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  • SAVVY B2B MARKETING  |  THURSDAY, JANUARY 19, 2012
    [Leads] Make the Short List by Connecting with Content
    About the author: Stephanie Tilton is a content marketing consultant who helps B2B companies craft content that nurtures leads and advances the buying cycle. With content marketing gaining in mindshare and importance, it’s valuable to keep pace with developments in this area. Goals and measurement. Budgets and production. Challenges.
  • THE ROI GUY  |  SUNDAY, MARCH 24, 2013
    [Leads] Are White Papers Dead?
    For traditional white paper campaigns, it now takes significantly more reach to generate the same amount of lead responses. As a result, IDC reports that Interactive White Papers generate 3x more leads than traditional white paper fueled campaigns, and result in 150% more qualified leads per campaign.
  • MARKETRI  |  WEDNESDAY, AUGUST 8, 2012
    [Leads] Show Me the Money: Proving ROI for Social Media
    That is, measuring how many leads come to your business through social media and how many of those leads are converted into actual business. The best way to think about a company’s social media exposure is that it represents your entire pool of potential leads from social media. ” We all know the scene.
  • 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?
  • MODERN B2B MARKETING  |  FRIDAY, DECEMBER 14, 2012
    [Leads] 4 Tips to Succeed With Marketing Automation
    As you become familiar with the platform you’re probably doing some targeting, you’re using email effectively as a channel, and the quality of the leads you’re sending to sales is much better than before. m assuming that you all have gone out, selected a platform, and you’re on your way to better marketing with marketing automation!
  • 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.
  • 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?
  • IT'S ALL ABOUT REVENUE  |  SATURDAY, SEPTEMBER 7, 2013
    [Leads] Big Data Usage Benchmarks and Performance By Industry [Chart]
    Life Sciences, Services, and Retail are leading the way in the use of data analytics. 'by Marilyn Cox | Tweet this Big Data, Big Deal? Big Data is, well, a big buzzword right now. Solution providers are working furiously to solve the challenge of big data. ” According to The CMO Survey , approximately 5.5% Who’s Out Front?
  • 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.
  • 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!
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, JANUARY 26, 2011
    [Leads] Improve your blog. Stop writing for an audience!
    Perhaps recognition that will lead to new opportunities? I’m a little freaked about this post.  I’m afraid people will read only the blog headline and get out their pitchforks and torches.  So please glance at least a few more sentences before hitting the comment section, OK? You were blogging for some personal benefit. Or money.
  • 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.
  • VISIONEDGE  |  THURSDAY, DECEMBER 19, 2013
    [Leads] Transitioning from Service Provider to Value Generator
    When Marketing acts as a service organization, its objectives and priorities are typically focused on service delivery (time, quality, and budget) and on Sales satisfaction (measured in “qualified leads generated by marketing”). 'Are you one of those superhero marketing organizations? Feeling pretty good about your responsiveness?
  • BLOG MY CALLS  |  FRIDAY, NOVEMBER 8, 2013
    [Leads] Every Marketer Should Watch This TED Talk
    It can pull data like lead score, sales readiness, and pricing sensitivity. It can tell you how good your sales reps are, how good your leads are, and how often someone buys from you. 'I like TED Talks. The ideas shared in TED Talks are incredibly powerful. One such TED Talk was given by Simon Sinek. The Golden Circle. Wanna buy one?".
  • BIZNOLOGY  |  THURSDAY, DECEMBER 26, 2013
    [Leads] Black Friday 2013: which toy retailers topped the rank vs. frequency chart in SEM?
    We were very curious how the leading toy retailers would balance these two important metrics. . '(Photo credit: Wikipedia). The Black Friday shopping weekend was an amazing opportunity to study the different search marketing strategies in play.  That’s a win-win! Target was a good example of this. Is there a right strategy?
  • EMAGAZINE B2B BLOG  |  TUESDAY, JULY 30, 2013
    [Leads] What’s Happening in the World of B2B Online Marketing?
    Steps to Stronger Lead Scoring. Erica Bell’s blog post on Business.com provides an insightful discussion into steps that can lead to a better scoring system to make your marketing and sales efforts more efficient. Conversion Form Best Practices for B2B Lead Generation. Utilize Other Industry Blogs to Improve Your Own SEO.
