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How B2B Companies Can Know If Their Trade Show Marketing Works

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer B2B companies who measure their trade show ROI are able to increase the effectiveness of their marketing investment and determine which shows are working. For many companies, trade show marketing is driven by one the most powerful forces on the planet: inertia. An example of a CRM product is Salesforce.com.

Selling at Trade Shows: A Lesson From a Hot Shot High Tech Company

Jill Konrath's Fresh Sales Strategies Blog

Over 130,000 Salesforce.com customers, developers and partners were there. Last year I spoke at Dreamforce with my client DiscoverOrg.com. (If you sell into the IT area, check them out.) After our talk, I went to DiscoverOrg’s booth for a book signing. The exhibit hall was a zoo. When all my books were gone, I spent time observing their salespeople in action. It was fascinating.

The Inbound Way to Do Trade Show Marketing

Hubspot

Planning for a trade show doesn’t start a month in advance. Trade show marketing is a very strategic process. It's no simple task, and not every trade show is the same, but in this post, we'll teach you how to apply an inbound approach to your trade show marketing efforts. 1. Set Your Trade Show Marketing Goals. Be Unique.

6 Tactics for Turning Trade Show Interactions Into On-Site Sales

Hubspot

When you attend a trade show or another live event on behalf of your business, it's important to be able to show the rest of your company that the investment in sending you was worth it. On-site selling can be extremely difficult, so before you attend your next trade show or event, here are six steps you can take to increase your chances of successfully executing on-site sales. 1) Reserve a Room at the Event. Trade shows and other events are very noisy. What other strategies do you use to close on-site sales at trade shows and live events?

The Cloud Must Go On – How to Catalyze a PR Win into Revenue with Marketing

Modern B2B Marketing

More than 40K attend this software technology conference, and many expect to hear each year from Marc Benioff, CEO and chairman of salesforce.com. But this year, Marc showed too much of his competitive side poking fun at Oracle’s CEO, Larry Ellison. But the PR team exponentially multiplied the incident’s value to salesforce.com. Think about your last trade show or live seminar.

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New developments in B2B marketing list acquisition

Biznology

Response files created as a by-product of other businesses, like catalog/e-commerce sales, seminars, trade organization memberships, or magazine and newsletter subscriptions.  LevelEleven provides a cloud-based platform where sales managers can create fresh and compelling sales contests within Salesforce.com.  Conferences and trade shows, like Dreamforce.

B2B Lead Generation Blog: Sales Leads Via RSS via Salesforce.com

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

B2B Prospecting Data Just Keeps Getting Better

ViewPoint

Out-of-business indicator, plus credit rating and parent/subsidiary linkages (Salesforce.com). PRISM-like business clusters offered by Salesforce.com (appended from D&B), which provide a simple profile for gaining customer insights and finding look-alikes. She is the author of Maximizing Lead Generation: The Complete Guide for B2B Marketers , and Trade Show and Event Marketing.

Sales and Marketing: The technology behind CRM

B2B Lead Generation Blog

The first technology that comes to mind is CRM software, such as Salesforce.com or Microsoft Dynamics. How Technology on the Trade Show Floor Can Help Your Sales Team Work Smarter and Sell More. Tweet Customer relationship management (CRM) is defined a number of different ways. However, the most expansive definition takes a total end-to-end look at every interaction a person has with a company from simply becoming aware of the company at the very top of the sales funnel, all the way through customer service contact after the final conversion to a closed deal.

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Marketing Made Simple TV now features “marketing qualified sales leads” a.k.a. sales leads

Fearless Competitor

The New and Greatly Improved Marketing Made Simple TV show now delivers marketing qualified leads (sales leads) for you. Salesforce.com. Put Marketing Made Simple TV sponsorship up against trade shows and advertising, and it still looks remarkably good. Or just send a note to host at marketingmadesimple.tv to reach the show creator and host, Jeff Ogden.

13 Events You Should Attend In 2013

It's All About Revenue

The NMX Conference and Trade Show bring together Bloggers, Podcasters, Web TV & Video Creators, and Social Business Pros. The show offers insight on optimizing in-content ads, branded apps, mobile video, casual games and other interactive forms of engagement via mobile. by Jesse Noyes | Tweet this Today’s guest post was written by  Amanda F. Las Vegas, NV. 18-22.

The Sights of Dreamforce 2011

Modern B2B Marketing

However, I am happy to provide you with a visual experience of what has been described as half industry trade show, half rock concert. B2B Marketing Salesforce.com b2b marketing dreamforce event marketingby Rick Siegfried I finally did it. lost my virginity. With a record 45,000 registered to attend, the experience of Dreamforce can’t quite be put into words. Enjoy!

B2B Videos: Go Beyond Humdrum to Engage & Enthrall

Savvy B2B Marketing

Salesforce.com lays out plenty of compelling arguments in this video (shown below) explaining why and how it uses video in its own marketing. According to a write-up on the Social Media B2B site , prospective customers says the videos make them feel they already know Kinaxis by the time they meet company reps at trade shows. And it’s no wonder. Please share them with us!

