, 2013
    [Leads] 4 Lessons Pop Songs Can Teach You About Marketing
    Leads converted from phone calls are 3x more likely to turn into paying accounts than leads from form conversions. Research shows that 53.3% of top companies don’t respond to web leads. I’m a firm believer that there is more to pop music than tinny music and occasionally annoying (but catchy) lyrics. Call Me by Blondie.
  • TRADESMEN INSIGHTS  |  THURSDAY, JANUARY 5, 2012
    [Leads] Webinar: 8 Content Initiatives You Need to Seriously Consider for 2012
    Joe is a leading author, speaker and strategist for content marketing. Content marketing expert and founder of the Content Marketing Institute , Joe Pulizzi will review the practice of content marketing and why it’s one of the fastest growing areas of marketing today. You can sign up here. Joe
  • NUSPARK  |  SUNDAY, JULY 22, 2012
    [Leads] A Strategic Guide to Automated Rules in Google Adwords Pay-Per-Click
    That means better ad positioning, lower cost, higher click-thru rate, more conversions, reduced cost-per-conversion, and thus more efficient leads into the funnel. When managed properly, more efficient leads are generated, and campaign ROI increases. Ad Level: Pause. Ad Group Level: Default Maximum CPC, Pause. STRATEGY EXAMPLES.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, AUGUST 14, 2013
    [Leads] How Deals Die in the Final Mile of the Sales Process
    As Director of Sales, Adam Becker is responsible for leading the sales organization and driving overall company revenue for TinderBox. Sales Prospecting Perspectives is pleased to bring you a guest post from Adam Becker , Director of Sales at Tinderbox. Starting in 2006, he helped the company grow from 80 to 1300+ employees.
  • MARKETING ACTION  |  FRIDAY, MARCH 6, 2015
    [Leads] Mobile Search Engine Optimization Best Practices
    search engines send new visitors to your pages, visitors go directly to your site from bookmarks, others click links to lead to your site from social media, and many click on links in articles or on web pages to learn more. By now, we all know that mobile searchers outnumber desktop searchers. What does this mean for you? Mobile Indexation.
  • INBOUND SALES NETWORK  |  FRIDAY, JUNE 14, 2013
    [Leads] Leave Your Ego at the Door
    They lead with how great their company is instead of the key problem they can help their prospects solve and how they have helped their current customers achieve this. When it comes to most lead generation campaigns these days, companies are in broadcast mode. The Executives'' Guide to Building a Lead Generation Engine.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, MAY 4, 2011
    [Leads] 5 Great SlideShare Presentations on B2B Selling
    B2B Lead Genration Using Social Media. SlideShare is a resource any B2B sales person should be familiar with. If your company doesn’t have a SlideShare profile you should forward this along to your marketing Dept. 13 Ways to Make Selling Easy with LinkedIn. Selling to the CIO. Getting a Competitive Advantage through Social Selling.
  • CRIMSON MARKETING  |  WEDNESDAY, OCTOBER 23, 2013
    [Leads] How To Create Killer Content With Google Analytics
    Lead Generation. Lead Generation. The key to marketing, and overall business, success is understanding your customer. This is now easier than ever given the vast availability of data-driven tools, such as Google Analytics. Key metrics you want to be able to measure are: Brand Awareness. Customer Retention. Brand Awareness.
  • FUNNEL FOCUS  |  FRIDAY, JULY 22, 2011
    [Leads] The Marketing Automation Institute Addresses Marketing Skills Gap
    Before you can implement marketing automation successfully, you have to have a lead-to-close process worth automating and the skills – such as program management, copy writing, content development, creative development and data analysis – needed to continually executive campaigns. The technology is such a small piece of it.
  • FEARLESS COMPETITOR  |  THURSDAY, MAY 12, 2011
    [Leads] The Problem with Marketing Data (via )
    B2B Lead Generation | The Problem with Marketing Data updated article with recent data Trend 5: The Company with the Best Data Wins Fact: An average marketing database contains 25-30% useless records. Updated with new data. In best-in-class, it’s under 5% (SiriusDecisions) Data quality is a massive problem in B2B marketing companies.
