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  • BLOG MY CALLS  |  FRIDAY, OCTOBER 18, 2013
    [Leads] 100 Conversation Analytics Blog Posts in 50 Days
    Leads increased. 'We''re doing it again. You may remember in early 2013 we did something a little crazy, a little wild, a little wacky. We wrote 150 blog posts in 50 days. Organic traffic increased. In short: writing 150 blog posts in 50 days worked. So, we''re doing it again.sort of. We will write 100 blog posts in 50 days. 3) Own the space.
  • BLOG MY CALLS  |  MONDAY, MAY 13, 2013
    [Leads] Phone Calls: Where Da Gold At?
    It can measure things like lead score, sales readiness, pricing sensitivity, competitor mentions, and a host of other things. 'Do you remember this video? Chances are you''ve seen it. It has over 22 million views on YouTube. This is hard hitting news story in Mobile, Alabama about a leprechaun hiding, possibly, in a tree. This is Edward R.
  • VIEWPOINT  |  THURSDAY, APRIL 18, 2013
    [Leads] Good Reads for B2B Sales - Selling at Every Level
    successful integration will provide valuable data, enhance customer retention and help ensure that your sales team is responding to qualified leads in a timely manner. 'Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Via Marketo B2B Marketing and Sales Blog.
  • VIEWPOINT  |  THURSDAY, OCTOBER 27, 2011
    [Leads] The Top Ten Actions to take from the book: "Social Marketing to the Business Customer"
    They go on to say that online interactions that morph into a sales pitch are likely to send all but the latest-stage leads running in the other direction. First, I like the format. The book is broken down into three sections: Tools, Technology, Tactics. This is a win-win-win situation. Dell wins because clients connect with Scott.
  • WEBBIQUITY  |  MONDAY, SEPTEMBER 24, 2012
    [Leads] Eight Ways to Rock at Your Job (or Get a Better One)
    However, being able to say that social media produces sales leads at x % lower cost than other sources and furthermore that these leads have a y % higher close rate will get C-level attention. You’re smart, hard-working, and loyal as a dog. So why hasn’t your career taken off the way you had hoped? Be Passionate. Be Social.
  • 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  .
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, DECEMBER 11, 2011
    [Leads] How blogging changed a life
    You never know where this journey will lead next. I was at a party the other night and was discussing some of my exciting current projects with a new friend. He asked me: “Five years ago, could you have ever imagined you would be where you are today?” ” He probably didn’t get the answer he was expecting.  Blogging.
  • 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.
  • 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.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, OCTOBER 30, 2014
    [Leads] Wise.io Provides Another Choice for Automated Predictive Modeling
    Many predictive modeling systems, especially for B2B lead scoring, supplement the client’s data with company and individual information they gather themselves from sources like social networks, Web sites, job boards, and government files. had already planned this week to write about Wise.io This week, I’ll stick with Wise.io. as the subject.
  • ACSELLERANT  |  WEDNESDAY, JULY 31, 2013
    [Leads] B2B Video Stories Achieve the Impossible
    It can communicate enough information about your complex B2B products and services so that qualified leads will willingly meet with your sales people. 'The ‘Impossible’ we’re referring to is effective AND affordable B2B marketing videos. Why Stories? The evidence is overwhelming. What’s your story? Stories sell!
  • MEASURABLE MARKETING  |  FRIDAY, SEPTEMBER 23, 2011
    [Leads] Mobile Websites for Higher Education
    It’s more than clear that young people are leading the growth in usage of smartphones and mobile web in North America - 42% of people aged 18-29 go online mainly via mobile phone ( eMarketer , 2011). If you find this post useful, check out our webinar, Mobile Web: A Crash Course , along with our Higher Education Resources. Homepage.
  • AGILE B2B COPYWRITER  |  FRIDAY, DECEMBER 10, 2010
    [Leads] K’s Top Five for the Week – December 10
    How would you like to increase your web traffic and qualified leads? Tweet This week’s top five list features an article about the importance of writing as a marketing skill, a nice blogging ebook, and how to develop a social media content strategy. It’s a change driven by content marketing and shifting the focus from push to pull. Enjoy!
  • WHAT WORKS - WHAT DOESN'T  |  TUESDAY, JULY 13, 2010
    [Leads] Using Online Games To Sell Complex B2B Software
    Which leads me to ask whether you should wait to offer a prospect an online game until they are willing to invest all the time required to wait for screens to load, understand the rules of the game, work through the scenarios, and cope with problems like crashing browsers? OK, World of Warcraft it ain’t.   Maybe.
  • HUBSPOT  |  TUESDAY, DECEMBER 20, 2011
    [Leads] The Ultimate Guide to Optimized Social Media Updates
    Social media expands the reach of content, offers a valuable communication platform between businesses and their prospects/customers, and helps to nurture existing leads into a position where they're more ready to buy. Am I including lead generation content? Linking to a landing page for lead gen? Have I included keywords?
  • 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
  • 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.
  • HUBSPOT  |  WEDNESDAY, OCTOBER 1, 2014
    [Leads] A Bigger Marketing Budget May Be an SLA Away
    For those unfamiliar with sales/marketing SLAs, they generally work like this: The marketing leader commits to generating a certain number of leads that meet a particular quality score, while the sales leader agrees to follow up with those leads in a pre-determined amount of time. Not me. But Marketing needs Sales to do things, too.
  • SAZBEAN  |  FRIDAY, OCTOBER 18, 2013
    [Leads] How Online Content Can Drive Your Business Growth
    So, the next question is how to get their attention and to lead them to your service offering. 'growing (Photo credit: nonanet) Every day thousands of people go online in search of useful information or communication through social networks. This is where your prospective customers are. Design Strategy
  • SAZBEAN  |  TUESDAY, SEPTEMBER 27, 2011
    [Leads] Increase Your Company’s Productivity With Social Media
    Unisys CEO Ed Coleman addressed this through leading by example. A growing number of companies talk about the benefits of adopting web 2.0 tools inside the organization, but the list is short for companies that are using them for increased business results. – Increase Your Company’s Productivity With Social Media.
  • WEBBIQUITY  |  WEDNESDAY, APRIL 17, 2013
    [Leads] How to Tame Panda and Penguin with WPO
    But done well, a blog fosters social engagement, improves organic search results and generates leads. 'Google’s Panda and Penguin updates have irreversibly changed the practice of SEO. At a high level, both updates are designed to clamp down on “artificially optimized” web pages (e.g., WPO Tactics for Panda and Penguin.
  • HUBSPOT  |  WEDNESDAY, MARCH 27, 2013
    [Leads] The Marketer's Go-To Guide for Creating Data-Based Content
    Tracing back content to follower-, lead-, and customer-generation -- and even being able to look up information on individual social contacts -- is the ultimate indicator of what kind of content you should be publishing more of, and less of, on social media. 5) Lead and Customer Data. We inbound marketers are a unique bunch. photos.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 13, 2013
    [Leads] Delegate or Die: Why So Many Managers Fail to Delegate
    'Buffer Why Johnny Can’t Delegate and How That Can Lead to a Job Loss. Recently I joined a firm – but in just one month I was released – without explanation. was unable to find one single thing that I had done wrong – I had been a team player and hard worker, and I made no waves at all. So why did he let me go so soon?
  • BLOG MY CALLS  |  MONDAY, MAY 6, 2013
    [Leads] Do Clicks Even Matter in Local Marketing? The Case for Call Tracking
    Local marketers say phone calls are BY FAR their most valuable lead source they have. 70% of all engagements between new customers and businesses occurs over the telephone and customer phone calls convert at a rate of up to 5x greater than online search-based leads. That means more valuable leads. The Local Search Boom. billion.
  • HUBSPOT  |  TUESDAY, AUGUST 14, 2012
    [Leads] The Must-Have Components of a Modern Sales & Marketing Machine [INFOGRAPHIC]
    When combined, the result is a powerful machine that thrives by getting to know your best leads and customers inside and out, and marketing and selling to them on their terms. How powerful is your sales and marketing machine? If you're like most businesses, chances are, that machine could be a bit stronger. EST. ( Register Here!
  • HUBSPOT  |  MONDAY, MARCH 10, 2014
    [Leads] How to Identify and Remedy Duplicate Content Issues on Your Website
    For example, the following URLs could all lead to the same page: [link]. This can often lead to duplicate content issues. For example, the following URLs would lead to the same page. For example, the following URLs would lead to the same page. 'It''s easy to be fooled into thinking SEO is just about link building. link].
  • 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!).
  • 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.
  • HUBSPOT  |  MONDAY, JUNE 25, 2012
    [Leads] Why Inbound Marketing Is Perfect for Your Niche Business
    So when you have a truly targeted and valuable offer that you put behind a landing page on your website, the people who fill out that form will be highly qualified leads for your team to follow up with. In other words, if you want to generate leads from your website, dedicate some real estate on your website for lead conversion opportunities.
