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  • HINGE MARKETING  |  TUESDAY, JANUARY 12, 2016
    [Lead] David and Goliath – Disruptive Growth Through Effective Online Marketing
    You have a new lead to nurture in your business development process. Make sure you keep the internal and external resources you need by setting realistic expectation, demonstrating results, and delivering leads. But the opportunity exists for both types of firms to drive greater engagement and deliver more leads with an effective and accountable online marketing effort. Our Lead Generating Website Guide details how your firm can generate qualified leads with its website.
  • HUBSPOT  |  TUESDAY, MARCH 13, 2012
    [Lead] What Marketers Should (And Shouldn't) Tweet [Research]
    Such a long day at work; looking into marketing automation solution @HubSpot to make lead nurturing easier going forward. This is also how companies generate leads on Twitter -- by sending leads to a landing page on their own website to download content assets behind a form. It can also give you valuable insight into your own business -- Twitter is an ideal social media network to gain real-time feedback from leads and customers.
  • BIZNOLOGY  |  FRIDAY, MAY 12, 2017
    [Lead] Silos are for farms, not content marketing teams
    We’ve long been proponents of the idea that form should follow function and that neither your technology nor your graphic design teams should be leading a web development project. One of these days, I’m going to find a ramshackle old barn, restore it, and convert it into a house. I just love the idea of living in a converted barn. And if I can manage a silo, maybe as a little retreat, that’d be great, too. In the office, though, we have a strict No Silo policy.
  • B2B MARKETING INSIDER  |  THURSDAY, OCTOBER 27, 2011
    [Lead] 12 Internet Trends You Need To Know From Mary Meeker
    She also takes the opportunity to give the USA credit for leading this charge with owenrship of the mobile operating system market as well as with the combination of form and function as evidenced by Apple’s iPhones and iPads. Every year I look forward to the amazing insights provided by Mary Meeker at the Web 2.0 Summit. Mary moved from Morgan Stanley to join the venture capital firm Kleiner Perkins.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, JULY 3, 2011
    [Lead] Blogging and your moment of truth
    Here is what he said: “When you record live music … that’s it … everything leads to this. You’ve probably never heard of Ernie Watts , but he is among my favorite jazz musicians. I’ve listened to his music for 20 years and I would know his distinctive sax “voice” even if I was listening to a new recording.
  • HUBSPOT  |  FRIDAY, SEPTEMBER 6, 2013
    [Lead] No Sale Left Behind: Sell More, Better, Faster With Inbound Sales [SlideShare]
    1) Re-Evaluate Lead Generation. If most of your resources are going toward cold calling and other sales tactics for lead generation, think about reorganizing them so that your marketing efforts are stronger. "I don''t get cold called enough, especially during meal times and when I''m with my family," said no one, ever.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, OCTOBER 25, 2010
    [Lead] Bringing down the Twitter snobs
    You never know who will connect with you, you never know how they will connect with you, and you never know where it will lead. It seems that Mitch Joel and I are becoming the Social Media Odd Couple. I like Mitch. He’s smart. It’s just that I think he is so frequently wrong. Like in his latest post, “ Being a Twitter Snob is a Good Thing &# when he states “it annoys many people when they follow you on Twitter and you do not follow them back. Too bad.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, JUNE 4, 2013
    [Lead] When Twitter followers ask for money
    “I can’t lead my Twitter followers into a scam.” “Can you help me?” ” she tweeted. I had never heard of her before. A new Twitter follower. She attached a link. Curious, I clicked. It led to a link at a crowd-funding site that described how her son overcame illness and depression but has run out of money to go to college. The family, on fixed income, needed funds to keep the boy (actually a 24-year-old man) in school.
  • SNAPAPP  |  TUESDAY, MARCH 8, 2016
    [Lead] Is Your Content Binge-Worthy?
    If you’re promoting an ebook on social media like Twitter or LinkedIn, consider creating a short infographic of the ebook that can hook people in quick, and then lead to the ebook – a path to start a binge experience. Does it aim to drive interest and lead to more content? Again, put yourself in the shoes of a prospect or lead - what would they first need to know, and then what would they next want to know? March is a very encouraging month for binge activities.
  • MODERN MARKETING  |  WEDNESDAY, FEBRUARY 10, 2016
    [Lead] 5 Mobile Insights That Will Change How You Market to Millennials
    This means showing up in their social feeds with a highly targeted offer, or giving them the information they are looking for with the least friction as possible - forget online lead forms with seven fields. Everywhere you go, millennials are looking down at their phones. The grocery store, the bus, and don’t get me started on the movies. The question is: what are they really doing with their heads down, thumbs furiously typing and swiping?
  • WRITTENT  |  FRIDAY, NOVEMBER 22, 2013
    [Lead] 5 Ways to Win the Hearts of Your Customers With Blogging
    While there’s an intense focus among marketers to leverage blogging for lead generation and new customer acquisition, content marketing can also be critical to delighting your current clients. Bundle a few blog posts into a short offer , or create an advanced whitepaper that’s not available to your prospects or leads, but exclusively reserved for your customers. You should never sacrifice content that’s tailored to your customers’ unique needs in order to boost your lead generation.
  • MARKETING ACTION  |  MONDAY, APRIL 28, 2014
    [Lead] 4 Ways to Make the Most of Your Marketing Automation System’s Capabilities
    That said, in a recent SiriusDecisions blog post, Matt Senatore points out where marketers, even those using every facets of their marketing automation systems fall down: “Marketing automation platforms aren’t just for generating and nurturing new leads,” says Matt. Cross-sell/upsell campaign nurturing: Here you take the very effective tactics of segmentation and lead nurturing and apply them to your established customer base.
