Sales Lead Insights

SEPTEMBER 28, 2009

This is the first in a series of occasional interviews with top practitioners in the field of B-to-B demand generation. Today’s guest is Michael Damphousse , CEO/CMO of Green Leads, LLC , a firm that specializes in using the phone to get qualified appointments for its clients’ salespeople on a pay-per-performance basis. His blog, Smashmouth Marketing , has developed a wide following among B-to-B marketing professionals.

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B to B Sales Lead Telemarketing Sales 148

Biznology

MAY 30, 2012

There’s a spirited debate in B-to-B marketing about whether it’s best to give away information (aka “content,” like white papers and research reports) to all comers, versus requiring web visitors to provide some information in exchange for a content download. In other words, to gate your content or not to gate. The underlying assumption there is that people buy from companies that they trust—a valid point, to be sure.

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B to B Question RFP Content Marketing 135

Sales Lead Insights

JUNE 23, 2018

It refers to the ascendance of content marketing (especially in B-to-B), and the differential between the current inventory of quality content that most B-to-B companies have, and the amount they need to have to market effectively.

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B to B Sales Lead Lead Generation Sales 109

Biznology

JULY 5, 2012

Every time you turn around, a new “performance marketing” opportunity turns up for B-to-B marketers. But there are some potholes to consider. Let’s look at how marketers get value out of this approach to finding new customers. . To back up, what is this performance marketing thing, anyway? There are scads of ways performance marketing is being applied across the B-to-B go-to-market spectrum. Photo credit: Wikipedia.

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B to B Prospect Public Relations Cable 168

Sales Lead Insights

OCTOBER 16, 2018

Attendees don’t have to travel, or even leave their offices. The post When it comes to generating leads, do virtual events make sense for B-to-B marketers? Think of a conference or tradeshow conducted online with presenters, exhibitors and attendees exchanging information and networking from the convenience of their computers. These “virtual events” can benefit all parties. Neither do the speakers and exhibitors.

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B to B Sales Lead Sales Trade Show 100

Biznology

NOVEMBER 30, 2011

B-to-B marketers are often guilty of laziness when it comes to testing their communications, whether it’s testing the copy approach, the layout, the offer or the target audience. Well, to call it laziness may not be entirely fair. It’s a fact that the typical B-to-B campaign targets universes that are too small to support a split test. I work with a company that offers employee benefits programs, and markets to HR professionals.

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B to B Test Adwords Banner 141

Sales Lead Insights

JULY 14, 2011

It refers to the ascendance of content marketing (especially in B-to-B), and the differential between the current inventory of quality content that most B-to-B companies have, and the amount they need to have to market effectively. Changing buyer behaviors require B2B marketers to communicate with prospects and customers in new ways. Content + Automation = True 1 to 1 Marketing.

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B to B Lead Generation Sales Lead Marketing Automation 173

Biznology

DECEMBER 21, 2011

In the old days—just a few years ago—when business buyers had a problem, they’d call in their vendors for advice on how to solve it. So a sales person was in a nifty position to educate—and influence—the buyer from the earliest stages of the process. Buyers don’t really want to talk to vendors until somewhere akin to 70% of the way down the road, at the stage of writing RFPs and getting quotes. So marketers have to think differently today.

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B to B Buying Cycle Data Hygiene Marketing & Strategy 146

Sales Lead Insights

APRIL 4, 2011

In my view, the primary objective of B-to-B marketing is to drive leads and sales. Recommendation: Let your brand come along for the ride while you focus your marketing on convincing potential buyers to raise their hands and express interest in your products or services. In other words, branding is a secondary objective. Especially for marketers with limited budgets (and today that’s just about everybody).

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B to B Sales Lead Sales Tactics 147

ViewPoint

MAY 7, 2010

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B to B Funnel Strategy Sales 131

Biznology

FEBRUARY 29, 2012

Today, 89% of B-to-B marketers in the U.S. are using social media, says a study conducted by iTracks and the Business Marketing Association (BMA). In fact, B-to-B use of social media may have even eclipsed that of consumer marketers, according to another report from White Horse Productions. But the B-to-B marketers I talk to still sound confused. What you want to do is get out of the hype, get real, and get results.

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B to B Social Media Media Social 135

The Freeman Company

MAY 23, 2018

Key takeaways from the 2018 B-to-B Dream Team panel at Experiential Marketing Summit

B to B 40

B to B Companies Event Marketing Marketing 40

The Freeman Company

MARCH 16, 2018

The new Event Marketer B-to-B Dream Team weighs in

B to B 40

B to B Companies Event Marketing Marketing 40

B2B Lead Generation

AUGUST 18, 2014

Tweet As I talk to marketing and sales leaders, I hear this reoccurring theme: “I want to do something that really matters; I want to feel what I’m doing is really making a real difference.” ” I feel the same way, but I’ve painfully learned that it’s futile to make changes outside before we make changes inside. This requires a different kind of thinking to drive a different way of marketing.

