August, 2009

Sales Ready Leads: Quality vs. Quantity

Smashmouth Marketing

The topic of Quality vs. Quantity in demand gen has been a constant debate.

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What IS and ISN’T Lead Nurturing

B2B Lead Generation

While chatting with a client recently, she told me that she had just met with her third new boss this year to explain the company’s new lead nurturing process. The problem was that her boss felt their current integrated marketing campaigns qualified as lead nurturing. We discussed the challenges of communicating what IS and ISN’T lead nurturing.

Viral marketing: the pandemic is over


A decade or so ago, when email had reached critical global mass, we all realised that certain attachments had the power to propagate themselves. The video with the cat jumping out of the bush. The spoof Ferrari engine sound effect that ultimately spawned the Crazy Frog phenomenon.

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Recruiting Customer References on your Website


Run a Google search on the phrase "customer reference programs" and you'll easily find links to information from many technology companies. Typical content on a customer reference page includes: A discussion of program activities and benefits for participating customers.

How B2B Marketing is Changing in 2018

Gain exclusive insights on priorities, tactics, and challenges from SMB Marketing Leaders.

are you paid enough? new salary survey released

The Effective Marketer

we all like to complain about how much we make, so here's another reason for you to either shut up or have that awkward conversation with your boss about getting a raise. exhibitor magazine's july edition showcases their annual salary

More Trending

Sales Ready Leads: Quality vs. Quantity

Smashmouth Marketing

The topic of Quality vs. Quantity in demand gen has been a constant debate.

Sales 219

8 Tips for generating high quality leads that sales people love

B2B Lead Generation

Ask most executives and marketers what sales people need to sell in this economy and they will say, "more leads." " So their lead generation focuses on getting MORE leads to their sales team but I've found that sales people really don't want more leads. Actually, what they want is more effective selling time with BETTER "sales ready" leads that will convert into pipeline opportunities.

The 3 big social media questions


Sometimes, it’s good to return to the basics.

B2B Lead Generation Checklist: 22 Success Tips

Sales Lead Insights

What do I like best about being a B2B lead generation consultant? The fun part is I get to work with some of the best people at the best companies in the business. 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.

The Account-Based Marketing Playbook

Account-Based Marketing is a strategy, not a solution.

The Long-Form, Text-Heavy White Paper is Dead


Every time I see a long-form, copy-heavy sales document these days, my first reaction is "Why do marketers still think prospects will read this?" Does this mean I think white papers are no longer effective as marketing documents? No, not at all.

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6 Scary Dirty Data Stats


Do you constantly feel the pull for newer, better, more data? Is there always that feeling that if you could just get a few new contacts a sale would be right around the corner? Of course there is value to new leads data, but what about the data you already

Stats 166

Inbound Marketing and Outbound Marketing, by Tony Soprano

Smashmouth Marketing

Tony Soprano: "Every decision you make affects every facet of every other #?%!% thing.". ok, the Tony Soprano thing was just a late addition after I read some hilarious quotes from the show on IMDB last night, and realized they had some.ahem. relevancy -- just a little fun ;).

Lead Generation Checklist - Part 1: The Mindset: Conversations, not campaigns

B2B Lead Generation

Building an effective lead generation program is kind of like baking a cake. There are certain ingredients that are absolutely necessary. You can tweak the recipe a little here and there adding your own special touches as long as you include the main components. Over the next few months, I want to offer you a ‘recipe’ for building an effective lead gen program. It’s an eight-step checklist. Any one of the eight steps is as important as the others.

7 Marketing and Sales Strategies to Grow Your Revenue Fast

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

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

Using Social Media to Deepen Customer Relations

Buzz Marketing for Technology

An obvious win for companies looking to jump into Social Media is in the Customer Support area. As more and more customers voice their opinions online, the choice is not if you should be responding using Social Media, but when are you going to start responding!