  • BIZNOLOGY  |  FRIDAY, APRIL 20, 2012
    [Leads] Employees represent their companies online, like it or not
    The irony is that those who want this separation of personal and professional are the ones that leave the bread crumbs leading to who they are and what they do. Photo credit: Steve Woolf. In the social media age we desperately want to have our cake and eat it too. Why am I writing about this? It was not as if he was trying to hide who he was.
  • SOCIAL MEDIA B2B  |  TUESDAY, JANUARY 31, 2012
    [Leads] Social Media Supports Changing B2B Buying Landscape
    This is defined from first lead inquiry to purchase. You need to work harder to discover new leads and work harder to retain customers. B2B marketers understand that they are operating in a different environment for a variety of reasons. The first shows the change in average deal size from 2010 to 2011.
  • KOMARKETING ASSOCIATES  |  TUESDAY, OCTOBER 30, 2012
    [Leads] Bark, Meow, Tweet: What Our Pets Can Teach Us About Digital Marketing
    So follow Kitty’s lead and get those seasonal deals out early.  According to BtoB Magazine’s latest report on social media marketing, B2B marketers are leveraging social media for customer service, product marketing, hiring and recruiting, and traffic and lead acquisition.  Everyone always says pets are smarter than people. Don’t they?
  • CONFLUENT FORMS  |  SUNDAY, DECEMBER 1, 2013
    [Leads] Capitalizing on Pinterest Rich Pins price notifications
    In May 2013 Pinterest added some functionality (which was later to become Rich Pins) to a number of leading websites. 'Most online retailers know about Pinterest, and have made sure to add a "Pin It" button to their site, blog posts, and product pages. Then in October 2013 Pinterest made Rich Pins available to everyone. How huge?
  • DIANNA HUFF - B2B MARCOM  |  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.
  • HUBSPOT  |  THURSDAY, OCTOBER 20, 2011
    [Leads] 5 Marketing Tactics That Don't Matter
    Redesigning Your Website 'Just Because' - Websites are the hub for driving online leads. What does matter is how many leads your website generates. Thus, website redesigns without clear lead generation improvement goals are pointless. We are in the midst of a epidemic that is claiming the precious time of way too many marketers.
  • CONNECT THE DOCS  |  MONDAY, JUNE 4, 2012
    [Leads] 42 Rules For Your New Leadership Role: Interesting insights
    If that’s the case, rush to the scene of the inferno, grab a hose, do your best to find qualified firefighters, and get back to your real job of leading your group to results. This book is a perfect manual for those who are recently been offered or promoted to a top position. Topics covered in this book are 1. Normal. personal. 10.2625.
  • SAZBEAN  |  WEDNESDAY, FEBRUARY 2, 2011
    [Leads] How Your Products Influence Your Brand
    Communications with customers throughout the sales process (including post sales and customer service) is vital for meeting and molding expectations and can lead to much better products (and brand perception) in the future. Other than advertising and marketing, products and services are how people experience your brand. Thoughts?
  • SAZBEAN  |  WEDNESDAY, JULY 28, 2010
    [Leads] Old Spice Viral Campaign Increases Sales
    While the Old Spice ad campaign, “The Man Your Man Could Smell Like,&# was amusing to watch, marketers were interested in whether it could lead to increased sales. According to The Nielson Co. Recent sales figures from SymphonyIRI  also show a lift for Old Spice Body Wash products. He  added that Old Spice  is now the No.
  • B2B MEMES  |  MONDAY, JUNE 21, 2010
    [Leads] The Coming Content Marketing-Publishing Continuum
    The reason for this, he said, is that “his magazines are most often the first point of contact leading to the sale of all the other services he is now selling.”. Writing on Foliomag.com earlier this month, blogger Josh Gordon spun a comment heard at the Folio: show into a bullish prediction for print magazines.
  • B2B MARKETING UNPLUGGED  |  WEDNESDAY, JULY 23, 2014
    [Leads] Your Customers Want to Talk to You
    The last time I looked, the cost for a decent B2B lead in Canada was well over $20, and even more for an enterprise lead. 'Last week we looked at the Customer Service Theatre that follows a hyper-vigilant Seal Team Six intervention on social media. This week, we should look at the much more pernicious problem of Customer Hide and Seek.
