August, 2009

Sales Ready Leads: Quality vs. Quantity

Smashmouth Marketing

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

Sales 236

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.

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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.

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!

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

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Sales Ready Leads: Quality vs. Quantity

Smashmouth Marketing

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

Lead 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.

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.

Paper 156

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.

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!

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.

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.

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 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.

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.

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.

The B2B Lead Generation Benchmark Study Report: Useful data and advice

Sales Lead Insights

Are you looking for data to help justify a bigger budget or more resources for your B2B lead generation programs? Are you looking for advice you can use to make your B2B lead generation programs as productive as they can be? Get the 2009 B2B Lead Generation Benchmark Study Report. It provides metrics and best practices for business-to-business lead generation.

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. 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.

Review 200

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.

Quit Yer Pitchin'

B2B Marketing Traction

This week I got a direct message as a result of following someone on Twitter. It said something like, Thank you for following me. I look forward to reading your tweets. If you need my XYZ services, I would be happy to help

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7 Reasons Why Marketing Automation Projects Fail


Needless to say, Marketing Automation software is very popular today. It can be used for email campaigns, drip marketing, lead nurturing, lead scoring, landing page management and for brewing coffee.

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.

Five Ways Facebook Can Get You Fired!

Buzz Marketing for Technology

Can your social media activities cost you your job? You bet they can, and it’s my mission to show you how to avoid that fate! You are about to see a number of real-life case studies about Facebook. These people are not actors or anything I dreamed up – they are real people whose lives changed based on a few bad keystrokes and misaligned priorities. So sit back, relax and enjoy another installment of the ways in which social networking can change your life.

B2B Marketing Tests Webinar: How to Improve Your Results & Fight for Your Budget

Sales Lead Insights

B2B marketers responsible for lead generation. What? A live webinar, B2B Marketing Tests: How to Improve Results & Fight for Your Budget , presented by Anne Holland with her special guest, B2B lead generation expert Mac McIntosh. Yes, I’m honored to say that’s me!).

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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.

Things a B2B company can do to be more social now

B2B Lead Generation

I think the hardest part in participating in social media is defining a clear strategy on WHY you're doing it. Then the execution (actually doing it) becomes much easier. That said, if you're looking for some simple ideas for incorporating social media I came across this great list of ideas by Amanda O'Brien over at the Social Media B2B site. The post has some great tips that I think most B2B marketers can incorporate quickly.

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!