Sat.Jan 07, 2012 - Fri.Jan 13, 2012

ViewPoint

Sales Leads: Why Your Reps Need Fewer, Rather Than More

ViewPoint

Contrary to popular belief, reps don’t need more sales leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. Best sales lead management practices continually show that reps need qualified leads that have been carefully vetted, properly and consistently nurtured and appropriately developed, increasing the likelihood of a completed sale. Good sales reps are by nature hunters, eager to close in on highly qualified leads for the kill.

Do Your Sales Prospects Have Their Own Poker “Tells”?

ViewPoint

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. An important skill in playing poker is being able to read the opponents at your table. A “Tell”* is a physical reaction, sometimes called a habit, or behavior that tells others information about you and your hand.

Trending Sources

Best Twitter Tips, Tools and Tactics of 2011

Webbiquity

Focus Roundtable Recap: Optimizing Landing Page Conversion Rates

NuSpark

I recently hosted a fantastic roundtable discussion on Focus.com on the topic of Increasing Landing Page Conversion Rates.

The Marketing Landscape: Where Data and Content Merge

Understand the importance of good data and good content and how they work together to help your marketing efforts.

Why Google Social Search Means You’ll Probably Want a Google+ Page

Modern Marketing

by Jesse Noyes | Tweet this Gargantuan search king, Google, announced changes yesterday intended to provide people with highly personalized search results and drive folks to the company’s nascent social network Google+. Google is billing its new social search initiative “Search plus Your World.”

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Tips for Building a Quality Twitter Following

Paul Gillin

I breached the 10,000-follower mark on Twitter yesterday. I marked this milestone quietly because I’m not big on numbers games and have been outspoken against counting success solely in terms of fans and followers. Nevertheless, I have to admit to taking some pride in this number because of the way I reached it. I have never played games to run up my follower count and I only tweet about stuff that interests me.

The Greatest Danger in Marketing: Metrics

Digital B2B Marketing

Without marketing metrics, marketers cannot manage investments or show the value of marketing. However, without careful selection of metrics, diligent analysis and a clear overarching vision, those same metrics can become the biggest barrier to successful long-term marketing programs.

5 Best Practices You Can Borrow From This Email Campaign

The Point

There’s a lot to like about the email campaign I received (image below) recently from Infusionsoft , a maker of sales and marketing automation software for small businesses.

Make No Mistake: How Worst-Practices Derail Successful ABM Efforts

This Quick Study Slide Show from Node identifies the common mistakes of ABM executions and offers practical advice to help teams avoid them.

The Ultimate List of Email SPAM Trigger Words

Hubspot

Writing the subject lines for your emails can be one of the most stressful steps of email marketing. Is it engaging? Too short? Too long? Too boring? Will people click 'delete' because of it? Or will they open it? Will it even get to them, or will it trigger SPAM filters?

Buying B2B Email Marketing Lists: Challenges and Recommendations

Digital B2B Marketing

Buying email marketing lists. It makes many think of the spam emails selling a database of millions of top executives.

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One Thing That Can Get You From Here to There in 2012 and Beyond

Tony Zambito

In the world of B2B management, there are numerous head scratching efforts going on as we peer ahead into 2012 and beyond. Primarily, it has to do with how to get from here to there.

Get Found: 7 Steps to Fire Up Your Inbound Marketing

Marketing Insider Group

I’ve said many times before that the overwhelming majority of marketing activities are dreadfully unsuccessful.

A Marketer's Guide to Getting Past Email Spam Filters

Hubspot

Marketers spend a lot of time drafting poignant email copy, designing wonderfully branded email templates, and crafting succinct and enticing email subject lines that get open and click-through rates skyrocketing.

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7 Common Marketing Mistakes and strategies to avoid them

This white paper addresses the 7 most common challenges marketers hit when marketing products, solutions, or services and offers proven advice on how to avoid these missteps and improve the success of your marketing efforts.

Internal Links – the Secret Sauce for DiY SEO

Industrial Marketing Today

It is no secret that link building is critical to SEO success. However, some people often ignore internal links because they are just not aware of their SEO benefits. To most to do-it-yourselfers (DiY), link building for SEO means external or inbound or backlinks.

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2012 Outlook: Marketing Will Lead Businesses To Growth

Marketing Insider Group

I have always believed that those who can’t lead, are forced to resort to the tactic of fear in order to get people to listen and follow them. I mean, let’s face it: fear is a powerful force in the human mind.

The seven R’s of thought leadership

The B2B Research Blog

Thought leadership. Everyone’s claiming it but, by very definition, only a handful ever delivers. So how do you ensure that your content marketing strategy positions you as one of the few? . Follow the seven R’s – Resonant, Rare, Road Mapped, Robust, Rounded, Rooted and Re-used. Five reasons to develop a thought leadership strategy. B2B marketing has always been better suited to engagement over broadcast.

71% More Likely to Purchase Based on Social Media Referrals [Infographic]

Hubspot

Ecommerce companies that invest in inbound marketing will greatly increase their opportunity to grow online sales, lower COCA (cost of customer acquisition), and increase new customer retention.

Seven Things Marketers Need to Know About Lead Generation

Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY

If you are a marketer who needs to generate more high-quality leads that will turn into sales opportunities and revenue, register now for this special event that will show you how to get started and moving in a profitable direction.