  • E-QUIP  |  THURSDAY, FEBRUARY 20, 2014
    [Leads] How Leaders Undermine Their Own Initiatives
    But in my experience, one reason stands out: Leaders failed to lead. This means that you need to assemble a team with enough authority, influence, and expertise to lead the change process. The potential downside of having a strong team is the temptation to step back from actively leading the effort. That''s no real surprise.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, APRIL 22, 2014
    [Leads] Time Management Tips for Cold Calling Inside Sales Reps
    Let''s paint the picture on typical Monday: Joanie will come by to ask a business-related question that leads into what happened over her zany weekend. 'Over the years, I found that I innately gravitate towards the part of my job I enjoy doing the most. think we''re all guilty of that at times. The key thing is to set your day up accordingly.
  • B2B VOICES  |  MONDAY, JUNE 4, 2012
    [Leads] BMA Report: Social Media and B2B are Peanut Butter and Chocolate
    This ignores the benefits that social media brings to search, and the ability to leverage and share the knowledge and expertise imbedded in B2B companies to build and nurture relationships required for lead generation. I got to see my friends Jeffrey L. You’ll recall I published a Q&A with them and a review of their book earlier.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, DECEMBER 4, 2011
    [Leads] What Your Last Facebook Post Says About Your Brand
    by Egan Cheung | Tweet this My last post to Facebook was seeking a recommendation for kiteboarding near Cozumel.  I posted it 17 days ago, and I’ve had more person-to-person conversations about Kite-surfing in the last 2 weeks than I have had …. more or less ever.  The top post is the thing that people will walk away thinking about.
  • MODERN B2B MARKETING  |  THURSDAY, MAY 31, 2012
    [Leads] Marketo Summit 2012: Be a ‘Leader’ in Today’s Brave New World
    That’s why, now more than ever, companies need strong leaders who can create alignment between sales and marketing to achieve the revenue growth that we all seek: more win-ready leads , more opportunities, and ultimately more closed deals. It’s the kind of moment that you know truly matters, and that you won’t soon forget.
  • SOCIAL MEDIA B2B  |  WEDNESDAY, AUGUST 3, 2011
    [Leads] 10 Tweetable Twitter Tips for B2B Marketers
    Tweet offers and links to your landing pages to generate leads. Many B2B companies start their social media adoption with Twitter because it seems to be the easiest platform to jump right in without a plan. Let’s start twittering, the boss says. And the junior marketer complies. Use industry keywords in your Twitter bio.
  • VERTICAL RESPONSE  |  MONDAY, AUGUST 4, 2014
    [Leads] 3 Easy Ways to Increase Site Conversions
    Your posts may lead readers down the conversion funnel, but they should be useful enough to stand on their own. This leads us to the next tip. Determining which of these leads to higher conversions can help you come up with a conversion optimization strategy that is specific to your website and your readers. All rights reserved.
  • SYNECORE  |  TUESDAY, JULY 23, 2013
    [Leads] How to Run Your Social Media Marketing Like a Newsroom
    SyneCore has a rather modest following on Instagram, but our use of the prolific, in my humble opinion, hashtag, #RoyalBaby, lead a NYT reporter to snatch it up for a story. 'Some may call it silly. Some may call it a waste of time. But, you just can’t argue with the power of social media. Prepare the royal bottle service! Let’s do it.
  • CONTENT MARKETING FOR BI  |  WEDNESDAY, APRIL 20, 2011
    [Leads] How to Bake a White Paper from Scratch: Part Four – The Consumption
    For a fee, they will host your white paper on their site, get the word out to their larger community, provide optimized search methods so that your paper will more likely be found, and collect leads from prospects that download. So there you have it—a nicely-written, neatly-formatted, white paper. We need to do more. Tweet about it.
  • REPUTATION TO REVENUE  |  FRIDAY, AUGUST 28, 2009
    [Leads] Aren't we past random acts of "selling"?
    How is this random calling to "qualify" a "lead" based on white paper download a month or two earlier worth anything?   Sigh -- another random call this morning from a telemarketer on behalf of a large tech company:  Caller: "Hi, this is [name] from [company name] on behalf of [tech company]. noticed you downloaded some research.