  • HUBSPOT  |  TUESDAY, AUGUST 30, 2016
    [Lead] How to Live Stream Successfully: A Preparation Checklist for Marketers
    So, if you’re looking to generate leads -- which 57% of marketing professionals are using video to do -- YouTube Live is one of the best platforms to use. You’ll need to indicate if you want your event to be public or private -- here’s where you’ll decide how you want to use your live stream to generate leads. Once someone fills out the form on your landing page, it should lead them to a thank-you page, where you can share some promotional information about the live stream.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, MAY 13, 2014
    [Lead] College Commencement Address
    Living my life at my current age is certainly different than when I left this university and along the way I am sure I wasn’t perfect, but as I have moved through my time here on earth, I have tried to lead a good life, a concerned life and a helpful life. Ken’s latest book is “Leading High Performance Sales Teams”. College Commencement Address. What about you?
  • MODERN B2B MARKETING  |  TUESDAY, JANUARY 31, 2012
    [Lead] PPC Optimization: Conversion is Only Half the Battle
    The value of a lead is relative. Most marketing departments would be more comfortable handing off a lead from sballmer@microsoft.com than one from anonymous@gmail.com. Yet, from an online marketing perspective, these leads often look the same. Ad networks like Google AdWords offer robust reporting, but they are fairly limited in evaluating the quality of a lead. Unfortunately, leads are fairly useless without an eventual sale.
  • HUBSPOT  |  SATURDAY, MARCH 21, 2015
    [Lead] The #1 Productivity Investment Sales Teams Are Making This Year [Research]
    Two one-way roads in parallel don’t lead to more productivity. This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. There are several levers sales leaders can pull to boost their teams'' productivity. The tricky part is knowing which to prioritize. Should they double down on rep training? Implement new technology? Or would the organization benefit most from a compensation plan shake-up?
  • VIDYARD  |  FRIDAY, JUNE 30, 2017
    [Lead] The Value-Add of Video in the Content Journey
    Just make sure you have integration with your CRM or marketing automation platforms to gain insight into specific lead behavior and guide future content suggestions. Marketers consistently look for new ways to Engage buyers. Today’s best marketers are analytical, creative and measure everything to ensure we achieve optimal results.
  • HUBSPOT  |  TUESDAY, AUGUST 2, 2011
    [Lead] How to Search Engine Optimize a Blog [Infographic]
    In our State of Inbound Marketing Report , we discovered that companies with more indexed website pages generate more leads on a monthly basis. Blogging is one of the best ways to help a business add more indexed pages, boost search engine traffic, and therefore, generate more leads. Blogging is a powerful inbound marketing tool not just because it helps you educate prospective customers. Blogging also provides search engines with fuel they love: fresh and original content.
  • HINGE MARKETING  |  FRIDAY, FEBRUARY 21, 2014
    [Lead] 3 Tips for Selecting Blog Topics
    Related Stories Creating Content that Converts: Five Online Lead Generation Tools for Tech Firms New Research Study: How Professional Services Buyers Check You Out How Northwood Construction Became a Local Hero Deciding what topics and issues to include in your blog can be a challenge. After all, your blog is a central hub of your website and overall content marketing strategy. Learn three easy tips to help guide your selection process as you build out your blog schedule.
  • RADIUS  |  THURSDAY, OCTOBER 20, 2016
    [Lead] A Product Executive’s Perspective On Unlocking B2B Data’s Latent Potential
    You need to know your best leads and the most impactful channels you can interact with them on. There’s a major shift in B2B marketing, and data is leading the charge. Salesforce is a trailblazer in their space. If you need proof, just look at the great legacy they’re building for themselves, particularly in promoting the cloud and democratizing access to software. We also saw their ever increasing breadth of solutions at this year’s Dreamforce event.
  • HUBSPOT  |  MONDAY, APRIL 27, 2015
    [Lead] Not Getting What You Want From Blogging? Ask These 11 Questions
    How often you post could have a big effect on your blog’s traffic and lead generation capabilities. more leads than companies that published between 0 - 4 monthly posts. So if you’re hurting for traffic or leads, changing up your publishing frequency (while maintaining quality, of course) is one lever you can pull. You did it. You started blogging for your business. Insert victorious music here.]. Trouble is, things aren't panning out exactly how you expected.
  • VISIONEDGE  |  MONDAY, MARCH 24, 2014
    [Lead] Weaving Contextual Data into Models
    Communication that is contextual is more personal and as a result feels more authentic, shows value, and leads customers want to act. Many companies are developing opportunity scoring models which essentially assign a predetermined numerical score to specific behaviors or statuses within a database. The purpose of opportunity scoring is help sales people know which opportunities are sales ready and worthy, and therefore take priority.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, FEBRUARY 18, 2016
    [Lead] Future of Marketing Content: Reflections on the Content2Conversion Conference
    Still, it’s something to guard against; overconfidence can lead to cavalier decisions that are just as harmful as indecision based on fear. I spent the early part of this week at Demand Gen Report 's Content2Conversion conference. The event was superbly run, as usual, but I didn't sense any over-arching pattern until I was literally on my out the door and stopped for one last chat with some colleagues.
  • HUBSPOT  |  TUESDAY, MAY 27, 2014
    [Lead] Think You Know Who Your Competitors Are? You Might Be Missing a Few
    Or an inbound marketing software company competing against a marketing agency for the term "how to get more website leads.". Competing with agencies on the term "how to get more website leads" is competition that actually doesn''t bother us. Most companies can rattle off their competitors at the speed of light -- you battle with them to win deals every day, after all.
  • LEAD LIAISON  |  FRIDAY, AUGUST 19, 2016
    [Lead] How Your Personality Affects Your Sales
    The post How Your Personality Affects Your Sales appeared first on Lead Liaison. Have you ever thought about how your personality affects what you’re doing at work? When it comes to sales positions, personality types can reveal some particular insights. One that’s often relied on is the Myers-Briggs Type Indicator.
  • VERTICAL RESPONSE  |  THURSDAY, JUNE 12, 2014
    [Lead] Online Banner Ads: Out with the Old, in with Interactive
    The Interactive Advertising Bureau, which is made up of 600 media and technology companies and is responsible for selling 86% of the online ads in the United States, is leading the change-the-ads charge. The world of online advertising is evolving. Soon those rectangular display banner ads that sit at the top of your screen will disappear and new interactive ads will take their place.