Content Creation Made Easy

Industrial Marketing Today

Are you struggling with creating content? If you are not a professional copywriter, coming up with new content regularly can be a difficult task. Most people get writer's block or their brains freeze up while staring at a blank screen

Roundup: Social Media Policies from Technology Companies


In the spirit of openness that is encouraged by social media, many high-tech companies have posted their policies for employee blogging and social media use as public web pages. Some examples: Cisco's Internet Postings Policy. Dell's Online Communication Policy. HP Blogging Code of Conduct.

What is Pardot? - Marketing Automation Who’s Who


Our customers, prospects and B2B Lead followers often ask us about marketing automation. Since ReachForce targeted role-based leads are fed into many of these solutions we decided to give each of them an opportunity to explain their key benefits and features in their own words. Thanks to Laura Folio (@LauraFolio

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap. Accelerates The Close Part 2 - Smashmouth Review

Smashmouth Marketing

In the Smashmouth Review of Part 1 , we focused on Genius Pro. Since then, we've had the opportunity to work with and evaluate Genius Enterprise. The one liner summary: marketing automation and sales enablement with a 2.0 twist.

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When leads lie, what should you measure?

B2B Lead Generation

Thanks to Jim Berkowitz and his CRM Mastery E-Journal for pointing me to CIO article by David Tabor, " When Leads Lie." " Check both resources out they are well worth a read. Here's a few excerpts from Tabor's article:  Why do leads lie? Leads lie because we think they’re saying something that they aren’t. A lead is not ready to buy. They’re typically not even ready to talk with one of your sales reps.

Want To Generate More Leads? Leverage Your Prospects’ Five Senses

Sales Lead Insights

If you want your B2B lead generation campaigns to be as successful as possible, you need your lead generating messages to break through the clutter, get your prospects’ attention and provide them with compelling reasons to respond. To accomplish these objectives, consider leveraging your prospect’s five senses. Sight: Many of your prospects process information best visually.

Hey Marketer - When was the last time you talked with a customer??

Buzz Marketing for Technology

It’s an odd dynamic I see in play today - in today’s ever connected environment marketers tell me they feel even more removed from direct customer interaction.

A Crash Course in B2B Email Creative

Speaker: Howard Sewell, President, Spear Marketing Group

Too often, email campaigns are seen as something that "just anyone" on your team can put together. But in today's attention economy, strong creative can be the defining factor that gets your email to stand out in the inbox. Join Howard Sewell of Spear Marketing Group, a leading B2B agency, as he uses real-world examples to highlight tips, techniques and key principles that can make or break your campaigns.

The five components of a successful thought leadership program

Chris Koch

Recently, I was asked by a former ITSMA client to help put together a plan for a thought leadership program for a B2B technology company that sells both products and services. It forced me to think about all the components necessary to build and sustain a thought leadership strategy. Here are my thoughts on the big pieces. Please tell me what I’ve gotten wrong or left out. Research the need. Most people start with strategy. But starting with strategy assumes a need that may not be there.

Tips To Improve Your Lead Management Strategy


Over the last couple of weeks we’ve been highlighting some of the most well known Marketing Automation players out there. This week we’re profiling MarketBright. Thanks again to Caitlin and Mike Pilcher for the previous blog post. So now that you’ve read about and studied up on each, what’s next?

Inbound Marketing and Outbound Marketing, by Tony Soprano

Smashmouth Marketing

Tony Soprano : "Every decision you make affects every facet of every other #?%!% thing." ok, the Tony Soprano thing was just a late addition after I read some hilarious quotes from the show on IMDB last night, and realized they had some.ahem.

Take the Poll: Which aspect of the B2B lead generation process frustrates you the most?

B2B Lead Generation

Which aspect of the B2B lead generation process frustrates you the most? Getting a volume of names. Figuring out which names are valuable. Passing leads to sales. Converting leads to pipeline revenue. Closing the loop on every lead. Take the poll here

The Rise of the Customer Marketer

From marketing backwater to starring role, this eBook by Influitive explores the changes taking place in customer marketing from the perspective of customer marketers themselves (and explains just why it’s so crucial to customer engagement).