  • B2B INTERNET MARKETING STRATEGIES  |  SUNDAY, MAY 18, 2014
    [Leads] Marketing Engines vs. Marketing Campaigns
    Or you might implement marketing automation, lead nurturing and scoring, drip campaigns, accelerator queues, and so on–all marketing engines that, once running, could almost be left to themselves without a sudden drop in the benefits they yield. 'Marketing campaigns are giving way to marketing engines. SaaS Marketing
  • BLOG MY CALLS  |  FRIDAY, MAY 2, 2014
    [Leads] The Friday Marketing RANT: Why Wouldn't You Want This Data?
    57% of all the calls analyzed in Q1 were ''Good'' or ''Great'' leads. Is there any way that knowing your lead score would NOT benefit you and cause you to evaluate your campaign ROIs differently? 'This blog post is part of the Blog.LogMyCalls.com series called the Friday Marketing Rant. And the data is very, very cool.
  • BLOG MY CALLS  |  TUESDAY, DECEMBER 10, 2013
    [Leads] Did the Caller Make a Commitment to Buy? 5 Marketing Automation Actions
    It can extract lead score data, sales readiness data, pricing sensitivity, agent empathy, sales skills, and most importantly, perhaps, whether or not a caller purchased. CRM Lead Status Update - If the phrases and words said on the call indicate that the caller purchased (i.e. This blog post won''t regurgitate that data.
  • BLOG MY CALLS  |  TUESDAY, NOVEMBER 12, 2013
    [Leads] How Conversation Analytics Knows a Caller Was Confused
    It can tell if the caller was a good lead, if they were price sensitive, and even if the caller was confused. Based on the words and phrases that Conversation Analytics ''hears'' it can determine if a caller purchased, was a good lead, or even if a caller was confused. and How Does Conversaion Analytics Know if the Agent Was Polite?
  • BLOG MY CALLS  |  FRIDAY, JUNE 14, 2013
    [Leads] Marketing Strategy 101: Affinity Marketing
    These relationships provide valuable sources of leads and synergy in the marketplace. Gain access to your partners lead base. In the SaaS space that we inhabit as a call tracking company, prominent listings in app marketplaces support lead gen strategies as great sources of customers. 'Make friends. Make friends on the job.
  • SYNECORE  |  THURSDAY, JUNE 20, 2013
    [Leads] Your 5 Step Approach to Business Blogging
    'You’ve heard it before: in order to generate leads online, your business needs to blog. Then, watch as your leads increase (and then keep writing). So, that''s got you convinced? Awesome. Next step: you need to start. Settle those nerves, folks; I’ve got five steps to help you jump start your business blogging strategy. state? score.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, APRIL 26, 2012
    [Leads] Cold Calling Sucks, So Have Some Fun With It!
    You’ll have some more conversations, which will lead to a couple more leads and possibly 1-2 more deals. People that haven’t done it have no idea. Unless you have sat at a phone all day and pounded out dial after dial taking beatings all day long, you do not know how mentally taxing it can be to cold call.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, MAY 16, 2011
    [Leads] Are You Calling A List Or Finding Opportunities?
    While it’s easy to pass along marketing generated leads to inside reps and put a script in front of them , this is not the best use of your time or theirs. A targeted list is a great starting point - I can’t emphasize starting point enough. Talented reps with the right prospecting skills will slam dunk a successful campaign.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, NOVEMBER 15, 2010
    [Leads] New Hire Training For Inside Sales – Week 1 & Beyond
    Make sure they are setting up follow up tasks, selecting proper lead statuses, and logging activity correctly. An example of this would be to run an activity report that shows prospects in certain lead statuses that don’t have a follow up task associated with them. take the following steps to accomplish this: 1.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, SEPTEMBER 20, 2010
    [Leads] How To Conquer The Fear Of Asking The Dreaded Budget Question
    ” You will find the most success by asking lead in questions like “When purchasing a technology, what is the budget process at your organization usually like?” Inquiring about budget can be one of the most difficult subjects when it comes to qualifying a prospect.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, AUGUST 26, 2010
    [Leads] 3 Ways To Shorten Sales Cycle
    When I talk to them their love of the product often leads to long discussions on features and functionality. If you are trying to shorten your sales cycle you do not want a ton of unqualified leads coming your way. Sales cycles are longer right now. 1) Sell based on value. good sales person loves the product that they sell.