  • MODERN B2B MARKETING  |  MONDAY, NOVEMBER 7, 2016
    [Lead] 5 Things to Include in Your Brand’s Content Guidelines
    If a writer produces a beautifully written thought leadership piece, but your goal was to generate leads for a webinar, can you blame them for missing the mark if you never communicated your goals? A CMI report found that the most important goals for B2B marketers is lead generation (85%) and sales (84%), and sales (83%) and customer retention/loyalty (81%) for consumer content marketers—though yours may be different.
  • MODERN MARKETING  |  THURSDAY, JULY 28, 2011
    [Lead] The Impact of M&A on the Marketing Automation Industry
    For example, as we cement our lead in the enterprise sector, Eloqua has had to build out our professional services team to meet the unique demands of global businesses. by Joe Payne | Tweet this One of the most talked-about (260+ comments!) posts of the past year was published by Fred Wilson of Union Square Ventures on his popular AVC blog. Titled “ What a CEO Does ,” the article relays a pearl of wisdom Wilson received from a more experienced colleague early in his career.
  • HUBSPOT  |  WEDNESDAY, JANUARY 27, 2016
    [Lead] Getting Inbound Buy-In from Your Media Sales Team
    When you bring awesome leads to your account reps, you make their jobs infinitely easier. Inbound has the potential to fundamentally change the publishing industry in terms of how media reps sell, in addition to how they generate leads to the products that they’re selling. But then you hear stories of companies that have lead engines that are 100% inbound. It’s time for a change and for sales teams to help lead the charge. Typical costs per lead.
  • RADIUS  |  WEDNESDAY, MARCH 15, 2017
    [Lead] 3 Ways To Adopt A Multi-Channel Marketing Strategy
    It’s important to note here that these are just a few simple examples used by other leading businesses to leverage multi-channel marketing. If on the other hand, someone is engaging with multiple ads, an email that offers a clear call to action (ie: sign up for a trial) can be a great way to drive lower funnel leads. As a Customer Success Manager at Radius, I am lucky enough to work with some amazing clients day in and day out.
  • ACT-ON  |  THURSDAY, MAY 18, 2017
    [Lead] The Modern Marketer’s New Executive Dashboard with Matt Heinz
    Matt is often recognized as among the Top 50 Most Influential People in Sales Lead Management and among the Top 50 Sales & Marketing Influencers. And he said, ‘I’m not willing to do anything that’s going to increase my cost per lead.’. He said that his job is to get a lower cost per lead, not a higher cost per lead. But your job is not to get more leads from your marketing budget. This is Part 2 of our conversation with Matt Heinz.
  • ANNUITAS  |  TUESDAY, SEPTEMBER 1, 2015
    [Lead] Today’s Buyers Are Not Mono-Channel
    This applies to buying a car or picking a place to eat…we use multiple channels to consume information that may or may not lead to a purchase. I was recently in the market for a new car and while I was fairly certain I knew the car I wanted, I was intent on doing my research. Like most people in today’s digital age, I went to Google TM and typed in “best all wheel drive vehicles” and scanned through the results.
  • EARNEST ABOUT B2B  |  FRIDAY, MAY 13, 2011
    [Lead] Bridging the great Sales and Marketing divide
    Where did that lead go? What lead? The leads start flooding in and then seemingly disappear into the ether. ii) what leads? When building the campaign, work closely with Sales to define clear roles and responsibilities – particularly looking at what stage leads will be handed over and what should happen next. Importantly, how can you avoid a lead falling through the net? That way, Sales don’t waste their time chasing poor quality leads.
  • HUBSPOT  |  FRIDAY, FEBRUARY 13, 2015
    [Lead] 4 TED Talks Every Marketer Should Watch
    TED talks are not-for-profit conferences where leading thinkers discuss big ideas, trends, and innovations in their respective fields. 4) Seth Godin: The Tribes We Lead. Seth Godin thinks critically about the societal trends that lead us to where we are, this “cultural moment”, if you will. The project was originally conceived as a forum for technology, entertainment, and design (hence the TED), but now has expanded to include topics ranging all across the human experience.
  • SNAPAPP  |  WEDNESDAY, MARCH 11, 2015
    [Lead] Creating the Right Content for a Holiday Campaign [Webinar Recap Part 2]
    Are you trying to generate more top-of-funnel leads? To generate net new leads, engage with an interactive infographic or simple poll with a short lead form. When you think of B2B content marketing , a lot of people think of white papers, research reports, blogs, and case studies. But marketing around a holiday is actually a great time to try out a new type of content.
  • KEO MARKETING  |  THURSDAY, FEBRUARY 18, 2016
    [Lead] New KEO Marketing Guide Provides Valuable Framework for B2B Mobile Marketing Success
    Here’s a quick rundown of what you’ll find inside the guide: Insights about mobile marketing goals and tactics: Before developing a mobile marketing strategy, you need to connect mobile to your “big picture” goals for lead generation and map specific mobile tactics to those goals. KEO Marketing’s latest white paper is here! In Marketer’s Guide: 5 Steps to a Results-Driven B2B Mobile Marketing Strategy , we show you how to create a new mobile marketing strategy or optimize an existing one.
  • HUBSPOT  |  WEDNESDAY, AUGUST 29, 2012
    [Lead] A Simple Guide to Creating Lovable Marketing Offers #LoveMarketing
    Content plays a critical role in every stage of the inbound marketing process, from generating awareness about your company to helping convert leads into customers. But the types of content you should use to achieve each of these goals depends on where your lead is in the sales cycle. At HubSpot, for instance, we're using our landing page analytics to explore how successful different types of content are in converting visitors to leads.
  • HUBSPOT  |  WEDNESDAY, MARCH 28, 2012
    [Lead] How to Analyze Facebook Insights to Improve Your Content Strategy [With Video!]
