4 Things a CMO Should Do to Build Their Marketing Dream Team (Part One)
FEBRUARY 8, 2016
An effective marketing technologist will be able to explain how certain technologies can impact specific business objectives, like using LinkedIn sponsored posts to expand reach. In a recent interview, I sat down with Matt Heinz to pick his brain. pitched him the question, “What makes a dream marketing team and how should a CMO build one?” Matt Heinz. Build an All-Star Roster.
The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How
AUGUST 20, 2015
You can follow her on Twitter @pamhege or find her on LinkedIn. In part one , I provided insight into the why and what of a lead-to-revenue assessment. challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year. Step 1 – Revenue Influencer Feedback. Step 2 – Data Gathering.
What is the Minimum Acceptable Close Rate on Leads?
JUNE 28, 2016
I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. One thing I like about LinkedIn is that there are lots of people who genuinely want to help! First, here is the question as posted: "What is the minimum acceptable close rate for leads provided to sales in a complex selling situation (long sales cycle and multiple decision-makers)?". Here is a distillation of the scores of responses I received: "To what extent are the leads qualified to begin with?". All you can do is look at the statistics over time. By Dan McDade. Sales Lead
Is Anyone Leading Lead Management?
JUNE 15, 2016
Social Media Department – blog, Twitter, Facebook, LinkedIn, iTunes, YouTube and Pinterest, to name just a few. Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. Direct Marketing Agency. Digital Agencies. Telemarketing Inbound.
Content Marketing 2016: Staffing, Measurement, and Effectiveness
Organic Paid 1 2 3 4 5 6 7 FACEBOOK INSTAGRAM PINTEREST SNAPCHAT EMAIL EMAIL FACEBOOK TWITTER LINKEDIN OUTBRAIN/PINTEREST INSTAGRAM TABOOLA PAID AND ORGANIC CONTENT. In a bit of an upset, Twitter conquered LinkedIn in. analysis, LinkedIn is a more worthwhile channel for. Twitter’s average CPC hovers around. $1, while LinkedIn is a more premium service, offering. little.
Tweet Less and Talk More
APRIL 3, 2014
Technology provides us with many great tools, but it is the person behind the LinkedIn profile , all the fancy gadgets, and high-tech presentations who actually makes the sale. They will not take your cold calls or read your form emails, nor do they want to hear from you on LinkedIn. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook
The Why, What & How of a Lead-to-Revenue Assessment, Part 1 - The Why & What
AUGUST 18, 2015
You can follow her on Twitter @pamhege or find her on LinkedIn. In today’s B2B companies, marketing and sales alignment is critical to success. Proper alignment is the result of a documented, effective, efficient and measurable process for capturing, engaging, nurturing, managing and converting leads into customers. Increased spending on lead generation. Hired a social media marketer.
PowerViews with Lori Richardson: Small Sales Improvements Make a Profound Impact
JULY 9, 2013
The next PowerViews will be with Koka Sexton of LinkedIn. Joining me today is Lori Richardson, Founder and CEO of Score More Sales. Lori is a thought leader on the sales growth front and works with technology brands worldwide. She has worked with known companies such as Apple, IBM, and Siemens and has become a well-known sales leader. Lori''s Motto - Make Small Daily Improvements.
PowerViews with Dave Stein: Hire the Right Salespeople
DECEMBER 3, 2013
But if you’re a rep who sells heavy machinery, spending a lot of time on Twitter and LinkedIn probably isn’t an effective and efficient use of your time, Dave said. More than one in five salespeople don’t have the qualities to succeed in the field. which assists sales trainers in selecting the appropriate providers. Consolidation is Going to Continue. Many Salespeople Are Not Qualified.
Content Methodology: A Best Practices Report
Twitter, Facebook, Snapchat, LinkedIn, etc.) • Combination of link. Outbrain, Facebook, LinkedIn, etc.) • Paid promotion of. industries, including Facebook, Home Depot, Nestlé, Anthem, Adobe, Honeywell, DuPont, Fidelity, Gannett, IBM, Save the Children, Pinterest, LinkedIn, Cisco, ad and. Content. Methodology: A Best. Practices Report Copyright © 2016 Contently. Definition II.
Social media ROI sucks! (Or, you can prove anything if you send out a survey)
MARCH 6, 2014
LinkedIn was rated eighth out of 13 channels and YouTube was 10th, followed by Google+, and Twitter. In last place: Facebook, whose problem (according to Forrester VP and principal analyst Nate Elliott) is poor targeting and static-image ad units. B-to-b marketers have had issues with Facebook for a while, but what accounts for the poor evaluation of LinkedIn, a perennial b-to-b darling?
PowerViews with Chad Burmeister: Sales is More Scientific Nowadays
DECEMBER 10, 2013
Sales Tools to Leverage LinkedIn. He recommended people look into tools like Ecquire, eGrabber, and SalesLoft, all of which are taking LinkedIn information and importing it into sales tools in structured and meaningful ways. Field sales is flat while inside sales is up 20 percent in the last few years. That’s part of the new landscape, and so is the ubiquitous use of technology.
