April, 2009

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. Of course branding and awareness are also roles that can be played effectively by B2B marketing, but from my point of view these are only supporting roles—secondary to the primary objective of helping drive sales.

Article: Producing High-Value Customer Success Stories

WriteSpark

Customer success stories or case studies are powerful promotional tools for a high-tech product or service. Yet, as a long-time success story writer, I know that convincing customers to participate in a case study can be a long and frustrating effort.

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5 steps for using LinkedIn as lead generation tool

B2B Lead Generation

Like many of you, I’m using LinkedIn to connect with work friends and colleagues. But I’ve been intrigued by how LinkedIn has quietly developed into a useful lead generation tool for marketers and sales people to build relationships with potential customers. I’ve discovered that it’s a pretty simple process if you’re willing to invest the time to freely share your expertise and thought leadership with others.

Who is the social media voice for your business?

BaseOne

You don't often hear phrases like "305% ROI" attached to discussions about social media, so I was delighted to read, via Kipp Bodnar , about Forrester's recent research into "live chat" as a sales tool.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

Top 10 Triggered B2B Email Marketing Campaigns

Anything Goes Marketing

One of the themes for marketers in 2009 is “doing more with less”.

More Trending

B2B Chief Marketing Officers (CMOs) Must Change

B2B Marketing Traction

Chief Marketing Officers (CMOs) have high turnover (average tenure is 18 months), and good ones are hard to find. What makes a good CMO in today's challenging B2B environment? The answer is that a good CMO has the ability to change and

Helping Your Customers Market to Their Customers

WriteSpark

Have you considered that helping your customers market the value of your products to their customers might be way to increase your company's sales? This strategy goes beyond creating materials for dealers, resellers, and system integrators that may also be appropriate to your product.

Social Media speeds Onboarding

Buzz Marketing for Technology

I am officially up and running now in my 6th week here at Avaya and loving my new role. And what has been really interesting for me to see was the difference between organizations when it comes to things like social media.

Twitter, Common Decency and the Corinthian Spirit

BaseOne

When the penalty kick rule was first introduced to English football in the late 1880s, it was greeted with horror by the Corinthians, the dominant team of the day.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Losing Leads and Sales With Bad Search Marketing Decisions

B2B Lead Generation

There are so many tools that help marketers with their search marketing but marketers have to know how to use the analytics in order to focus on the right things to generate leads and sales. So often I find that marketers are only looking at conversion rates of how specific phrases or banners perform and are ignoring other valuable information. While conversion rate is one way to measure the effectiveness a search phrase, it can be extremely misleading.

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get hired in marketing

The Effective Marketer

want a marketing job? then you have to first understand the rules of the game. i was recently hiring a marketing coordinator for my company and once again it became obvious to me that most candidates do a poor job at interviewing.

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7 Lead Gen Techniques I Learned From My Junk Mail

The Point

Sometimes it pays to look outside your normal circle of peers for inspiration. Here’s a postcard I received recently from the Washington State Department of Fish & Wildlife. What do fishing licenses have to do with B2B demand generation? Not much. But the very fundamental direct marketing principles on display here [.].

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B2B Lead Generation Benchmark Study 2009

Sales Lead Insights

Please participate in this important B2B Lead Generation Benchmarking Study by taking this fast and easy online survey. It will take you less than 10 minutes to complete, and you will automatically qualify to receive a free executive summary of the study results. If your answer is yes to any of the following questions, you will want to participate in this important B2B Lead Generation Benchmark Study.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

Lyzasoft: Independence for Analysts and Maybe Some Light on Shadow IT

Customer Experience Matrix

Long-time readers of this blog know that I have a deep fondness for QlikView as a tool that lets business analysts do work that would otherwise require IT support. QlikView has a very fast, scalable database and excellent tools to create reports and graphs.

Sales 2.0? Not Just For Sales Execs Anymore - Marketing is Mandatory

Smashmouth Marketing

Next month is Sales 2.0 in Boston. May 21 at the Fairmont Copley Plaza. It should be another great day of insights, interraction and networking from the industry's 2.0 pundits. Why, you ask, is Smashmouth Marketing interested in Sales 2.0? With the crossover of sales and marketing, the Sales 2.0 event is relevant to marketers too.

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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. MarketingSherpa is looking for speakers for the events which will be held September 23-25 in San Francisco and October 23-25 in Boston. These summits feature case studies based on real-life marketers’ actual lessons learned about what is working at this moment in advanced business marketing.

Bring marketing into the account planning process

Chris Koch

We’re always hearing that marketing and sales should be better aligned (whatever that means), but I see little practical advice about how to do that beyond the usual change management stuff. I don’t discount the importance of change management, but sometimes you need something more concrete—something that marketing and sales can do together that gets them working closer together without people noticing it so much. Our research shows that we may have found something: account planning.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

ConnectAndSell: Novel Solution for Increasing Sales Efficiency

The Point

If part of your lead generation or lead nurturing strategy involves outbound sales calls, then you already know one of the key metrics critical to sales productivity is connection rate – i.e. the percentage of dials that result in live conversations. Typical B2B connection rates range from 15 to 30 percent, which means that [.]. inside sales b2b lead generation lead generation telemarketing telesales

B2B Lead Generation Benchmark Study 2009

Sales Lead Insights

Please participate in this important B2B Lead Generation Benchmarking Study by taking this fast and easy online survey. It will take you less than 10 minutes to complete, and you will automatically qualify to receive a free executive summary of the study results. If your answer is yes to any of the following questions, you will want to participate in this important B2B Lead Generation Benchmark Study.

how good a boss are you really?

The Effective Marketer

if you want to see how you (or your new boss) stack against top technology ceo's, check out glassdoor.com for an interesting ranking. the site not only lists top executives based on approval ratings but also shows you reviews that give

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Sales 2.0? Not Just For Sales Execs Anymore - Marketing is Mandatory

Smashmouth Marketing

Next month is Sales 2.0 in Boston. May 21 at the Fairmont Copley Plaza. It should be another great day of insights, interraction and networking from the industry's 2.0 pundits. Why, you ask, is Smashmouth Marketing interested in Sales 2.0? With the crossover of sales and marketing, the Sales 2.0 event is relevant to marketers too.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

On Lead Nurturing - thinking beyond the send

B2B Lead Generation

The challenge today is not in generating leads, but truly connecting with them. That's why lead nurturing matters. This is why I found this post by my friend Ardath Albee titled, " Strategy Beyond the Send " helpful. Ardath's post gives some useful ideas on how we can better connect by thinking, "like your prospects do when they set out to solve a problem. One step leads to another.and another." " I agree.

Why bother with thought leadership? Five questions and answers.

Chris Koch

This post is from a real query I received from a client this week. The questions display a healthy distrust for accepted wisdom, which I like, and provide a good test of the thinking behind thought leadership marketing. See what you think of my answers: How did thought leadership initiatives in companies begin? Thought leadership marketing is based on the academic research publishing model, in which academics created journals built around a peer review process.

Is Direct Marketing Relevant Anymore?

The Point

DM News, the venerable tabloid that I remember reading while cutting my direct marketing teeth back at Oracle in the late 1980s, is switching from a weekly to bi-weekly publication schedule. This prompted a discussion on LinkedIn wondering if the change augured tougher times ahead for direct marketers. On the contrary: after almost 20 years [.].

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. Of course branding and awareness are also roles that can be played effectively by B2B marketing, but from my point of view these are only supporting roles—secondary to the primary objective of helping drive sales.

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!