    Ultimately, the more expansive the reach you have, the more opportunities you'll have to convert Facebook fans into leads and customers for your business. This leads us to the "Daily Post Consumption" chart ( Chart B ) we also generated in step 4 -- the actual number of people who were reached and are consuming our content. By tracking your progress, you'll never be caught off guard when you start noticing that traffic and leads from Facebook are suddenly on the decline.
  • HINGE MARKETING  |  TUESDAY, JANUARY 19, 2016
    [Lead] 5 Ways to Market Yourself and Advance Your Marketing Career
    Just as perception gaps between buyers and sellers of professional services can lead to significant problems, the gap between what you think you’re doing and what your firm wants (or needs) you to do can lead you into to dangerous waters. Lack of insight (from both sides) ultimately leads to the dissatisfaction of all parties and can even lead to separation of employment. Marketing is crucial to the success of any professional services firm.
  • HUBSPOT  |  WEDNESDAY, APRIL 11, 2012
    [Lead] How to Select the Right CTA for Every Page on Your Site
    The call-to-action (CTA) is an important tool for promoting your marketing offers and making sure your lead gen engine stays humming. The content assets listed in the 'awareness' stage are appropriate for that stage of the buying cycle because they help educate your lead -- not on your solution , but on their need. Using tools like HubSpot's Conversion Assists can help you identify which pages on your website contribute to leads and customers.
  • SALES INTELLIGENCE VIEW  |  MONDAY, NOVEMBER 21, 2011
    [Lead] 10 Blog Posts About Sales Intelligence
    Sales Intelligence in B2B Lead Generation – Vendere Partners. Sales Intelligence is often skewed in various definitions and mostly misinterpretation. However, the real crime of this story is the mere fact that many do not see the enormous benefits of acquiring a sales intelligence application for your sales team. Here are 10 blog posts on some numbers and practices about sales intelligence. Analytics in Action – The B2B Sales Intelligence Blog.
  • HINGE MARKETING  |  WEDNESDAY, OCTOBER 14, 2015
    [Lead] Employee Advocacy in Social Media: Why Your Professional Services Firm Should Care
    Once recognized as a top contributor, visibility will increase, leading to a greater probability that other LinkedIn users will engage with your discussions and read your content. Increased number of leads from social channels. Hinge’s Visible Firm℠ is the leading marketing program for delivering greater visibility, growth, and profits. Professional services firms are buying in to the social media craze.
  • HUBSPOT  |  SUNDAY, MAY 5, 2013
    [Lead] Instagram Adds Feature to Allow Users to Tag Brands, and Other Marketing Stories of the Week
    Lucky for you, we asked experts from all corners of the marketing industry to reveal some of their best tips on lead generation, tweeting, SEO, content creation, and public relations. Sift through their tried-and-true advice to find actionable tips to improve your marketing immediately -- your prospects, leads and customers will thank you. This has been a very interesting week with all the changes in the world of digital media and marketing.
  • HINGE MARKETING  |  FRIDAY, MAY 27, 2016
    [Lead] Expanding Your Professional Visibility is Critical for Both You and Your Firm
    Related Stories 3 Keys to High-Growth for AEC Firms Is Your Referral Program Getting You the Leads You Need? Knowledgeable professionals are the foundation of every firm. But providing top-notch expertise is just not enough to differentiate your firm in today’s marketplace. Research found that firms with Visible Experts® —professionals who are well known in the industry—enjoy a multitude of additional benefits, making it easier to accelerate growth and command higher fees.
  • HUBSPOT  |  MONDAY, MARCH 12, 2012
    [Lead] 9 Excellent Examples of Brands Using Facebook's New Page Design
    You can apply this concept to all of your content offers -- slide decks, ebooks, webinars, ebooks -- just be sure to include a call-to-action at the end of each piece of content so that when your fans are done consuming the content, you can convert a new lead or reconvert an existing one. While searching for brands using this area as a lead generator, there weren't many notable examples. So be the first one in your industry to figure out lead generation on the new Facebook layout!
  • KAPOST  |  TUESDAY, MAY 10, 2016
    [Lead] Top 10 Takeaways from the B2B Customer Experience Report [Original Research]
    Lead generation and revenue/ROI are the top marketing priorities of 2016. Today, everything is connected. From the screen of your iPhone you can: control the heat of your home, monitor your bank account, play music, sync photos, send an email, etc. The advancements in technology over the past ten years have been pretty great—err, unless you’re a B2B marketer. Technology has completely changed the way we market. Adapting to this shift has proven difficult for many B2B companies.
  • CONTENTLY  |  THURSDAY, JUNE 8, 2017
    [Lead] The 3 Most Effective Ways to Grow Your Email List
    “Would you like some lead gen with that?” I have mixed feelings about gated content—a topic I’ll cover in my next Ask a Content Strategist column —but ads that send people to a great piece of premium content will have a low CPC and, ultimately, a low cost-per-acquisition for your email list, since at least 20 percent of those who get to the landing page will fill out a lead form. As a content strategist, I ask people about their content marketing goals every day.
  • MODERN B2B MARKETING  |  MONDAY, FEBRUARY 23, 2015
    [Lead] Demystify & Define Your Marketing Strategy
    Here are examples of situations where I have seen strategy bring value to marketers: Lead Nurture Strategy. If a marketer is looking to deploy a lead nurture program, their strategy needs to address the parameters of nurture, and define where to start.
  • LEADERSHIP  |  FRIDAY, JANUARY 15, 2016
    [Lead] Top Ways to Attract Prospects
    My resolution this year, at least in terms of this blog, is to keep offering valuable information about marketing and lead generation, and to be open to experimenting a little bit in order to keep things interesting! Communication is important for relationships with prospects, clients, and your own team – most lessons can be applied across the board from lead generation campaigns to in-office communications. Happy new year, everyone!
