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Bridging the content gap for B-to-B marketing automation and lead generation

Sales Lead Insights

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. B2B Lead Generation B2B marketing B2B marketing automation content marketing

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An Interview With Mike Damphousse About B-to-B Appointment Setting

Sales Lead Insights

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. Mike is an experienced marketer, having served as CMO of two software companies before starting Green Leads.

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When it comes to generating leads, do virtual events make sense for B-to-B marketers?

Sales Lead Insights

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? appeared first on Sales Lead Insights. 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.

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Bridging the Content Chasm for B-to-B marketing automation and lead generation

Sales Lead Insights

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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B2B Data-Driven Marketing: What You Need to Know Today

Biznology

If you’re selling to business buyers, data about your customers and prospects is essential to success. Even with the data on hand, many marketers are unsure of what to do with it. You need to get a grip on customer data, and figure out how to put it to work for your business. A lively case study of how a tech company used data to fuel its business growth. Thanks to all our sponsors! Our latest webinar was presented by Ruth Stevens.

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Business-to-Business Telemarketing: Wasting Your Money?

Sales Lead Insights

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? appeared first on Sales Lead Insights. Telemarketing B-to-B telemarketing lead generation

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B-to-B Lead generation: What Enterprise-size Companies Should be Doing Differently in 2010

Sales Lead Insights

If you are responsible for business-to-business lead generation at a large company, don’t miss this webcast! Lead Gen in 2010: Learn What is Working Best Right Now. The webcast will be moderated by Mike Wallen , CEO of the Lead Dogs and presented by Albert Springall , Senior Marketing Manager at Microsoft and B-to-B lead generation expert (yours truly) M. We will show you how best to accomplish this, and more.

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Business-to-Business Telemarketing: Wasting Your Money?

Sales Lead Insights

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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The B2B marketing ironies of our time

Biznology

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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B2B Lead Generation Blog: The B2B Lead Generation Blog Wins Best B-to-B Marketing Blog in MarketingSherpas Readers Choice Awards

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 I won the best B-to-B Marketing Blog in MarketingSherpas Readers Choice Awards!

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Keep B-to-B marketing strategies and tactics tightly focused on driving leads

Sales Lead Insights

Let your brand come along for the ride while you focus your B-to-B marketing on convincing potential buyers to raise their hands and express interest in your products or services. The post Keep B-to-B marketing strategies and tactics tightly focused on driving leads appeared first on Sales Lead Insights. B2B Lead Generation B2B marketing b2b marketing strategy

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Benchmarking shows B-to-B marketing budgets have been cut by roughly 44 percent, but spending on pipeline acceleration programs has doubled

Sales Lead Insights

A recent press release from SiriusDecisions states that based on the company’s business-to-business benchmarks: Roughly 44 percent said their marketing spend for 2009 will be reduced; The hardest hit marketing budget categories are advertising (down 17 percent) and events (down 12 percent); 25 percent said marketing spending will remain about the same as in 2008. However it appears that some B-to-B marketing initiatives are getting more funding rather than less.

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Benchmarking shows B-to-B marketing budgets have been cut by roughly 44 percent, but spending on pipeline acceleration programs has doubled

Sales Lead Insights

A recent press release from SiriusDecisions states that based on the company’s business-to-business benchmarks: Roughly 44 percent said their marketing spend for 2009 will be reduced; The hardest hit marketing budget categories are advertising (down 17 percent) and events (down 12 percent); 25 percent said marketing spending will remain about the same as in 2008. However it appears that some B-to-B marketing initiatives are getting more funding rather than less.

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B2B Lead Generation Blog: Speaking at MarketingSherpas B-to-B Demand Generation Summit 2006

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Positioning: How To Test, Validate, And Bring Your Idea To Market

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The top 10 tricks for sales lead generation

Biznology

Yesterday’s webinar with Ruth Stevens and me was about making sure the leads you send to your sales team are qualified and the process of how to qualify them. The productivity of a sales force or distributor improves dramatically with a steady supply of qualified leads. So how do you provide your sales team with the leads that will increase their productivity by 200% or more? And your sales counterparts will thank you for that!

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The 10 most fascinating people in B2B Marketing in 2015

Biznology

With a tip of the hat to Barbara Walters , I’d like to introduce ten fascinating people who have brought new ideas and admirable energy to the B2B marketing world this year. It’s an eclectic list, culled from contacts I happened to make in 2015. We are lucky to have them. Jim Obermayer, founder of the Sales Lead Management Association. Japan’s foremost lead generation marketing company. has struggled to sustain similar businesses.

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B2B Lead Generation Blog: Marketing That Reaches Decision Makers In Big Companies

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 a marketing and sales information services company in Southport, Conn.:

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B2B marketers: Please don’t believe everything you read.

Sales Lead Insights

One of my favorite marketing magazines, BtoB , featured an article in its November 8, 2010 edition which posed some questions to Brian Halligan, CEO of marketing software company HubSpot. One of the questions was "How can b2b marketers improve their lead-nurturing efforts?" what do I do once I get a lead?—and —and not nearly interested enough in how the heck do I get more leads in the first place. Care to weight in on the subject?

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Sirius Decisions Thinks Websites Will Generate 71% of All B2B Sales Leads by 2015. I Disagree.

