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  • TOMORROW PEOPLE  |  FRIDAY, DECEMBER 9, 2011
    [Leads] Why Your Marketing Needs Inbound Marketing in 2012
    Is your marketing plan built around creating a consistent marketing message - that will consistently bring in new leads? Plenty of companies do marketing. But not many make a real return in investment on it. The fact is that carrying on with the same old way of doing things will only yield the same results. Understand buyer behaviour.
  • TOMORROW PEOPLE  |  MONDAY, DECEMBER 5, 2011
    [Leads] How to Improve Your Marketing in 31 Days
    More sales leads ? How to make your marketing more effective in 2012. How would you like to make your marketing more effective in 2012? More profile? Better ROI? Every business wants to make their marketing work harder for them. What areas are they failing to cover that you can address for your target market? Is it clear? convenience?
  • LEADERSHIP  |  FRIDAY, DECEMBER 5, 2014
    [Leads] Interesting Infographics: The Science of Building Buyer Personas
    I am sure most of you will agree that creating a buyer persona is crucial to any successful B2B lead generation and marketing campaign. However, targeted personas lifted sales leads 124%. 97% increase in online leads. Traditional Demographic Marketing. Targeting Very Specific Groups. Case Study:  SkyTap. Initial Research.
  • WINDMILL NETWORKING  |  FRIDAY, DECEMBER 20, 2013
    [Leads] Make Your Content Marketing POP with Powerful Images
    by Judy Gombita (@jgombita) Related Stories Turning Your PR Team into Publishers with Social Media Simple Tweaks to Improve Social Media Lead Conversion Social Video in 2014. In my post You Should be in Pictures, I discussed the growing importance of visual imagery in content marketing.
  • BLOG MY CALLS  |  TUESDAY, OCTOBER 29, 2013
    [Leads] Mining Gold from Calls: A Few Random Thoughts About Conversation Analytics
    It actually analyzes the words said on business phone calls to extract data like lead score, sales readiness, sales performance, and, most importantly, conversions. There are a couple of other call tracking companies that claim to offer lead scoring. We hate to break it to them, but that''s not lead scoring. Until now.
  • ANNUITAS  |  THURSDAY, MAY 7, 2015
    [Leads] What B2B Sales Does Not Get That B2B Marketing Does, or Do They?
    This approach is short-sighted and does nothing to collect the buyer insights that are necessary to drive better overall buyer engagement and deliver highly qualified leads to sales. A recent report by Richardson highlighted some of the biggest sales challenges of 2015. 59% stated “gaining appointments”. modern buying process.
  • B2B MARKETING INSIDER  |  TUESDAY, APRIL 24, 2012
    [Leads] Content Strategy Ain’t Just For Large Companies
    By focusing on customer-driven content, small companies can be effective at generating leads, opportunities and real revenue. In a recent podcast on OpenView labs , I discussed how content strategy can drive real results for businesses of all sizes. also answer the question of whether content marketing is just another term for marketing.
  • BLOG MY CALLS  |  TUESDAY, APRIL 9, 2013
    [Leads] Sales and Marketing Aligment: 5 Things Every Sales Rep NEEDS to Know About Marketing
    None of this is bad inherently, but it does breed distrust and distaste for sales reps among the marketing ranks at most companies. 2) Marketers believe sales reps don''t value the leads they receive. For every 30 minutes that passes without a phone call from a sales rep, the chances that the lead purchases are cut in half.
  • FATHOM  |  MONDAY, JUNE 2, 2014
    [Leads] A Few Good Reasons Manufacturers Should Use PPC
    Here are just a few reasons to try one of the most powerful lead generation strategies available to advertisers. There are plenty of practical reasons why a manufacturer should use PPC, or pay-per-click marketing, as part of their overall online strategy.   organically.  The targeting capabilities of PPC are powerful and getting better. 
  • THE B2B RESEARCH BLOG  |  MONDAY, OCTOBER 24, 2011
    [Leads] Financial benchmarks for B2B marketing agencies
    Have the UK’s leading B2B marketing agencies – 43 of them with combined billings of around £150 million – anonymously share key performance data.   Are you normal? . As a business I mean. . If you’re running a B2B marketing agency do you really know how your firm performs relative to competitors? Despair not though.  DNX (£4.04m).
  • SMALL MANUFACTURER BLOG  |  WEDNESDAY, JULY 25, 2012
    [Leads] How to Develop Blog Content: Look for Questions that Need Answers
    Even with the hole Google has put into its Analytics keywords report (the dreaded “not provided”), the report is still a treasure trove of information — especially when it comes to finding ideas for B2B blog and e-newsletter topics. Just search for, “How to.” Then have this person answer a question on a weekly basis.