  • ANNUITAS  |  THURSDAY, APRIL 10, 2014
    [Lead] 5 Mistakes Companies Make When Automating Their Marketing
    Emails are created, sent out to a list of potential buyers and those who respond are deemed leads and those that do not are targeted for the next campaign which may be a webinar, event, video, etc. The scenarios goes like this: Company A buys marketing automation and decides in order to get the most value from their investment they need to set-up their lead scoring model, some lead nurture campaigns and develop buyer personas.
  • HUBSPOT  |  SUNDAY, FEBRUARY 28, 2016
    [Lead] The Psychology of Teams: 9 Lessons on How Happy, Efficient Teams Really Work
    lead from the front). Promote internal communication that is both open and substantive (especially under stress); seek poise in myself and those I lead. In particular on the happiness side, this idea was highlighted in a 2011 study by Yale psychologist June Gruber and colleagues who found that pursuing happiness may lead to increased expectations that, if gone unmet, would actually have the opposite effect of happiness. This post originally appeared on HubSpot's Agency Post.
  • MARKETING ACTION  |  FRIDAY, JANUARY 11, 2013
    [Lead] Social Media Is Driving Customer Service Expectations
    Prospector leads you to that ultra-relevant tweeter who needs your help or is ready for your specific offers or promotions – right now. Did you know that 59% of consumers say they would switch brands for better service? And that 50% of consumers give a business just one week to respond to a problem before dropping the company? And that 48% of consumers use both social and search to research a potential purchase?
  • ACT-ON  |  WEDNESDAY, OCTOBER 26, 2016
    [Lead] 5 Tips to Infuse More Personality into Your Content
    Lead your readers through the content and keep them on the edge of their seats until the very end. Marketers are creating content to drive brand awareness, generate leads, and, ultimately, generate results. Marketers are churning out more content than ever, but statistics show that most of this content is not being consumed. That’s right! Up to 70 percent of content created by B2B marketers is collecting dust and not making an impact. But why?
  • MODERN B2B MARKETING  |  MONDAY, SEPTEMBER 10, 2012
    [Lead] 5 Key Takeaways From Content Marketing World 2012
    Create content that people will engage with and that will lead to a conversation. Percent of leads from inbound sources – A measure of how well your content is generating leads. by Jason Miller I was fortunate enough to be in attendance at this year’s Content Marketing World conference which wrapped last week in Columbus, OH.
  • VIDYARD  |  MONDAY, JUNE 6, 2016
    [Lead] Always Be Teaching Something: Wise Words from Andy Orsow
    For our first interview, we had the privilege of talking to Andy Orsow , Communications Designer at InVision , the world’s leading product design collaboration platform. Let’s talk about conversions, how does video fit into your lead generation strategy? Our most successful lead capturing effort was a video that utilized email capture at the end, providing a preview of an upcoming feature. When you’re looking to learn something new, who do you turn to?
  • EARNEST ABOUT B2B  |  MONDAY, JANUARY 9, 2017
    [Lead] This is the week that was in B2B: from broken funnels to abject failure
    goes to traditional lead gen, according to Sangram Vaire, writing for Inc.com. Given less than 1% of leads ever generate revenue for B2B companies, he argues the B2B funnel is well and truly broken. Apparently it’s time to do away with your Marketing Qualified Leads – a vanity metric – and focus on revenue. As we said goodbye and good riddance to 2016 and welcomed the New Year with open arms, the B2B world was alight with predictions and opinions on what 2017 has in store.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, MARCH 18, 2013
    [Lead] Reflections on social media power and influence
    I interviewed more than 70 people ranging from brand managers and mommy bloggers to Dr. Robert Cialdini , arguably the leading expert on influence in the world and the author of the seminal work Influence: The Psychology of Persuasion. I wrote my first blog post about Klout about two and a half years ago. At that point, it was little more than another obscure social media start-up fighting for attention.
  • HUBSPOT  |  MONDAY, JANUARY 13, 2014
    [Lead] Play Nice, You Two: How Marketing and IT Can Work Better Together
    From a marketer''s point of view, the more lead and customer data, the better. As people engage with your brand on numerous channels, you need to capture each interaction and identify signals that help you nurture those leads through the customer lifecycle. Without a single customer view, the marketing department might not even know that a lead has turned into a paying customer. Having one system to track leads and customers means less technology to on-board and maintain.
  • OPENTOPIC  |  MONDAY, MARCH 13, 2017
    [Lead] How to Create a LinkedIn Post That 78% of Your Network Will Engage With
    “Which one brings in the most leads?” One month ago, I was helping my friend with his social media marketing. (He’s He’s a digital agency owner.) “What social media channel is the most effective for you,” I asked him. ” “Hands down, it’s LinkedIn,” he told me. “Okay, let’s take a look at what you’re doing there,” I said. We started checking.
  • OPENTOPIC  |  FRIDAY, FEBRUARY 10, 2017
    [Lead] The social media marketing checklist your business needs for 2017
    It’s not easy handling a brand’s social presence, but its successful management can lead to great results. As social media marketing becomes more challenging and time-consuming, it’s time to get more organised when managing your brand’s social presence. Social networks keep growing and are heading into a more mature phase, which means that the challenges grow for every brand that.
  • CONTENT STANDARD  |  MONDAY, MARCH 21, 2016
    [Lead] Where Should You Publish Your Web Content? On-Domain vs. Off-Domain
    Domain : While a redirect might be a solution, this can lead to a longer URL. Here, IBM Security (a Skyword client) launched a stand-alone destination to provide IBM’s audience of enterprise risk and IT security professionals with the information they need to lead and protect their organization. A wise man once told me, or rather reminds me daily, that the only way to create truly meaningful time with your audience is through original, sustainable storytelling.
