Sat.Aug 02, 2014 - Fri.Aug 08, 2014

Lead Generation: It’s all about building relationships

B2B Lead Generation

Tweet “I think at its core, lead generation is really about relationships,” said Brain Carroll, Executive Director of Revenue Optimization, MECLABS. In a recent interview, Brian sat down with Steve Girshik of to talk a little shop about the fundamentals of lead generation, what’s new (and unchanged) in the world of the complex sale, and how empathy marketing is the way forward. Here’s a transcript of that discussion: Steve Girshik : My guest today is Brian Carroll.

How to Maximize Your Marketing Automation Investment


Editor's Note: Today's post comes courtesy of Mary Wallace , who has more than 25 years experience in the tech industry. Previously the Director of Client Marketing Services at UBM Tech, Mary has a diverse background in marketing, technology, consulting, and leadership that enables her to help marketing organizations implement solutions that produces optimal results.


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5 Things You Must Know About Your Buyer Persona To Generate Leads

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer Would you like to know which marketing content to deliver to whom and exactly when? Here''s how to stop guessing about your buyer persona and know. Picture a man and woman who have been dating for several years. The relationship and conversations have been very one-sided. The man always talks about himself and doesn’t show much interest in the woman.

James Thomas, Allocadia CMO: What Marketing Metrics Matter the Most to Your Organization? [Podcast]

Crimson Marketing

We hear again and again that around 60% of the buying is done these days before a sales rep ever steps into the picture. The impact this has had on business goes beyond the technical challenges of maintaining influence and predicting revenue performance. The role of the CMO and the nature of his relationships within the enterprise have been dramatically affected by this change as well.

11 Email Deliverability Strategies to Reach the Inbox

With nearly 1 in 5 emails from U.S. senders failing to reach the inbox, deliverability challenges still plague senders and prevent email campaign success. Check out this deliverability guide for actionable strategies and real-world examples of companies applying smart inboxing tactics.

Optimize Your LinkedIn Profile With These 10 Key Elements

KoMarketing Associates

In my latest column for Search Engine Land, I discussed how we use LinkedIn as a B2B link building tool, designed to research, identify, and communicate to potential third party publishers. But at the foundation of all effective LinkedIn outreach is a well designed, fully developed LinkedIn profile. Without this, your outreach initiatives lack trust and credibility.

More Trending

Digital and Online Reputation Management


I will be attending Goodwill Industries International ‘s 2014 Summer Conference in Orlando, Florida , on Wednesday and thought I would share a flawed extended cut of the presentation with you before I chop it down to fit the forty-five-fifty minutes I have, down from the hour and twenty-three minutes it is right now. So, enjoy the extended version of the presentation. Digital and Online Reputation Management from Chris Abraham.

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Paul Alfieri, Turn’s SVP Marketing: How to Build an “Audience First” Product Marketing Strategy Around Big Data [Podcast]

Crimson Marketing

There is a lot of pressure on CMOs these days to have a big data strategy. Big data isn’t in itself the strategy,” says Paul Alfieri, Senior VP of Marketing at marketing software company Turn, “Big data is the enabler for a much richer, more personalized (product marketing) strategy.”

VEST Report: Analytics Tops List of Upgraded Marketing Automation Features

Customer Experience Matrix

I finished the latest release of the B2B Marketing Automation Vendor Selection Tool (VEST) yesterday, which is always a great relief. But the elation lasted about two minutes, since I then had to write a press release announcing it. The challenge with that is you need a “news hook”, meaning something that gives reporters a reason to write about your story. For the January release, that’s always easy, since I have a new estimate of industry revenues and the press loves that sort of thing.

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Social Selling for Lead Generation: 9 Tips to Optimize Your Efforts


In today’s B2B business environment of inbound and content marketing, you must utilize social selling as a source of high quality leads. According to LinkedIn , social selling leads to 45% increase in lead generation and selling opportunities. However, simply logging onto a social media platform and expecting magic to happen will not suffice. The following information explains a 9 tips designed to help you optimize your social selling for lead generation. LinkedIn Group Tips.

Developing Your Training Content So That It Actually Moves the Needle

Speaker: Bryan Naas, VP of Sales Productivity at Braze

Getting reps & marketers to engage in your content is half the battle of providing value that can ultimately impact the bottom line. How do we break through the noise? In this session, Bryan Naas will detail what it takes to build training and content resources that reps will actually take the time to engage with so you can help them reach their goals.

Maximize your social media marketing with Twitter’s new analytics


For years, Twitter has been a very tricky platform to measure marketing ROI on. No more! Earlier this summer, Twitter quietly rolled out a powerful analytics suite to complement their Twitter Ads dashboard. Not a Twitter advertiser? That’s OK – you can still access the analytics! Here’s a tour of the new analytics and how you can use them to maximize your social media marketing.

Buyers Don’t Care About Your Sales Funnel


I read an article recently that discussed how content can “help push your prospects through the sales funnel.” While I am quite aware of B2B’s fascination and obsession with funnels and waterfalls, the truth is buyers couldn’t care less and certainly will not be pushed through anything.