  • 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.
  • MODERN B2B MARKETING  |  TUESDAY, AUGUST 19, 2014
    [Leads] 3 Ways to Justify Your Event Spend
    According to Frost and Sullivan, marketers spend $565 billion on event marketing each year, but the resultant data is often reduced to a stack of business cards and a PDF of scanned leads. Understandably, this makes it difficult for data-driven marketers to justify expensive events, and to get clear insight into what works best.
  • VIDYARD  |  MONDAY, AUGUST 11, 2014
    [Leads] How Google’s Hummingbird Update Changed Video SEO and What you can do About it
    The more your content is shared, the more it can be discussed which in turn can lead to more inbound links to your website. Finally, by placing calls to action within a video, including a link to a lead generation form, you can assess which videos had the greatest impact. Understanding User Intent. That is something a human would do.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JULY 12, 2012
    [Leads] Private Social Networks and the “Bathroom Moment”
    He schematically ensured collaboration would happen in the most common way, creating a space where casual conversation leads to the next brilliant idea. by Jesse Noyes | Tweet this Steve Jobs was an insistent man. This may have seemed like an idiosyncratic nuisance, but what Jobs understood is that creativity doesn’t thrive in cubicles.
  • 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.
  • 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.
  • HUBSPOT  |  MONDAY, AUGUST 22, 2011
    [Leads] The 5 Elements of Exceptional Business Content
    Marketers' goals for creating content can include brand awareness, lead generation , thought leadership, and search engine optimization. The other thing for which your content should be optimized is lead generation mainly because, when optimized effectively, your content can be such a great source of leads for your business.
  • 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%.
  • 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.
  • 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.
  • 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.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, DECEMBER 11, 2013
    [Leads] 5 lessons to build a business that I learned from my clients
    Will that all lead to client work eventually? Will that all lead to client work eventually? 'By Mars Dorian, {grow} Contributing Columnist. Whenever the end of a year comes nigh, I reflect on the past 12 months. And as think about 2013, I realize that I learned five important lessons from my clients. I Here we go. They don’t. Really.
  • HUBSPOT  |  MONDAY, SEPTEMBER 8, 2014
    [Leads] 6 Costly Landing Page Mistakes That Are Easy to Fix
    Don’t lose leads by making it too confusing. These new contacts then entered our lead nurturing process of receiving our Bluewire News emails and our free templates. However, once you’ve given the promised content to the lead, you are wise to garner their support by asking them to do something whilst they are "hot.".
  • 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?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, JUNE 13, 2011
    [Leads] Content marketing is not enough — The fulfillment gap
    Their content marketing effort had hooked me with precision — I was an “inbound lead&# and had already received a lot of good information from their website, newsletter and podcast that had turned me into a hot sales lead — and now I needed to make that personal call. Community Week Post by Natasha Gabriel.
  • 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.
  • HUBSPOT  |  FRIDAY, OCTOBER 14, 2011
    [Leads] 5 Creative Ways to Recycle Content
    Here are 5 great ways you can recycle your content and get more traffic and leads for your content creation efforts. This will save you the time of creating a blog post or ebook from scratch while still affording you the benefits of a new article or lead gen offer. E-C-Y-C-L-E. Recycle content , that is. Hurting for blog content?
  • HUBSPOT  |  MONDAY, MARCH 10, 2014
    [Leads] How to Use NPS Surveys for More Powerful Marketing Automation
    I''m not an ecommerce marketer, but it got me thinking -- could NPS surveys help all marketers get more customers into their funnels, and nurture those leads to become customers? You send a survey to a group of customers, leads, partners, etc. Note: You can segment even further than that if you have different lead and customer types.).
  • 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.
  • 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.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, APRIL 11, 2013
    [Leads] The Hottest Sales Trends of 2013
    Rather, salespeople need to carefully comb through gathered data and employ lead qualification techniques to spot leads with the highest possible returns. Instead of betting on these worn-out horses, salespeople need to embrace new sales strategies (such as Twitter’s new ‘Advertising Card’ lead generation tool).
  • 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.”
  • HUBSPOT  |  TUESDAY, AUGUST 13, 2013
    [Leads] The Tell-Tale Signs It's Time to Hire a Marketing Agency
    The challenge is that when you’re an inbound marketing team of one (or even just a handful of people), you also become copywriter, designer, strategist, accountant, sales lead, editor, SEO specialist. Sales leads are given prime attention, between the hours of 11:30 p.m. the list could go on for paragraphs. Awful visual, right?
