The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)


For example, a leading analytics firm I worked with tailored their nurturing program to 4 different verticals and multiple scenarios within each vertical. This year I've been talking a lot about Nurturing.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]


ABM is only a black box if by ABM you mean deploying technology and analytics without knowing why or how they’re being used to reach goals. Every company can benefit from the use of analytics to make data-driven decisions about who and how to engage.

Trending Sources

PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]


Chad Burmeister is excited about predictive analytics, despite what he sees as their shortcomings.

The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How


Google Analytics remains at the top of system reporting, especially the “users flow” and “behavior flow.” In part one , I provided insight into the why and what of a lead-to-revenue assessment.

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PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]


Predictive Analytics, At Last. Chad Burmeister always has an interesting perspective: 2015 is the year of predictive analytics, finally. With marketing automation and data analytics, you start gathering the data needed to determine what went right or wrong.

Marketing Needs to Put Skin in the Game


Here is how Mark Nadolny, Manager of Benchmarking Analytics at SiriusDecisions breaks it down: “Tier 1: Direct Enterprise Accounts. Make marketing accountable for sourcing revenue is the third of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the last blog we discussed the importance of driving revenue from all sources (inbound, nurture, outbound).

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'Gold Calling' Is Alive and Well


People just did not understand how analytical and smart catalogers were (and continue to be). More musings on the premature death knell for outbound sales. Anthony Iannarino wrote in a blog that “All generalizations are lies.” One of the biggest and most damaging is that cold calling is dead.

Good Reads for B2B Marketing - Respect Your Competition


Four Foundational Elements of Marketing Analytics Success. Mark Emon of Marketing Profs advises that incorporating marketing analytics is vital in a time when "most marketing organizations are drowning in data and starving for information."

Vote for Kimmy Netterville, an inspired sales lead management leader


As a program director, she’s insightful, analytical and, yes, inspired. PointClear’s Kimmy Netterville has been nominated as one of the 40 Most Inspired Leaders in Sales Lead Management. The Sales Lead Management Association announced today that nominations are now closed, and voting is open until Dec. 6, 2017. The list of winners will be posted on Dec. 15, 2017.

Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing


James Obermayer, executive director and CEO of the Sales Lead Management Association and president of Sales Leakage Consulting shares his views about the relationship between successful B2B marketing and using the best marketing automation and analytics tools

Why would a company ever outsource anything?


expensive) to justify without being spread across by multiple clients, i.e. strategic planning, list development, analytics, segmentation, coaching and training. “… because teams of talented operators have already demonstrated excellence in a specialized task or function, and it’s easier or cheaper to tap those teams than to create new teams of your own.”.

Make Marketing More Efficient by Embedding Analytics on Top KPIs


Frank Donny is founder and CEO of Marseli , a marketing and sales analytics and performance software company. Embedded analytics can deliver intuitive performance reports right where you need them—within your CRM system. Embedded analytics can make marketing more efficient by providing timely new insights with previously unknown information about how your leads perform once they enter the sales pipeline as opportunities.

Improve Sales Lead Generation via Marketing Analytics Part 1: Four Steps


When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. Regular marketing analytics reviews are critical success factors supporting our mission.

Improve Sales Lead Generation via Marketing Analytics Part 3: Seven Findings


In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results.

The R and the I – What’s Engagement Worth?


“Metrics such as clickthroughs, conversions, ReTweets, Likes, etc… are more easily measured on social media than similar metrics for more traditional media, plus measurement and analytics platforms have improved significantly (and continue to).” The point is that measurement is challenging but analytics are rapidly improving, and there are more and more third-party data points that one can use to at least approximate their ROI calculations.

PowerViews with Bob Kelly: Redesigning Sales Process Basics


2013 Changes: Social Media, Mobile, Analytics & Productivity. More pervasive role for analytics, data and information. I am pleased to have as my guest today Bob Kelly, the Chairman of The Sales Management Association.

PowerViews with Dave Munn: The Transformed Marketing Organization


People are investing in data analytics skills, and they are bringing people from outside organizations—whether it’s from product companies or directly from consulting companies.”.

4 Trends Shaping B2B Marketing in 2011


A mere 12% of business executives say their companies are using social media effectively, according to a recent study by Harvard Business Review Analytic Services. Today's guest blogger, Ann Handley, is the Chief Content Officer of MarketingProfs and the co-author of the brand-new book, Content Rules: How to Create Killer Blogs, Podcasts, Videos, Ebooks, Webinars (and More) That Engage Customers and Ignite Your Business. Wiley, 2011). Follwer her on Twitter @marketingprofs.

Good Reads for B2B Marketing - More CMO/CIO Alliance


CMOs will be expected to analyze data from social networks, use customer relationship management and content management systems software for advanced analytics. Online content in the sales and marketing industries is dynamic and constantly changing.

Improve Sales Lead Generation via Marketing Analytics Part 2: Two Examples


In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results.


