Sat.Feb 11, 2012 - Fri.Feb 17, 2012

Sales Lead Insights

Lead Generation is Crippling Demand Generation

Digital B2B Marketing

Lead generation and demand generation, although related, are at odds with each other. When many B2B marketers say demand generation, they mean lead generation, and the program will be measured on leads and the value of those leads.

Slow Death of the Funnel: Why Buyer Choice Matters to Revenue

Tony Zambito

IT Buying Process © All rights reserved by Kenny Madden. This is part 1 of a limited series on why buyer choice modeling is the new view B2B Business must adopt to improve revenue performance and develop long lasting relationships with buyers. .

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Trending Sources

SnapTags vs QR Codes

Puzzle Marketer

A colleague of mine recently introduced me to a marketing tool to engage with mobile customers and prospects. It’s called the SnapTag , powered by SpyderLynk.

As The World Churns For CMO’s

Tony Zambito

Image via Wikipedia. The good news is that CMO tenure continues to rise. Spencer Stuart, the executive search consulting firm, in their study released early last year reported that average tenure rose to 42 months. Up from 35 months two years ago and up from 27 months in 2007.

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Increase Marketing ROI 10X and Prove It

See how a marketing team demonstrated 10X ROI and increased sales by 35% with marketing automation.

Industrial Age Thinking Thwarts Potential of Internal Social Nets

Paul Gillin

About 15 years ago the CEO of the company where I worked decided that it was important that employees should learn to use the technology they were writing about. He asked my business unit to build a computer lab that employees could use at any time to play and experiment.

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The Leadership Gap in B2B Marketing

Marketing Insider Group

CMOs feel largely unprepared for the challenges of today’s marketing challenges when it comes to the changing buyer, the corporate pressures to contribute and the skills and tools they have to work with. And yet much of the B2B Marketing conversation is still on generating leads.

What Should Worry B2B Marketers Most This Year? [CHART]

Modern Marketing

by Gaea Connary | Tweet this Goals are personal. As marketers we all have different ideas of what we need to accomplish. But when charting out gaps and room for improvement, it’s nice to know what your peers are most concerned about.

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Should I Remove Offer Content from My Website During a Campaign?

The Point

A client asks: “If we’re planning on using a particular white paper as part of a lead generation campaign, or even for lead nurturing , is it a good idea to remove that same content asset from our main Website?

2017 CMO Survey

The 2017 CMO Survey can provide you with the latest insights into marketplace dynamics, spending, and trends.

20 (More of the) Best SEO Guides, Tips and Insights of 2011

Webbiquity

SEO remains the most cost-effective way to drive website traffic. B2B websites often receive anywhere from 30%-60% from organic search, with 50% or more sometimes coming from Google alone. But SEO is changing.

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Corporate Websites for Demand Generation: B2B Discussion Highlights

Digital B2B Marketing

The latest #B2Bchat discussion focused on the relationship (or lack thereof) between corporate websites and demand generation. Can corporate websites support demand generation and lead capture? Or do marketers need to build microsites to support demand generation effectively?

The Future of Media and The Role I Want to Play

Digital B2B Marketing

The digital media landscape is changing rapidly. Once, most advertising was purchased directly from publishers. Today, increasingly, advertisers and agencies are purchasing media in real time auctions, impression by impression. To put this into context, AT&T purchased 105 billion impressions in 2011, according to research from ComScore. Purchased through modern media platforms, that would require winning 105 billion auctions, and participating in far more.

Marketri LinkedIn Tip 11: Participating in LinkedIn Group Discussions

Marketri

Hopefully you have already joined groups on LinkedIn that are relevant to you and your business interests.

The Ladder of Emotional Values: Pleasure Reigns

Writing on the Web

What emotions are people seeking to satisfy online? What can we understand about human motivations and values in order for content marketing to work?

The AdRoll Guide to Account-Based Marketing

Personalize your marketing to convert your highest-value accounts.

Are You Listening to the Voice of the Customer?

Marketri

Why Customer Insight is King in B2B Marketing. The starting point for almost all B2B marketing initiatives involves gaining insight about the customer through surveys.

Seven Guides to Better Copywriting

Webbiquity

In this age of inbound marketing, content is king. And all content, regardless of format—text, video, audio, presentation—begins with the written word. The ability to arrange words and phrases in ways that capture interest and compel action is a skill at a premium. But good writing isn’t easy.

Facebook and Google Going Big on Online Display Ads

Modern Marketing

by Jesse Noyes | Tweet this Feel like you saw more web banners and online ads this past year? You’re not imagining things. ComScore released its U.S. Digital Future in Focus for 2012 on Friday and it showed big brands are pushing online display ads hard.

Manufacturers Use Evaluation Kits for Effective Lead Nurturing

Industrial Marketing Today

Lead nurturing plays an important role in industrial lead generation programs because it is rare that an industrial sale is completed on the first call or the first visit to the manufacturer’s website. Forrester, CSO Insights and Marketo reported that lead nurturing produced much better results. Here are some of the significant findings from their research studies: Reduced the number of marketing-generated leads ignored by sales to as low as 25%.

Effective B2B Marketing Content That Will Lead to Sales Growth

Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales.

6 Compelling Reasons You Should Use Pinterest for Marketing

Hubspot

Just recently, Pinterest hit more than 10 million unique visitors , making it one of the fastest growing websites ever. In the past six months, visits to Pinterest grew by 4,000% , receiving 11 million hits in just one week.