  • HUBSPOT  |  MONDAY, JUNE 27, 2011
    [Leads] Why Internet Marketers Must Always Be Testing
    Bryan: Anybody who wants more leads, sales, subscribers or fans from their website. New Research: Lead Generation Lessons From 4,000 Businesses. Discover how social media, blogging, and website content correlate with traffic and leads. Download the free ebook to learn B2B and B2C lead generations lessons from 4,000 businesses.
  • B2B MARKETING INSIDER  |  TUESDAY, DECEMBER 20, 2011
    [Leads] How To Generate ROI (Return On Interesting) With Content Marketing
    The problem comes down to simple math: we’re getting fewer leads for the same money. And the only way to reverse the tide and save marketing is with a  content strategy  that produces valuable content people want, converts them at the appropriate time and generates more leads for less money. The Basic Argument. Test, test, test!
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 13, 2012
    [Leads] Sales Leadership: Climbing Mount Everest
    While I was in Hong Kong leading a 2 day sales leadership workshop, I picked up a Chinese newspaper and in the business section there was a large article on this topic. Sales Leadership: Climbing Mount Everest. Climbing Mount Everest takes skills, plans, a strong team and luck.  Immediately I knew it would be a good topic for the blog. Goals.
  • B2B MARKETING INSIDER  |  TUESDAY, DECEMBER 14, 2010
    [Leads] Whatever Happened To The Business Case
    Challenging conventional wisdom in a respectful way can lead to the kind of insights that most people miss. Michaels B2BMarketingInsider blog is dedicated to sharing the ideas, topics and marketing strategies that drive real results like sales, leads, and higher customer loyalty. That post is still one of my most popular. Great!
  • HUBSPOT  |  MONDAY, OCTOBER 29, 2012
    [Leads] Internet Outage Crash Your Website? The Marketer's Response Plan
    Ecommerce sites can't make sales; lead generation sites stop getting leads; and ad driven sites stop getting visitors. Leads are important, sure, but you shouldn't forget your current customers. But if you can keep your community, your leads, and you customers happy, it will reduce the impact of those outages on your business.
  • LEADERSHIP  |  FRIDAY, MARCH 28, 2014
    [Leads] Interesting Infographics: 25 Tools To Boost Your Content Strategy
    'I keep hearing that digital marketing continues to be a significant focus of marketing and lead generation campaigns. Curata – for brands and enterprises when they need to generate leads. As we have all heard before, successful digital marketing requires fresh and high quality content. Tools To Help Produce Content.
  • HUBSPOT  |  TUESDAY, DECEMBER 17, 2013
    [Leads] Answers to 5 of Marketing's Most Frequently Asked Questions #AskTheExpert
    Are you focusing on generating leads and aiming to advertise at the lowest possible cost-per-lead? My goal is to generate leads through paid advertising , and by testing each of these platforms, I’ve been able to optimize for the lowest cost-per-lead. 'Trying out this whole inbound marketing thing? Where do I start?
  • 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.
  • 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?
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JULY 30, 2012
    [Leads] 5 Ways To Maintain Your Clients
    After I met with the Sales Director, I asked other colleagues what they thought were the key reasons leading to our success with client retention. I was chatting with a Sales Director at our company this morning who asked an interesting question: How do you explain the increase in our client retention rates recently?
  • 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.
  • 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.
  • 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.
  • 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?
  • HUBSPOT  |  FRIDAY, JUNE 3, 2011
    [Leads] 5-Step Guide to Optimizing Landing Pages
    The most effective way to boost lead generation is to improve the performance of your landing pages. It refers to the elements on your landing page that make it difficult for a visitor to convert into a lead. So, how do you do that? In fact, the folks at MECLABS came up with a formula to create top-performing landing pages.
  • MODERN B2B MARKETING  |  SUNDAY, APRIL 17, 2011
    [Leads] Should Social Media Be Used as a Sales Channel? – The Ongoing Debate
    Trust and sales – Becoming the go-to resource for your industry will earn trust and this leads to improve lead generation. When lead scoring classifies a prospect as sales-ready, move them into the funnel. To build revenue, the question still remains: should B2B social media be used as a sales channel?
  • SAVVY B2B MARKETING  |  TUESDAY, AUGUST 28, 2012
    [Leads] Savvy Toolkit - GetListed.org
    We're advocates for search engine optimization best practices that will lead to sustained, long-term search engine rankings for small businesses I was recently doing research for a client and ran across GetListed.org. It is one of those cool little tools that saved me so much time and energy I knew I had to share it with you. Million U.S.