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#BADMarketing from Charmin

Crimson Marketing

Just a little bathroom humor. BADMarketing. Image: Courtesy of AdWeek. The post #BADMarketing from Charmin appeared first on. BADMarketing


The Biggest Gap in Marketing Software Selection Isn't Product Information

Customer Experience Matrix

There’s a reason I’m not a professional copy writer, which is that I’m bad at it. But, as with the press release I described about yesterday, each new edition of the VEST report also requires me to write a promotional email for my house list. My solution today was: Dear [First Name], A friend of mine who is building one of those "wisdom of the crowd" software review sites tells me her research shows that what buyers want most is "apples to apples" comparisons of product features.

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!

Social Business Reality Check: the elusive executive support


Many change management and social business consultants will tell you this: to ensure success in your social business implementation, you must get broad executive support. It’s a no-brainer, isn’t it? You look across the landscape of social business implementations, and typically the ones that have achieved some degree of success have many key executives embracing the idea of the 3 Cs of social: collaboration, communications and connections.

Content Relevance- Keeps It Far From Boring


Why do some company’s struggle developing effective content and others seem to hit it out of the park every time? What does it take to have a “home run piece” as Doug Kessler calls it? It could be a few reasons, but most of all, it has to do with relevance of the content. According to the Content Marketing Institute 2014 B2B Content Marketing Benchmark Study, 93% of marketers say they use content marketing, up from 91% last year. But how can marketers ensure their content is consumed? Relevance.

5 Social Media Tips to Enhance Engagement


Editor's Note: Today's post comes courtesy of Helen Nesterenko , the founder of , the go-to place to find freelance writers and create great content. She loves everything about blogging, writing and content marketing. Follow Helen on Twitter @HNesterenko. Congrats! You’ve written some outstanding, compelling content and you’re ready to post it to your social media platforms. Then what?

Social Media Referral Traffic Tactics

EMagine B2B Blog

By Hannah Beacham. Businesses and corporations across the world are all embracing new forms of lead generation and sales tactics with social media savvy. Business professionals understand the concept and need for social media but struggle to determine the ROI or generate leads via the networks. While social media should never be deemed as a sole source of leads or driver of business development, it can help in the cause.

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.

Changing perspectives in a world without barriers


For the past hundred years of marketing that’s what we’ve been doing; we’re looking backwards, trying to piece together an incomplete view of how markets and consumers behave to better understand and better serve their needs. We use a plethora of discrete and disconnected data points, from surveys and focus groups to demographics and buying patterns to understand consumer behavior. But, for the most part, we’re still guessing.

What’s the Best Email Marketing Software?


The post What’s the Best Email Marketing Software? appeared first on Salesfusion. Email Marketing

B2B Mobile Marketing: 15 Ideas You Can Use Today.


Are you interested in learning more about B2B mobile marketing? If you’re like many people, you can think of a lot of ways B2C companies use mobile marketing. But if you work in the B2B world, then you might be stuck trying to come up with B2B mobile marketing ideas. The good news is that B2B mobile marketing can be every bit as useful in the business marketplace as it is in the consumer marketplace. B2B Marketing Mobile Marketing

How to Become a Pinterest Warrior

Writing on the Web

Are you using Pinterest effectively? Although you may have made excellent written content a part of your marketing strategy , it’s important to remember that there is more to social media than just writing a great post or article. In fact, one of the most important aspects of social networking is much more visual and not as textual as you might think.

5 Key Elements for Building a Successful Data-Driven Product

When selecting data providers, companies must ensure they’re tapping into comprehensive, high-quality streams of fresh information which can be easily integrated into their products in a privacy-compliant manner.

How marketers help phishers succeed


What would you think if you received the email above? (I I used white out on the email address and phone number to protect identities, but the rest of the email is exactly as it was received.) But back to the question. What would you do if you got that email? Would you believe that email was actually from Verizon Wireless? Or would you think it was a fake? Phishing is a real danger. People are victimized every day.

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The Biggest Lesson from My First 60 Days as a Marketing Leader


The post The Biggest Lesson from My First 60 Days as a Marketing Leader appeared first on Salesfusion. Blog Series

How to Make it Rain in the Marketing Department: Selling Event Sponsorship for Beginners


Author: Julie Ritchie If you’re like most marketers, events are part of your marketing mix. And why not? Events are a great way to drive opportunities and engage every aspect of your marketing funnel. But to host your event in a beautiful space, offer your attendees lunch (or a cocktail), and thrill them with amazing speakers, you need something that’s green and rhymes with honey. You guessed it!—you you need money.

Blogging 2.0: How to Convert Content into Leads and Sales

Hinge Marketing

This week’s webinar, which we co-hosted with Heinz Marketing, focused on how to convert content into leads and sales. For many professional services firms today, it’s an increasingly pressing question, and the answers are shaped by recent findings about the professional services marketplace: High growth firms reported focusing more on blogging than any other marketing technique.

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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.