  • ANNUITAS  |  THURSDAY, JUNE 26, 2014
    [Leads] Seven Ways to Get The Most Out of Industry Events
    'Erika Goldwater’s post earlier this week  got me thinking about events, that love-it-or-hate-it way that so many of us choose to network with colleagues and peers, learn about industry trends and best practices, generate leads for our business or build our brand presence. Also, don’t forget the reason you are there. Book them while you can.
  • HUBSPOT  |  TUESDAY, OCTOBER 9, 2012
    [Leads] 10 Genius Ideas That Changed Marketing Forever
    blog is a long-term marketing asset that brings traffic and leads to your business. This platform, if done properly, can generate tremendous traffic, leads and sales for your business that you otherwise would not have had,” wrote Marcus Sheridan, Partner at River Pools and Spas and Founder of The Sales Lion. That's not right, right?)
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 22, 2012
    [Leads] Why Every Business Blog Needs Evergreen Content
    Continues to Generate Leads: As a result of the continuous traffic it generates, evergreen content that is optimized for lead generation also has a powerful capacity to continually generate leads over time. Evergreen content, on the other hand, guarantees SEO, traffic, and leads over time. What Is Evergreen Blog Content?
  • HINGE MARKETING  |  FRIDAY, OCTOBER 4, 2013
    [Leads] The Missing Piece to Your Content Marketing Strategy
    The logic is simple: leverage your website as a magnet for prospects by offering valuable educational materials, nurture leads over time, and position your firm as the thought leader. As it turns out, producing content doesn’t necessarily result in new leads and business. Why isn’t your stellar content attracting new leads?
  • MODERN B2B MARKETING  |  THURSDAY, FEBRUARY 9, 2012
    [Leads] B2B Marketers Need to Get on Board with Social Media… NOW!
    Also, as Facebook, Twitter and LinkedIn inevitably become better at capturing leads, B2B marketers are going to be forced to spend more time and money on them. Indeed, more than 800 million users listing professional-related preferences is no lead pool to scoff at! But now more than ever, it’s time to put the pedal to the metal.
  • KOMARKETING ASSOCIATES  |  TUESDAY, OCTOBER 23, 2012
    [Leads] Study: Brands Rely on Social Metrics To Measure Engagement
    percent, leads generated at 53.3 Sentiment goes further than a measurement of success; according to eMarketer, brands are stepping into the shoes of audience members to determine what will be attractive and lead to consumption, shares, and comments. study from Outbrain found that 88.9% percent, and referrals from search at 51.1
  • THE FORWARD OBSERVER  |  THURSDAY, JUNE 12, 2014
    [Leads] Is Outbound Marketing Dead?
    In contrast, inbound marketing is about getting found online , converting a visitor to a lead, and then measuring, analyzing and iterating to refine the process and improve the results. For instance, after a lead converts, they are more likely to next want information about your company before getting a price quote or product demo.
  • LEDGER BENNETT  |  THURSDAY, JUNE 6, 2013
    [Leads] 5 ways Marketing Automation helps Sales Enablement
    So when pre-agreed lead scoring matrices show a warm lead to be ready for handover to sales, they come complete with online behaviour, with what they’ve viewed, downloaded and interacted with. However, it’s not always easy for the sales rep to view automation as positively as peers. 1.      Greater insight. 2.      Improved visibility.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  FRIDAY, MAY 10, 2013
    [Leads] Top Seller LinkedIn Strategy: Monitor Customer Job Changes
    This is a strong trigger event that can lead to untapped opportunities. At Vorsight we have a lead source called "Old Client, New Company." When a salesperson sees an alert that a client has moved to a new company, they create a lead with this source. That''s a huge difference. And here’s an even starker contrast. The result?