  • EVERYTHING TECHNOLOGY MARKETING  |  TUESDAY, MARCH 25, 2014
    [Leads] New Report: Alliance Marketing Trends 2014
    The top three alliance marketing tactics are demand generation (68 percent), followed by content development (50 percent) and lead nurturing (50 percent). The results from our new study on Alliance Marketing are now available! Download it here. Fifty percent of respondents expect alliance marketing budgets to increase over the next 24 months.
  • FEARLESS COMPETITOR  |  MONDAY, MARCH 17, 2014
    [Leads] Jeff Ogden of Find New Customers is a 3 Time Winner of the prestigious SLMA marketing award
    Jeff Ogden of Find New Customers is proud to be a three time winner of the prestigious SLMA marketing award, voted annually by peers and run by the Sales Lead Management Association. Why do marketing awards matter? As one top marketing expert once told me “You’re not an expert when you say you are. Watch this video please.
  • WINDMILL NETWORKING  |  WEDNESDAY, JANUARY 16, 2013
    [Leads] Why Every Business Should Have a Blog
    Want to increase leads for your business? With a lead generation form in the sidebar or at the end of the post, the business can easily capture this reader and turn them into a lead. This leads tons of people to their website where they get a chance to sell a premium membership to their SEO tools. Photo credit: inju).
  • HUBSPOT  |  SUNDAY, JANUARY 19, 2014
    [Leads] Introducing the Blog Topic Generator, Learning to Not Hate Writing, and More in HubSpot Content This Week
    Research tells us that companies that regularly write and publish blog posts get 55% more web traffic and 70% more leads than companies that don''t. Sales Flash: Your Inbound Leads Are Useless Without A Valuable Followup. This scenario is a common one: A company holds a webinar or other event and generates a whole ton of new leads.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 8, 2015
    [Leads] Quiz Mania: Why We Love Taking and Sharing Quizzes
    People love taking them and sharing them with their friends, and they can even be used as a lead generation tool. They implemented an email capture form at the end of the quiz to get leads, and they were able to segment their leads based on their quiz results, allowing them to target the different segments with relevant messaging.
  • HUBSPOT  |  THURSDAY, SEPTEMBER 15, 2011
    [Leads] The Ultimate Cheat Sheet for Expert Twitter Marketing
    Used effectively, Twitter can help you promote your content, provide helpful customer service, generate leads and customers, and much more. In fact, companies that use Twitter generate 2x more leads than those that don't, and 42% of companies that use Twitter for marketing have acquired a customer through it. Choose a simple username.
  • HUBSPOT  |  THURSDAY, DECEMBER 22, 2011
    [Leads] How Non-Techies Can Succeed With Landing Page Testing
    If you’re not A/B testing, then you’re definitely missing out on an incredible opportunity to improve your business’ bottom line. A/B testing is a powerful tool that marketers often forget to leverage as a way to optimize their content and generate more leads. It will all depend on your unique business' leads goals.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, FEBRUARY 13, 2014
    [Leads] Sales & Marketing Have Moved In Together [Infographic]
    In the “beyond age,” marketing is accountable for revenue and sales has greater expectations regarding marketing qualified leads. Are your sales and marketing relationships on a path toward power. or toxicity? Back then, as little as 10 years ago, marketing arranged the blind dates for sales, the cousin. But things have changed.
  • VOICE-BASED MARKETING  |  WEDNESDAY, JANUARY 29, 2014
    [Leads] Lessons from the Super Bowl on How to Dominate the Playing Field with Call Tracking
    Instead, we try to squeeze our ad budgets for every ounce of value, closely analyzing campaign results and optimizing programs to generate the most leads, opportunities, and revenue for every dollar spent. It’s that time of year again! Super Bowl Sunday! And as marketers we couldn’t be more excited. How can call tracking work for you?