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B to B Lead Generation Generation Leads 260

Biznology

JULY 2, 2018

Use analytics to build a profile of your best customers, and use that model to find lookalikes. Develop content that helps them do their jobs and solve their business problems, and that they are likely to be searching for online. Use their keyword planning tool to generate likely phrases from your website and those of your competitors. Business people like to share valuable ideas and do favors.

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Prospect B to B Broker Best 153

The Freeman Company

MAY 1, 2018

Learn from top marketers at the Experiential Marketing Summit

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B to B Companies Marketing 40

Sales Lead Insights

JUNE 25, 2019

Because this is what happens when somebody realizes that there are not enough sales leads in the pipeline to meet this quarter’s sales revenue goals: Scenario A: Forced Labor They grab a couple of unlucky administrative assistants, salespeople or interns, put them on […]. The post Business-to-Business Telemarketing: Wasting Your Money? Telemarketing B-to-B telemarketing lead generation

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Telemarketing Sales Lead Business to Business Sales 100

Sales Lead Insights

JANUARY 5, 2010

If you are responsible for business-to-business lead generation at a large company, don’t miss this webcast! This one-hour webinar will cover: The latest trends in B-to-B lead generation, and how you can leverage them; Which lead gen strategies and tactics are working best, and which no longer work for enterprise companies like yours; The pros and cons of various marketing media for generating, nurturing, and qualifying leads.

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B to B Lead Generation Webcast Differences 133

Biznology

MARCH 23, 2018

Let me share a few ironies that I’ve noticed, and I hope readers will add others to the list. Or tell me to shut up and talk about something else. . The theory is that if you post irresistible content to your website, you’ll rise in search rankings and attract interested buyers to find you. Which is true, but it’s gotten to the point where some marketers have gotten the impression that outbound marketing is bad, inferior, old-fashioned, or maybe even immoral.

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Opt-out B to B Cold Calling Trade Show 153

Biznology

MARCH 9, 2018

If you are lost as to what you want to focus on in your B2B marketing in 2018 to exceed your growth goals, this video is for you. Garrett Mehrguth highlights data-backed approaches and tactics for you to test. You’ll find out how to maximize your time and efforts on search marketing in 2018. The key is knowing how to do less and focus on your core channels. Thanks to all our sponsors!

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B to B Websites B2B Adwords 136

Biznology

AUGUST 18, 2017

I listened to Michael Brenner recently give a keynote talk to B2B marketers at the MeritDirect Coop client conference, and picked up scads of great insights, tips, and strategic wisdom I’d like to share. One of Brenner’s many career accomplishments was his early recognition of the value of web communities as a way to attract, engage, and establish a relationship of trust with customers and prospects.

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B to B Portal B2B Buyer's Journey 152

Biznology

NOVEMBER 5, 2018

Forgive the rant, but I have to get this off my chest. . Businesses play their cards close to the vest. Have you ever tried to get a client to give you a testimonial? I don’t want my competitors to know how good this is.”. And in theory business people want to help each other, so you’d think testimonials should be easy to get. Because buyers want to keep their good things to themselves. They talk to their peers.

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B to B B2B Data Hygiene Blasts 127

Sales Lead Insights

APRIL 18, 2018

Because this is what happens when somebody realizes that there are not enough sales leads in the pipeline to meet this quarter’s sales revenue goals: Scenario A: Forced Labor They grab a […]. Telemarketing B-to-B telemarketing lead generationAre you dialing for dollars or wasting your money with telemarketing? Unfortunately, most of what B2B marketers call “telemarketing” simply doesn’t work.

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Telemarketing Sales Lead Business to Business Sales 100

The Freeman Company

OCTOBER 12, 2015

Also ranked as the largest B-to-B experiential marketing agency in the United States

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B to B Companies Agency Marketing 40

Biznology

SEPTEMBER 3, 2015

Have you noticed how so many B2B companies seem to be running their own proprietary conferences these days? In conversations with several marketers, I have identified six reasons to consider it. What a great way to get your customer’s full attention, especially compared with a trade show, where you have to compete with zillions of others. Although primarily for clients, many of these conferences are designed to include prospects as well.

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Conference B to B Trends B2B 174

B2B Lead Generation

JUNE 27, 2006

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. I won the best B-to-B Marketing Blog in MarketingSherpas Readers Choice Awards!

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B to B Lead Generation Marketing & Strategy Best 120

Biznology

MAY 28, 2015

That’s a good thing, since marketers are under increasing pressure to manage, collect, and make use of data, according to a recent CMO Club/Gartner study. Most B2B marketers really struggle to get their arms around the reality of customer and prospect information. Of particular importance to data and data-driven marketing are these issues: Inattention to data and the database. The post Three barriers to B2B data-driven marketing appeared first on Biznology.