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JANUARY 27, 2014
    [Leads] 3 More Trigger Marketing Tips To Improve Engagement
    'by contributor | Tweet this Editor’s Note : Today’s post comes courtesy of  Josh Haynam , the co-founder of Interact, a platform for creating lead capture quizzes. He frequently writes about using content effectively and getting the most from it. Follow Josh on Twitter  @jhaynam. What makes you take action? Read part one here. .
  • B2B MARKETING TRACTION  |  WEDNESDAY, APRIL 3, 2013
    [Leads] Should You Outsource Your Marketing? A Cost Analysis
    discusses some of the situations or trigger points that might lead to outsourcing marketing staff. If you’re considering hiring marketing staff, one of your options is to outsource this key function. To decide if outsourcing is an option for you, do a simple cost analysis. What are the costs of hiring versus outsourcing? Salary. Entry.
  • CONTENT MARKETING FOR BI  |  WEDNESDAY, MAY 5, 2010
    [Leads] My 3 Wishes from the Marketing Genie
    will look for a well-designed, organized, and complete website, regular newsletters, targeted e-mails, trade show presence, search engine results, and most of all: contact information that leads me to a real person. Remember watching cartoons about Aladdin and the magic lamp? Didn’t you wish you could have three wishes too?
  • HUBSPOT  |  MONDAY, MARCH 5, 2012
    [Leads] 6 Tactics for Turning Trade Show Interactions Into On-Site Sales
    For example, HubSpot's elevator pitch may go along the lines of: HubSpot is all-in-one marketing software that helps businesses of all sizes increase the number of visitors to their website and convert more of those visitors into leads and customers. Making sure content leads to a sale is your next step. 1) Reserve a Room at the Event.
  • B2B MARKETING INSIDER  |  TUESDAY, JULY 13, 2010
    [Leads] Top 5 Social Media Trends For The B2B Marketer
    Tips For Successful Lead Follow-up The 4 Cs of Social Media 6 Steps to Prepare for the Mobile Revolution 10 Reasons Why Mobile is Hot! Michaels B2BMarketingInsider blog is dedicated to sharing the ideas, topics and marketing strategies that drive real results like sales, leads, and higher customer loyalty. and “ what can we achieve ?”
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JANUARY 21, 2013
    [Leads] Sales Leadership: Bringing a Sharp Focus to Your Sales Meetings
    His latest book is titled: “ Leading High Performance Sales Teams”. Sales Leadership:  Bringing a Sharp Focus to Your. Sales Meetings. During the past few months I have been consulting with several clients on a variety of issues and coaching others via our new “Acumen Project”. For example $250,000. The 50% list becomes your “upside” list.
  • CHRIS KOCH  |  THURSDAY, APRIL 3, 2014
    [Leads] How Manchester United Revolutionized Sports Marketing
    'Ask me which English soccer, uh, football team I would support and I would say Liverpool. Not for any defensible reason; it’s just because that’s where the Beatles are from and because I know next to nothing about that kind of football (I think they made us play it once in gym class when I was in 7 th grade). Have a Backstory. Fantasy sports.
  • HUBSPOT  |  TUESDAY, AUGUST 19, 2014
    [Leads] Why You Need to Stop Neglecting Your Old Content
    This is content I wouldn''t deem worthy of putting on our blog homepage or emailing to our subscribers and leads now , so why are we okay with it getting discovered by new visitors in search every day? Which leads me to point number three. 5) It Can Generate More New Leads With Very Little Work. Crazy, right? And, whaddya know?
  • VIEWPOINT  |  WEDNESDAY, APRIL 10, 2013
    [Leads] Sales 2.0 2013 Conference - My Featured Tweets #S20C
    Rules to lead: ask employees, involve everyone, chart progress, reward good/confront bad, fire people, mood is everything @ jeffreyhayzlett. 'Day two of Sales 2.0 Conference featured outstanding presentations by Jeff Hayzlett and Nathan Kievman. Here are a few tweet highlights. Dan McDade (@dandade) April 9, 2013. Day two Sales 2.0
  • NUSPARK  |  WEDNESDAY, NOVEMBER 30, 2011
    [Leads] It Might Be Time to Make Age One of Your Segmentation Criteria
    Any demand generation expert worth her salt (and consulting fee) will advise you to segment your sales leads. In its simplest form, segmentation is the process of sorting the names in your lead database into neat little piles. Not unlike what you do on laundry day. These categories help establish the context for your value proposition.