  • SMALL MANUFACTURER BLOG  |  WEDNESDAY, JULY 25, 2012
    [Leads] How to Develop Blog Content: Look for Questions that Need Answers
    Even with the hole Google has put into its Analytics keywords report (the dreaded “not provided”), the report is still a treasure trove of information — especially when it comes to finding ideas for B2B blog and e-newsletter topics. Just search for, “How to.” Then have this person answer a question on a weekly basis.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, MARCH 26, 2013
    [Leads] Sales' Open Season: Desirable Skills You Want In Your New Hires
    Active listeners will always have the best information associated with their leads and that increases the chances their leads will turn into qualified, active sales opportunities in hopes of closing. What you really want to find out is, “Do they want THIS job” or “Do they just want A job”?
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, OCTOBER 15, 2013
    [Leads] Marketing Automation's Unhappy Users: Trouble in Paradise?
    But the news on that front is mixed: a survey by one of the industry’s best analysts , Jim Lenskold, found 60% of marketing automation users reporting increases in the key value measures of lead quantity and quality. As I mentioned in last week''s post , I’m writing a paper on stages of marketing automation deployment.
  • HUBSPOT  |  TUESDAY, SEPTEMBER 27, 2011
    [Leads] 5 Tips for Managing LinkedIn Groups
    In B2B marketing, creating and managing your own LinkedIn group for your brand is a great lead generation strategy. You'll get more discussions, more members and more opportunity for lead generation. Generate leads from your LinkedIn group by sending announcements to your members. How are you using LinkedIn for lead generation?
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JANUARY 26, 2015
    [Leads] 5 Ways to Differentiate Your Marketing Content
    Editor’s Note: Today’s post comes courtesy of Simon Jones, a vice president at Blanc & Otus, a communications agency headquartered in San Francisco, where he leads the development and execution of integrated communication programs for some of the world’s largest technology brands. It will lead to a very different year.
  • EMAGINE B2B BLOG  |  TUESDAY, AUGUST 13, 2013
    [Leads] What eMagine Customer are Saying: Client Recommendations
    With their help, we have also seen an increase in our search engine traffic and lead generation and expanded efficiency in delivering information and services to our customers and prospects. Today we take a look at some client testimonials on our work with them: Lauren Maschio, Director of Marketing at VoltDelta. B2B Web Strategy
  • ANNUITAS  |  TUESDAY, OCTOBER 21, 2014
    [Leads] Building Relationships & Trust for B2Bs – Q&A with Steve Woods
    SW: Nudge is focused on the relationships in B2B – we help turn a lead with a good fit but no engagement into a lead with a good fit and engagement. Take a look at our Q&A and don’t forget to register for LeadLove Boston next week! Q: What is Nudge Software all about? How do you help your customers? Customers can easily walk away.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, JUNE 17, 2011
    [Leads] [Video] 5 Reasons Why The C-Level Needs Revenue Performance Management
    Once you know what investments are pushing leads through your sales and marketing funnel, you can start measuring the impact of your investments two or three quarters out. by Jesse Noyes | Tweet this How do C-level executives view sales and marketing? Generally, as a black hole, says Steve Woods. But it doesn’t have to be so dark. Facebook.
  • ONPATH  |  MONDAY, NOVEMBER 29, 2010
    [Leads] Why are some leaders more talented than others?
    Coyle argues that any kind of human ability, whether it's soccer, football, golf, playing the violin or leading a team in a corporation, develops when chains of nerve fibers repeatedly carry tiny electrical signals and memory patterns develop. Psychology Today - Published on November 2, 2010. By Ray B. Williams. Genetics ? Training ?
  • 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.
  • BLOG MY CALLS  |  WEDNESDAY, MAY 29, 2013
    [Leads] Stop Being Such a Negative Dufus
    They take the lead in repositioning a company, driving leads, and communicating with sales. They feel like they aren''t getting enough good leads. Eventually the negativity seeps into conversations with leads and customers. feel drained after I speak to him. Nothing is ever good enough. good product isn''t good enough.
  • 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. Where do I start? What should I know? expert answers?
  • ANNUITAS  |  TUESDAY, MARCH 31, 2015
    [Leads] Events Are Top Tactic for Marketers – Keep It That Way
    Give lead generation quotas for the day or set other expectations so the team knows exactly what they need to do to achieve success at the event. Why is it that over 3,000 marketers will flock to Vegas to attend this event? Why did Dreamforce have 135,000 people register for their event last year? It’s simple.
  • EARNEST ABOUT B2B  |  THURSDAY, APRIL 28, 2011
    [Leads] The proof is in the pudding – The essential benchmarks for all B2B Marketer’s
    Leading us nicely on to how that budget is typically being allocated… Spread your cash wisely. Once your target audience has got sight of your campaign and responded in one way or the other, 4 in 10 of these leads on average will move from an initial enquiry to being ‘sales ready’. 22% of the budget goes on events. respectively.
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, DECEMBER 21, 2011
    [Leads] When the Price Isn’t Right
    Notice that instead of leading with the value of product features and focusing on known customer needs, the new approach leads with issue(s) costing customers money and telling them something they don’t already know about themselves. And as the title says, the focal point is price, price, price. Teach them something else that’s right.
