September, 2013

Lead Generation: How using science increased teleprospecting sales handoffs 304%

B2B Lead Generation

Tweet I have a confession to make. There’s something I wish I would have known when I wrote my best-seller, Lead Generation for the Complex Sale.

PowerMinute: How to Leave Voicemails that Generate Sales Results

ViewPoint

Voicemail in today’s sales arena can be your secret sauce to connecting with your prospects or it can be a death knell. When done correctly, voicemail is powerfully effective.

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8 SEO Recommendations for Maximizing B2B Case Studies & Collateral

KoMarketing Associates

A recent survey of US agency executives from RSW/US , as covered by eMarketer , revealed that client case studies and content marketing were the top two self-promotional tactics used to generate leads, as indicated by 62% of respondents. Case studies can be difficult to obtain.

What Is The Future Of Content Marketing?

Marketing Insider Group

Last week I attended Content Marketing World where I joined over 1,700 marketers from more than 40 countries around the world. This was the biggest marketing conference I have ever attended. And it represented a huge increase over the 1,000 marketers who attended last year.

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!

The Secret to B2B Landing Page Construction: Foundation and Framing

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer With the right supporting infrastructure and framework, landing pages can help B2B marketers increase the number and quality of leads. A landing page is a website page specifically designed to convert visitors to leads.

More Trending

Lead Gen: A proposed replacement for BANT

B2B Lead Generation

Tweet According to the MarketingSherpa 2012 Lead Generation Benchmark Report , 24% of marketers ask a timeline-to-purchase question on their lead capture forms. Q: Please select the most important fields that you need to collect from your leads on the lead generation form.

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Search Traffic Declining? You’re Not Alone (and What to Do About It)

Webbiquity

If your website traffic from organic search has fallen over the past year, take some small solace in knowing you’re not alone—in fact, you’re in good (if not happy) company. Image credit: Young Digital Lab.

The Big List of (Not Provided) Search Recommendations for B2B Marketers

KoMarketing Associates

A discussion on Threadwatch Monday drew greater visibility to the fact that Google has begun encrypting all queries through the search engine, even for users who aren’t signed in to Google.

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Content Quality vs. Content Quantity – The Great Content Debate

Marketing Insider Group

Content quality vs. content quantity. How much content is enough? How good does it need to be? Every business struggles with this question. And the quality vs. quantity debate is something marketers have always struggled with. Reach vs. frequency.

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.

Two Landing Page Tips To Make You Look Like A B2B Marketing Genius

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer B2B marketers can dramatically boost their lead conversions by researching buyer personas and increasing the number of landing pages. A landing page is a website page specifically designed to convert visitors to leads.

Suit Up, Stand Up, Sign Up: A Sales Mantra

ViewPoint

Time is vitally important to the success of a salesperson—time to research prospects, time to hone the sales pitch, and time to communicate with potential clients.

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B2B Marketing: The first step a systems integrator took to achieve Sales-Marketing alignment

B2B Lead Generation

Tweet “One of the most important things you can do for your sales team is to generate qualified sales,” Kelly Harman, Vice President, Marketing, Carousel Industries, said at B2B Summit 2012.

Five Marketing Metrics that are Definitely NOT “Worthless”

Webbiquity

Online marketing activities preovide marketers with a wealth of metrics; actually, too much information. The challenge in deciding which strategies to pursue, increase, modify, or drop, in most cases isn’t a lack of data but an over-abundance of it.

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.

The 2013 Buyersphere Report: the industry’s favourite exposé of B2B buyer behaviour

BaseOne

Now in its 4th year, the Buyersphere Report has become established as one of the most eagerly awaited and enlightening annual research projects in the B2B space. The reason is simple. It doesn’t tell you what marketers think: it tells you what buyers do.

Why Do Content Marketing?

Marketing Insider Group

Why do content marketing? I get asked this question all the time. The answer of course is that you should do it because it works. The answer is that you should do it because most of your marketing is getting less effective.

How To Give Your Calls To Action a Fighting Chance at Generating Leads

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer By following some simple, yet tested and proven best practices for call to action development and placement, B2B marketers can dramatically increase their lead generation.

Understanding the Search Engine Results Page: One Screenshot at a Time

KoMarketing Associates

The analysis of search engine results is a critical component of the SEO professional’s role. But good analysis requires a thorough understanding of the specific components of a search engine result listing.

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.

Do You Need Marketing Automation to Do Lead Nurturing? Sort Of.

The Point

A prospective client asks: “We’re just getting our demand generation programs ramped up, and I’m not sure I’m ready for marketing automation. Do I need it in order to do lead nurturing?”.

4 Tips to Attract More Readers to Your Business Blog

Writing on the Web

How can you attract more readers to your business blog? Blogs have become a social media platform for everyone. When you know how to blog , you can write about anything relevant to your business’ audience that will enrich customers’ knowledge and show how your business will be beneficial to them.

The Good and the Bad of Video Marketing

BaseOne

I've seen two marketing videos in the last week or two and, to me, they represent the two extremes of the effectiveness of the art.

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The Four Biggest Content Marketing Pain Points

Marketing Insider Group

This is a guest post from ComBlu president and co-founder Kathy Baughman, covering their new eBook on the biggest content marketing pain points, and which they are graciously offering for us here with no registration required… Why is Content so Painful?

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.

B2B Marketers Must Be Transparent to Build Trust

B2B Marketing Traction

Doing business today requires transparency, which builds trust with your customers and partners. It leads to increased business, since people buy from people they know, like and trust. Last night I attended Peter Coffee’s Annual Tech Update at the AITP Chapter meeting in Los Angeles.

Business to Individual (B2i): The New Imperative for B2B E-commerce Marketing?

KoMarketing Associates

B2B buying behavior, specifically research and evaluation, is shifting more towards online mechanisms. This behavior is being fueled not only through Internet connectivity speed or access but device usage as well.

Lead Qualification: The Secret Sauce of B2B Lead Generation Marketing

Biznology

Photo credit: Gerard Stolk (vers la réunification). The Number One rule in B2B marketing: Never, ever, pass an unqualified lead to your sales force.

Power Opinions - BANT is BUNK … Revisited

ViewPoint

BANT is an acronym for Budget, Authority, Need and Time Frame. I have written articles and blogs against BANT (as a lead qualifying criterion) for years. A couple of months ago I read a blog by Ardath Albee entitled “BANT is Bunk, BS and Irrelevant”. I summarized Ardath’s thoughts, and mine, in a blog published on July 11, 2013. Next, I reached out to my Power Opinions team (PowerViews alumni) to find out what they thought about BANT.

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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!