Dreamforce Extravaganza is about to Arrive in Style

LeanData

But so many business professionals are about to converge upon San Francisco for the annual Dreamforce conference that host Salesforce.com has chartered a Celebrity Cruises ocean liner to be docked at Pier 27. So, yes, this might be a good place to mention that Dreamforce is no longer just a trade show. This is the show that everybody attends.”. We probably should start with the boat. Well, it’s not exactly a “boat.” Unless you consider a 1,000-foot, 91,000-ton luxury cruise ship as simply a boat. And that explains the need for the additional cabin space.

B2B Videos: Go Beyond Humdrum

Savvy B2B Marketing

Salesforce.com lays out plenty of compelling arguments in this video (shown below) explaining why and how it uses video in its own marketing. According to a write-up on the Social Media B2B site , prospective customers says the videos make them feel they already know Kinaxis by the time they meet company reps at trade shows. And it’s no wonder. Please share them with us!

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Inbound Marketing’s Next Industry Disruption: The IT Reseller World

Hubspot

This trend, first popularized by Salesforce.com and now the dominant software model for start-ups in the last 10 years, reduces the need for large on-premise installation projects -- the bread and butter of the reseller community. Enough has been written about the ineffectiveness of trade shows and cold calling to generate business so I won’t belabor the point. Solution.

Kwanzoo Builds Content for Cross-Channel Marketing

Customer Experience Matrix

I first bumped into Kwanzoo about a year ago at a conference trade show and was frankly puzzled at what they offered. Data captured by Kwanzoo can be directly posted to Eloqua , Marketo , Constant Contact and Salesforce.com. The mechanics were clear: a tool to generate HTML-based forms, surveys, banner ads, and social sharing links that could be used on Web sites or embedded in emails. What puzzled me was the advantage of this over anyone else’s HTML content, including the content that could be generated using standard tools within most marketing automation systems.

Marketing Automation Catching On Fire

The Effective Marketer

Marketing Automation Software Guide published a  B2B Marketing Automation market map that shows a few other players I ignored for the timeline above, like SAP and Oracle because although they do have marketing automation capabilities it is not their core business (and I don’t agree with tagging Salesforce.com as a marketing automation solution). The marketing automation infographic above (click to enlarge) shows the top players in the MA space that have raised over $1 million dollars. This nascent industry still has lots of growth to do. What do you think ? Nice post!

Finding the Love Between Sales & Marketing at Dreamforce [Video]

It's All About Revenue

Give me 20 percent more budget. I’ll buy you more data, we’ll do more campaigns, we’ll do more trade shows – and that’s the way marketing can get more growth.” So that’s the CEO’s dilemma. Disclosure: Eloqua and salesforce.com have a variety of customer/vendor, sponsorship and other arrangements between the two companies.). by Jesse Noyes | Tweet this The relationship between sales and marketing can be tense, sometimes downright testy. When the numbers aren’t there, and the CEO is calling, the finger pointing starts and the relationship sours. They like each other.

How to Calculate Social Marketing ROI

Paul Gillin

Much of the money that B2B marketers have poured into direct mail campaigns, trade show exhibitions and trade print advertising for the last 50 years has questionable returns. Many excellent solutions are now available on a software-as-a-service basis today, including Salesforce.com , RightNow Technologies and NetSuite. They include Indium Corp., EMC Corp. Of course not.

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Marketo’s Greatest Blog Hits of 2011

Modern B2B Marketing

The Cloud Must Go On – How to Catalyze a PR win into Revenue with Marketing – See how salesforce.com used social media as part of a multi-channel marketing campaign to turn a bad situation into success. Marketing Automation in Action: Houston we Have Revenue – A fun video showing marketing automation in action. Let’s put on side one. view from “Mission Control.”

6 Reports, Alerts & Strategies for Increasing Sales & Marketing Productivity

Fathom

By its simplest definition, outbound marketing is sending a unified message out  through TV ads, cold calling, trade shows, etc. It will show you exactly which pages a lead has visited, how many times a lead has been to the site, which emails they opened/clicked – any small detail you could every want to know. An Admin’s Take on Salesforce.com Spring ’14 [Review].

Election Day: SLMA's 50 Most Influential People in Sales Lead Management

Smashmouth Marketing

Karen Sheehey - interlinkONE Gary Skidmore - Harte Hanks Jeff Solomon - Leads360 Paul Staelin - Birst Jim Steele - salesforce.com Drew Stevens – Drew Stevens Ruth P. Stevens - eMarketing Strategy Chris Tremblay - Event Technologies Tann Tueller - Harte Hanks Frank van Veenendaal - salesforce.com Jenny Vance - LeadGen Mari Anne Vanella - The Vanella Group Chris Williams - Compusystems Keith Wolf - Virtual Appoint Steve Woods - Eloqua Fred Yee - ActiveConversion Scott Zimmerman - The Cyrano Group. So choose wisely. Members of SLMA and non-members are allowed to vote.

Lessons for Sales and Marketing from Cloudforce San Jose

Modern B2B Marketing

Yesterday, over 1,000 people came together in San Jose (plus 10K more on a live video feed) for the launch of Chatter at a Salesforce.com Cloudforce event.  The Salesforce.com product team was paying attention to that change. During one of the breakouts, a Salesforce.com rep explained how Chatter reduced their internal emails by 40%-50%.  The Internet took 4 years. Fear not. 

