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Marketing Automation Not Just About Revenue (But it's Damn Important)

Anything Goes Marketing

You need to have the right processes in place including a strong relationship between marketing and sales as well as a focus on revenue. I've had the following conversation a few times with clients who have implemented marketing automation: "so now that we have marketing automation in place we want to do ROI reporting - TODAY". Jumping into ROI/closed loop reporting right away can be difficult. marketing automation marketing metrics lead management closed loop

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Top Automated Marketing Personalization Tactics

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The trick is to create this type of personalized experience that will drive sales but to make it easy for marketing to execute and not break the marketing budget bank. For B2B companies, have communications sent from sales reps or Account Managers if a relationship has been established. When sales reps call into prospects and they're not seen as strangers, there is a higher chance that they can make traction. We use a technique called "Progressive Profiling" where we collect addition information over time and build a more complete picture for the sale team.

Top 10 LinkedIn Tips for Lead Generation

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This post will provide tips for sales professionals and marketers to get the most out of LinkedIn so you can stay on top of your customers and prospects and I had the pleasure of guest blogging on the “It’s all About Revenue Blog”. Here is a snippet from that post: If you haven’t logged into LinkedIn these days, it’s time to get back in there and see some of the cool stuff that is now available.

Email Autoresponders 2.0 in B2B Marketing

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What this does is begin or continue the relationship between the prospect and sales rep. The autoresponder should encourage the email recipient to contact the sales rep if they have any questions. The best in class marketers have their CRM synced up to their marketing automation platform which means that known contacts from their CRM should already have an associated sales rep.

Stop Killing Your Content: 3 Reasons Your Content Falls Flat

management systems or cloud storage platforms where they are not utilized in the sales. This explains why sales reps can spend as much as thirty hours per month searching for and. been approached countless times by sales reps to create content for a specific objective, only to have to explain that such an asset already exists. and interactive capabilities “Our sales team was.

How To Build a Lead Nurturing Culture Part I

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If you think that product sales sheets are appropriate for lead nurturing, you will not achieve optimal results. Aberdeen’s research stated that only 16% of the total leads from the companies they studied are deemed as "sales opportunities" that will actually close. Are any of you out there new fathers? Lead nurturing can mean many different things to may different people. Chad H.

Wake up and Send More Email

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If this is not done, there is a greater chance that leads will leak out of the sales and marketing funnel and may go to the competition. What is recommended is to map out the content that prospective buyers would be interested in at various stages of the sales process and automate the delivery of this communication. In today’s B2B purchase process, the marketer is no longer in charge.

Resources on Aligning Marketing and Sales for B2B Companies

Anything Goes Marketing

This article may give you some additional information that you didn't have but it's not going to make your sales team start using the CRM properly or get marketing to only pass on qualified leads to sales. This post is part of B2B Lead website and is run by true marketing professionals - worth taking a look for some actionable marketing and sales alignment tips. Chad H.

5 Mistakes B2B Marketers Need to Avoid in 2010

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Not sending relevant and timely messages If you continue to only send email blasts on a schedule that you dictate to your email subscribers, you risk massive list attrition, damaging your overall email deliverability and a loss of sales and sales opportunities. To begin, I recommend browsing the Marketing and Sales category and looking for a subcategory that interests you.

Evangelizing a Content Marketing Program

50% more sales-ready leads at a 33% lower cost 15 1,200 Blog posts per month Avg new monthly leads ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 Content marketing's impact also extends to social me- dia, where brands that don't have compelling content to. as sales, employee advocacy, customer service, audi- ence engagement, thought leadership, and hiring. All rights reserved.

Lead Management and Football

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If you're in sales you may also disagree as QBs typically get more of the glory but hear me out and you can have your own say if you don't agree. Running back : The players running with the ball on the ground are the inside sales/demand generation team (different companies give this group different names). Receivers : The receivers are the sales team. Why football? Thank you."

Sharing Space: Marketing and Sales

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Take 30 seconds and really think about the message this is conveying: Here are some items to consider: The only parking spaces reserved were for outside sales and customers There were enough parking spaces available for everyone (reserved spaces were not essential) What do other employees (including inside sales) think when they see this? Why should sales get their own parking spaces?