  • BLOG MY CALLS  |  MONDAY, MARCH 3, 2014
    [Leads] The 8 Biggest Marketing Mistakes You're Making
    Failing to measure every element of your marketing--everything--will lead to a failure to execute your marketing strategy. You''ll become less effective, you''ll lose ROI, and leads (and your money) will fall through the cracks. 2) Too Much Focus on Branding. Where is the line between branding and lead gen? Ratios matter.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 27, 2012
    [Leads] Sales Leadership: Focus on Focus
    Ken’s latest book is: Leading High Performance Sales Teams. Sales Leadership:  Focus on Focus. During an initial meeting where I was performing a business assessment with a new client several common topics re-appeared and since I seem to discover these quite often, I thought it would be a good topic for this blog. Are they working smart?
  • HUBSPOT  |  TUESDAY, JUNE 17, 2014
    [Leads] Running Out of Email Marketing Ideas? 17 Sources of Endless Inspiration
    If you are trying to generate leads through your email marketing, for example, you will probably want to use content that''s gated by a form. If you are trying to nurture leads into customers, you will probably want to look for product-centric content like reviews and testimonials. How do you think of what to put in your emails?
  • MARKETING INTERACTIONS  |  THURSDAY, SEPTEMBER 3, 2009
    [Leads] How do your prospects know?
    Listening to salespeople talk about prospects and the types of questions they want answers to in order to qualify leads as sales opportunities can yield a ton of insights for marketing and content strategy development. I've been in a number of client calls with sales teams to work on aligning marketing and sales goals. Tell me more about.
  • SALES CHALLENGER  |  TUESDAY, SEPTEMBER 10, 2013
    [Leads] Are Your Reps More Tiger Woods or Tom Brady?
    Perhaps our best reps aren’t Tiger Woods, going it alone to drive the ball down the fairway and into the hole, but are instead more akin to Tom Brady or Peyton Manning, leading a group offensive to run the pigskin down the field and into the end zone. The selling behavior of many sales reps can be likened to that of a game of golf.
  • WRITTENT  |  THURSDAY, MAY 9, 2013
    [Leads] Current Inbound Marketing Trends: 10 Things You Didn’t Expect
    Without lines of communication between sales and management, marketers are unable to generate a sufficient volume of the right leads. Did you know that 66% of marketers consider lead generation, conversion, and reaching the right audience more important than creating quality content ? Inbound is so hot right now. Organic Search Rules.
  • AVITAGE  |  WEDNESDAY, JANUARY 7, 2015
    [Leads] Continuum and Process vs. Event, Project or Campaign Thinking
    We discussed the buyer persona and buyer journey work they do to prepare for lead generation initiatives, especially email campaigns. The consensus is clear. It’s past time to shift your thinking about your approach to marketing activities as an event, project or campaign, to continuum and process thinking.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 2, 2014
    [Leads] 5 Sales Prospecting Strategies for Overcoming Call Reluctance
    And it costs your company leads. Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. It starts with a hesitation. It becomes an objection. It festers into a doubt. What I’m talking about is sales call reluctance. They want to know what they’re doing. And a follow-up email.
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, JULY 25, 2012
    [Leads] Building an Automated Marketing Machine
    After all, even the best marketing automation platforms aren’t truly, fully automated: humans still must make decisions around considerations like how to respond to triggers and how to score leads. In the B2B world, it’s impossible to avoid just how much more  important marketing is these days. Perfecting the process. 
  • VIRALLY BLOG  |  TUESDAY, MARCH 24, 2015
    [Leads] Big Data Roundup – Big Data In 30 Seconds
    dukeoverunc – Collection and analysis of the myriad of information available from the scores of technological data points which leads to smarter decisions for the individual. Well me being new to the world of big data, I didn’t particularly understand what it actually is. DNLBNZ – Large, Unstructured Unprocessed Data.