  • WORKFACE  |  THURSDAY, DECEMBER 1, 2011
    [Leads] Conversion Rates: Interventions with Ghosts Visiting your Website
    In total, you generated 38 leads on 5,000 visitors, giving you a 0.76% capture rate. Here are just a few of the ways you're probably capturing website leads today: Asking the visitor to fill out "contact us" form fields. Higher rate of conversion to capture, lead, sale In the last month you had 5,000 visitors to your website.
  • EMAGINE B2B BLOG  |  MONDAY, APRIL 13, 2015
    [Leads] Healthy Habits For Optimizing Your PPC Campaign
    You cannot have a scalable lead generation campaign without first having a targeted, tightly focused keyword list. With busy schedules and limited time we must find creative ways to stay motivated on-the-job and at home. This three-step approach will help you optimize excessive keyword lists AND drop those 10 pesky pounds. Stay hydrated.
  • DIGITAL BODY LANGUAGE  |  THURSDAY, MAY 14, 2009
    [Leads] The Medium is the Message: B2B Marketing, Social Media, and Conversation Context
    As today's marketing organizations consider how to engage in social media forums, not considering the context of the medium being used can lead to a significant change in the overall effect on the message being received. The medium in which a message is delivered has as much of an effect as the content delivered in that medium.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, DECEMBER 4, 2012
    [Leads] What’s On Your Sales And Marketing Program Wish List For 2013?
    Matt Bertuzzi from The Bridge Group offers some great insight into this topic in his blog, Inside Sales Ratios: Lead Generation Reps to Field Reps. It’s December 3 rd and the most wonderful time of year has begun. The malls are packed, the trees are lit and holiday music is being played. Learn more about how to do this here.
  • FOLLOW THE LEAD  |  TUESDAY, AUGUST 17, 2010
    [Leads] Sales-exec-as-publisher-model taking shape
    For related stories on b-to-b sales and marketing trends, please visit Follow the Lead on a regular basis. 'The shift is not about b-to-b or b-to-c.' ' For Greg Verdino , it’s dangerous for b-to-b sales and marketing execs to be lulled into thinking that social media is predominately for consumer markets. Take IBM.
  • FOLLOW THE LEAD  |  TUESDAY, JULY 20, 2010
    [Leads] Slide in semiconductor sales a sign for other b-to-b reps?
    For related stories on b-to-b sales and marketing trends, please visit Follow the Lead on a regular basis. _. Guest Blog | Vincent M. Cramer. When I graduated from college, the number one movie was The Graduate , starring Dustin Hoffman as Ben Braddock. The industry had an innovative solution. Vincent M. Subscribe to RSS.
  • FOLLOW THE LEAD  |  TUESDAY, JUNE 1, 2010
    [Leads] Pre-production half the battle in creating meetings with C-level
    new facilities, legislation changes, third-quarter earnings) that create opportunities for lead generation. Guest Blog | Jill Konrath. Ever try to set up a meeting with a senior-level executive? To add insult to injury, savvy assistants zealously protect them from unnecessary interruptions. Leverage trigger events: Identify occurrences (e.g.
  • 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.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, MAY 22, 2012
    [Leads] Cold Calling Confessions Of A Shopaholic
    At the end of the day, both shopping and cold calling require research, preparation, and a course of action that will lead to best results, whether that be saving money on your shopping spree, or qualifying opportunities. For most, this can be a bit overwhelming, as you determine which sales fit your needs and priorities first.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, FEBRUARY 1, 2011
    [Leads] Picking Your Best Marketing Automation Vendor: One Size Won't Fit All
    But I also believe the new VEST can help to educate people about product differences, leading them to look more deeply than they would otherwise. All these observations lead back to the same central point: different vendors are good at different things and no one vendor is best at everything. Back to the education part. Ok then.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, NOVEMBER 24, 2014
    [Leads] 7 Inside Sales Lessons Learned on The Football Field
    When you are struggling to pass leads and opportunities, think about what you are doing that isn’t working and try to correct it. 4. Sales Prospecting Perspectives is pleased to bring you a post from Mike Lipka , Inside Sales Representative at AG Salesworks, and Kenneth McKenna , Business Development Representative at AG Salesworks. Play big.
  • E-QUIP  |  TUESDAY, FEBRUARY 4, 2014
    [Leads] Is Advertising Worth It?
    Advertising serves two primary functions: (1) brand building and (2) lead generation. Because it generally produces very few leads (only 9% of marketers found it effective in generating leads in one survey ). Lead generation, of course, is much easier to measure than brand building. Have you seen tangible results?
  • INDUSTRIAL MARKETING TODAY  |  WEDNESDAY, JULY 14, 2010
    [Leads] Is Content Curation an Easy Way for Content Marketers to Do More.
