Sat.Sep 06, 2014 - Fri.Sep 12, 2014

Stop Cold Calling and Start Lead Nurturing

B2B Lead Generation

Tweet Earlier this week, I had a call with a CEO of a small technology company who was wondering how to optimize his lead generation. He called me after two salespeople quit, and he said, “I’m about to give up on cold calling and start doing inbound marketing. I think cold calling is dead … what do you think I should do?” ” I thought to myself, ‘It’s no wonder his sales team quit.’

SMX East 2014 Preview: Competitive Research for SEO

KoMarketing Associates

In a few weeks, I’ll be heading down to NYC for SMX East where I’ll be speaking on the panel “ Competitive Research for SEO.” The details of the panel are as follows: Date/Time : Tuesday September 30 th , 10:45am. Summary : Your competitors have top rankings in search results for some of your prime keywords. So how did they do it?


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Does Big Data mean market research is dead?


When Big Data finally becomes a reality, does that mean market research will become surplus to requirements? Will surveys, focus groups and interviews become relics of a bygone age? Some would say so. They argue that we already have the answers to most questions at our fingertips. They’re sitting in our servers and on the web. All we need to do is mine the data to reveal the insight.

4 Inspiring Content Marketing Takeaways From Author Andrew Davis


Content marketers are challenged by many aspects- from conceptualization to production- but one of the core responsibilities becoming more critical is to rethink the funnel, or the way that people search for information.

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.

Kevin Akeroyd, GM of Oracle Marketing Cloud: 2 Über Trends in Corporate Marketing Every CMO Must Know [Podcast]

Crimson Marketing

We all understand by now the importance of data to the corporate marketing organization. What has not been as clear is the best way for CMOs to manage and leverage this data. While data aggregation systems have matured greatly in the recent past, bottlenecks between Marketing and IT have substantially hindered the ability of corporate marketing departments to act on data from a variety of sources in real time.

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Sorry, But “How Many Touches Does it Take to Make a Sale?” is No Longer a Valid Question

The Point

On a recent conference call with a prospective client, the Vice President of Sales chimed in with a question: “How many touches do you think it takes before someone becomes a lead?”. In the most diplomatic tone I could muster, I responded by stating that I didn’t think there was any correct answer to his question, and moreover, the question itself assumes a sales model that is not only long extinct, but runs completely counter to today’s modern B2B buyer behavior.

3 Significant Trends Impacting Marketing Leaders Now


It’s an exciting time for marketing because the opportunity to engage with our audiences across all their preferred channels has been enhanced, and behaviorally, they actually tell us how they want to be marketed to. But without a simplified strategy in place for harnessing this insight, as well as centralized tools to maximize the value of the customer information we’re gleaning, we’ll continue to operate in ways that offer siloed, seemingly uninformed customer communications.

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The 5 "Must Haves" To Ignite A Lead Generation Blog

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer Do you want to turn your blog into a red-hot lead generation sales machine? These five things will help you set the blogging world on fire. More companies are beginning to understand that blogging can be the key to getting found online, converting visitors to leads, nurturing those leads to sales and delighting customers. However, just having a blog is not enough. That is like an unlit fuse.

Heidi Melin, CMO of Plex Systems: How CMOs of High Growth Companies Can Achieve Rapid Scale [Podcast]

Crimson Marketing

One of the results of an increasingly connected digital world is the spectacular rise of demand generation at the top of the sales funnel. In order to successfully scale in this new paradigm, high growth companies must think carefully about their business processes and the infrastructure needed to support them.

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!

B2B data – Get smart not big


We all have heard the buzz about Big Data and in the B2C world it seems to make some sense considering the vast amount of unstructured social information/data that’s available. For 99.9% of B2B companies, Big Data either doesn’t apply or is way down the road. Why is this true? For starters, most B2B companies haven’t even harnessed their basic data and developed a functional marketing database, or in other words their data is relatively “dumb.”. So now you’re asking, what’s Smart Data ?

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5 Exciting Sessions Happening at Content Marketing World


Content Marketing World kicked off this week in Cleveland, OH. Our friends from the Content Marketing Institute don’t disappoint. The conference, now in its fourth year, is packed full of intelligent and inspiring speakers, as well as stories from brands that truly understand how to be successful in content marketing. The full agenda is one for the books, but we picked out five can’t-miss sessions that we hope to see you join, too!

Why Sustainable Competitive Advantage is so 1990

Buzz Marketing for Technology

I had a chance to catch up with Columbia Business School professor and fellow author, Rita McGrath to discuss her latest book called – The End of Competitive Advantage: How to Keep Your Strategy Moving as Fast as Your Business (Harvard Business Review Press, 2013). I also look forward to seeing her speak about this topic at the upcoming World Business Forum held in New York at Radio City Music Hall on October 7-8. Tell us why sustainable competitive advantage really a failed notion these days?

Great Blog Content: What Makes You Mad?