PowerViews with Koka Sexton: How to Leverage Social Media
AUGUST 14, 2013
That’s quickly changing, says my latest guest on PowerViews, Koka Sexton, LinkedIn’s senior manager of social marketing. Click to start video at this point —Koka told me that when he first signed up for LinkedIn, social selling didn’t even have a name. But in sales, you’re out in the cold if you don’t have a browser open to LinkedIn. LinkedIn is more buttoned up.
Lead Generation Lies That are Wreaking Havoc with Your Sales
JANUARY 9, 2014
When B2B marketers use social channels like LinkedIn and Twitter to showcase thought leadership they create an opportunity to gain credibility with key decision makers and potentially take relationships with prospects and existing customers to another level. Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Voicemails are a waste of time. Outbound calling is interruption marketing. Write it and they will come. Hogwash!
Evangelizing a Content Marketing Program
than ever—from recommendation widgets like Out- brain and Taboola to hyper-targeting on Facebook, LinkedIn, and Twitter to emerging experimental options. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 1: Evangelizing Content and Setting Yourself Up for Success Copyright © 2015 Contently. All rights reserved. Introduction 4 II. Marriott, then 76.
PowerViews with Jamie Turner: Mobile Marketing Leads the Way
APRIL 30, 2013
Click to start video at this point — Social media and mobile markets are more than just ways of boosting one''s reach within LinkedIn, Twitter, and Facebook, there are real robust tools for utilizing and analyzing these marketing channels, Jamie expressed. Jamie was recently profiled in Advertising and Promotion , the world''s best-selling college-level marketing textbook. Stay Tuned
PowerViews with Michael Brenner: The Battle for Customer Attention
MAY 14, 2013
LinkedIn leads the way as a social marketing platform for business, offering many ways to connect. My guest today is Michael Brenner, Vice President of Marketing and Content Strategy at SAP and Managing Editor for the SAP Business Innovation site. At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers. Stay Tuned
Power Opinions - Experts Select Top Three Social Media Tools
JULY 10, 2013
Fourteen responders listed twenty total social media tools: I was surprised that only nine listed LinkedIn (though Jonathan Farrington listed it on the top, middle and bottom of his list of three—I only counted it once). Some additional comments of note: “The social media tools are less important than the quality and relevance of your content (and your content experts).” ( Dave Munn, ITSMA ). “My social media tools are Triberr, Buffer and HootSuite.” ( Michael Brenner, SAP — interesting that neither LinkedIn or Twitter made his list ). Still my favorite!”. Four listed blogs.
Youth, Lead Quality, Social Selling, Inside Sales and Outbound Marketing
MARCH 13, 2014
But if you’re a rep who sells heavy machinery, spending a lot of time on Twitter and LinkedIn probably isn’t an effective and efficient use of your time, Dave said. Each quarter I review my recent PowerViews shows and select one outstanding talking point from each expert (five this past quarter) who joined me. Their comments will surprise and enlighten you. The interviews are available on our blog and YouTube channel. In the blogs each interview is broken down into smaller segments that allow you to watch brief clips around a specific topic. That has pros and cons, Nick said. agree.
Definitive Guide to Planning a New Content Initiative
LinkedIn post is enough to make daily deposits in your audience’s “trust bank”. THE DEFINITIVE GUIDE 1 THE DEFINITIVE GUIDE 2 Introduction For the last decade, DivvyHQ’s founders have been helping the world’s leading marketers. to plan and produce effective content for their respective companies. In that time, we’ve. content initiative planned, launched and firing on all cylinders. target.
PowerViews with Ardath Albee: Sales Reps Need to Get ‘Content CliffsNotes’
OCTOBER 1, 2013
Social selling is all about nurturing, because every time you come into contact with a prospect—via Facebook, Twitter, LinkedIn or some other social media — you have to nurture the relationship. LinkedIn: www.linkedin.com/in/ardathalbee. It doesn’t develop naturally; it takes work. Once you have established a relationship with a client, you must maintain the relationship. Stay Tuned.
Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing
APRIL 2, 2013
The B2B Marketing Advantage of LinkedIn. LinkedIn's network of groups is one of the best tools for business-to-business marketers looking to contribute to conversations related to their industry and establish themselves as thought leaders, according to WSJ’s Kate Mitchell. Online content in the sales and marketing industries is dynamic and constantly changing.
PowerViews with Peter Bourke: Sell Less, Win More
JULY 30, 2013
The next PowerViews will be with Koka Sexton of LinkedIn. Sell less, win more. Don’t even try to start selling—and you’ll win more commitments. Sure, this smacks of contrarianism, but Peter Bourke has proven that these iconoclastic approaches work. Below are some choice takeaways from the full interview, which can be viewed in its entirety below. Then sell less, Peter says. Probably.
B2B Prospecting Data Just Keeps Getting Better
DECEMBER 17, 2013
Links to LinkedIn profiles of company managers (Stirista). The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title.