What Is Thought Leadership and Why Do B2B Companies Need It?

Marketri

Creating and sharing content that contributes to thought leadership is an invaluable tool for building your business and drawing in potential buyers.

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8 Ways to Increase Sales

Sales Intelligence View

How a few shifts in your sales process can have a huge impact on sales revenue. I read a great article on Inc. yesterday on 12 ways to increase sales. The author Geoffrey James pointed out some of the most important things a salesperson or sales manager should do to increase sales in 2012.

Ready for Continued Frugalnomics? Cutting Costs Remains Top Buyer Priority for 2012

The ROI Guy

For those who thought 2012 might offer some much needed relief, a new survey uncovers Executives’ pessimistic sentiment going into 2012, indicating significant economic concerns and a strong focus on cutting costs and improving efficiency versus driving growth.

Genoo Adds SEO To Web Site Management and Marketing Automation

Customer Experience Matrix

I had an earful last week from Genoo president Kim Albee, who told me that I’ve misclassified her target customers as “micro businesses” (under $5 million revenue) for the past two years. She tells me nearly all of her clients are larger than that. I’ve revised my big list of demand generation vendors to reflect this. The main cause of my misunderstanding was Genoo’s starting price of $199 per month, which is below any small or mid-size business system.

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30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

11 Ways to Use Content to Build Online Authority

Hubspot

When someone talks about achieving online authority, what do they mean? And why are so many marketers and business owners fighting to be the online authority in their industry?

Google's Biggest Social Search Update Yet Features Google+ Content

Hubspot

Google+ is changing the web, even if you don't want it to. That's right. Now, more than ever, it's critical for your business to create and build its presence on the new social network. But hey, if you don't want to take it from us, another search update from Google today might help to convince you.

What Do Rick Santorum and Lady Gaga Have to Do with Headlines?

B2B Marketing Traction

When it comes to your B2B online marketing, make no mistake. Headlines make a big difference. Here’s what CEOs and CMOs need to know. On every website page or blog entry you have an opportunity to include headlines. Search engines like headlines, and the more keyword rich the better.

Will the Return to Good Times Bring an End to Frugalnomics?

The ROI Guy

With economic uncertainty still in play, it should come as no surprise that Executives’ top priority remains cutting costs / improving business efficiency versus growth. The research by the Financial Times and Doremus indicates that the focus on cost savings is significant, and even higher for larger organizations, where frugality ranks twice that of any growth priority.

9 Experts Rethinking Demand Generation

How to strategically target your content and lead generation campaigns to disrupt the status quo and facilitate the sale.

The Anatomy of Conversion-Optimized 'Thank You' Pages

Hubspot

After your newly converted leads fill out a form, you should always send them to a “thank-you” page, which delivers the content you have promised on the landing page. This is where you bring back the navigation and direct people to other parts of your site or more offers in which they might be interested. Just as for landing pages, there are a number of distinct strategies that you can use to optimize your thank-you pages.

15 Posts in Sales and Marketing for 2012

Sales Intelligence View

2012 is here folks. New goals and high ambitions are in place as the slate is cleaned for the new year. It’s time to stoke the 2011 coals and fuel the 2012 fire. Here are 15 posts I put together with some very interesting predictions and strategies for this coming year. Hope you enjoy it and best of luck for this fine year! 30 Social Media Predictions for 2012 From the Pros – Social Media Examiner. 5 Sales Management Questions We Answered in 2011 – Selling Power.

Introducing the New-Media Survival Guide

B2B Memes

Today I’m both pleased and relieved to announce the publication of my first e-book, the New-Media Survival Guide. (If If you just can’t wait to buy a copy at the bargain price of $2.99, click here now. Not that impulsive? Then you might want to read more about it here.).

9 Unique Ways to Generate Leads With QR Codes

Hubspot

This is a guest blog post written by Jamie Turner, founder and chief content officer of the 60 Second Marketer. In addition, Jamie is the co-author of the book Go Mobile , written with Jeanne Hopkins, VP of marketing @HubSpot.

Increase Marketing ROI 10X and Prove It

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

How to Structure a Kick-Ass Marketing Team for Any Company

Hubspot

Companies are taking note of inbound marketing and revamping their strategy and talent pool to generate higher quality leads at about a 60% lower cost per lead than outbound marketing.

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10 Habits of Top-Notch Content Creators

Hubspot

Because content is such a core part of inbound marketing , the modern marketer has to possess (or develop) a very important ability: content creation.

Everything Marketers Need to Know About SOPA

Hubspot

By now, you've likely heard about the controversy that is SOPA , the "Stop Online Piracy Act." But if you thought its effects only applied to the music and entertainment industries, then you've got some catching up to do.

How the Long Tail AdWords Approach Works for Blogger Outreach

Biznology

Image via CrunchBase. Last week, I explained how to succeed with B-list bloggers, but maybe some of you aren’t convinced. So, this week, I want to draw an analogy to successful Google AdWords approaches so that you can see how to apply that same technique to blogger outreach. When it comes to reaching out to bloggers online, there’s a lot you can learn from Google AdWords. Long-tail blogger outreach is like long-tail Google AdWords advertising.

Best Practices for a Marketing Database Cleanse

A framework comprising of best practices to consider and red flags to avoid.