    Industrial Marketing Today -- Topsy.com Previous post: Don’t Count on Marketing Automation to Solve All Your Lead Generation Problems Next post: Can Industrial and B2B Marketers Learn Creative Problem Solving from Fifth Graders? Heck, even MS Word kept flagging curation as a misspelled word. So curated content is not something new. Resource
  • FEARLESS COMPETITOR  |  MONDAY, NOVEMBER 10, 2014
    [Leads] If you’re looking for job, read Get Back to Work Faster
    You have to register for the Sales Lead Management Association , but it’s free and you vote for up to three, Either link works. You have to register for the Sales Lead Management Association, but it’s free and you vote for up to three,… Find New Customers Florida Get Back to Work Faster Job seekers Online Presence
  • E-QUIP  |  MONDAY, FEBRUARY 25, 2013
    [Leads] Client-Centered Project Management
    But failing to adequately define and plan the project often leads to problems here. One firm specializing in client feedback has found that clients generally grow less satisfied as the project design is completed and leading into construction. Of course, there are many exceptions. But in general, I think this is a fair assessment.
  • HUBSPOT  |  SUNDAY, DECEMBER 21, 2014
    [Leads] Out of Ideas? 8 Great Places to Find Inspiration on the Internet
    Guillebeau is known for leading the charge for people who wish to lead unconventional lives, which he discusses on his website, " The Art of Non-Conformity." This post originally appeared on Agency Post. To read more content like this, subscribe to Agency Post. Hey, we’ve all been there). 1) Reddit & Specialized SubReddits.
  • SALES INTELLIGENCE VIEW  |  MONDAY, MAY 21, 2012
    [Leads] How to Boost B2B Sales with Social Media
    Other links for Social Selling How to generate leads through social media Generate 10-15 leads a day with Gamification. As a driven, competitive sales professional, you are willing to do whatever it takes to increase your sales, network with potential clients, and extend your business’ reach in your industry. Sales 2.0
  • INBOUND SALES NETWORK  |  FRIDAY, JULY 13, 2012
    [Leads] Integrated Marketing: Reaping the Rewards of Compound Interest
    We have found that you get the maximum reward when you integrate your lead generation through multiple mediums. Digital Usually our first touch in any new lead generation program comes in the form of an email. By doing all of these touches through one platform or method can greatly hamper your lead generation efforts.
  • MARKETING ACTION  |  MONDAY, JANUARY 28, 2013
    [Leads] Building Content Marketing to Support the Buying Process
    If you want a proven, battle-tested methodology for producing sales-ready leads using content, then this is the webinar for you. Do it well, and you’ll achieve your goal of generating high-value, sales-ready leads. The way to reach them and influence those decisions without actual contact is through content marketing.
  • EB2BLEADS  |  MONDAY, AUGUST 1, 2011
    [Leads] Content Marketing Is All The Marketing Left
    Seth also added; “teaching your customers and giving your customers the resources to believe you is new marketing ” Leading business development specialist are using content marketing as a way to show buyer’s that they understand their world, better than any brochure, e-shot or “clever” marketing could ever do.
  • B2B MARKETING INSIDER  |  WEDNESDAY, JUNE 4, 2014
    [Leads] 4 Steps To Success In The New Demand Generation World
    Director of Lead Generation at Ventyx. He sends us these Demand Generation tips every few weeks to keep us grounded in one of the main focus areas of B2B Marketing: delivering quantifiable value to the business and leads for sales. Today’s post is another guest post from Rob Krekstein, Sr. Business Model. Process. Training.
  • WEBBIQUITY  |  WEDNESDAY, APRIL 11, 2012
    [Leads] Riding the Social Media Struggle Bus? You’re Not Alone
    And just as there are significant differences in the results one will obtain from an intense training regimen vs. the occasional stroll, the MarketingProfs study points out that the “best in class” B2B social media performers are producing more than three times the number of leads from this channel than are “laggard” firms.
  • B2B MARKETING TRACTION  |  FRIDAY, NOVEMBER 21, 2014
    [Leads] Is Your B2B Marketing Provider Showing Jazz Hands or Results?
    Many marketers including me relied on manual capture and input of marketing sources and hours spent calculating cost per lead, conversion rates, return on investment (ROI) and analyzing the reports. It’s always been important to track and report marketing results. Now we have dashboards for just about every marketing software we use.
  • HUBSPOT  |  WEDNESDAY, MAY 9, 2012
    [Leads] How to Improve Your Email Marketing With an Integrated Approach
    Study after study shows that email strategies that integrate social media lead to better results. According to Aberdeen Research, 65% of the top 20% of B2B marketers in social media lead generation integrate email with social media, compared to the industry average of 51%. Email & Social Media Integration.
  • EARNEST ABOUT B2B  |  FRIDAY, MAY 13, 2011
    [Leads] Bridging the great Sales and Marketing divide
    Where did that lead go? What lead? The leads start flooding in and then seemingly disappear into the ether. ii) what leads? When building the campaign, work closely with Sales to define clear roles and responsibilities – particularly looking at what stage leads will be handed over and what should happen next.
