February, 2009

Seven tips for improving cold calling for lead generation

B2B Lead Generation

In spite of the fact that in the past pushy salespeople and poorly trained marketers have tarnished the image of the phone, I still believe that reaching out via phone is a very effective lead generation tool. Studies by leading marketing research firms like MarketingSherpa show that 92% of B2B buyers are open to cold calls if the sales person is relevant. However, to ensure success, cold-calling needs to be part of a holistic lead generation strategy.

Branding, SEO & Competitive Keyword Phrases

KoMarketing Associates

Aaron Wall just wrote an important post on SEO and the impact of brand strength in relation to competitive keyword visibility. The team at SEO Book provided examples of highly competitive keywords and the recent surge in brand-specific website rankings.

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B2B Tech Buyers Like Social Media

WriteSpark

Forrester Research is presenting survey results of B2B technology buyers and their use of social media during the buying process. The key findings: Tech buyers are increasing their participation in social media, with content

Social Media is better for the Consideration Phase

Buzz Marketing for Technology

I know I talked about this before on this blog but when I saw the data from RainToday’s Benchmark Survey of How Buyer Identify Professional Services Providers , I couldn’t help myself.

Your New Schematic for Next-Level Sales Coaching & Enablement

Speaker: Matthew Hawk, President of B2bTrainers

The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.

Green Living - Eco Community Planning

Smashmouth Marketing

I have my notebook of ideas for when Linda and I build our green home. It's a few years off, I'm sure, but it's full of sketches, articles, diagrams and some day, this wish book will be our home. I just added the article Eco Principles for Community Living from Treehugger. An excerpt from the article : "Acclaimed green architect Michelle Kaufmann is now trying to parlay her success with prefab homes into green community living in her new white paper Embracing Thoughtful, Walkable Neighborhoods.

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Using thought leadership and educational marketing to generate leads

B2B Lead Generation

As marketers look for ways to optimize lead generation, they are recognizing the value of using educational content and thought leadership to help attract more customers. I've written a number of times on using educational marketing and certain aspects of thought leadership to generate leads, and I thought this post by Dana VanDen Heuvel over at the MarketingProfs Daily Fix blog was useful reminder. So what is a thought leader?

QlikView Is Champion In Aberdeen AXIS (But Is This Graph Necessary?)

Customer Experience Matrix

I occasionally do some development work in QlikView and have made no secret that I think it's a great product. So part of me was pleased to learn that it had been listed as a—indeed, the only—“champion” in an Aberdeen Group AXIS report on BI/Performance Management software. Although QlikView has received plenty of recognition recently, it deserves every bit of it. (If

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Lead Management and Football

Anything Goes Marketing

In one of my meetings these past few weeks I was thinking of an analogy where I could break down the lead management process into much simpler terms so everyone could understand their roles - this is where football comes in. Why football? Well, if I compared it to hockey no one outside of Canada would care. I'm going to introduce the players and coaches below and then summarize how the different parts fit together to create a Super Bowl caliber lead management process.

World Wide Rave – Works!

Buzz Marketing for Technology

In David Meerman Scott’s ebook Lose Control of your Marketing he talks a lot about the spread of ideas. Note his ebook is a preview for his upcoming book called World Wide Rave due out in March There are some great examples of how ideas spread in his ebook on the Top 10 unsigned bands from MySpace who just give away their music as a means of promoting themselves.

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The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Green Living - Eco Community Planning

Smashmouth Marketing

I have my notebook of ideas for when Linda and I build our green home. It's a few years off, I'm sure, but it's full of sketches, articles, diagrams and some day, this wish book will be our home. I just added the article Eco Principles for Community Living from Treehugger. An excerpt from the article : "Acclaimed green architect Michelle Kaufmann is now trying to parlay her success with prefab homes into green community living in her new white paper Embracing Thoughtful, Walkable Neighborhoods.

only one thing matters in online surveys - wiifm

The Effective Marketer

marketers have several tools at their disposal in their arsenal of marketing weapons, one of which is surveys. you can't be a marketer without having done some surveys in your life, otherwise where will you have gotten your data from

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MarketingExperiments B2B Landing Page Web Clinic Contest

B2B Lead Generation

I will be hosting a MarketingExperiments Web Clinic along with MECLABS Sciences Group Director, Dr. Flint McGlaughlin, this Wednesday, February 25 at 4 pm EST. This clinic is special because it will feature an interactive contest. Ten B2B landing pages will be selected to vie for a grand prize: a free landing page assessment (worth $5,000). Attendees of the clinic will be voting for who they think most deserves the makeover.

How Demand Generation Systems Handle Company Data: Diving into the Details

Customer Experience Matrix

Back in early January I posted a discussion on treatment of Company-Level Data in Demand Generation Systems. At that time, I posed a set of specific questions to the demand generation vendors in the Raab Guide. Yesterday the final answer trickled in. Results are summarized in the table at the end of this post. More than anything else, this exercise reinforced my understanding of how hard it is to answer a seemly simple question about a software product’s capabilities.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Why I Use Twitter

Anything Goes Marketing

While I'm not turning this blog into a Twitterfest, I've had a few people ask me recently why I use Twitter and how do I use it effectively without it taking over my life. Instead of answering people one by one I thought I would write a quick post on it (it better be a quick post!). I hope that you find this useful. And hey, this blog is called "Anything Goes Marketing" so I'm just keeping it real on here and keeping you in the loop on the latest marketing trends.

Facebook as the Media

Buzz Marketing for Technology

An interesting trend has started to happen with Facebook lately - Media events are turning into Facebook groups!

10 Tips For Tweeting A Live Conference - Sales 2.0 March 4,5

Smashmouth Marketing

Back in the fall I attended Selling Power 's Sales 2.0 conference. It was so informative and interactive for sales execs and marketing execs that Green Leads decided we wanted to sponsor the conference (March 4,5 in San Francisco). This time with a twist. Selling Power's publisher and Sales 2.0 co-host, Gerhard Gschwandtner has agreed to have Green Leads provide live twitter coverage from the event.

if you're gonna copy, make it right

The Effective Marketer

an interesting blog post by jason cohen at onstartups.com discussed why you shouldn't copy other companies just because they were successful at what they do. he uses examples like 37signals, copyblogger, fogcreek software, zappos

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How to Redirect Your Indirect Channels by Enabling the Right People

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years. Join Jay McBain from Forrester as he unpacks these future trends.

Looking for a little marketing wisdom?

B2B Lead Generation

Well, I’ve got, oh about a hundred suggestions for you all courtesy of MarketingSherpa’s latest Wisdom Report. Sherpa’s free report is filled with mini-stories from our colleagues in the marketing world who have learned through trial and error. The topics of this year’s report touched on just about every aspect of marketing out there – from tradtional tactics to Web 2.0 and mobile marketing. According to the editors at Sherpa, there were three main trends represented in this year’s edition: 1.   

Infusionsoft: Impressive Marketing Power for a Very Low Price

Customer Experience Matrix

Two economists are walking on the street. One looks down and sees a $100 bill. He points it out to the other, who says, “It must be counterfeit. If that were a real $100 bill, someone would have already picked it up.” The point of the story, other than showing why economists are poor comedians, is that the market is not always perfectly efficient. I suppose no one needs reminding of that in today’s economic situation.

Expert Advice for B2B Marketing: The Top 5 Tips from Our Thought Leaders

Marketo

Over the past four months, I've been fortunate enough to interview several B2B marketing Thought Leaders and share their answers here. From lead nurturing to effective marketing communication, the Thought Leader Interviews covered a wide range of B2B marketing topics. Here are the five top tips from across these interviews that B2B marketers can utilize to generate more and better qualified leads and greater ROI. The Top 5 Tips for Better B2B Marketing are: 1. Start with a Solid Base.

Personal Brand Organization Tips

Buzz Marketing for Technology

Ok so you are comfortable with getting your personal brand out there on the web. But periodically you are going to have to monitor, prune and synchronize it to keep it fresh. Here are a few tips for keeping your personal brand clean, organized and synchronized. Monitor Tons have been written about monitoring technologies for brands and here is a good list of them all – 170 Resources to help you manage your online reputation.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

10 Tips For Tweeting A Live Conference - Sales 2.0 March 4,5

Smashmouth Marketing

Back in the fall I attended Selling Power 's Sales 2.0 conference. It was so informative and interactive for sales execs and marketing execs that Green Leads decided we wanted to sponsor the conference (March 4,5 in San Francisco). This time with a twist. Selling Power's publisher and Sales 2.0 co-host, Gerhard Gschwandtner has agreed to have Green Leads provide live twitter coverage from the event.

effective manager defined

The Effective Marketer

from time to time i go back to some business books i've read that had big influences in my career, one of which is “the one minute manager”, by ken blanchard. there's a specific passage i think is a great definition of effective

Webinar on using Kaizen to improve your lead generation process

B2B Lead Generation

Getting Closer to My Usability Ratings

Customer Experience Matrix

If you suspected that my last two blog posts were a way to avoid writing a post that ranks vendors on usability, you’re probably right. You’re also spending way too much time worrying about my blog, although I appreciate the attention. But it turns out that those posts served a purpose beyond procrastination. In particular, they helped me to clarify the distinction between small campaigns focused on a specific treatment (e.g.

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How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.