The Point

Sirius Decisions wrote an insightful article last week about the acquisition by Marketo of Insightera (a Web personalization platform), and included was the following projection: “By 2015, we expect to see 71 percent of b-to-b organizations’ new inquiries coming via the corporate Web site.”. What doesn’t sound right to me, however, is that 71% figure. Want to guess how many of those leads arrive via our clients’ Websites?

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B2B Lead Generation Blog: Lead Generation Summit Notes

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 MarketingSherpas posted their B-to-B Lead Generation Summit Notes.

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B2B Lead Generation Blog: Better lead management leads to bigger marketing budgets

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Positioning: How To Test, Validate, And Bring Your Idea To Market

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B2B Lead Generation by Phone: An Interview with Michael Brown

Sales Lead Insights

This is one of a series of occasional interviews with top practitioners on topics of interest to business-to-business lead generation, marketing and new business development professionals. He is the B2B telemarketing and telesales consultant and telemarketing trainer whom I frequently recommend to our clients. Michael, first off, I know you hate to use the word “telemarketing.&# Absolutely, but usually later in the lead process than before.

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MarketingSherpa Seeks Case Study speakers for 2009 B2B Demand Generation Summits

B2B Lead Generation

If you have a great B2B story to tell, think about sharing it with other B2B marketers at MarketingSherpa’s 6th Annual B2B Demand Generation Summit 2009. Experienced B2B marketers who want to present will need to submit speech proposals by May 21, 2009. Click here to learn more. Here’s what they are looking for: B-to-B marketers to present Case Studies on real-life tests and tactics in demand generation.

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The 5 Top Media for Cold Prospecting

Pointclear

Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. Let me go out on a limb and propose the top five media for your lead generation toolkit. These are the five essential channels you can rely on for generating a steady stream of inquiries that you can then convert to qualified leads, and have a prayer of closing enough sales to meet your revenue quota. That compares to $7 billion spent on direct mail and $4.5

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B2B Lead Generation Blog: MarketingSherpa Demand Generation Summit 2007

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 B-to-B Marketing; How to Measure & Manage Leads and more.

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B2B Lead Generation Blog: Better Sales and Marketing Integration

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Email is worst way to do it. Marketing must take control of nurturing leads.

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How the CEO Can Enhance Sales, Marketing, and the Executive Branch

ViewPoint

Someone once told me that CEOs don’t care about leads. Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up. It doesn’t have to be that way. Here are 5 things CEOs need to consider in order to fix what is broken: What is the CEO’s role as it relates to marketing and sales? Is 60-70% of the buying process over before prospects want to engage with a salesperson?

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B2B Lead Generation Blog: Budget Wars: Sales & Finance vs Marketing

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Connect sales and marketing metrics together.

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B2B Lead Generation Blog: Inquiry management and search marketing strategy

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 All leads are not created equal. Qualify the leads first.

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B2B Lead Generation Blog: Word of Mouth Marketing relies on reputation not branding

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Should reputation take a back seat to branding?

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B2B Lead Generation Blog: Targeting Your B2B Lead Generation

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Positioning: How To Test, Validate, And Bring Your Idea To Market

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B2B Lead Generation Blog: On Alignment between Marketing and Finance

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 As marketers we need to do more to educate our peers on the value of marketing.

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B2B Lead Generation Blog: Your questions answered on Lead Generation via Podcasts

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Our first interactive show will be on lead generation via podcasts.

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B2B Lead Generation Blog: MarketingSherpa Seeks Best Marketing Blog

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Be sure to let them know about your favorite Marketing, Advertising, and PR blogs.

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B2B Marketing Predictions For 2011

Marketing Insider Group

Skip to content Home About Michael Brenner Appearances B2B Marketing Insider Michael Brenner's Blog on B2B Marketing Content Marketing Demand Generation Mobile Sales Alignment Search Marketing Social Media Strategy November 18, 2010 16 Subscribe B2B Marketing Predictions For 2011 Share Whenever I start to see Thanksgiving turkeys flying out of the grocery store and Black Friday ads start to appear, I know it’s that time of year to prognosticate.

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Why You Need to Ditch Marketing Campaigns in 2016

B2B Marketing Directions

The overall result is often messaging, execution, and delivery strategies that are fragmented across touchpoints and out of context to the consumer." (The The Rise of Marketing Orchestration) The reality is, it's time to ditch the campaign model and replace it with a planning framework that enables marketers to better align their activities with both buyer realities and critical business objectives.

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B2B Lead Generation Blog: Lead qualification and scoring for better leads

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Are you currently sending your sales team qualified leads or merely inquiries?

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B2B Lead Generation Blog: MarketingSherpas 10 Best Blogs for 2005: B2B Lead generation blog wins honorable mention again!

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 « Why dont sales people update the CRM and what can be done about it?

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B2B Lead Generation Blog: E-Mail Marketing Relevance Tips And Resources For B2B Lead Generation

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. 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! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 E-mail is a one-to-one medium, nothing more, nothing less.

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Does Your Sales Team Know How to Follow-Up on a Lead?

Pointclear

Nurture leads until they’re ready to turn over to sales is the sixth 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 in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales. Reduction of lead waste.