Don’t Overlook the Display Ad Campaign Alley-Oop, You Might Miss a Slam Dunk

Modern B2B Marketing

by Jon Miller I’m pleased to welcome David Karel, Vice President of Marketing at Bizo , as a guest blogger. David has more than 15 years of B2B marketing, business development, and sales experience and we are thrilled to welcome him.

5 Lead Conversion Tips That Work for Any Marketing Program

Modern Marketing

by Elle Woulfe | Tweet this If you send every “lead” to sales, regardless of quality, they will have to kiss a lot of frogs to find the prince. Not everyone who fills out a form, attends a webinar or clicks through on one of your emails should be passed to sales. Marketers have to evaluate buyer fit (Do they map to your ideal customer profile?) and buyer behavior (Have they shown interest in what you sell?). What constitutes buyer fit and intent differs for every company.

11 LinkedIn Marketing Gems You're Missing Out On

Hubspot

We already know that LinkedIn is more effective at generating leads than Facebook or Twitter. 277% more effective , in fact.

Stop Killing Your Content: 3 Reasons Your Content Falls Flat

Each year B2B organizations spend more than $5.2 billion on content creation.

How to Master the Design of Compelling Calls-to-Action

Hubspot

Calls-to-action (CTAs) are one of the most important elements of lead generation , and they should be used in each and every one of your marketing tactics: emails, social media updates, press releases, trade shows. the list goes on.

7 Rookie Social Media Mistakes From Big Brands

Hubspot

Social media can be tricky. If you do a million things well, they may go unnoticed. But if you make just one bad mistake -- just one -- you can be the source of criticism for months, and maybe even years, to come.

How to Spark a Romance Between Sales and Marketing

Modern Marketing

by Sylvia Jensen | Tweet this It’s so sad to see when two people who have so much in common – all the same interests, the same sense of humour, the same goals – never become a couple. The same heartbreak often occurs among sales and marketing teams. This Valentine’s Day we have a few tips and tricks to help your sales and marketing departments to fall in love. It should be so easy. We just have to make them see the light on a few very common points…. Speaking the Same Language.

How to Balance the Content Marketing Equation

Modern Marketing

by Joe Chernov | Tweet this You know the feeling: Just when you think you have something (almost) all figured out, someone goes and blows up your self-image.

5 Pillars of Marketing Automation Success

Ensure Your B2B Marketing Clients Get the Best Results

How to Map Lead Nurturing Content to Each Stage in the Sales Cycle

Hubspot

Lead nurturing is a crucial part of your marketing and sales success. Studies show that 50% of leads are qualified but aren't immediately ready to buy something from you [Source: Gleanster Research]. With lead nurturing , however, you can bring those leads through your sales funnel and garner 4-10 times the response rate compared to a regular email blast while doing it [Source: SilverPop/DemandGen Report].

How to Avoid the Pitfalls of B2B Marketing

Great B2B Marketing

I recently read an interesting book about the middle ages, titled World Without End by Ken Follet. In it, the origin of the term pitfall was discussed. It seems that the English soldiers had trouble with the French Calvary due to their huge horses and heavy armor.

The 17 R's of Savvy Mobile Marketing [INFOGRAPHIC]

Hubspot

Do you know what the top three Google searches are for mobile marketing? The first is “mobile marketing,” and the second is “mobile media.” ” But the third most popular Google search about mobile marketing is “What is mobile marketing?”

The Value of Tweeting Events

Paul Gillin

A list of tips for building a quality business Twitter following that I recently contributed to The CMO Site mentioned the value of being the eyes and ears of your followers. When you attend a conference, play reporter and tell your followers what you’re witnessing,” I advised. An experience from this morning demonstrates the value of what amounts to sharing notes you would probably take anyway.

Flip My Funnel - Guide To B2B Account Based Marketing

As modern B2B marketers, we have been lucky enough to witness some of the most dramatic shifts in marketing strategies and technologies.

Twitter Challenge Update: 3 Things I’ve Learned So Far

B2B Memes

Now that I’m halfway through my self-imposed Twitter challenge for February, it’s time for a progress report. My goal is to tweet at least 10 times a day, balancing three types of updates: curatorial, conversational, and promotional. Rather than explain the details here, I refer you to my original post.). So far, I’m more or less meeting the goal. I’ve produced the minimum number of tweets every day so far, though doing so did require a couple of late-night efforts.

25 TEDTalk Quotes to Inspire You

Hubspot

Have you ever attended live or viewed an online TEDTalk ? You know, those inspiring, funny, or fascinating talks from industry leaders and amazing people that take place around the world?

Don’t Ignore Message Boards in Your Social Media Marketing Strategy

Biznology

The problem with most social media marketing agencies is that we’re fickle. We tend to keep rushing into the future, adopting anything and everything hot and new and throwing the way the rest. When it comes to online forums, I believe the baby has been thrown away with the bath water.

Why is Sales Intelligence Becoming So Critical for Professional Experience?

Sales Intelligence View

There is little to no doubt that as sales intelligence continues to emerge in the industry, it will become a crucial component in your job resume. As companies continue to sense the empowerment sales intelligence brings to their sales teams, experience with such platforms are beginning to become a standard for incoming sales professionals. Here is an example of a job description for a Sales Associate Specialist: How does experience with sales intelligence empower a sales professional?

Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure.