Sales Lead Insights

A creative director’s take on marketing strategy and tactics

Sales Lead Insights

I did a campaign years ago for a company that used a knowledge base, which is like a database on 3-D multi-media steroids. And that kind of responsiveness itself can be a competitive advantage or part of a company’s brand USP.

Writing effective email copy from an expert in B2B marketing, lead generation and lead nurturing

Sales Lead Insights

Here are Meryl’s top email copywriting tips: Write emails with the prospect or customer in mind, not the company.

Trending Sources

How to Improve Your Marketing Automation ROI

Sales Lead Insights

Companies using technology alone to solve their demand creation issues experience lower returns than companies who have no marketing automation AND no processes. The report breaks companies into three segments: No Marketing Automation with no processes.

ROI 82

B2B telemarketing: An interview with Michael Brown

Sales Lead Insights

Smart calls are exploratory calls based on an organization’s relevant news – an event or occurrence that changes them into a better-than-average prospect for your company. Ask before telling and learn before selling. Michael Brown is our “Business to Business By Phone Expert”.

Customer Success and Marketing Alignment: The Key to Unlocking Customer Advocacy

Most B2B companies say the customer experience is a priority, but their teams are not prepared or coordinated enough to make this a reality

Revenue Performance Management: An interview with Jon Miller, VP Marketing and Co-founder of Marketo

Sales Lead Insights

Jon, named a Top 10 CMO for companies under $250 million revenue by The CMO Institute , graduated magna cum laude in physics from Harvard College and has an MBA from the Stanford Graduate School of Business.

B2B Lead Generation: Getting on the same page

Sales Lead Insights

Contact: A person at company or contact name on a database. Customer: A company, division, department or facility that has purchased from our company. Database: A listing of contacts at specific companies and facilities which is available for ongoing use. Inquirer: A contact who has responded to our company’s marketing (Website, direct marketing, exhibits, advertising, etc.). List: A list of contacts at specific companies and facilities, as in a rented list.

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.

Marketing for leads and sales: What’s working for technology companies today

Sales Lead Insights

This post is based on a transcript of an interview I did with Karl Hourigan , Digital Marketing Strategist for Mediative , immediately following one of the half-day workshops I presented in three cities across British Columbia for the BCTIA entitled, Marketing for Leads and Sales: What's working for technology companies today. Companies have limited resources, so they can’t do it all. It’s just that as the economy picks up, companies are beginning to address them.

B2B 40

B2B lead qualification and scoring

Sales Lead Insights

Here’s what I came up with: Firmographics (industry, company size, location). In a survey conducted by Sirius Decisions , they found that companies who give fewer (better qualified) leads to Sales actually sell more. The growth of the Internet has changed B2B buyer activity.

Near Boston or New York City? Get up to speed on BtoB marketing automation on your way to work

Sales Lead Insights

To quickly get up to speed on BtoB marketing automation and the benefits it may bring your company—and to learn about some fast, easy and affordable ways to put it to work—please join us for this Executive Breakfast Briefing: What BtoB marketing Automation is all about, and why you should care.

BtoB 34

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. Other B2B companies try to skip the leads-to-salespeople-to-sales process, instead encouraging prospective customers to initiate purchases themselves from print or online catalogs and/or via order forms, e-commerce sites, phone calls or purchase orders.

Want to build a great brand for your company?

Sales Lead Insights

Instead of investing a bundle financing a snazzy new logo, or spending too much of your marketing budget on brand advertising, invest in making sure that all the touch points your company has with its prospects and customers are enhancing the brand… rather than hurting it.

Learn the secrets to generating more B2B leads and sales for less

Sales Lead Insights

You’ll hear how many companies similar to yours are finding that marketing automation allows them to do more with less when it comes to their new business development. Register by email: (Please mention the event city and date, including your name, title, company URL and phone number).

