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Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 3]

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I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies.

5 Critical Things to Consider When Evaluating Lead Generation Companies

ViewPoint

Large call center and security software company—since 2009. The decision to add “tele” to your arsenal will soon be easy. If you don’t, you’re dead. What is called “Inside Sales”, “Sales Support”, “Telesales” and dozens of other names is growing 15x faster than field sales—in fact, my colleague, Jonathan Farrington, published a blog stating that within three years 80 – 90% of all B2B transactions will be done online—most with some form of sales support but not field sales.

Trending Sources

PowerViews with Carlos Hidalgo: A Holistic Approach to Driving the Demand Process

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Carlos has been named three years in a row—from 2009 to 2011—to the Sales Lead Management Association’s 50 Most Influential People in Sales Lead Management. I am pleased to have as my guest today Carlos Hidalgo of the Annuitas Group.

Good Reads for B2B Marketing - 8 Changes that Will Improve Your Marketing

ViewPoint

According to a recent report by Custora, customer acquisitions from email marketing have quadrupled since 2009, exceeding that of leading social networks. Online content in the sales and marketing industries is dynamic and constantly changing.

PowerViews with Dave Munn: The Transformed Marketing Organization

ViewPoint

and notes how transformation has been driven by marketing budgets reaching new lows in 2009 and 2010: “Marketing, rather than just trying to do more with less, had to do something differently and had to transform.”.

Aberdeen's B2B TeleServices: The 2009 Buyer's Guide

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Big Hand Theory, Jack Welch and Hiring for Sales Lead Generation

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Driving Revenue: Ten Actions Senior Management Must Take Immediately

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Judicial Branch Needed to Keep Sales Lead Management Honest

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Lead Generation: If your life depended on making a sale…

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Sales Process: Even a Man Lost Knows Where He Wants to Go

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Cold Calling: Often we don't fail, we just give up…

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Take This Lead and Shove It!

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Ten Critical Questions to Ask about Your Marketing Strategy

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Why Sales Lead Generation Has Such a Bad Name!

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Lead Generation—What I have learned. the hard way.

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Truth #8—Segmentation and Closed Loop Marketing are Critical

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Marketing and Sales in 2012–Integrated Marketing is the Sales Solution

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Truth #7—Attributes of a Well-Qualified Lead

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Truth #6—Best-in-class Prospect Development

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Truth #4—The Truth about Sales Leads

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Truth #3—Cost per Lead Based Marketing Kills Companies

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Truth #2—Your Sales Force Needs Fewer Leads

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Truth #1—Marketing and Sales Alignment is the Key to a Winning Hand

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Aberdeen's B2B TeleServices: The 2009 Buyer's Guide—Last Chance

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New Response Databases - Valuable Resource for B2B Marketers?

ViewPoint

Have a look at the reports here: 2009 and 2010. Today we're honored to have guest blogger Ruth Stevens share her thoughts on database marketing. Ruth is Founder of eMarketing Strategy , a consulting practice that assists companies build their customer acquisition and retention strategies.

Bulls, Bears, Bernanke and BtoB Lead Generation

ViewPoint

Overall lead rates trended down in 2002 and from 2008 – Q3 2009—yep, just as the economy did. In February of 2010, Ben Bernanke began his second term as Chairman of the Board of Governors of the Federal Reserve System. That same year he said: "I wish I'd been omniscient and seen the crisis coming" (referring to the recession he predicted would not occur).

2009 Big List of B2B Marketing and Sales Blogs

Proteus B2B Marketing Blog

With all the micro-blogging, I’ve often wondered whether the number of bloggers who actually create original, substantial content is decreasing. Don’t get me wrong, you can create meaningful thought in 140 characters, but it’s a lot easier to write 140 characters (no matter how well crafted) than it is to consistently create original content for [.].

Sales Ready Leads: Quality vs. Quantity

Smashmouth Marketing

The topic of Quality vs. Quantity in demand gen has been a constant debate.

Why Are Marketing Automation Managers So Hard to Find?

LeadSloth

Even though some vendors have been around for almost 10 years, Marketing Automation is still relatively new. According to Forrester, only 2-5% of B2B firms have invested in full-featured Marketing Automation. But that percentage is rapidly growing. Increasingly, B2B companies realize that Marketing Automation software requires skilled operators. But – if you decide to hire a Marketing Automation manager – what should you look for, and where do you find them?

TriComB2B: Smart. Strategic. Technical. - Technically Focused B2B Marketing Agency - formerly TriCom Marketing & Communications

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more » News / Press Releases TriComB2B Named as 2009 Best Places to Work Winner.

13 Top Books for CMOs - Recommended by The CMO Club

Smashmouth Marketing

Pete Krainik of the CMO Club posted thirteen books that members of the CMO club have recommended. Great list : Breakthrough Marketing Plans: How to Stop Wasting Time and Start Driving Growth. Blue Ocean Strategy: How to Create Uncontested Market Space and Make Competition Irrelevant. Business Stripped Bare: Adventures of a Global Entrepreneur. Clued In: How to Keep Customers Coming Back Again and Again. Crucial Conversations: Tools for Talking When Stakes are High. Leading Change.

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Fire your Director of Social Media!

Buzz Marketing for Technology

At a recent ANA conference I was interviewing Brian Wallace VP of Digital Marketing and Media for RIM when I heard him say “2 years from now- if I still have a Director of Social Media – I should be fired!&# and after thinking about that I can’t help but agree with him.

Inbound Marketing University | inboundmarketing.com

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Subscribe by RSS InboundMarketing.com Home News Jobs Forums University Search this site: Home Inbound Marketing University Posted May 5th, 2009 by Rick Burnes Register for IMU | Class Schedule | Professors | Student Tools | IMU Badges | Partners | Student Bulletin Board >>Click here to attend this weeks classes! **By June 15-19, 2009: Inbound Marketing University Classes June 22, 2009: Review Session and Certification Exam New feature!

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The Content Marketing Workbook | Velocity - the B2B marketing acceleration agency for technology companies

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Doug Kessler Tuesday, June 9th, 2009 Your prospects are being buffeted by a firehose of information. David Fideler says: June 12, 2009 at 2:00 am This is the single best overview I’ve yet seen on strategic B2B content marketing — and the design is fantastic. HOME | RSS FEEDS | SITEMAP | CLIENT ZONE | CONTACT US Who we are What we do Our clients About Velocity Our blog The B2B Content Marketing Workbook.by

7 Reasons Why Marketing Automation Projects Fail

LeadSloth

Needless to say, Marketing Automation software is very popular today. It can be used for email campaigns, drip marketing, lead nurturing, lead scoring, landing page management and for brewing coffee.

Lead Generation Tips - Take 3 Hour Lunches

Smashmouth Marketing

There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea! Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion.

Is social media effective for B2B lead generation?

Sales Lead Insights

I’m probably biased, but I believe the primary objective of business-to-business marketing is driving sales of the company’s products and services. Of course branding and awareness are also roles that can be played effectively by B2B marketing, but from my point of view these are only supporting roles—secondary to the primary objective of helping drive sales.

Rick Short Explains How to Turn Staff Into Prolific Bloggers

delicious b2bmarketing

Posted by Magdalena Georgieva on Mon, Jun 29, 2009 @ 07:40 AM COMMENTS Been searching for an answer.everyone (nearly) agrees that blogs are a great way to bring eyes to your pages. posted on Monday, June 29, 2009 at 10:02 AM by Jack Leblond Jack - thanks for the comment.