  • VIEWPOINT  |  THURSDAY, SEPTEMBER 5, 2013
    [Leads] Good Reads for B2B Marketing - Modern Marketing from Stan Lee
    How Marketing Can Deliver Qualified Leads. Online content in the sales and marketing industries is constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The ever-present gap between marketing and sales continues for many businesses. Via CMO.com.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, NOVEMBER 5, 2013
    [Leads] 5 Tips On Managing CRM Data Costs
    On top of all that, what happens with old leads that were once valid but now the contact has changed jobs or left the organization? Maintaining accurate CRM data is a challenge for nearly all of the organizations we''ve partnered with over the years. Inevitably there is a percentage of data that is not worth calling at all.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, APRIL 24, 2014
    [Leads] 4 Steps to Maximize Your Marketing Data
    Build a program to continually check outdated, inaccurate, and incomplete information on your accounts, leads, and contacts. by contributor | Tweet this Editor’s Note: Today’s post comes courtesy of Cassie Hrushesky , Product Marketing Manager at Bluewolf. Follow Cassie on Twitter @cmnh10. It’s time to stop avoiding it.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JULY 14, 2014
    [Leads] The Global State of the Mobile App and Push Notification Markets
    You may not be selling in-app purchases, but you are leading the consumer down a path to purchase. by Kaila Garrison | Tweet this On May 28, the webinar entitled Push Your Mobile Marketing Strategy Forward was held. The first topic was the global state of the mobile app & push notification markets. Direct sales. Ecommerce. Timely.
  • B2B IDEAS @ WORK  |  WEDNESDAY, JUNE 2, 2010
    [Leads] Are We Following the “New Best Practices” for B2B?
    Lead Tracking. With our new leads, we used an outbound email regimen and limited social media to further engage prospects with more content - linking them back to the website to access it. Leads were incorporated into the client's CRM system which is in sync with the campaign rollout. Customers no longer want to be sold.
  • HUBSPOT  |  THURSDAY, DECEMBER 13, 2012
    [Leads] 35 Free Pre-Designed Email Templates Just For You [And an Infographic!]
    Are your emails mobile-optimized and triggered by your leads' behavior? Any experienced email marketer knows that crafting the perfect marketing email is somewhat of an art form. On both desktops and mobile devices. Let's be real, though. Click infographic to enlarge.). There's no better time to start than the new year.
  • HUBSPOT  |  MONDAY, JULY 16, 2012
    [Leads] 11 Clever CTA Tricks Real Brands Are Using to Grow Their Email List
    When we discuss calls-to-action (CTAs) in marketing, we often look at them as a key driver of lead generation. After all, they are mostly used to send incoming traffic to your landing pages and lead-capture forms. And in some cases, this can be even more effective than using a CTA to promote a lead-gen offer. How often?
  • HUBSPOT  |  MONDAY, FEBRUARY 18, 2013
    [Leads] How Inbound Marketing Can Fuel Native Advertising
    And within inbound marketing, you're using that content to cultivate and generate leads through marketing offers (e.g. Additionally, the use of content extends to many other marketing methods like search engine optimization , lead management , and marketing automation. In plain English, that means paid editorial.
  • HUBSPOT  |  FRIDAY, DECEMBER 16, 2011
    [Leads] How to Optimize Your LinkedIn Company Page in 15 Minutes
    LinkedIn company pages are becoming an increasingly popular tool for marketers to engage with their networks, generate leads, and showcase their products. In HubSpot's specific case, our visitor-lead conversion rate for LinkedIn is double that of any other social network. Why not use it as a lead generation opportunity! Ready?
  • SALES LEAD INSIGHTS  |  TUESDAY, JULY 26, 2011
    [Leads] B2B telemarketing: An interview with Michael Brown
    When it comes to using the phone to generate, nurture and qualify leads, there’s nobody better than Michael. Ask before telling and learn before selling. Michael Brown is our “Business to Business By Phone Expert”. With all the developments lately in B2B marketing, telemarketing still has a prominent position and I want to highlight that.
  • CHRIS KOCH  |  FRIDAY, JANUARY 21, 2011
    [Leads] Why you need to turn your customers into stalkers
    So we spend weeks leading up to the briefing arguing about what the numbers actually mean and what marketers should do. At ITSMA , we’ve been busy preparing for our annual State of the Marketing Profession briefing next Tuesday. It’s where we introduce some of the top findings from our annual budget survey of marketers. What do you think?
  • B2B MARKETING TRACTION  |  THURSDAY, JANUARY 21, 2010
    [Leads] Bye Bye, Advertising Madmen. Hello, Marketing Nurturers.
    The new marketers are not called “madmen” but “lead nurturers.” We lead prospects down the buying path through attraction, watching for buy signals. How will your company adapt to this change from push advertising to lead nurturing? Tweet. The Author's Madmen Avatar. Madmen Are Out. Nurturers Are In.
  • CONVERSIONATION  |  MONDAY, AUGUST 2, 2010
    [Leads] Five conversion marketing rules: conversion is constant quality improvement
    The conversion process, from lead to customer, from a coincidental site visitor to an email subscriber and from an anonymous Internet user to a brand advocate, is one of many steps and a few dozen, Click the title to read more
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 28, 2012
    [Leads] B2B Marketing expert Jeff Ogden on Intrepid Radio!
    Jeff and I had a fun and engaging discussion about the common mistakes organizations makes in B2B sales, lead generation , content marketing, HubSpotTV, and the strong marketing utility of publishing white papers and guest posting. Jeff Ogden. I had the pleasure of recording an interview with Todd Schnick of Intrepid Radio.