Content Marketing Playbook: Strategy and Roadmap
stalwarts like Facebook, Twitter, and LinkedIn to emerg- ing platforms such as Instagram, Pinterest, and Tumblr. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 2: Strategy and Roadmap Copyright © 2015 Contently. All rights reserved. contently.com By Joe Lazauskas ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY2 I. Introduction 3 II. years prior.
PowerViews with Tony Zambito: Buyer Predictability
MAY 7, 2013
LinkedIn: Tony Zambito. My guest today is Tony Zambito. In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. This innovation helps leading companies gain better understanding of their buyers, leading to improved lead generation and revenue performance. Understand the Buyer''s Backstory. Study Lead Behavior. Stay Tuned
PowerViews with Kyle Porter: How Can You Sell If You’re Always On?
OCTOBER 29, 2013
Kyle and his team export custom lists of leads directly from LinkedIn, and alert customers when big events happen with their critical clients and prospects. Click to start video at this point — It’s easy to imagine that Twitter and LinkedIn are the best places to sell yourself, but you should offer to serve others first, Kyle says. Has one of your prospects changed jobs? Stay Tuned.
PowerViews with Jill Rowley: Social Employees Should Connect and Amplify
OCTOBER 24, 2013
A lot of people don’t know how to use LinkedIn. In a business-to-business world, the main connectors are on LinkedIn, but many people are underutilizing this social media platform, says my latest guest on PowerViews, Jill Rowley, aka the Eloqueen. Click to start video at this point — Too many people don’t fully utilize LinkedIn. LinkedIn: www.linkedin.com/in/jillrowley.
The Top 8 Takeaways from Social Media Guru Paul Gillin’s FIR B2B
MARCH 27, 2014
LinkedIn announced it is expanding its mobile advertising opportunities for B2B marketers. I was delighted to be invited as guest #5 on Paul Gillin and Allan Schoenberg’s FIR B2B podcast. The format of FIR B2B is brilliant. Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness. More information and links in the blog. Voicemails work.
Staffing and Launching Your Content Marketing Program
on each of our primary distribution channels (email, Facebook, Twitter, LinkedIn, and Google+). ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 3: Staffing and Launching Your Content Marketing Program Copyright © 2015 Contently. All rights reserved. contently.com By Joe Lazauskas ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY2 I. 200,000 readers.
Best of PowerViews: Are You Tenacious About Sales Follow Up?
OCTOBER 31, 2013
Koka Sexton, LinkedIn Peter Bourke, The Complex Sale Lori Richardson, Score More Sales Jamie Turner, The 60 Second Marketer. Koka Sexton, LinkedIn, People Still Buy from People, Regardless of Technology. Click to start video at this point —Koka’s “eureka” moment was when he recognized the value in connecting his Twitter and LinkedIn accounts. LinkedIn is more buttoned up. I continue to enjoy the insightful discussions I have with sales and marketing experts in our PowerViews series. There are a few topics that come up regularly. Enjoy! Today''s Featured Guests.
Good Reads for B2B Marketing - Protect Your Online Reputation
MAY 9, 2013
LinkedIn revamps contacts tool to boost relationship management. The LinkedIn Contacts tool that began for some select users could help marketers organize, maintain, and nurture business contacts. Online content in the sales and marketing industries is dynamic and constantly changing. Compelling Reasons To Launch B2B Mobile Landing Pages Now. Via Marketing Land. Via ClickZ.
Good Reads for B2B Sales - Buyer's Need Early-Stage Sales Involvement
AUGUST 15, 2013
Social selling is quickly becoming a term we are familiar with and with over 300M subscribers to LinkedIn, the number one platform for B2B social selling, it’s something that your sales team should be familiar with also. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. The Death of Salesmen is Overstated.
3 Things We've Learned After Years of LinkedIn Group Spam (and what to do now)
NOVEMBER 27, 2012
In 2008 LinkedIn introduced Groups and for years now B2B marketers have been tortured by inappropriate, low-value comments and linking—people trying to promote "their thing." Here is a proven system to use LinkedIn for B2B sales leads and prospecting. Also, here's how to create, manage and/or participate in a LinkedIn Group and actually get something out of it…and make sure members do too! The Problem in a Nutshell. A lot of people are coming into LinkedIn Groups armed with what does NOT work. manage a LinkedIn group that creates meaning for members. b.
B2B Marketing Trends for 2016
social advertising on LinkedIn, programmatic networks like Choozle) that. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. They expect content to be relevant, easy to find, and mobile- friendly. Look for.
PowerViews with Chris Snell: Suit Up, Stand Up, Sign Up: A Sales Mantra
SEPTEMBER 17, 2013
Click to start video at this point —Nowadays there’s a huge push for social selling, with sales reps turning to Facebook, Twitter, and LinkedIn for leads. LinkedIn: www.linkedin.com/in/snellchris. T he next PowerViews will be with Ardath Albee. The website helps people find babysitters, nannies, childcare and senior home caregivers. Used to be lucky if you had an email to go on”.