Sat.Sep 26, 2009 - Fri.Oct 02, 2009

Lead Generation Tips - Take 3 Hour Lunches

Smashmouth Marketing

There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea! Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion.

If you’re not tracking calls, you may be missing some online ROI

EMagine B2B Blog

We’ve blogged on this subject before, but now comes Melissa Burdon with a similar message on FutureNow …which basically is: If you’re tracking only clicks as conversions, and not phone calls, you could be missing a significant portion of the ROI that’s due to your online marketing. B2Bs tend to assume the universality of their usual [.].

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Understanding the Concerns of Technology Buyers

WriteSpark

In her blog post "Why can't selling be more like buying?" marketing consultant Ardath Albee provides a good list of the concerns that buyers have in mind when considering a purchase.

ClickInsights: How to choose a white paper syndication partner?

Ambal's Amusings

ClickInsights is an Expert Interview Series brought to you by Connect the Docs (ClickDocuments blog). In ClickInsights Expert Interview Series we feature top notch industry experts and thought leaders and get their insights, opinions and predicitions.

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The AdRoll Guide to Account-Based Marketing

Personalize your marketing to convert your highest-value accounts.

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How To Make Sure Your Drip Marketing Campaigns Are Not Water Torture

B2B Marketing Traction

Lead Generation Tip - Take 3 Hour Lunches

Smashmouth Marketing

There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea! Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion.

Off Topic. Tribute to Disabled Sailors

Buzz Marketing for Technology

2 weeks ago my sons and I had the opportunity to assist at the U.S. Disabled Championship regatta which was being held right here in Greenwich CT. What we thought would be just a weekend filled with helping sailors get into and out of their boats quickly became much more.

The Power of Commenting: How a Skeptic Became a Believer

Ambal's Amusings

When it comes to content marketing, the power of one simple habit is often forgotten. If you're consistent and genuine, commenting on other blogs and websites is an efficient way to highlight your own content and, more importantly, build relationships and reputation. In a funny guest post on Problogger.net , Josh Hanagarne aka World’s Strongest Librarian , talks about how he has gone from being a commenting skeptic to a believer.

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Effective B2B Marketing Content That Will Lead to Sales Growth

Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales.

How To Make Sure Your Drip Marketing Campaigns Are Not Water Torture

B2B Marketing Traction

Tweet. A fellow consultant emailed me recently and asked, “What is a drip marketing campaign?” ” I explained that the phrase refers to marketing communications that are systematically dripped over time to a prospect to stay in touch and inform them about the product or service you are selling.

MarketingSherpa Marketing Summit, Kim Albee of Genoo Talks Social Media Lead Gen

Smashmouth Marketing

This past week was the first in a series of two great conferences, the MarketingSherpa's 6th Annual B2B Marketing Summit 2009 in San Francisco. Next week, Oct. 5 and 6, will be the Boston summit. Find me there and say hello. We published the Top 20 tweets of each day of the conference here: MarketingSherpa Marketing Summit, Top 20 Posts from Day 1 MarketingSherpa Marketing Summit, Top 20 Posts from Day 2.

More Surveys Agree: Web and Non-Web Data Must Be Integrated

Customer Experience Matrix

It’s not that I’m obsessive, but just to gnaw a bit more on last week’s bone about the coming unification of Web and other marketing data. - a recent survey sponsored by enterprise marketing automation vendor Unica found that “integration with other marketing solutions” was the most commonly cited web analytics challenge (46%). This was followed by “verifying accuracy of data (inflation/deflation)” (41%) and “not comprehensive/missing types of data” (32%).

6 Easy Steps to Increase Leads from Your Corporate Blog

The Point

Title your posts for Google and Twitter. Forget nuance. If your blog post showed up in a Google listing, would someone click on it? Is it short (well short of 140 characters) so that someone can easily retweet it without editing? Does it immediately communicate, in specific, tangible terms, what the [.].

Stop Killing Your Content: 3 Reasons Your Content Falls Flat

Each year B2B organizations spend more than $5.2 billion on content creation.

An Interview With Mike Damphousse About B-to-B Appointment Setting

Sales Lead Insights

This is the first in a series of occasional interviews with top practitioners in the field of B-to-B demand generation. Today’s guest is Michael Damphousse , CEO/CMO of Green Leads, LLC , a firm that specializes in using the phone to get qualified appointments for its clients’ salespeople on a pay-per-performance basis. Mike is an experienced marketer, having served as CMO of two software companies before starting Green Leads.

MarketingSherpa Marketing Summit, Kim Albee of Genoo Talks Social Media Lead Gen

Smashmouth Marketing

This past week was the first in a series of two great conferences, the MarketingSherpa's 6th Annual B2B Marketing Summit 2009 in San Francisco. Next week, Oct 5 and 6, will be the Boston summit. Find me there and say hello. We published the Top 20 tweets of each day of the conference here: MarketingSherpa Marketing Summit, Top 20 Posts from Day 1 MarketingSherpa Marketing Summit, Top 20 Posts from Day 2 One of the speakers was Kim Albee, President of Genoo , a provider of online marketing tools.

