Sat.Oct 25, 2014 - Fri.Oct 31, 2014

10 Ways to Optimize Your Lead Conversion Rate

B2B Lead Generation

Tweet The ultimate goal of B2B marketing and lead generation is to help the sales team sell. Marketers spend a lot of time and effort creating inbound leads but struggle getting those leads to convert into customers after they hand them off to sales. As I talk to marketers about their lead generation results, I often hear statements like, “We’re generating lots of leads, but they aren’t converting” or “We need to increase lead quantity” or “We need to generate more qualified leads.”

8 Key Changes In Google Search B2B Marketers Should Know

KoMarketing Associates

As detailed in an article on Search Engine Land this past month, a new Google eye tracking study outlines the evolution of Google search results from 2005 to today. The key takeaway? Searchers are now looking outside of the “ golden triangle” of top organic results when performing Google keyword searches. What is the “golden triangle?”

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5 Tips For Maximizing Your Video Marketing


Editor’s Note: Today’s post comes courtesy of Daniel Glickman,CMO of emaze. He loves analyzing marketing data and building strategic and tactical plans. Follow Daniel on Twitter @firmflair. A picture is worth a thousand words, and according to Dr. James McQuivey of Forrester Research, one minute of video is worth 1.8 million words.

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The 5 “Must-Do’s” For A Profitable B2B Social Media Strategy

The Forward Observer

Would you like your social media strategy to help increase website traffic, leads and sales? These five things can help make that happen. Despite social media’s ubiquity and adoption by people, there are a lot of B2B companies that have not done much to leverage its power.

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.

Banner Ads Must Die!!!

Marketing Insider Group

Earlier this week I was asked for my view on which marketing tactic is like “The Walking Dead” of marketing. I was honored to be included on the list of contributors along with amazing thought leaders in marketing like Ann Handley, Joe Pulizzi, Doug Kessler, Neil Patel and more. They suggested some outdated marketing tactics including over-promotion, quantity over quality and a lack of courage. And those are all good ones.

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3 Deadly Sins of Content Marketing


You know how certain days have a different “feel” to them? Days of the week surely do as Sunday has a different feel than say Wednesday for example. There are also other days, such as holidays that have an undeniable feel to them as well. One of these days with an unmistakable feel is Halloween. I don’t care how old you are, Halloween feels different than any other day, especially after the sun goes down. When it becomes night and grows darker and darker the more eerie it gets.

Why Content Creation Isn’t Everyone’s Job


I read with interest John Jantsch’s Duct Tape Marketing blog Why Content Creation Is Everyone’s Job. The post raises good ideas with, in my opinion, the wrong conclusion. It’s a short post, I suggest you read it. I’d like to offer a different perspective and approach. This is a teachable moment. The lesson involves the difference between thinking like a marketer, and thinking like a publisher.

What the growth of inside sales means to B2B marketers


I heard an arresting comment at the LeadsCon conference in New York in August. The speaker claimed that inside sales has outstripped outside sales in B2B, a statistic that both surprised me and got me thinking. Turns out, the statement was based on a recent study showing that inside sales is growing 7.5%, compared to field sales at only 0.5%, and that as of 2013, 53% of the B2B sales rep population sells by phone, instead of face-to-face.

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Mark Thabit, CMO at Cision: Paid, Earned and Owned Media—How to Amplify Your PR Message Across Marketing Channels [Podcast]

Crimson Marketing

The traditional marketing relationship between public relations professionals and traditional media was very straightforward—one had information in need of an audience, the other had an audience receptive to information. With a deluge of messages and media in the landscape today, however, the process is more complex. Marketing professionals must be much more conscious than before about the marketing channels used to distribute a message.

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!

Your Timetable For Winning at Content Marketing From 8 a.m. to 8 p.m.


Great content marketing is as much about structure as content - so here’s your personal plan for doing it right. Content marketing is a huge field, with over $100 billion spent on it each year , so inevitably, it makes the Content Marketer’s day a busy one. What’s the best way to leverage those eight (or more) hours you spend at work or thinking about work each day? Here’s a plan taking you from post-toast to sofa-time.

The Scariest Blog: No Personality

Writing on the Web

What’s the scariest blog post you have ever read? For me it’s a blog or website without any personality. Storytelling and personalization is the key piece in content marketing as I see it. People are good at writing about what they know. They aren’t as good about expressing who they are and why they do what they do. If you’re not writing real stories, your content – on your blog, in your newsletter, on your web pages – runs the risk of being boring.

The dashboard has finally been perfected


One of the biggest problems I have as a small businessman is keeping track of everything: RSS feeds, competitors, backend performance data, social media mentions and trends, sales cycles, reputation warnings, revenue data, my inboxes, my calendar, key RSS feeds, search performance, tasks, and a million other sources of data. I never remember to check Google Analytics, Webmaster tools, my AdSense revenue, and even what’s coming in to my help desk inbox as it happens. Provides Another Choice for Automated Predictive Modeling

Customer Experience Matrix

I’m beginning to feel like Lucille Ball in the chocolate factory: predictive modeling systems are coming at me faster than I can review them. I had already planned this week to write about and then yesterday omnichannel personalization vendor Sailthru announced their own predictive solution. Now, Sailthru is interesting in its own right – it’s a Customer Data Platform with strong decisioning capabilities – but they’ll have to wait their turn. This week, I’ll stick with

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.