  • 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).
  • BLOG MY CALLS  |  MONDAY, APRIL 22, 2013
    [Leads] 5 Most Controversial Marketing Blogs We've Ever Written
    Call tracking should provide lead score, call content, agent skills, buying readiness, pricing sensitivity, and a host of other data. 4) Sales vs. Marketing: Why Do They Disagree About Lead Quality? 'If you haven''t heard, we''ve written a lot of blogs lately. Some blogs been pretty bland. How did we do this? And most people loved it.
  • FEARLESS COMPETITOR  |  WEDNESDAY, FEBRUARY 13, 2013
    [Leads] Attend a LIVE Taping of Marketing Made Simple TV at Social Media Action Camp NYC next week
    Ranked by Forbes as one of the top 10 influencers in social media , he has been called “ an unstoppable force of nature ,” “ the best corporate social media lead on the planet ,” and Alan Mulally, the CEO of Ford Motor Company, called him “ a visionary.” Sign up now at SMAC-NYC ). and Social Media Club.
  • FEARLESS COMPETITOR  |  TUESDAY, OCTOBER 4, 2011
    [Leads] How to Build a Value Proposition that Sells
    Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. One of the most difficult things entrepreneurs and salespeople struggle with is describing. Mike Schultz. the value of what they offer. And this is a biggie when it comes to sales success because you can’t sell what you can’t describe.
  • FEARLESS COMPETITOR  |  WEDNESDAY, SEPTEMBER 28, 2011
    [Leads] Doing what’s right – a full decade later
    Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. B2B demand generation | Making things right (fits with Core Values posted earlier today). The All-Time Worst Experience of My Career.). was ashamed and humiliated. Go sell something else.”). ”). Years passed. What do you think?
  • PWB MARKETING BLOG  |  FRIDAY, JULY 22, 2011
    [Leads] Is Google Analytics Right For Your Business?
    The goal of a website is unique to each business – customer support, generate leads , transact online sales, educate prospective customers, and more. Sean and I participated in the July’s  Ann Arbor Marketing Workshop. About 40 people attended and the format was like marketing speed dating. It was a blast. The short answer is probably.
  • WRITING ON THE WEB  |  THURSDAY, JULY 11, 2013
    [Leads] Business Blogging: How to Optimize Older Posts
    Yes, writing with passion is great, but as long as you’ve got readers on your blog, lead them to older posts. 'Clearly, one of the most important things that you can do when it comes to a business blog is to share new content. But what about those older blog posts that are hanging out on your blog somewhere? It uses the YARPP plugin.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, FEBRUARY 12, 2014
    [Leads] 31 business building benefits of Buyer Personas
    Creates higher quality lead generation. 'By Rob Petersen, {grow} Community Member. Buyer Personas  rock and I’m about to show you why. Buyer Personas are written characterizations of the real buyers who influence or make decisions about the products, services or solutions you market. TARGETING AND POSITIONING. MESSAGING AND MEDIA.
  • B2B MARKETING INSIDER  |  THURSDAY, APRIL 19, 2012
    [Leads] Content Marketing: Get Trained Up [Slides]
    Convert (Leads, Revenue and Happy Customers). We all create content. But But let’s face it, most of it is simply awful! How many emails do you get that you struggle to read? How many 5 minute voice mails do you delete? And how many PowerPoint slides contain way too many words? Last month I wrote “ Is Your Content Boring?
  • WRITTENT  |  WEDNESDAY, MAY 21, 2014
    [Leads] 11 Reasons to Focus on Quality Content
    Lead Generation. Without leads, how will you makes sales? You can generate online sales leads in number of ways; there are many content marketing tactics that can help you draw prospects. 'Image source. If you’re an online business and quality content development isn’t part of your digital content strategy, you’re a step behind.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SATURDAY, APRIL 10, 2010
    [Leads] It’s time to unleash your blog
    Check out this quote from Patrick Crane VP Marketing, LinkedIn. “We started the LinkedIn Blog almost three years ago when we were a 60 person company.  Nobody doubts the power of our blog now. In fact they depend upon it.&#. Yet, many companies have been sluggish to climb on board.  Dealing with company politics and blogging . Digg this!