  • KOMARKETING ASSOCIATES  |  THURSDAY, JUNE 6, 2013
    [Lead] 11 Conferences for B2B Marketers to Attend in the Second Half of 2013
    Another leading conference for search engine and online marketing professionals, Search Engine Strategies (“SES”) San Francisco has yet to reveal the full agenda and speaker list but typically focuses on a range of search marketing topics across multiple industries, platforms, and geographic regions. Marketingsherpa Lead Gen Summit.
  • MODERN B2B MARKETING  |  WEDNESDAY, AUGUST 29, 2012
    [Lead] My Favourite Marketing Metric
    These metrics have evolved from the very simple notion of counting website visitors, to prospect conversion rates by category over time, to cost per lead, to cost per click, to marginal and cumulative conversion rates etc. The Pipe-to-Spend also tells me that prospects are being worked through the funnel and that sales are accepting marketing generated leads.
  • SNAPAPP  |  FRIDAY, JANUARY 30, 2015
    [Lead] SnapApp of the Week: Ipswitch’s Secure File Transfer Readiness Survey
    Ipswitch , a leading IT software and service provider, was looking for a way to build these relationships with their buyers and differentiate in a crowded market. This SnapApp achieved a 44% click rate and 34% lead submission rate, and the team at Ipswitch noted that “anyone who spent the time to work through the questions was obviously a very hot prospect for us.” The way modern buyers make decisions has changed.
  • MARKETING ACTION  |  WEDNESDAY, JUNE 12, 2013
    [Lead] Customer Experience Rules: 15 Stats
    Editor’s note: Increasingly, marketing experts are emphasizing the value of paying attention to the complete customer experience, as opposed to a more narrow focus on lead generation and qualification. A 2% increase in customer retention has the same effect as decreasing costs by 10% – Leading on the Edge of Chaos, Emmet Murphy & Mark Murphy.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, AUGUST 21, 2012
    [Lead] Raab Report: OfficeAutoPilot, Infusionsoft and HubSpot Rate Highest in Marketing Automation for Very Small Business
    Primary marketing interests are group emails, landing pages, and simple lead nurturing through email auto-responders. One of the most important features of our VEST report on B2B marketing automation systems is that it divides marketing automation users into distinct segments, each having a different set of needs. This matters because the systems all do roughly the same things, making it hard for inexperienced buyers to tell them apart.
  • DISCOVERORG  |  THURSDAY, APRIL 20, 2017
    [Lead] A New Generation of Marketing Metrics & the ROI of Better Data
    Sales teams must be able to trust the leads that come from marketing. Revenue growth is only possible with a solid understanding of our prospects – and no one knows that better than B2B marketers. When it comes measuring the health of our prospect data, we’re used to showing raw growth in the number of contacts and accounts, or a coverage percentage for target accounts or personas.
  • WRITTENT  |  MONDAY, APRIL 1, 2013
    [Lead] A 15-Step Guide to Creating Viral-Ready Branded Content
    As organizations worldwide discover the efficacy of custom content creation for generating leads and converting customers, it’s essential to develop an innovative strategy that will stand out in an era of content abundance. 61% of marketers are currently using eBooks, whitepapers and webinars to attract and convert leads. Content marketing is hot.
  • THE ROI GUY  |  WEDNESDAY, MAY 9, 2012
    [Lead] Value Selling & Marketing with the iPad?
    Connect and Engage Better via the iPad For marketing, the ability for traditional content to generate leads and engagement has been declining steadily as buyers become more overloaded and demanding. Imagine being able to generate more leads while creating deeper and more meaningful engagements - advancing from traditional to interactive white papers, diagnosing issues with simple assessment tools, and quantifying the "cost of doing nothing" and value of change with benefit estimators.
  • HINGE MARKETING  |  WEDNESDAY, OCTOBER 2, 2013
    [Lead] Social Media Marketing Tips for A/E/C
    Particularly in the A/E/C industry, some of the most effective methods of using social media are as a tool for thought leadership and industry expertise; networking and lead nurturing; and for recruiting top talent. a blog post, white paper, ebook or guide) and how many leads you’re getting from that traffic. That will just lead to drop in your firm’s credibility online. By Katie Sanner and Sylvia Montgomery.
  • KOMARKETING ASSOCIATES  |  MONDAY, JUNE 2, 2014
    [Lead] Is There A Connection Between SEO Link Building and PR-Based Brand Mentions?
    This idea is based off of patent exploration originally uncovered by the blog SEO by the Sea (a respected SEO blog covering search engine patents), further discussed by industry thought leadership at Moz, and ultimately brought to light in the PR world by industry leading publication SHIFT Communications. Google might be doing it’s best to create a divide between PR professionals and SEO practitioners.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, MAY 22, 2012
    [Lead] E-commerce: An Important Channel for Industrial Sales
    Developers of industry-leading Energy Chain cable carriers, Chainflex® continuous-flex cables, iglide plastic bushings, igubal spherical bearings, and DryLin linear bearings and linear guides. I am seeing more and more manufacturers and industrial distributors using e-commerce as a sales channel for growth. The adoption rate has been much slower as compared to the online retail industry but B2B marketers are catching on fast.
  • MARKETING ACTION  |  TUESDAY, MARCH 19, 2013
    [Lead] Five Tips for Achieving Social Media ROI
    Leads and conversion often lead the list, but your business goals could lie in other areas, such as customer service or reputation management. Social media has become an essential marketing tool for connecting and building relationships with current and future customers. Like all your other marketing tools, it’s good to measure your return on investment.
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 12, 2015
    [Lead] 4 Ways to Unleash Marketing Creativity at Work
    New experiences lead to new ideas, so get out there and do something. That’s because tired brains tend to lose their filter, which can lead to improved creativity. Challenging situations—like launching a new product or expanding internationally—can lead to failure. Author: Libby Estell Marketing demands creativity. But the need for productivity often gets in the way. In fact, one study found that 80% of employees feel pressured to be productive rather than creative.