  • MODERN B2B MARKETING  |  WEDNESDAY, FEBRUARY 6, 2013
    [Leads] How to Succeed with Marketing Automation, Lesson 1: The Discovery Workshop
    At what point should leads be passed to sales? What methods are in place currently to alert sales of new inbound leads? How does sales communicate back to marketing about qualified or unqualified leads? What are your various lead sources? Do you have defined stages of a funnel that a lead or contact moves through?
  • MARKETING ACTION  |  FRIDAY, JULY 5, 2013
    [Leads] Is Marketing the New Sales? Webinar Tuesday July 9
    Inbound leads were mostly tossed over the wall to sales, who mostly ignored them because they didn’t know where the lead came from or how “hot” that lead was to buy. Industry expert and Director of Demand Gen at Act-On Software, Janelle Johnson, will lead this timely discussion on Tuesday, July 9.  That was then.
  • LOOPFUSE  |  TUESDAY, FEBRUARY 7, 2012
    [Leads] 3 Tips for Lovers (of Marketing Automation)
    Design a lead flow that captures more complex user behavior than simply dripping them email. It really can go either way, you know. Either you come off looking like a hero, the greatest person in the world…or you come off looking like someone who just doesn’t really have a clue as to what’s really going on. forget. It takes time, baby.
  • BUYEROLOGY  |  TUESDAY, NOVEMBER 1, 2011
    [Leads] How Buyer Perceived Risks (BPR) Affects Buyer Behavior and Purchase Decisions
    Improving buyer intelligence in Buyer Perceived Risks (BPR)© can lead to being informed on important decisions related to: Pre-Sales Content : Providing knowledge and information that instills confidence in choice and reducing perceived risks. Image by IceSabre via Flickr. There is a given in all this.  Related articles.
  • WINDMILL NETWORKING  |  TUESDAY, SEPTEMBER 9, 2014
    [Leads] Legal Lessons from the “ Ice Bucket Challenge ” Phenomenon
    This social media campaign went viral leading teens, celebrities, world leaders, and perhaps even you, to dump ice cold water on your head and donate some money to the ALS Association. The summer of 2014 may be remembered as the “ALS Ice Bucket Challenge” summer. Hilfer graduated with honors from Yale College and Harvard Law School.
  • HUBSPOT  |  THURSDAY, MAY 19, 2011
    [Leads] How to Get Promoted to Chief Marketing Officer
    By far, the number one reason I promoted him is because he has built a scalable lead generation machine that powers the HubSpot growth engine. suspect if Mike and his team took the month of May off and spent no money, we would probably still get 25,000 new leads. Each piece of content is like a mini magnet that pulls in leads.
  • MODERN B2B MARKETING  |  WEDNESDAY, AUGUST 28, 2013
    [Leads] Real Results to Common Email Tests
    Version A was sent from a human being (the lead’s owner); version B was sent from a general marketing alias; the subject lines were identical. Does shorter, more concise email content lead to more click-throughs than highly descriptive, longer email content? So, what have we found to be the most effective? The winner. Fake Forward.
  • THE ROI GUY  |  FRIDAY, DECEMBER 13, 2013
    [Leads] Two Thirds Adding More Sales Reps in 2014. Will This Deliver Revenue Growth?
    According to research by SiriusDecisions, the main barrier to achieving quota goals is not too few leads, lack of training, or product knowledge, but the inability for Sales Reps to communicate the value your solutions provide. But will the new additions result in revenue growth? The risks are high. So how can ramp up occur more quickly?
  • HUBSPOT  |  MONDAY, AUGUST 13, 2012
    [Leads] Google+ Finally Rolling Out Custom URLs for Pages and Profiles
    This means that our social media team will soon be able to change this hideous looking URL -- [link] -- which leads to HubSpot's Google+ business page , into something much more professional, memorable, and shareable. Log this update under "news that should've been news months and months ago." It's about time, right? Hold your horses, though.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 15, 2015
    [Leads] Recapping 2014 in Content Marketing
    But, that leads me to the second observation. User generated content is performing at an obscene rate for turning leads into customers. We all had to come out of the holiday haze just a few short weeks ago, so what better way than to start with a look back at 2014? Content marketing had a huge year! Walk with me. Every. Single. Event.
  • CHRIS KOCH  |  FRIDAY, APRIL 9, 2010
    [Leads] How to establish a voice of authority in a blog
    Here are a few to consider: Lead a niche. A few weeks ago, I wrote a post about how to get others to blog. But it’s not enough just to support bloggers. For them to be successful, we need to help them establish their voices in a blog. The way that we establish trust and relationships with buyers is through authority. Stop reading. Be timely.
  • HUBSPOT  |  THURSDAY, SEPTEMBER 26, 2013
    [Leads] Why You Should Stop Using Google Rankings as Your Primary SEO KPI
    This is not ideal, though, as the search terms may not be driving leads and sales -- and with Google''s latest encryption update , you won''t be able to drill down into indivisual search terms. Leads and sales from organic search are also very good KPIs. How could this be, you ask? How to Evaluate the Performance on SEO in the Future.
