Sat.Mar 29, 2014 - Fri.Apr 04, 2014

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Generation

Tweet Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. When it comes to communicating an organization’s value and credibility, asking the right questions and relieving any anxiety is key to a campaign’s success. Consequently, wouldn’t it make sense to test and optimize this process? After all, the knowledge you acquire can be applied to several facets of your marketing efforts, including what you emphasize online.

The Top 8 Social Networks For Business

Marketing Insider Group

Recently, Adobe’s released their 5th annual CMO Guide to The Social Landscape highlighting the top 8 social networks for businesses. Adobe evaluated each platform based on 4 criteria: SEO, brand awareness, customer communication, and traffic generation. The Big 4: Twitter, Facebook, LinkedIn and YouTube. These top networks have been covered each of the last 4 years.


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Why Inbound Vs. Outbound Marketing is the Wrong Question


by Contributor Friendly | Tweet this Editor's Note: Today' post comes courtesy of Matt Heinz , President, Heinz Marketing, started in 2007 to help clients focus their business on market and customer opportunities, then execute a plan to scale revenue and customer growth. Follow Matt on Twitter @HeinzMarketing. Inbound marketing can be both highly effective and highly inefficient.

What to Know: SMX West 2014 Takeaways

KoMarketing Associates

It was a busy month here at KoMarketing and it’s hard to believe that it’s already April 1 st. More so, it’s hard to believe that SMX West was three weeks ago! Typically, I like to do my conference recap immediately after a show but this time I thought I’d use a different approach – take a step back and let things simmer for a bit.

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.

B2B Smarketing: The 5 Steps To Make Sales and Marketing Work Together

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer. Are you tired of the childish bickering and finger pointing between Sales and Marketing? Here''s how to make peace between the two and boost revenues. In the popular book, “ Men Are from Mars, Women Are from Venus ” the Author John Gray explains that men and women have fundamentally different psychological differences exemplified by the book’s title: that men and women are from distinct planets.

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6 Trends Highlighted at Social Media Marketing World


by Lauren Harper | Tweet this Last week’s Social Media Marketing World conference was a dream for any social marketer. Not only were some of the biggest names in social marketing there to present (Jay Baer, Chris Brogan, Mari Smith, Mark Schaefer, to name a few), but there was content to cover pretty much any social related topic one could ask for.

Why is Inside Sales So Scared of Lead Nurturing?

The Point

Recent studies tell us while the adoption of marketing automation technology continues to gain momentum, fewer than 20 percent of marketing executives say that they are fully integrating the technology into their current sales and marketing initiatives. One of the reasons for this under-utilization, and the inability of some marketers to deploy, for example, automated lead nurturing at every stage of the selling process, is resistance from the sales organization, and in particular, Inside Sales.

Better Blog Writing: Getting Hooked by Your Own Hook

Writing on the Web

It must have been the coffee. But there I was at 5 a.m. looking for a “hook,” a magnetic headline that would draw readers into my client’s blog like bees to honey. The client needed a post that day, and I needed to write and edit what she’d given me quickly. After all, my morning tennis partners were waiting for me. Eureka! I cried as I found a cleverly compelling hook, saved my post as a draft and ran off to the tennis courts.

3 Ways to Expand Your Content Marketing Strategy Beyond Blog Posts

KoMarketing Associates

For many B2B companies, just simply having a blog at all has been a huge accomplishment. However, now that content marketing has become one of the most popular strategies in digital marketing for 2014 (and hopefully beyond), it may be time to step your content marketing game. Marketers and buyers alike agree: content marketing now goes beyond a few simple blog posts.

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!

15 Cases of Marketing Innovation [New eBook]


by Amanda Batista | Tweet this Today’s businesses are moving marketing mountains. They’re super-sizing sales impact by aligning efforts. Modern marketing and sales is an evolving practice that requires a commitment to alignment, process, and adaptation. We consider our customers the ultimate superheroes.

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Social Media is Like Riding a Bike


I have been riding again after decades out of the saddle and I think there’s a lot I have learned from my newfound respect for the motorcycle that maps perfectly to social media marketing, both from my experience taking a Motorcycle Safety Foundation (MSF) and from the two years of riding experience I have gotten under my belt. I get to a point on social media eventually, so hang in there. In only two years, I have owned two bikes, a very cool 650cc dirt bike and a very capable tourer.

How Manchester United Revolutionized Sports Marketing

Chris Koch

Ask me which English soccer, uh, football team I would support and I would say Liverpool. Not for any defensible reason; it’s just because that’s where the Beatles are from and because I know next to nothing about that kind of football (I think they made us play it once in gym class when I was in 7 th grade).