  • 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?
  • 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.
  • WEBBIQUITY  |  MONDAY, JUNE 24, 2013
    [Leads] Book Review: Content Rules
    One of our clients was generating, on average, 10% of all leads via referral traffic from their blog within one year of launching it.). 'The phrase “content marketing” may well disappear at some point in the not-too-distant future. According to recent research , nearly 80% of CMOs see custom content as the future of marketing.
  • B2B LEAD BLOG   |  FRIDAY, JULY 8, 2011
    [Leads] B2B vs. B2C: What Does It Really Mean?
    This blog and the LinkedIn group to which it’s connected are all about B2B lead generation. It ultimately ended with a phone call from a sales professional to the warm leads. Certainly, broad terms like B2B and B2C have their place – like big networking groups such as the B2B Lead Roundtable. ve spent my career working in B2B.
  • PHOENIX RISING  |  SUNDAY, AUGUST 16, 2009
    [Leads] The Company You Keep
    One of my clients was viewed by their industry as the leading integrator of the toughest solutions. Remember when your folks told you to choose your friends wisely?    They were trying to protect you, but they also knew that you'd be judged based on your friends. That's why all these sayings apply to business and life!
  • 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?
  • INBLURBS  |  THURSDAY, NOVEMBER 3, 2011
    [Leads] Social Media can be thread to your reputation
    Free report: Get found and get leads the smart way. Companies engage increasingly in social media sites like Facebook, Twitter, LinkedIn and other forums and platforms. They go to step into conversation with their audience to offer better service and support and to strengthen the band between actual and future customers.
  • ILLUMINATING THE FUTURE  |  THURSDAY, JANUARY 21, 2010
    [Leads] What Jack Bauer Can Teach Us
    They can provide them not only with qualified (or “sales-ready”) leads but vital intelligence about a prospect that can dramatically enhance sales conversations and interactions. Marketers are not only charged with providing better leads, they are expected to provision the field sales team with better intelligence. Jack is back.
  • GREAT B2B MARKETING  |  TUESDAY, AUGUST 14, 2012
    [Leads] Applying the Olympic Model to Marketing and Sales Alignment
    The marketing department builds awareness and generates inquiries, then hands off qualified leads to the sales department who applies their magic to convert these leads into customers. The way Blanchard sees it, the big problem is that people use a hot topic (e.g. swimmers. Also, everyone on your team gets the same medal.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, MAY 3, 2012
    [Leads] Be Prepared And Make The Most Out Of Your 30 Minutes!
    My Director, Matt Fitts , does a really good job of leading a structured call that touches upon each of these points. On our call, we were able to reschedule opportunities, get a sense of where the new leads were in the client’s pipeline, and come up with some new target organizations. Trust me, you’ll surprise yourself
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, NOVEMBER 15, 2011
    [Leads] Tips On Commanding Respect While Teleprospecting Tough Prospects
    Here is simple example of a way to turn a conversation around that isn’t getting off to a great start: Marketing Executive : “We’re already generating more than enough leads for our sales team.” How are you making sure the best quality leads are landing in front of your sales team?”
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, AUGUST 25, 2011
    [Leads] How To Avoid FrankenMarketing!
    Adding an automated marketing tool will not increase your revenue if there is no one to fully follow up on the leads it produces. Hiring an outsourced lead generation firm is a waste if there is no process to pass the leads to sales and track their rate of forecast. My wife is constantly planning. call this Franken-marketing.
  • SAVVY B2B MARKETING  |  FRIDAY, MARCH 18, 2011
    [Leads] Savvy Week in Review - March 18
    One to file in your "at least I have never done that file" Lead Generation is NOT IT by @ardath421. Ardath Albee shares her thoughts on why B2B marketers are missing the boat by ignoring lead nurturing. B2B Social Media Lead Generation Explained by Eric Schwartzman via @briansolis. Happy spring equinox!
  • 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.
  • VIEWPOINT  |  MONDAY, APRIL 4, 2011
    [Leads] Jeff Pedowitz on The State of Marketing Automation
    Manufacturer's dealing with OEM and distributors—trying to develop marketing and lead programs for a distributed partner network. I recently read an article by Jeff Pedowitz about the state of marketing automation and it caused me to think back to a lunch I had with Jeff just a couple of short years ago. Marketing should embrace it.
  • 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.
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