  • B2B MARKETING TRACTION  |  MONDAY, NOVEMBER 24, 2014
    [Lead] The 6 Most Common B2B Questions about Twitter
    We provide social media set up, strategic planning and training for B2B companies that want to create more awareness, generate more leads and grow faster. Learning to use Twitter can be perplexing, because it has it’s own language and coding. In this blog post I provide answers and how-to’s for the six most common questions B2B companies have about getting started on Twitter. What is the difference between a # (hashtag) and the @ (at) signs?
  • MODERN B2B MARKETING  |  THURSDAY, DECEMBER 27, 2012
    [Lead] Marketo’s Greatest Hits of 2012 – A B2B Marketing Retrospective
    Optimizing Twitter for Lead Generation - Twitter is one of the most effective prospecting channels. How do you optimize it for lead generation for B2B marketing? Does Facebook Work for B2B Lead Gen? Tips, best practices, and real world numbers on using Facebook to generate leads. The 411 Rule for Lead Nurturing - The 4-1-1 rule developed for Twitter can also apply to your lead nurturing using email.
  • CONTENT STANDARD  |  THURSDAY, JUNE 16, 2016
    [Lead] How B2B Marketing Teams Can Take Advantage of Experiential Marketing
    As with any marketing and sales mix, your experiential efforts should be aimed at lead generation and supporting your brand—or more specifically, making and leaving a lasting impression with everyone you interact with. But these approaches each assume that the person experiencing will eventually become a lead or an evangelist. Over the past few years, the US has debated whether or not corporations should be considered “people.”
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, MARCH 19, 2015
    [Lead] Ad Injection: Whose Media Is This?
    That leads us to one question: Whose media is this? That leads us to one question: Whose media is this? By Merav Chen, {grow} Community Member. A phenomenon known as “Ad Injection” could jeopardize your site’s user experience, user privacy and security, online businesses’ revenues, brands’ equity and content monetization … and it may be affecting up to 30 percent of Internet users.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, JUNE 9, 2011
    [Lead] Social Selling in the Enterprise
    Marketing departments are spending money and energy to develop campaigns that drive qualified leads to sales people. What if sales people implemented some of the same strategies to drive leads of their own? Leveraging social media and online communities to drive revenue works. You may remember the post Should Sales people be Blogging where we explained how IBM is leveraging social selling.
  • BIZNOLOGY  |  THURSDAY, NOVEMBER 20, 2014
    [Lead] Let the market view in
    Whatever the root cause, the consequences of making decisions without true market based facts can be quite dramatic, leading to unrealized sales, campaigns that fall flat and products that fail to excite those they are intended for. There have always been marketers who rely on subjective data and unsubstantiated hypotheses. They have a point of view, are comfortable with their perspective and only accept information that confirms their opinions.
  • SALES ENGINE  |  THURSDAY, JUNE 23, 2016
    [Lead] The B2B Marketing Metrics That Matter the Most
    In other words, as marketers, we need to start thinking about how many leads we need to provide to the sales team every month to reach the overall growth goals of the company For calculation purposes, let’s say you have a software product with an average sale price of $100K. By comparing the average cost to the value of a marketing qualified lead (MQL), versus a sales qualified lead, that’s going to tell me exactly where to spend my next dollar.
  • MODERN MARKETING  |  THURSDAY, SEPTEMBER 12, 2013
    [Lead] Why Advocates Should Be Part Of The Modern Marketer’s Strategy
    For years, marketers have been trying harness the enthusiasm of happy customers to convert leads to revenue. by contributor | Tweet this Editor’s Note: Today’s post comes courtesy of Jim Williams, VP of Marketing at Influitive , the advocate marketing experts. Here’s a fun exercise. Take five minutes to think about the contrast between your life as a consumer and that as a B2B marketer.
  • HUBSPOT  |  MONDAY, SEPTEMBER 12, 2011
    [Lead] How to Review Your Marketing Analytics in Just 10 Minutes
    The most beneficial to your business in a quick-hit analysis is analyzing lead conversions by keyword. While traffic by keyword will show you which keywords are popular, lead conversions by keyword will show you which topics are bringing in qualified visitors. Do the keywords accurately portray your business’ products and services to drive leads? Usually these are opportunities to drive more leads. For tips, review these lead generation best practices.
  • TONY ZAMBITO  |  TUESDAY, SEPTEMBER 6, 2016
    [Lead] Confusing Customer Segmentation, Buyer Profiling, and Buyer Personas Harms Marketing
    This ill-advised approach can lead to focusing on the wrong buyers and executing marketing and sales messaging that basically falls on deaf ears. Confusion by Adam Gale. In the 15 years since originating the concept of buyer personas in 2001, there has been one issue that continues to plague fully understanding exactly where, how, and why buyer personas can be beneficial.
  • MODERN B2B MARKETING  |  THURSDAY, FEBRUARY 14, 2013
    [Lead] Four Badass Facebook Advertising Tactics
    It’s essential to do both, but when using Facebook for lead generation the image is vital. I have found that it is optimal to have a good mix of the two, but for lead gen specifically I lean towards big bold images as mentioned above. by Jason Miller On February 20 th , we’ll be launching the Marketo Marketing Happy Hour Google Hangout Series. Our first guest will be author, keynote speaker, internet marketing and social media strategist Brian Carter.
  • KOMARKETING ASSOCIATES  |  THURSDAY, NOVEMBER 10, 2016
    [Lead] 30+ Statistics Designed To Guide B2B Social Media Marketing Strategy in the New Year
    LinkedIn leads all social networks with 97% of enterprises claiming they have an account on this specific social media platform. It’s that time in the year again. As we head toward the end of 2016, marketing budgets and planning for the new year will begin to take focus. While we realize that successful B2B marketing programs leverage a combination of investments, social media needs to remain in a part of that mix.
  • VIDYARD  |  WEDNESDAY, APRIL 19, 2017
    [Lead] Why Video is the Key to Happier Customers
    How video leads to better, faster, cheaper support: 1. Which of your customers are the happiest? The answer is simple: it’s the successful ones. No matter their size, they’re all on a journey to sell more, save more, optimize more, or just plain improve their image, and the more you can help them along that path, the more you both benefit.