PowerViews with Bob Thompson: Evolving from RPM 1.0 to RPM 2.0


Bob says this habit is about being more analytical—for example, using technology to make better fact-based decisions. My guest today is Bob Thompson. Bob is the founder, president, and CEO of

PowerViews with Christopher Hosford – CRM/Marketing Automation/Social Convergence


That is, continuing to add features: social features, lead generation features and analytics. Today's PowerViews guest is Christopher Hosford. Christopher is an award-winning business writer and editor based in New York City. He is East Coast Bureau Chief for BtoB Magazine.

PowerViews with Chris Hosford – CRM/Marketing Automation/Social Convergence


That is, continuing to add features: social features, lead generation features and analytics. Today's PowerViews guest is Christopher Hosford. Chris is an award-winning business writer and editor based in New York City. He is East Coast Bureau Chief for BtoB Magazine.

PowerViews with Paul Gillin: Social Media – Pick Your Spots & Focus


Paul adds, “Outbound marketing through traditional channels such as cold calling, direct mail and email can all be made better by using analytics to understand the people we’re trying tor reach. I'm pleased to have Paul Gillin as a guest for our fourth episode of PowerViews.

CMOs: Wield Powers of Influence to Gain a Seat at the Executive Table


It doesn’t matter whether that means bringing on dedicated data analysts, working with third-party firms, or tapping into the analytical mindsets and skills of those in the marketing group.


Revenue Performance Management: Doing For Revenue What ERP Does For Ops?


CRM unites areas like sales force automation, lead management, customer service, and analytics.

B2B Marketers, Analyze This: How Do Prospects Score YOU on Their Experience?


There are a variety of web analytics and web feedback solutions that can give you insight on how well the buying process is working for buyers. Today's guest blogger, Bob Thompson, is CEO of CustomerThink Corp. ,

Is Lead Generation Slipping Away From Marketing?


Baking in analytics from the get-go is a winning strategy. 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. I know what you’re thinking, you’re saying to yourself, “Is he serious?”

How to Set Up a Killer Google Analytics Dashboard


Once you know how to create a custom Analytics dashboard, your reporting can be automated, shared, and customized for any individual's favorite metrics. AdWords Reports & Analytics SEO analytics data and analytics google analytics google analytics dashboard

The 29 Best Web Analytics Tools


Yet as pointed out on Marketing Charts , “What’s interesting to see is that CMOs don’t seem to be pursuing what’s being touted as the solution to the ROI struggle: marketing analytics.” ” Analytics tools can ultimately help measure ROI. 1) Google Analytics.

Seven Expert Google Analytics Guides


Google Analytics (GA) is the most popular tool for tracking web visits, used by more than half of all companies , including two-thirds of the Fortune 500. To help you use more than 10% of your website analytics, here are seven expert guides to GA.

The Top 5 YouTube Analytics Every Marketer Should Know


OK, so you’re tracking the effectiveness of your website via Google Analytics or some of the excellent enterprise analytics solutions. But did you know that YouTube, which is part of Google, has an incredible analytics offering as well?

Deloitte CMO Survey: Analytics Holding Marketers Back?

The Point

Marketers plan to increase spending on analytics by more than 300% over the next 3 years in order to, according to Deloitte, “improve customer experience.” The post Deloitte CMO Survey: Analytics Holding Marketers Back?

A Structured Approach to Demand Generation Analytics


One analytics vendor after another is selling you on their ability to analyze and make sense of “any” data. So what is the key to better demand generation analytics? We must take a different approach — a structured approach — to demand generation analytics.

How to Better Utilize Data and Analytics

Measure Up Marketing

Some data suggests that Marketers are increasing their budget on data and analytics by as much as 49%! This article offers two areas to guide your successful use of data and analytics. Before we launch into the steps, let’s take a moment to review the usage of analytics in business.

The Top 10 Free Content Analytics Tools


Analytics tools are key to today’s marketing success, and of all the choices out there, 10 stand above the rest as particularly useful for content strategists. Google Analytics. Each time a goal is completed, Google logs the conversion in your analytics report.

5 Ways Blog Analytics Improve Your Business Blog

Writing on the Web

How do you use your blog analytics ? There are many easy-to-use blogging analytics tools out there, but the really successful bloggers know their results and tailor their blogs accordingly.

Leveraging Predictive Analytics Begins with Deciphering the Data


Predictive Analytics predictive analyticsSometimes all that marketing data can be a bit too much. Reviewing, extrapolating, and enriching data can quickly become a cumbersome, confusing, and time-consuming affair.

Google Analytics- Calculated Metrics for Lead Generation Websites


Google recently released a new update to Google Analytics, featuring a new Calculated Metrics feature. Calculated Metrics are user-defined metrics that are computed from existing metrics available on Google Analytics, and allow more customized and relevant analyses than ever before.

The Only Analytics That Matter Are Your Own


While good tips passed on from one marketer to the next may provide great insights, it doesn’t supersede the reality of your own business, which can only be discovered with accurate analytics. Your analytics. So, what do analytics mean for today’s marketer?