  • INBOUND SALES NETWORK  |  FRIDAY, MARCH 1, 2013
    [Leads] Is Social Selling The New Door Opener?
    By working in tandem, you can utilize organization efforts to your sales people generate more leads and build their own brand. Want to learn more about how to build a lead generation engine leverages the full power of social media? The Executives' Guide to Building a Lead Generation Engine. Where to begin? The Bottom Line.
  • SAZBEAN  |  MONDAY, APRIL 21, 2014
    [Leads] How Typography Affects Your Internet Marketing
    Leading : Leading is the amount of space between separate lines of text. English: Example of Tahoma typeface (Photo credit: Wikipedia). Suvir Mirchandani, a teenager from Pittsburgh, recently came up with a way to save the government a lot of money. The reason: Garamond is a thin, light typeface that doesn’t require much ink.
  • FEARLESS COMPETITOR  |  WEDNESDAY, SEPTEMBER 2, 2009
    [Leads] A report card on technology firms
    For companies looking to optimize each marketing campaign in b2b lead generation who wish to improve the way they acquire customers , Find New Customers is the place to go. From John Keenan, a response to some comments we received related to our earlier “What’s Wrong With Tech&# blog post. trailing-twelve-months (TTM) revenue.
  • VIDYARD  |  THURSDAY, OCTOBER 16, 2014
    [Leads] Good Idea? Tailoring Video to the Buying Journey
    But it’s only as amazing as your top of funnel leads. Your animated explainer video may be flabbergastingly good. mean mint … spot on … even perfection. Meaning, it might win over prospects at the first step of their buying journey with you, but the fame stops there. without help from your sales team). Craving more good ideas?
  • CRIMSON MARKETING  |  WEDNESDAY, DECEMBER 3, 2014
    [Leads] Why Trusting Your Gut Is The Worst Marketing Move You Could Make
    Back then, and for the following few decades, the company got by on referrals and didn’t have to do much when it came to lead and demand generation. Here’s a tip: When it comes to marketing your business, leave your “gut” out of it. Things have changed. Well, smart ones don’t, at least. What are you waiting for? Pizza and payroll.
  • INBLURBS  |  THURSDAY, FEBRUARY 2, 2012
    [Leads] How Word-of-Mouse can Drive Revenue for your business
    Free report: Get found and get leads the smart way. The influence of user generated content on purchase decisions is increasingly growing. Especially the digital natives 18 to 34 account for this trend where products and services are recommended to friends, business partners and family. On the web you are what you publish, what are you?
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JULY 1, 2014
    [Leads] 5 Important Facts About Canada’s Anti Spam Legislation (CASL)
    by Kevin Senne | Tweet this Editor's Note: Today's post comes courtesy of Kevin Senne who leads global deliverability for the Oracle Marketing Cloud. July 1, 2014, the day at long last that CASL (Canadian Anti-Spam Legislation) finally comes into force. Hopefully, your company preparations for this change were finalized weeks ago.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, OCTOBER 29, 2014
    [Leads] Your Timetable For Winning at Content Marketing From 8 a.m. to 8 p.m.
    54% of marketers say the right metrics lead to better messaging. Great content marketing is as much about structure as content - so here’s your personal plan for doing it right. Content marketing is a huge field, with over $100 billion spent on it each year , so inevitably, it makes the Content Marketer’s day a busy one. thousand?
  • WRITING ON THE WEB  |  FRIDAY, JANUARY 3, 2014
    [Leads] Start an Expert Ebook with an Outline: 11 Steps
    This leads to the marketing phase and should be strategically planned out.). 11 Steps" src="[link] width="300" height="225" title="Start an Expert Ebook with an Outline: 11 Steps" /> Are you an expert? Then you need to write and publish an expert ebook. Trust me on this one. Traditional publishing barriers have fallen. Ask ‘ what if?’
  • VOICE-BASED MARKETING  |  TUESDAY, AUGUST 13, 2013
    [Leads] 13 Best Practices for Improving Organic Search Rankings on Google
    Track your visitors and leads. In order to optimize your SEO results, it’s important to measure the impact of your efforts on web site traffic and lead/sales generation. Marketing automation tools and call tracking tools can help you tie leads and sales back to SEO. Define a keyword list. Good content will win out. about.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, AUGUST 9, 2013
    [Leads] 5 Tips for Mentoring the Millennial Generation in Inside Sales
    Make a direct connection between their work -- the product they’re selling, the people they’re leading -- and how it helps others. By the end of the decade, millennials will encompass 50% of the workforce. Not only will they be employees, they will also be customers. People respond better when they’re trusted. That knowledge should be enough.
  • VIDYARD  |  THURSDAY, JANUARY 8, 2015
    [Leads] 6 Influencers, 8 Blogs, and 10 Books on Video Marketing You’d Be Cray Cray Not to Follow
    With a background in video production, James uses his expertise on driving traffic, attracting more leads, and making more sales using the power of video as a medium and YouTube as a channel. Tyler is the CMO at Vidyard, the world’s leading video marketing platform. Who doesn’t love a little “light reading” on a regular basis? You do!