B2B Email Marketing: Interview with Stephanie Miller

Sales Lead Insights

Stephanie describes herself as a customer advocate who, through her work with email performance company Return Path , helps marketers reach the inbox and connect with prospects and customers via email and social marketing. We have done this analysis for global marketers and identified the top 20 companies on their file – and then we reach out to each of those companies and find out what sort of filtering is happening and try to become whitelisted.

Looking for a roadmap to more revenue? Read this book!

Sales Lead Insights

For years companies crafted and delivered their messages, which customers depended upon to make buying decisions - because it was the only information available to them.

Buy 11

B2B Ads From the Past

Sales Lead Insights

I don’t know your company. I don’t know your company’s product. I don’t know what your company stands for. I don’t know your company’s customers. I don’t know your company’s record. I don’t know your company’s reputation. I always find it interesting to take a look at the work done by our predecessors in B2B marketing.

B2B Lead Generation Checklist: 22 Success Tips

Sales Lead Insights

The fun part is I get to work with some of the best people at the best companies in the business. Use testimonials (real people at real companies). ? What do I like best about being a B2B lead generation consultant? The rewarding part is I get to see first-hand what works best (and what doesn’t) when it comes to generating, nurturing and identifying the qualified, sales-ready leads that salespeople, reps, resellers and distributors need.

Can you join me for breakfast or lunch in Chicago at Harry Caray’s on August 25th?

Sales Lead Insights

If you are near Chicago, and are responsible for getting your large company's marketing materials into customers' hands, consider attending this Breakfast or Lunch and Learn: As Marketing Grows More Complex, Don’t Forget the Basics.

When it comes to B2B marketing, think things through carefully before you act.

Sales Lead Insights

All the brand marketing in the world doesn’t matter if the experience the prospect has with your company is disappointing.). I recommend that B2B marketers pay special attention to what I call the Domino Effect, where one thing leads to another.

Get up to speed on B2B marketing automation in an hour for free

Sales Lead Insights

To quickly get up to speed on marketing automation and the benefits it may bring your company—and to learn about some fast, easy and affordable ways to put it to work—please join us for this one-hour webinar: What B2B marketing Automation is all about, and why you should care.

2012?s Most Influential People in Sales Lead Management: Winners announced

Sales Lead Insights

Nominees came from many diverse disciplines including CRM Software and Marketing Automation Software , telemarketing, database management, conference management, fulfillment, consulting and publishing companies. The Sales Lead Management Association just announced the results of the voting for the Most Influential People in Sales Lead Management in 2012. James W.

Sales and Marketing Integration: An Interview with Elizabeth Vanneste, CMO of Miller Heiman

Sales Lead Insights

Elizabeth has led successful marketing and sales efforts at a number of prestigious companies including MFS International and Level 3 Communications. Why are they interested in your company?

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! 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.

B2B Marketing Strategies for Small Companies: An Interview with Dianna Huff

Sales Lead Insights

Dianna, what are some of the marketing mistakes you see smaller companies making with regard to B2B marketing communications strategy, and what should smart marketers do instead? I see companies frequently making these two common mistakes: First, not having a strategy. To be successful online, companies must develop a strategy for getting traffic to their websites. You mentioned that more companies are asking you about social media marketing.

B2B 2

A List of B2B Lead Qualification Criteria by Category

Sales Lead Insights

Here’s what I came up with so far: Firmographics (Industry, company size, location). I was thinking about all the lead qualification criteria I’ve seen used in B2B lead generation programs and started listing them by category.

Marketing-for-Leads Guide: Step 9 – Who are your best prospects?

Sales Lead Insights

Step 9: Target the best companies and contacts with your lead-generation efforts. Determine who has the business problem your products and services address, both at the level of companies and at the level of contacts within those companies.

Marketing-for-Leads Guide: Step 9 - Who are your best prospects?

Sales Lead Insights

Step 9: Target the best companies and contacts with your lead-generation efforts. Determine who has the business problem your products and services address, both at the level of companies and at the level of contacts within those companies.