  • MODERN B2B MARKETING  |  WEDNESDAY, AUGUST 6, 2014
    [Lead] How to Make it Rain in the Marketing Department: Selling Event Sponsorship for Beginners
    Give yourself lead time. Set yourself up for success by giving yourself a long lead time. 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.
  • BIZNOLOGY  |  FRIDAY, OCTOBER 4, 2013
    [Lead] Top 5 ways to optimize sales enablement efforts
    Education leads to trust and trust leads to sales, so create content (like ebooks or videos ) and freely give them away to your customers. Photo credit: Anz-i. Sales and marketing don’t always play nicely together in the sandbox, but they need to, especially when it comes to sales enablement. This is one area where sales and marketing can really work together.
  • RADIUS  |  FRIDAY, AUGUST 5, 2016
    [Lead] 3 Emails That Will Actually Improve With Predictive
    How Predictive Can Help: Increases lead-to-opportunity conversions by ensuring top prospects are actively touched because audience lists are modeled based on accounts likely to convert. Provides an ability to tailor content and messages at the right time based on the current profile and buying stage of the existing leads. We would instead recommend following a sales prospecting approach with other channels, especially when targeting net-new leads.
  • OPENTOPIC  |  WEDNESDAY, JULY 29, 2015
    [Lead] How to Know When You Need A Content Marketing Platform
    Even after reading this nifty list on the ROI of content marketing and this explanation of how content marketing leads to transactions , you have to figure out your own reasons why you might jump on the content train. Where are these elusive leads? Perhaps you think putting together a content marketing strategy is something your company should do – eventually. Maybe you’ve mulled over the topic at a few business meetings.
  • EMAGINE B2B BLOG  |  THURSDAY, JANUARY 8, 2015
    [Lead] Social Media For B2B Explained
    If done correctly, Linked In could be a promising lead generator. Many B2B marketers are still weary of the social media world. They may be hesitant to jump in because they simply don’t know the correct strategy to execute or they just don’t believe it will benefit their business. However, the savvy B2B marketers know that although social media may not be their biggest “money maker”, it is crucial for brand awareness and thought leadership. The Right Way to Use Social Media.
  • B2B MARKETING INSIDER  |  TUESDAY, APRIL 12, 2011
    [Lead] Delivering Return On Marketing – What’s Your ROI?
    Deals, leads, conversion rates, inquiries, visitors, NPV, LTV, conversations? In the short-term, you can get through this issue by showing marketing-driven growth in the number of visitors, inquiries, leads and pipeline. What's Your ROI? What is your return on marketing? This question can come up when you least expect it: while presenting your annual plan, while speaking to the CEO in the hallway, or maybe as one of those emails that lands in your inbox with a huge “thud!”.
  • VIDYARD  |  WEDNESDAY, OCTOBER 19, 2016
    [Lead] Welcome to Viewtopia: Vidyard Announces Speakers for 2016 Video Marketing Summit
    Forrester Research analyst Laura Ramos is a leading expert in business-to-business marketing with hands-on senior management experience in corporate, industry and product marketing; demand management; and social media. She helps Forrester’s B2B marketing clients plan, build and deliver marketing programs that combine traditional and digital approaches that lead with business issues, create thought leadership and fuel their company’s topline growth.
  • CONTENT STANDARD  |  SATURDAY, NOVEMBER 5, 2016
    [Lead] What Is Account-Based Marketing, and Will It Work for Your Brand?
    That’s been a more or less successful approach, but one plagued with inefficiency: As Forrester Research pointed out , less than one percent of leads turn into revenue-generating conversions. Remember, the transition from personas to account-based strategies means that quantity of leads is far less important than their quality. In the marketing world, the race for a competitive edge is endless.
  • AKOONU  |  THURSDAY, MARCH 9, 2017
    [Lead] Content Hero or Content Zero?
    It needs to generate leads and recognition in the marketplace. There is a lot at stake for your content. Content also needs to support marketing and sales initiatives throughout the funnel and pipeline. If content resonates with buyers and fulfills their buying needs at the right time, it will drive results. If not, it is destined for the wasteland of unused marketing content. Buyer's Journey Content Marketing B2B Sales
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, FEBRUARY 23, 2015
    [Lead] Behind the scenes: How to write a business book
    I chopped more than 25,000 words out of the book to make sure that every single sentence leads you toward insight, value … and maybe even a little fun! I chopped more than 25,000 words out of the book to make sure that every single sentence leads you toward insight, value … and maybe even a little fun! I just completed a year-long process to bring you a new book.
  • WEBBIQUITY  |  TUESDAY, FEBRUARY 7, 2012
    [Lead] Best Social Media and Digital Marketing Research and Statistics of 2011, Part 2
    ” Although 95% of B2B marketers report using social networks to reach prospects, “nearly 30% are not tracking the impact of such campaigns on lead generation and sales. And among those who do, about 42% of marketers replied that zero or an uncertain number of sales leads resulted from social media programs.” Social Media Surpasses Search, Facebook Leads by MediaPost Online Media Daily.
  • HUBSPOT  |  THURSDAY, MAY 28, 2015
    [Lead] How To Design a Publishing Website Your Advertisers Will Drool Over
    Consider that, and then consider the power of high-quality content to shape visitors into pre-qualified leads , and you’ll understand why advertisers are increasingly eager to work with publishers mindful of their content quality. Funneling: Content should funnel potential customers through successive efforts to cultivate them as leads. This strategy results in much more relevant leads—which means your advertisers get more for their money.
  • VIEWPOINT  |  TUESDAY, FEBRUARY 19, 2013
    [Lead] How the Irreplaceable Past Affects Sales and Marketing Performance!
    James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. More than ever before, marketers carry quotas to produce a certain number of inquiries and qualified leads. You may be able to increase the number of inquiries and leads, but does it really make up for what you didn’t do last month?
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