  • FATHOM  |  SATURDAY, MAY 17, 2014
    [Leads] Why the Acquisition of Caring.com is a Wake-Up Call to the Assisted Living Industry
    Now, I’m not here to bash Caring.com or its model of generating leads for assisted living companies. However, I’ve heard quite a bit from my clients about the low quality of these leads, and we are rapidly proving that Fathom can generate leads better and cheaper. Don’t let your leads dry up!
  • SOCIAL MEDIA B2B  |  TUESDAY, SEPTEMBER 10, 2013
    [Leads] Customer Retention: The Imperative for Creating a B2B Marketing Advantage
    Customer Retention Drives Lead Gen. And how does retention drive lead gen? Referrals help generate quality leads. Prior to her Content Marketing World session, Ardath Albee conducted an online survey of B2B marketers and found the following top 3 goals for customer retention: 74% Increase Customer Renewals. 74% Cross and Upsell.
  • CHRIS KOCH  |  FRIDAY, APRIL 22, 2011
    [Leads] Marketing’s golden opportunity in innovation
    Marketing is essentially in charge of collaboration both inside and outside the company through its leading role in social media. Innovation is becoming more external to companies and more social. Even funding for innovation is becoming more external and social. Social media management and innovation. CMOs can succeed where CIOs struggled.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  FRIDAY, MARCH 16, 2012
    [Leads] Never Write a Sales Proposal Without Asking This First
    Reduce lead time for processing claims? This question inevitably leads to a discussion of the ultimate objectives of the project, and a clearer understanding of its value. That's why, instead of drooling when a prospect wants a sales proposal for him, he's now doing this. __. No longer. Now I ask, “Why bother?” Why bother?
  • B2BBLOGGERS  |  THURSDAY, NOVEMBER 11, 2010
    [Leads] Your B2B Marketing Plan Doesn't Need Twitter. Or Does It.
    About | Advertise | Submissions | Write for Us CrowdsourcedFRD Home Advertising Branding Content Marketing Lead Gen SEO-SEM Social Media More Strategy Design PR eBooks Educational Facebook Guest Posts Twitter Your B2B Marketing Plan Doesn’t Need Twitter. Or Does It? And join him tonight for #B2Bchat as our first guest moderator. Great!
  • SMALL MANUFACTURER BLOG  |  TUESDAY, MARCH 27, 2012
    [Leads] Honor Your Creative Self: Instill Some Quiet in Your Work Life
    Group think doesn’t lead to innovation, new ways of looking at things or creative problem solving , a topic Cain discusses at length in her book. Tweet When I asked for my newsletter subscribers for feedback in December regarding challenges they faced, a vast majority said, “I’m overwhelmed!” The result? also got lucky.
  • TRADESMEN INSIGHTS  |  THURSDAY, MARCH 3, 2011
    [Leads] Content-Marketing Guidelines to Ensure Success
    Content drives credibility, market leadership and leads, so it’s important to follow certain steps to ensure positive results. We’ve all heard the expression “Content is King.&# Although we all know it sometimes, we may not practice it. Develop different content for different audience segments. What are you doing?
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, JUNE 20, 2012
    [Leads] IROI: Immediate Return on Investment
    This process leads to finding the most relevant audience and most relevant outlet, driving immediate ROI and allowing an advertiser to avail the best opportunity available. Posted in Advertising ROI Strategy. This is the era of Social Media. Not so when media planning and buying is informed by Social Media.  Optimizing media choices.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, OCTOBER 4, 2011
    [Leads] 15 Great Posts About Sales Enablement You May Have Missed
    Lead Scoring is 878% More Effective Than Cold Calling – Paul Rafferty. Sales 2.0 is the bread and butter of what we do here at InsideView. Essentially, we want salespeople to incorporate sales intelligence into the new generation of sales where social selling comes into play. posts that provide some solid definitions, rich in content.
  • CONNECT THE DOCS  |  THURSDAY, SEPTEMBER 3, 2009
    [Leads] ClickInsights: What is the biggest mistake to avoid when writing a white paper?