5 Marketing Automation Email Tips

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If these people are in the right industry and have the right title, it may make sense to have your inside sales team call some of these contacts to see if they still exist or outsource this task to companies like ReachForce or MarketOne. To make it easy for everybody, I like to describe my role as a sherpa for our customers. Tips To Engage and Reengage Email Subscribers Good for you! Chad H.

B2B Marketing Trends From Eloqua Experience 09 Via Twitter

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lauraramos : #EE09: Tony Jaros of Sirius Decisions talks about the gap in marketing skills, not the technology or relationship with sales. lauraramos : #EE09: 1: Sales engagement means taking in sales language: what do we contribute to the pipeline, how many sales accepted oppty do you need? Only as good as your sales team buy-in. Because it’s real. Silos must go.

Content Methodology: A Best Practices Report

Content serves as a powerful tool for sales. Sales staff are. industry metrics such as sales and leads, or. lead score • Sales-qualified leads (SQLs) • Opportunities • Search traffic • Return visitor rate Lead nurturing: Move leads. personas at each stage of their journey through the sales funnel. Content. Methodology: A Best. All rights reserved. Definition II.

Email Marketing Metrics You Should be Tracking

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How Email Contributes Further Down the Sales/Marketing Funnel. This data needs to go beyond the communications that marketing is sending but should combine the efforts from marketing AND sales. You may be saying – wait a minute, ski jumping is an Olympic event so what’s the problem? We’ll come back to this story – let’s focus back on email marketing. Database Accuracy Metrics.

Latest B2B Marketing Trends From SiriusDecisions Summit 09

Anything Goes Marketing

At some point I would like to come back to each category and focus on them specifically but for now, here is some organized Twitter talk for y’all – enjoy it: Sales and Marketing Alignment jblock : Only 32% of sales and marketing orgs work together to define programs for existing customers. sds09 Sales/Marketing Funnel stharris : # sds09 Most case studies are after purchase.

Social Media Success Stories

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For example, our sales team can see my travel plans and perhaps pull me into a prospect meeting if I'm in that area. I get a few blank stares at times when I talk about social media technologies with friends and colleagues but I’m starting to win people over day by day. How am I doing this? With real stories! Did you go to ITI? Beautiful day! Beautiful city! Now to get down to work. Chad H.

The Recession is Here - Time to Become an Eco-Marketer

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Reduce: Not only should B2B companies reduce the amount of lead leakage where leads are being lost is the sales/marketing funnel by tightening up processes, the following also needs the be considered: Reduce the amount of communication that you're sending to leads. Why would I want to send less communications when I need to keep up the number of leads to my sales team?". Chad H.

Content Strategy for Marketing

Marketing: Sustainable, Scalable, and Sale-able As the web weaves into every aspect of your customers’ lives, they expect the. you see boosts to your sales, satisfaction, and more. Are you seeing results, such as a boost in sales or sales. your reputation, earned media, sales or sales leads, and. to their sales. after the sale. 3. Content.

Lead Nurturing - How to track ROI?

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It can consist of a sales or call center rep calling a prospect over a period of time or a series of emails sent by marketing. Sales benefits as well as marketing is performing "air cover" and with today's tools, the messages can look like the sales rep is sending it themselves with all of this being automated. Great - How do I track ROI for Lead Nurturing? Chad H.

B2B 2

IBM Allows you to Chat With a Sales Representative

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Besides having your web visitors initiate the chat session, what if you're sales reps were the ones that started the chatting (hey, it doesn't take much)? If you've been on IBM's site lately, you may have noticed a new feature. You can see it here. What better way then to interact with potential clients then to allow them to speak with you without having to pick up the phone. You go Blue!

The Right Way to Generate More Leads on Your Site

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It would be a good idea to ask subscribers for their annual income before having someone in sales call them back. It's been a very busy month with lots of travel thrown in. From that conference, combined with a very good study on email tactics in retail I've been inspired to write a post on this topic. What's in it for me? For example: "Send me Product Alerts". Don't assume anything. Chad H.