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Barriers B to B B2B CMO 173

The Freeman Company

MAY 9, 2017

Lessons from the B-to-B Dream Team Power Panel

Companies 40

Companies B to B Experience Brand 40

The Freeman Company

FEBRUARY 2, 2016

How the PCMA annual meeting connected with a new generation

B to B 40

B to B Companies Generation Event Marketing 40

Biznology

JANUARY 3, 2019

The top reason why I love my work is the fascinating people I have the privilege to meet. Today, I am happy to introduce 10 of the many fascinating people I’ve interacted with during my adventures in 2018. All of them are high-energy contributors to the advancement of our field. And a lookback shout-out to my fascinating contacts from 2017 , 2016 and 2015. . Samantha Stone ’s energy and good humor seem single handedly to keep the wheels of B2B marketing going.

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B to B Advertising Agency B2B Conference 110

Biznology

APRIL 2, 2015

In preparing my new book on the subject—to be published in June of 2015—I had a chance to speak to a variety of brilliant thinkers about where things are headed. As marketing technology grows in its sophistication and ease of use, marketers will continue to take advantage, shifting budgets and influence away from IT departments, and requiring a higher level of tech skill and experience in the marketing department.

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B to B B2B Salesforce.com CMO 175

Biznology

APRIL 24, 2015

While preparing case studies for book, I had the fun of interviewing a bunch of very smart B2B marketers to learn how they were applying data and analytics to their marketing objectives. Five9’s solutions provide everything businesses need to run an inbound and/or outbound center for sales and marketing, customer service, or outsourcing, including sophisticated management tools for reporting, recording, workforce management, quality monitoring, and CRM integration.

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Case Study Acquisition B to B Studies 167

Biznology

JULY 2, 2015

But B2B marketers still struggle to get their full share of value from data. One reason is that they are missing some important ways to apply the data to marketing problems. Business marketers put the marketing database to an enormous variety of uses, among them: Capturing data about customer behavior from all sales and communications channels, including social media. Querying and performing “what-ifs” to stimulate marketing ideas and actions.

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B to B B2B Profiling Marketing & Strategy 151

Biznology

JANUARY 30, 2015

Business-to-business marketers are plagued by data problems. To shed some light on B2B data problems, Bernice Grossman and I compiled a working list of problems and solutions. Give them objective rules to follow. Then, develop a very simple process by which reps pass their data to this group. Dedicate particular group members to certain reps, so the input person builds experience about rep’s behavior and communication style.

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De-duplication B to B Data Hygiene B2B 173

Biznology

DECEMBER 31, 2014

Finding new customers is a lot easier these days, what with innovative, digitally based ways to capture and collect data. Early examples of this exciting new trend in prospecting were Jigsaw, a business-card swapping tool that allowed sales people to trade contacts, and ZoomInfo, which scrapes corporate websites for information about business people and merges the information into a vast pool of data for analysis and lead generation campaigns. Susceptible to hurricane damage?

Prospect 174

Prospect B to B Tools Marketing Automation Services 174

The Freeman Company

MAY 1, 2018

Join us to for tips to create thriving programs with digital

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B to B Companies Education Tips 40

Biznology

SEPTEMBER 25, 2015

I had the chance recently to catch up with Martyn Etherington , a marketing leader I’ve long admired. In a reflective mood, he was willing to field some questions about his successes there. Where did you direct them to focus their efforts, and why? Customers have changed the way that they buy, and therefore we need to change the way we sell. Fast-forward, we went from the 30 users to close to 2,000 employees who are actively engaged in social media.

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B to B Custom Publishing B2B CMO 159

Biznology

NOVEMBER 1, 2017

It doesn’t take much to get ready—mostly an open mind and willingness to learn. What you need to understand first is that artificial intelligence (AI) isn’t some shiny object that solves all problems. That might sound like the computer will eat your job, but it doesn’t have to be that way. Listen to my podcast at MountainTop Data to see how you can be ready for artificial intelligence in marketing.

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B to B Newsletter Process Test 106

Biznology

DECEMBER 5, 2014

Best of all, a number of new tools and tactics are now available to do the marketing job efficiently. These are the accounts we pay attention to.”. A similar focus occupies Warm-Transfer, which tele-qualifies leads generated by very large insurance companies, and warm transfers the prospects to the clients’ sales teams. “We We need volume of at least 1,500 leads a month to serve a client efficiently,” says Jeff Feuer, CEO.

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B to B Banner Tools Banner Ads 172

Biznology

AUGUST 6, 2015

It’s a platform for communications, for selling, for just about every element of the marketing arsenal, and it’s is forcing marketers to think more carefully about customer and prospect data. That is changing fast, as new tools and measurable communications techniques enable marketing not only to demonstrate financial results, but to take on revenue responsibility. Most marketing technologies claim to make marketer’s lives simpler.

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B to B Marketing & Strategy B2B Database Marketing 158