Myth measurement: what you really need to know about your advertising

BaseOne

In the new era of accountability responsibility and state-authorised bonuses everyone is trying to measure everything. Most of the time, this is a justification of activity, inactivity, existence or jobs. But in the world of advertising, we need to be particularly careful what we measure.

3 Steps Towards Tackling Your Database Woes – B2B Marketing and Sales Tip #262

Reachforce

Having trouble seeing the good in your database? Separating the diamonds from the dirt can be tough and time intensive, but if you map out a plan ahead of time it can save you time and sanity! Create a CRM data standard sheet and separate the data elements into three categories: Information

5 Pillars of Marketing Automation Success

Ensure Your B2B Marketing Clients Get the Best Results

Improve your Lead Generation: 8 Takeaways from the B2B Marketing Summit

B2B Lead Generation Blog

Last week, I was a speaker at MarketingSherpa's B2B Summit in San Francisco. I had a great time learning and connecting with fellow attendees. For me, the most valuable part of attending was hearing what other marketers are doing to drive results in their companies. If you didn't get a chance to attend last week's event here's a summary by the Sherpa team on 8 things you can focus on to improve your lead generation results.

Inside Sales, SiriusDecisions Sees Increased Acceptance of Inside Sales

Smashmouth Marketing

This past week Joe Galvin of SiriusDecisions released a study titled " The Rapid Rise of Inside Sales." It shows that Inside Sales teams are overcoming the stigma of a support team and becoming more of a front-line, quota-bearing piece of critical sales strategies. Although buyers are used to traditional relationships with a field rep, the study says, "S ome customers initially perceived the coverage change to an inside rep as being relegated to a lesser status.

101 Tips from 50 Small Business Bloggers

Industrial Marketing Today

I came across an incredible blog post recently that I think every small business owner should read. As an entrepreneur your days are probably packed with items that need your immediate attention. As a result, it becomes increasingly

MarketingSherpa B2B Summit in Boston October 5-6

Reachforce

In the Boston Area? You should be at the Marketing Sherpa event Monday and Tuesday We’re still trying to get caught up after being out last week at the Marketing Sherpa event but WOW was it worth it. It’s always great to be able to spend time with peers experiencing the

Flip My Funnel - Guide To B2B Account Based Marketing

As modern B2B marketers, we have been lucky enough to witness some of the most dramatic shifts in marketing strategies and technologies.

Lead Generation Check list – Part 4: Clear and Universal Lead Definition

B2B Lead Generation Blog

This is the fourth installment in an eight-part series I’m calling the ‘Lead Generation Checklist.’ With each post, I’m addressing a step that in my experience helps improve lead generation efforts. For the first post, I focused changing your mindset to focus on conversations not campaigns. In Step Two, I discussed how to align sales and marketing as one team.

Inside Sales, SiriusDecisions Sees Increased Acceptance of Inside Sales

Smashmouth Marketing

This past week Joe Galvin of SiriusDecisions released a study titled " The Rapid Rise of Inside Sales." It shows that Inside Sales teams are overcoming the stigma of a support team and becoming more of a front-line, quota-bearing piece of critical sales strategies. Although buyers are used to traditional relationships with a field rep, the study says, "S ome customers initially perceived the coverage change to an inside rep as being relegated to a lesser status.

Best of 2009 (So Far): Social Media Marketing, Part 1

WebMarketCentral

Welcome to the first best-of-2009 (so far) compilation.

Influence the Buying Process with Automated Marketing

Reachforce

Engagement Systems is one of the newer players in the marketing automation space. We let them "speak for themselves" earlier this week, but I wanted to dive further to check out some of their content. So far they only have a few whitepapers and case studies, but I have to

Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure.

Shorten URL Services: Evaluation Criteria, and a Roadmap for Saving Keystrokes

B2B Marketing Savvy

Other Twitter Topics: Marketing at Twitter Speed Multiple Account Layering Strategy Social Media: Not Just for Kids Email The Scoopdog Team. Read time = 3-4 minutes) So just how much are 8 keystrokes worth in a 140c world?

A short rant about LinkedIn discussion

Wondering Out Loud

I just joined a LinkedIn group. It was recommended by a colleague. My first stop, as always, was the Discussions page. Guess what I found. C’mon, give it a try. Ok, I’ll tell you. I found 5 featured discussions – the ones with the gold-headed pins in them – and every one of them was put there by the group owner. Now, if that doesn’t seem strange, and perhaps it’s not, this might do the trick… …The most recent discussion was posted 29 days ago.

Marketing Automation: Bringing a Gun to a Knife Fight

WebMarketCentral

One of the biggest challenges b2b marketers face is what to do with all of those "names" that come into your system that aren't really "leads" yet; contacts collected from white paper downloads, webinar registrations, trade shows and other activities.

What is Engagement Systems? – Marketing Who’s Who

Reachforce

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 Rob Hampton at

A Content Formula for Complex B2B Organizations

Content Marketing is essential for anyone who wants continued success and growth.