Latest Trends in Email Marketing: RSS and Calendar Reminders

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By tracking this information, you can have your inside sales/demand gen team follow up with these prospects on the actual date of the milestone that was outlined and ensure that they are on the path that was outlined which may include a meeting with someone from your company. For those that are thinking "email is email - how can it change?", keep reading. Automating email using RSS feeds.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

percent, was lead conversions and sales. SALES 20 Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry Results and Analysis It’s reassuring that leads and sales, two elements. While leads and sales were deemed the most. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. Introduction II.

Email and Video: Tactics you can use Today

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Sales can incorporate these in their communication pieces to prospects. Have sales create short video intros that they can include in follow up and intro emails. This email may then be passed around the company so that everyone has a good sense of who the sales person is that they are dealing with. I may be getting older but I had a crazy flashback yesterday. Looks difficult?

Tips for Confirmation Pages

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Your marketing and sales team has fought to get them in your database and you want to keep them there. Well, here I am on the east coast and stuck at the airport due to this freezing rain. Grrrr!! Use an audio confirmation clip on your confirmation page. Check out how this is done on Delivery Monitor after you sign up for their newsletter. It's brilliant as it sets expectations (i.e. Chad H.

How do Marketers Measure Online Marketing?

Anything Goes Marketing

Bottom line : You can produce with email but in order to secure your marketing budget, you need to prove that sales are directly related to your marketing efforts. While there is a big push these days to get to the true ROI of your online marketing campaigns, we don't seem to be there yet. Can you really prove marketing's effectiveness based on click-throughs? Happy marketing! Chad H.

Looking for Ideas to Generate More Leads?

Anything Goes Marketing

For example, your call center or sales can track the number of engagements vs. the number of appointments. Besides the planning involved, it's crucial to ensure that both marketing and sales really understand the different parts of the program to maximize it's full effect. If your company is generating enough leads already, please stop reading right there. Still here? Happy reading!

Study: How Much of Your Content Marketing Is Effective?

for 2015 our goal is to make content for the whole sales funnel, including white papers, e-books, webinars, case studies, and. In 2014, many brands learned that a sales pitch doesn’t. Copyright © 2015 Contently. All rights reserved. By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? What’s working—and what’s not—for over. 700 content marketers.

Combining Direct Mail with Your Online Marketing Efforts

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Here is something to think about - include a picture of the sales rep for that person's regions on the email and also have it on the cover letter of the white paper that they will receive. You can also include a cover letter and additional offers to continue the conversation and move the prospect further along the sales funnel. like to read a white paper on actual paper!

How to Improve Your Email Newsletter

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When someone wants to leave a comment, it provides an opportunity to request additional information to help your marketing and sales team have a better understanding of the customer/prospect. Do you have an email newsletter? Many B2B and B2C companies produce a newsletter or newsletters that are geared to a specific audience or audiences. Email Newsletter 2.0 In the "new world" of web 2.0,

Drive Web Traffic or Drive Loyalty?

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Did you know that XYZ has increased sales 300% since using our product?". PPPS: Here are some related posts that you may find interesting: IBM Allows you to Chat With a Sales Representative Have you Thanked Your Customers Today? Yes, it's been a while but it's taken some time for my wife and I to settle into our new place. digress. blog is like a company in many ways. Chad H.

Does Your Business do Podcasts? It Should

Anything Goes Marketing

It really works and I come away from the podcast with some better insight into the sales and marketing process. Educate potential buyers in the sales pipeline or existing customers on new offerings Generate new leads via a co-registration process. I'll admit that I don't regularly download podcasts via an RSS feed but I do listen to them the odd time. Drive website traffic. Chad H.

Staffing and Launching Your Content Marketing Program

before they went on sale? ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY12 While the business goals of your content marketing efforts are import- ant—be it generating leads, sales, brand awareness, industry education, or, more likely, some combination of initiatives—we find it extremely. from coaches, entrepreneurs, sales heads, or, heck, even. All rights reserved. So was I.

Writing a White Paper? Read The Following Book

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Whichever the case, creating a white paper will help your organization generate new leads and help close out sales. Perhaps you're looking to position your business as the industry expert or convince C-level executives that you understand their business issues and can provide solutions they need. The next question is - How do I create a white paper? Writing a White Paper - Where do I Start?