Calculating How Much Website Traffic You Need to Hit Your Monthly Revenue Goals

Hubspot

But, even if you do old-school outbound stuff like cold calling and direct mail (or that crazy effective 1-2-3 direct-mail-cold-call-trade-show-punch), you should have a handle on your 'appointments set' to customer close ratio. Just assume that an 'appointment set' through direct-mail-cold-calling-trade-shows is like an inbound lead, only colder. Connect with HubSpot

The Unanswered Questions for Account Based Selling

LeanData

In Salesforce.com, leads come in as individuals, not accounts. How come no one told me that my prospect showed up at our trade show booth 3 months ago? There’s a fundamental challenge within Salesforce.com whereby the inbound leads are not associated to accounts until a sales rep manually attaches the lead to the account. Make sure you have the base demographics, account owners, and their properly tagged in salesforce.com. “Named accounts” is becoming a staple for B2B sales organizations. Why did you send a competitive upgrade offer to my customer?

Smashmouth Review - Genius.com Accelerates The Close Part 1

Smashmouth Marketing

Both have the ability to do email marketing, website tracking, instant web visitor notification, visitor session replay, and have salesforce.com integration. We all know that accelerating a prospect through the educational/discovery phase onward to a selling cycle and then a buying event takes time. Especially today when the buyer defines the sales cycle, not the seller. Does it work?

Genius.com Accelerates The Close Part 1 - Smashmouth Product Review

Smashmouth Marketing

Both have the ability to do email marketing, website tracking, instant web visitor notification, visitor session replay, and have salesforce.com integration. We all know that accelerating a prospect through the educational/discovery phase onward to a selling cycle and then a buying event takes time. Especially today when the buyer defines the sales cycle, not the seller. Does it work?

Genius.com Accelerates The Close Part 1 - Smashmouth Review

Smashmouth Marketing

Both have the ability to do email marketing, website tracking, instant web visitor notification, visitor session replay, and have salesforce.com integration. We all know that accelerating a prospect through the educational/discovery phase onward to a selling cycle and then a buying event takes time. Especially today when the buyer defines the sales cycle, not the seller. Does it work?

One way to tackle closed loop marketing

Anything Goes Marketing

Campaigns can represent an online webinar, a trade show, a demo or case study download, a request for contact etc. With the CRM salesforce.com , you can associate Campaigns to a Lead or Contact. PS - Here are some additional resources on closed loop marketing: Closed Loop Marketing: Making a Match Between Sales and Marketing Webcast: Closed-Loop Lead Generation & Management Tags: closed loop marketing , CRM , salesforce.com , query strings , Jerry McGuire , Go leafs go! I'm still working on the 2 runs per week but I'm getting there. Click on the ad. It isn't.

B2B Lead Generation Blog: Podcast: How Trigger Events improve Lead Generation

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

B2B Lead Generation Blog: Give Lead Generation Some Respect

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

Infusionsoft: Impressive Marketing Power for a Very Low Price

Customer Experience Matrix

The point of the story, other than showing why economists are poor comedians, is that the market is not always perfectly efficient. The fifith core function, integration with Salesforce.com , is not provided because Infusionsoft has its own sales automation capabilities. If advanced lead scoring or Salesforce.com integration are show stoppers for you, then read no further. The public forum itself certainly shows a healthy attitude by Infusionsoft towards its own customers. Two economists are walking on the street. One looks down and sees a $100 bill.

LeadLife Mixes Advanced and Simple Features

Customer Experience Matrix

The campaigns themselves can contain multiple events such as trade shows, Webinars, newsletters and surveys. LeadLife has existing integration Salesforce.com and could connect with other CRM systems via the system API. Campaign reports show activity counts (emails sent, opens, links clicked, etc.) I have my little checklist of features to define whether a demand generation system is suited for simple or complex marketing programs. You'll find most of the list in our report on Vendor Usability Scores on the Raab Guide site.) Consider LeadLife. My point exactly.

B2B Lead Generation Blog: Closed Loop Feedback: The Missing Lead Generation Huddle

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

B2B Marketing ROI

delicious b2bmarketing

Then select “Show Original&# to see the message’s headers. Written by Adam Blitzer January 24, 2009 at 3:18 am Posted in SEO , Web Analytics Tagged with page rank , SEO Marketing in the Cloud is Doing Just Fine with 2 comments Quite a big deal was made recently about salesforce.com’s 38 minute outage last week. Is there something here for me? Can I get to it easily?

Four Ways that B2B Social Media Marketing Builds Brands and Generates Leads

Modern B2B Marketing

This can be via reviews on third-party sites (such as the salesforce.com AppExchange ), the responses people make to queries on LinkedIn groups of Twitter , the posts customers and prospects share on your own community, or a variety of other ways customers can interact with other prospects. The action item for marketers from this is obvious: take some of the budget that you would normally allocate to trade shows, list purchases and other lower-performing demand generation investments and allocate it to generating great content and the efforts to promote it.

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