  • BLUE FOCUS MARKETING  |  SUNDAY, APRIL 12, 2015
    [Leads] Is the Chief Learning Officer the Executive of the Future? @Tom_Peters @jhagel Insights by @mnburgess #SocBiz #HR
    Organizations understand that, to borrow an old axiom, you can lead a horse to water, but you can’t make it drink. So if we’re talking about adopting LMS systems and creating comprehensive social learning programs , who’s going to lead it? We are moving into a new phase of social business adoption. But it’s not just LinkedIn. Learning
  • BLOG MY CALLS  |  WEDNESDAY, OCTOBER 23, 2013
    [Leads] Good Question: "Which of My Clients Need Call Tracking?"
    Research from BIA Kelsey indicates that one call is worth 4x the revenue of one web lead. It actually actually analyzes the words and phrases said on the call to determine whether the call was a good call or a bad call, whether the lead is sales ready, if the lead mentioned a competitor, and a host of other things.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, OCTOBER 9, 2012
    [Leads] Stop Being Scared Of Change When Managing Your Inside Sales Team
    With that said, there is a line to be drawn; if you see reps making 60 dials a day and they aren’t passing leads, it’s clear you’ll need to go back to having a concrete call number to hit. My wedding date is quickly approaching and I couldn’t be more excited as everything seems to be coming together with November 24 th quickly approaching.
  • HUBSPOT  |  TUESDAY, OCTOBER 16, 2012
    [Leads] 8 Ways SEO Should Influence Your Marketing Copywriting
    How else will you convert that search engine traffic into business leads? CTAs lead your traffic to highly optimized landing pages which offer them something in exchange for their contact information, and presto -- you suddenly have a lead! In the world of inbound marketing, your content is your business and your calling card.
  • FEARLESS COMPETITOR  |  THURSDAY, AUGUST 15, 2013
    [Leads] Cntrl-Alt-Delete- Reboot Your Business and You – @mitchjoel on Marketing Made Simple TV
    Marketing Made Simple TV is a production of the sales lead generation company Find New Customers and it is hosted by the award-winning marketing expert, Jeff Ogden. Mitch pulls no punches in this provocative best-selling book or on this show. This is why you need to watch this show. Mitch Joel. Why data is key to business success today.
  • PR MEETS MARKETING  |  SUNDAY, OCTOBER 11, 2009
    [Leads] Marketing and Public Relations – Nothing but lies?
    At what point does “spinning” lead to outright lying? Note:  This past year has been one of reflection regarding family, friends and career, especially in light of what happened earlier this year. This will be one of many posts regarding various topics that I’ve mulled over from time to time through the year. The Ethical Quandary.
  • TRADESMEN INSIGHTS  |  TUESDAY, OCTOBER 5, 2010
    [Leads] Have You Started a Company Blog? Maybe You Should.
    Click Here to Email Me Check Out the Marketing Insights Podcast The Official Podcast of Tradesmen Insights Follow Me on Twitter Thanks To All That Supported the Habitat Tool Drive [link] 53 minutes ago 5 Ways to Use Content Marketing to Attract New Business [link] 1 hour ago what kind of lead tracking system do you use? Maybe You Should.
  • MODERN B2B MARKETING  |  MONDAY, AUGUST 15, 2011
    [Leads] The Top 7 Things to Avoid at a Trade Show
    But before you print out your conference badge and grab your lead scanner, make sure you’re ready. One of the most critical factors in turning your trade show participation into revenue is your lead management process. The longer a lead sits untouched, the colder and less interested they will become. Going in blind.
  • VOICE-BASED MARKETING  |  MONDAY, SEPTEMBER 23, 2013
    [Leads] How To Turn Your Sales Team Into Mutants—the Good Kind
    Your agents may be great at pitching your product/service to potential customers, but if they’re not getting to the phones fast enough, they may be throwing away your leads. Web Leads Meet the Whisper. Your agents are used to following up with leads that submitted their information in a Contact Us form online. The good kind.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  THURSDAY, MARCH 14, 2013
    [Leads] FREE eBook: Cracking the LinkedIn Sales Code
    Social selling strategies that lead to more sales. Recently I surveyed 3000+ salespeople. 4.9% of them were blowing it out on LinkedIn. And, what they're doing with it is fundamentally different from what most sellers were doing. To learn more about the 2013 Sales & LinkedIn Survey, get Cracking the LinkedIn Sales Code now.
  • BUZZ MARKETING FOR TECHNOLOGY  |  FRIDAY, OCTOBER 18, 2013
    [Leads] It’s Time For CMOs To Tap Into The Power Of Personalization
    Incorporating social data into your overall personalization program can convert those actions into leads and revenue. Posted in eCommerce Optimization Personalization. According to  Forrester Research , U.S. commerce sales are expected to hit $370 billion by 2017 – that’s 10 percent of retail sales. Make data your best friend. Overall, U.S.
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