New eBook: The 7 1/2 Deadly Sins of Content Marketing (And How To Avoid Them)


Halloween is of course tomorrow and trick or treaters all across the land will be out and about in search of, well. treats. There will be lots of spooky sights and sounds and scary costumes and black cats and witches and ghosts and goblins and. Sorry, scared myself there for a second. Ok, I'm good. Hey Halloween is a scary time, right? It can be a lot of fun but it can be rife with chills and thrills for sure.

10 Customized LinkedIn Communication Tactics That Will Increase Response


Are you getting the most out of your LinkedIn account? This professional social media giant boasts 240 million active users, 79 percent of which are age 35 or older and earn an income of more than $75,000 a year. If you aren’t using LinkedIn as part of your social media marketing strategy, you are missing out. LinkedIn is a great networking tool for building your business or your career. Like any tool, though, you have to learn how to use it in a way that optimizes its effectiveness.

Long-Form content and the art of persuasion


Long-form content is not only a search darling. It also gives digital marketers options beyond the ubiquitous how-to articles or quick commentaries on local news. With long-form content, brands have a fantastic opportunity to use their digital platforms as a tool for establishing thought leadership and influence. Like many public relations professionals, I’ve drafted and placed quite a few contributed articles arguing my client’s point of view on a particular issue.

Shift from Repository to Content, Communication and Collaboration Ecosystem


People responsible for sales and channel enablement, marketing and content operations, or supporting groups that use content, face many challenges. We have identified a solvable challenge that immediately improves productivity, efficiency, and, most of all, business outcomes. Almost every day I have conversations with people in organizations who complain how difficult it is to find, access, deliver, and reuse content that is critical to job or task performance.

How to Redirect Your Indirect Channels by Enabling the Right People

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years. Join Jay McBain from Forrester as he unpacks these future trends.

When best practice isn’t always the best practice


Social Fresh West 2014, billed as the “secret weapon for social media success,” delivered on that promise, as it wrapped up in sunny San Diego yesterday. This much anticipated conference brought together some of the brightest marketing professionals, thought leaders, and trendsetters in the social media space. The presentations were intentionally brief, focused and engaging, featuring marketing and media experts like Elani Tavantzis of Lilly Pulitzer and Oracle’s Chris Moody.

The Visible Expert: Why Every Firm Needs an Industry Star

Crimson Marketing

Image: Courtesy of Access Consciousness Blog. In a recent study involving 130 well known industry experts, our team at the Hinge Research Institute discovered something every CMO should know: There is a secret to faster growth, and it starts with having a Visible Expert in your ranks. But what is a Visible Expert? Our research identifies them as experts who are known industry-wide—the ones who headline conferences and whose articles and blog posts go viral.

“Up” your game in crisis management


I’ve had the opportunity to see a few crisis management situations in my time. (I’m I’m old.) The ones that have worked out the best had less to do with the actual crisis and a lot more to do with the company’s plan for crisis management. The specifics of every crisis are different, but what’s important is that your company has someone in charge whenever a crisis emerges, and that they have a plan for dealing with the crisis, whatever it is.

6 Ways Competitive Analysis Benefits Your B2B Marketing

B2B Marketing Traction

In today’s fast-moving business-to-business world, competitive analyses can yield surprising benefits. Here are some of the ways a competitive analysis can help your B2B marketing. Identify what kind of marketplace your business competes in. Is your industry new and fragmented? Growing with increasing competition? Mature with larger companies acquiring smaller businesses? Or declining? The phase your industry is in matters and is an indicator of what kind of marketing (and business!)

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Social Fresh West Show Coverage



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#BADMarketing from Mountain Dew

Crimson Marketing

Alienating 50% of the population probably isn’t the best strategy. BADMarketing. Image: Courtesy of Twitter. The post #BADMarketing from Mountain Dew appeared first on. BADMarketing

Mobile and behavioral


Human behaviors are multifarious and myriad in nature. It is a challenging task to envisage and learn the human behavior from daily routine activities. The profusion of wireless enabled mobile devices in daily life routine and advancement in pervasive computing has opened new horizons to analyze and model the contextual information. Both the GSM and location data itself do not reveal much information about the behavior of the users.

Accomplish More, Stress Less – Five Ways to Be More Productive


If there’s one universal truth in business today, it’s that everyone is busy. This is what drives people to try to multitask (even though it’s not possible ). It’s why we’re told that as marketers, we have only 30 seconds (or less) to get a reader’s attention , and why 40% of website visitors will abandon a page that takes more than three seconds to load (four or five seconds – who’s got that kind of time?!).

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.