Writing on the Web

If you want to write great blog content , tap into what makes you mad. Or, what makes your readers mad? Either way, we don’t get mad about things we don’t care about. Great blog content is always about what your readers care so much about it keeps them up at night. It makes them angry. Blood-boiling, foot-stamping, screaming mad! In a previous post about Creating Shareable Content , I suggested that one way not to be boring is to go on a rant.

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.

Link Building Basics: Outreach


Welcome to another edition of my ongoing series here on Biznology – link building basics. So far, we’ve learned the basics of: Conducting a niche analysis. Performing a site audit. Finding link opportunities. Vetting link prospects. In this this post we will cover outreach, one of the most important aspects of link building. Crafting effective outreach takes practice, persistence, and creativity. Outreach is a skill that you must continue to hone and develop.

Marketers, It's Time To Go To Back To School [New eBook]


September of course means many different things. For a lot of us it means another football season is upon us. September also brings with it a change in the weather, naturally. Yes that pun was intended. September also signifies the official start of school for a great number of children of all ages. It is under that guise that we present The Marketer's Backpack − a unique teaching tool that is a must for all marketers of all ages.

Recap of Content Marketing World Day 1 – How To Apply The Learnings


While Content Marketing World started Monday with some workshops in the afternoon, the real festivities started yesterday morning with an introduction from Joe Pulizzi founder of Content Marketing Institute and keynotes from Andrew Davis , author of Brandscaping and Julie Fleischer , Director, Data+Content+Media of Kraft Foods.

SiriusDecisions Webinar: How to Evaluate Predictive Lead Scoring Vendors

Ignite Tech

Predictive scoring is all the rage amongst data-driven marketers, but how do you know which vendor is best? If you want to hit a home run for your B2B company, it’s time to educate yourself on what exactly predictive lead scoring is, and how you can choose the right partner to help you hit it out of the park. Infer invites you to join one of the authors of SiriusDecisions’ new Field Guide to Predictive Lead Scoring for a free educational webinar. Wednesday, September 24, 10:30 – 11:30am PT.

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.

Social, mobile, cloud and big data: knowledge as a product


As your organization starts rolling out initiatives on the big IT trends of social, mobile, cloud, and big data, employees often get caught in the eye of the storm. Seeing how complex it is to actually realize the vision that looked so great in PowerPoint, they may get discouraged and wonder why everybody is doing that. Aren’t things okay the way they used to be? If “the old way” worked for the last 20 years, why do we need to change?

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OLD - DO NOT USE 5 Exciting Sessions Happening at Content Marketing World


Content Marketing World kicked off this week in Cleveland, OH. Our friends from the Content Marketing Institute don’t disappoint. The conference, now in its fourth year, is packed full of intelligent and inspiring speakers, as well as stories from brands that truly understand how to be successful in content marketing. The full agenda is one for the books, but we picked out five can’t-miss sessions that we hope to see you join, too!

Taking Stock: When (and When Not) to Use Stock Photography in Manufacturing


You’ve seen these images online. The smiling face of a call center representative. The happy grins of satisfied customers ordering a product on their laptop. The epic hero shot of a generic warehouse or factory building. Look closer. That call center representative is sitting in front of a massive CRT monitor, circa 1999. The laptop is from 1995. The headquarters shot has cars from 1979 in the parking lot. Welcome to the world of stock photography.

Mindflash Uses Infer to Predict Loyal Customers

Ignite Tech

Mindflash is the latest in a wave of companies who has gone all in on predictive. They’re feeling the impact across sales, marketing, and customer success. Recurring revenues are up 50%, they’ve cut their payback time in half, and they’ve been able to bring in customers with higher lifetime value. Mindflash turned to Infer’s predictive scoring solution, and began to benefit from the instant, data-driven identification of it’s best leads.

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.

Millennial “hipsters” and boomer “hippies” – both socially engaged


It is irrefutable that the 75 million Baby Boomers brought about lasting social and cultural changes when they were younger, with their counter culture activism for human rights, self-expressive cravings, and other social conscious initiatives–especially during their anti-Vietnam rebellious protests in the late 1960’s and early 1970’s.

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Demand Generation Strategy Rules NOT to be Broken


I’ll be the first to say that rules are meant to be broken. However, when it comes to Demand Generation Strategy there are a few rules that if not followed, will lead to poor results, wasted money and effort, and a frustrated marketer. Do Your Homework. Do the research. Learn your market, your customers and your competition. Don’t build a strategy around a tactic.

Make Shorter, Smoother, Time-Lapse Videos with Instagram Hyperlapse


There is a lot of hype about a recent video app that just hit the app store at the end of August. iPhone and iPad users are now able to record long videos and condense them into shorter, faster videos changing real time into hyper speed. Hyper what? Is it video or is it photography? A good example of hyperlapse footage is the House of Cards series intro. Over elapsed time clouds drift while the camera glides, traffic speeds as the camera pans, and flags flutter as the camera flips.

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Salesfusion Teams With InsideView to Enhance Lead Data


The post Salesfusion Teams With InsideView to Enhance Lead Data appeared first on Salesfusion.

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.