  • CLIENT BRIDGE  |  THURSDAY, OCTOBER 4, 2012
    [Leads] Content Marketing Lessons for Small Business
    Always be consuming." - Consuming content can lead to great insights and learning. The TopRank Online Marketing blog has 17 lessons about content marketing for small businesses. Whether you’re a big or small business, content is content." - Regardless your company's size, the same rules apply. You're more likely to do something you enjoy.
  • INSIGHTIQ BLOG  |  THURSDAY, MARCH 17, 2011
    [Leads] ESPN: Maximizing Audience Data to Drive Revenue Growth
    The right infrastructure : The ability to support data volumes, run complex ad hoc queries, automate online campaigns, and provide industry-leading campaign reporting that will improve performance with reduced effort and cycle times. What does this mean to them?  That's a tidy little sentence with a tremendous amount of team effort behind it. 
  • KOMARKETING ASSOCIATES  |  TUESDAY, OCTOBER 16, 2012
    [Leads] Question B2B SEO Tactics That Don’t Involve Strategic Marketing
    Is there an opportunity to generate quality leads through directory inclusion? lead generation, product marketing, or specific marketing segment)? A client emailed me this weekend with a message about a potential guest blogger for their website. Article Spinning and Article Directories. Link Exchanges/Reciprocal Linking. Splogs.
  • 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.
  • CONNECT THE DOCS  |  THURSDAY, NOVEMBER 12, 2009
    [Leads] ClickInsights: What is your favorite case study? Why do you like it?
    feature story style means the story starts immediately with an engaging feature lead, instead of an "About the Customer" section. Jonathan Kranz's eBook: Making Your Case: Everything You and Your Colleagues Need to Write Compelling, Lead-Generating Case Studies. Case studies come in all shapes and forms. Cindy King's Tip.
  • DIGITAL B2B MARKETING  |  TUESDAY, SEPTEMBER 24, 2013
    [Leads] Advertising, Big Data, and Google’s Moves To Own It All
    Here are my predictions: Google will follow Firefox’s lead and not allow pages to set third party cookies. 'Google just made two major announcements. Long-term, these could change the face of online marketing and advertising for almost every company. But before we look at how they are related, two background points are key. Summary.
  • HUBSPOT  |  MONDAY, MAY 24, 2010
    [Leads] 22 Educational Social Media Diagrams
    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! Everyone learns differently. 22 Amazing Social Media Graphics 1. Social Media Process v.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, JUNE 6, 2014
    [Leads] Content Marketing Lessons From The New York Times Innovation Report
    Your content generators and producers should be leading the charge when it comes to promoting the content that falls under your brand’s umbrella. 'by Steve Olenski | Tweet this It is surely not news, breaking or otherwise, surrounding The New York Times and the now infamous Innovation Report. Or maybe it did. Em)power to the people.
  • REPUTATION TO REVENUE  |  MONDAY, OCTOBER 25, 2010
    [Leads] Is sales enablement dead?
    We all know the B2B sales cycle keeps getting longer, more and more people are involved in big purchase decisions, and lead nurturing is incredibly important. Sales Enablement is a huge topic in B2B these days. Forrester's upcoming forum is a great example.). The activity makes sense. And this isn't just talk. Well, I wonder. Indeed not.
  • VOICE-BASED MARKETING  |  THURSDAY, DECEMBER 26, 2013
    [Leads] 4 Social Media Tips to Start 2014 Off Right
    Facebook still isn’t the number one place to generate leads, but it remains a great place to develop fans, and it will be even better for you when you utilize Facebook Interest Lists. Download our free guide, B2B Lead Generation for Social Media. As always, we want to help. Because we’re helpful. Interact on Google+. Honestly?
  • HUBSPOT  |  MONDAY, MARCH 12, 2012
    [Leads] 9 Excellent Examples of Brands Using Facebook's New Page Design
    You can apply this concept to all of your content offers -- slide decks, ebooks, webinars, ebooks -- just be sure to include a call-to-action at the end of each piece of content so that when your fans are done consuming the content, you can convert a new lead or reconvert an existing one. Best Use of Stars and Pins. Software company Jive!
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