    How to use white papers to grow a healthy crop of leads. Harnessing her unique blend of technical knowledge, marketing savvy, and writing skills, Stephanie has crafted nearly 100 case studies and white papers for leading brands such as Akamai Technologies, EMC, Macromedia, Novell, SAP, and Symantec. Lead your reader down the path.
  • HUBSPOT  |  MONDAY, SEPTEMBER 24, 2012
    [Leads] A Marketer's Guide to Nailing the Timing & Frequency of Social Media Updates
    Determining the Most Targeted Time for Lead Engagement. is an active time for our overall Twitter audience, it doesn't necessarily mean that this time is optimal for our leads and customers. Where possible, supplement your estimates with actual feedback from your leads and customers. Determining Your Optimal Frequency.
  • SALES INTELLIGENCE VIEW  |  MONDAY, JUNE 6, 2011
    [Leads] The Problem with Big Data
    Most startups and even larger businesses have a need to deliver leads to the sales team. When you hand a sales person a lead, it’s in their DNA to follow up on it with a call, email or some other communication. It all comes back to the phone book. But is it really any better? The problem with data as a launching point. Sales 2.0
  • BLUE FOCUS MARKETING  |  MONDAY, FEBRUARY 17, 2014
    [Leads] 5 Emerging Business Social Media Marketing Trends for 2014 #ANABrand #SMW14 #SMWNYC
    One reason marketers are putting so much effort into platforms like YouTube and Vimeo is the continued rise of advertising in online video content, leading to reliable monetization for video producers and greater exposure for brands. With 2013 now quickly receding, it’s time to push full steam ahead into 2014. FOR EWORD by David C.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, NOVEMBER 9, 2011
    [Leads] 5 Marketing Problems Google+ Says It Can Solve
    Now, these various impressions will come together, leading ultimately to a brand’s Google+ page. 2. “ The idea of +1 button is to make it easy to recommend you in a really lightweight gesture that leads back to your (Google+) page,” he said. Social media was supposed to help address many of these issues.
  • 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. Advertising
  • DIGITAL VOICES  |  TUESDAY, OCTOBER 8, 2013
    [Leads] How the SMAC Stack is Driving Innovation and Productivity
    Ayantek suggested that the ideal mechanism to achieve this goal would be to create an ‘LPL Financial iPad Recruiting App’ that could be distributed to LPL’s sales representatives and that would demonstrate the company’s robust set of industry–leading tools. The Challenge. The Solution. The Results. Lights!
  • TRADESMEN INSIGHTS  |  WEDNESDAY, FEBRUARY 5, 2014
    [Leads] How Sales and Marketing Can Get the Best out of Their Content Marketing
    Have a sales retention plan  - We’re all so focused on getting a lead and making a sale that once that’s completed, we forget about them until the next sale. By working together, sales and marketing can determine the right content, whether it’s for leads, brand awareness or thought leadership.
  • FEARLESS COMPETITOR  |  MONDAY, MAY 27, 2013
    [Leads] Honor Those Who Made the Ultimate Sacrifice on Memorial Day
    Fearless Competitor is the blog of the sales lead generation company Find New Customers , but today that does not matter one bit. Today’s #Memorial Day in the United States – a day to stop and reflect on the many men and women who made the ultimate sacrifice to preserve our freedom. Please RT. Really easy!). What do you think?
  • FEARLESS COMPETITOR  |  TUESDAY, JUNE 12, 2012
    [Leads] Mike Volpe, CMO of Hubspot interviewed by Lisa Nirell of EnergizeGrowth – guest on my show
    Jeff Ogden, host of Marketing Made Simple TV is also the President of the sales lead generation company Find New Customers. This interview with Mike is really good. Lisa is a terrific interviewer. Please note that I was once a guest on HubspotTV with Mike and Karen Rubin , and Lisa is an upcoming guest on Marketing Made Simple TV.
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