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

“We estimate B-to-B companies are doubling their number of pipeline acceleration programs instead of focusing on new leads,&# says Alden Cushman, SiriusDecisions’ research director and benchmarking analyst.>. What’s happening at your company?

B2B 2

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

“We estimate B-to-B companies are doubling their number of pipeline acceleration programs instead of focusing on new leads,&# says Alden Cushman, SiriusDecisions’ research director and benchmarking analyst.>. What’s happening at your company?

B2B 2

Marketing-for-Leads Guide: Step 10 – How will you reach the best prospects?

Sales Lead Insights

Step 10: Determine how to reach the best companies and contacts. After you have identified the right companies and contacts to target with your B2B lead generation efforts, you need to determine the best ways to reach them.

Marketing-for-Leads Guide: Step 10 - How will you reach the best prospects?

Sales Lead Insights

Step 10: Determine how to reach the best companies and contacts. After you have identified the right companies and contacts to target with your B2B lead generation efforts, you need to determine the best ways to reach them.

In British Columbia? Consider attending a live, half-day workshop about driving more leads and sales with marketing

Sales Lead Insights

If you are near Kelowna, Victoria or Vancouver, consider attending one of this series of live, half-day workshops: Marketing for Leads and Sales: What’s Working Best for Technology companies Today. Who should attend: If you responsible for sales or business development at your technology company – CEO, President, Vice President, Director or Manager - You can’t afford to miss this half-day seminar.

B2B product marketing professionals: This might interest you

Sales Lead Insights

“My child is an honor student at… &# That is how most companies talk. I called a Vice President of a company … Continue reading → Tags: Demand Generation Lead Nurturing Lead Scoring Leadership Management best practices Marketing lead generation (If you enjoy the Fearless Competitor, watch me live on HubSpotTV on 11/19 at 4:00pm ET) See this picture?

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. " Brian's answer was, "B2b companies are way too obsessed with the middle of their funnels—[i.e.,]

What B2B marketing automation is all about, and why you should care: An Executive Breakfast Briefing near Boston on June 29, 2010

Sales Lead Insights

Interested in learning more about B2B marketing automation and how it may benefit your company? Then do not miss this complimentary, 90-minute breakfast briefing designed specifically for senior corporate, sales and marketing executives at a mid-size to large companies, or at a fast-growing, venture-funded small companies; executives who are looking for ways to cost-effectively and efficiently boost sales.

Mac McIntosh Announces our New Division for Implementing Lead Generation: AcquireB2B

Sales Lead Insights

Mac McIntosh Inc has provided consulting and speaking/training related to helping companies like yours generate more qualified leads and drive more sales using the latest B2B marketing strategies, tactics, media and technology since 1990. How can AcquireB2B assist you and your company in driving more leads and sales with B2B marketing or marketing automation?

Revamping Your Website? Questions to Ask and The Answers You Need

Sales Lead Insights

It is a list, compliments of Business Marketing Online , of some of the questions you should ask anyone offering to (re)design your company website , and the answers which you should be looking to receive. Jackie West, in her UK Industrial Marketing Blog , pointed out a great resource for anyone considering designing or redesigning their website.

Are inbound leads really leads? I believe the majority are not.

Sales Lead Insights

I think some of the information being touted by companies that have a stake in inbound marketing can be misleading. Now back to my earlier comment: that some of the information being touted by companies with a stake in inbound marketing can be misleading. Look beyond the hype and you’ll see that even inbound marketing companies like HubSpot use outbound marketing tactics such as e-mail and telemarketing to proactively follow up on, nurture and qualify their inbound inquiries.

B2B e-newsletters: Three bits of advice

Sales Lead Insights

A client just asked me, "What are the three best pieces of advice to give to companies that embark on an e-newsletter for the first time?" E-newsletters with fewer, shorter articles are easier to get completed and sent out, and more frequent newsletters help keep your company and its products or services in sight and in mind.). " Here’s my answer: Useful, relevant content is essential to get readership, and to avoid opt-outs. (I