How to Improve Your Content Strategy with Buyer Personas

Crimson Marketing

A guest post by B2B marketing expert Larry Stein Interested in driving inbound leads with content focused on your target buyer? Of course. The mission of every technology marketing organization is. The post How to Improve Your Content Strategy with Buyer Personas appeared first on. Corporate Marketing Partner Marketing Product Marketing

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.

Bottlenose Offers Real-Time Trend Intelligence For Social Media and Beyond

Customer Experience Matrix

I had an interesting briefing a few weeks ago from Bottlenose , which sells what it calls a real-time “trend intelligence” system. The general idea is almost boringly straightforward: monitor events as they occur and pick out new and interesting information. But the technology to make this happen is mind-bogglingly complex, since it includes real-time ingestion of diverse data types, several levels of natural language processing, and sophisticated trend detection.

Is marketing trying to annex the organization?!


(Photo credit: servantofchaos). In the past few weeks the world has been bombarded with striking images of Russian troops marching into land owned by the Ukraine. Although these maneuvers were accompanied by a “vote” and Russia proclaimed the people of Crimea wanted them there, most of the world viewed this activity for what it was, an invasion and a grab for land. Observing this type of predatory behavior reminded me of the power grabs I have seen in organizations.

Where in the Product Lifecycle is SEO?

B2B Marketing Traction

If you’re just now thinking that it might be a good time to invest in SEO, you should proceed with caution. SEO developed slowly over time, but as an “industry,” it’s now in decline. In the early nineties, Search Engine Optimization or SEO had a slow start, typical for new technology. When I first started working on SEO in 1998, there were a dozen or more search engines – it was a fragmented industry.

Blog Writing Tips: How to Become Productive and Prolific at Those Tasks You Hate

Writing on the Web

How can you develop more productive blog writing habits ? When are you going to stick to your content marketing calendar ? What’s it going to take? I know many small business owners who purposely procrastinate on writing and finance tasks they hate. Are you one of these professionals who work better when you have too much to do and not enough time to do it in? Think about it.

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.

#BADMarketing from Fox29

Crimson Marketing

This is not a “hot” social media strategy… #BADMarketing Image: Courtesy of BizCom in the News The post #BADMarketing from Fox29 appeared first on. BADMarketing

How Many Leads Do You Need to Generate? Use This Simple Calculator


Photo credit: yourdoku. One key to successful B2B lead generation programs is to calculate exactly the right number of qualified leads to provide to sales—as part of your campaign planning. If you generate too many leads, you’ll be wasting precious marketing dollars. If you generate too few, your firm may be at risk of missing its revenue targets, with potentially disastrous financial implications. Moreover, you’ll annoy your sales team by not supporting them properly.

The Single Most Common Lead Scoring Failure: Not All Content is Created Equal


Most lead scoring models fail — at least initially. It takes a little time to learn the implications of one simple, undeniable fact: not all content is created equal. Consider the typical program, powered and driven by the marketing automation platform of your choice. Leads are typically scored based on activity and demographics, and in some cases channel.

How Sales (and Marketing) Is Like Dating


Buyers and sellers. Interest in a product/service. Research, consideration, commitment. Closing. I’m talking about sales and marketing, right? I’m also talking about dating and relationships: Women are the buyers, men are the seller-marketers. Before you roll your eyes and stop reading, hear me out. Despite your likely gut reaction (“C’mon, Paul, dating is nothing like marketing!”), ”), the parallels are stronger than you might think.

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.

Customer Conversations: Identifying Revenue Opportunities Using Customer Analytics

Measure Up Marketing

“We’re not going to make our revenue target for the fiscal year,” declared our customer, a Director of Customer Insights at a global technology company. She followed with, “I was barely holding on to key resources this year, and now my budget’s taking another hit!” ” I could tell she was feeling tired and discouraged.

“I don’t spend on social because I don’t understand it.”


Photo credit: Wikipedia. Someone recently told me that this is what her boss says every time she tries to get him to do something–anything–in social media: “I don’t spend on social because I don’t understand it.” ” Each time, she happily tries to explain it to him, so that he would take something–anything–away from the TV budget to try something in social. She bought him books.

What Marketing Automation and Basketball Have In Common


Everyone needs guidance. Everyone needs a leader… someone who calls the shots. In basketball, that’s the coach. Five people running around on a court without a plan of action, is pure chaos. Nothing really gets accomplished, and chances are, you won’t score many points, let alone win the game. Putting a team together is the first step for playing a basketball game, but planning how to be successful during the game is the next HUGE step. That requires a coach.

5 Ways Marketers Can Use Twitter Photo Collages


by Amanda Batista | Tweet this If bad things come in threes, maybe good things come in fours for marketers? Twitter announced recently on its blog its “collage” feature, designed to allow users to include up to four photos in a tweet, and tag the people in those photos, without affecting the 140-character limit. This platform enhancement is an exciting opportunity for marketers to extend their messaging and content through another, more visual medium.

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.