• EMAGINE B2B BLOG  |  TUESDAY, OCTOBER 17, 2017
    [Lead, Sales] You’re Doing It Wrong: Measuring Success of Paid Digital Advertising
    Whether your goal is conversion volume, cost efficiency, or targeting an action further down the sales funnel, setting expectations for your paid digital advertising in advance can benefit you in more ways than one. You might say your goal is top of funnel leads (i.e. Conversion Metrics Lead Generation Online Marketing Pay-per-click Advertising Traffic Generation
  • TOMORROW PEOPLE  |  TUESDAY, OCTOBER 17, 2017
    [Lead, Sales] It’s time to introduce search engine optimisation topics into your content marketing strategy
    Sales management. Research proves that the topic cluster approach leads to better ranking in search engine results, more impressions and more site visits. Why your content marketing strategy should focus on search engine optimisation (SEO) topics — not just keywords — to differentiate your B2B marketing. A great shift is taking place in the world of search engine optimisation (SEO) results.
  • KEO MARKETING  |  TUESDAY, OCTOBER 17, 2017
    [Lead, Sales] Creating a B2B Digital Marketing Plan
    Generating B2B Leads with Social Media. When it comes to producing results with social media , 57% of inbound marketers obtained leads from LinkedIn, 52% from Facebook, and 44% from Twitter. Implementing Lead Nurturing Campaigns. When you generate leads, only 27% are ready to buy. Therefore, lead nurturing becomes an essential component of your marketing activities. However, only 35% of B2B marketers have developed lead nurturing campaigns.
  • KOMARKETING ASSOCIATES  |  TUESDAY, OCTOBER 17, 2017
    [Lead, Sales] How B2B Marketers Create and Promote White Papers That Convert
    This page will serve as the gateway to the content the audience is looking to consume, and all promotion efforts should lead to it. Why is this the leading sentence in a marketing blog?” All of this effort could be for naught if you don’t have the mechanisms in place to track leads and measure the conversion performance of your white paper campaign. This will make it easier to connect website visitors directly to the sales process, and hopefully, dollars being earned.
  • EVERYONESOCIAL  |  TUESDAY, OCTOBER 17, 2017
    [Lead, Sales] 4 Marketing Metrics That A Social Selling Program Will Influence
    Typically, the social selling definition tends to be focused on the social media and sales aspect, and that will get more of the overall glory. Both “social and “sales” are in the term. Yet, a lot of the statistics out there include the impact on social media, sales, revenue, buyer’s journey — which are all good things. A significant portion of social selling is having conversations via social media without directly promoting or going for a sale.
  • VERTICAL RESPONSE  |  TUESDAY, OCTOBER 17, 2017
    [Lead, Sales] Create holiday landing pages that’ll sleigh ’em
    They’re an efficient way to convert a prospect into a lead or customer. If the rest of your advertising reminds shoppers about year-end deals and flash sales, the links in that advertising should lead to landing pages reinforcing that urgency. Your logo is sporting a holiday twist. Shoppers are searching from their smartphones for gift ideas and store hours now that you’ve made your website mobile-responsive.
  • SNAPAPP  |  TUESDAY, OCTOBER 17, 2017
    [Lead, Sales] Finding Your Ideal Customer: A B2B Guide to the Right Audience
    It seems like positioning your brand so that messaging and sales efforts speak directly to the target audience is kind of a no-brainer, right? . You want your ads and sales tools to, well, sell. . Despite these efforts, Song ultimately discovered that although the marketing message was unique and interesting, it struggled to connect with the target audience and to drive bookings—and sales suffered.
  • TERMINUS  |  TUESDAY, OCTOBER 17, 2017
    [Lead, Sales] Common Pitfalls of ABM Pilots & How to Avoid Them (Part I)
    Pitfall #1: Not Creating the Right Partnership with Sales. Everyone knows that participation from sales is essential to ABM success. But many marketing organizations don’t set the relationship up correctly from the start, often leading to frustrations and subpar results that could have been avoided. Not getting buy-in from a high enough level within the sales org. Not getting a commitment from sales to properly support or resource the pilot.
  • VIDYARD  |  MONDAY, OCTOBER 16, 2017
    [Lead, Sales] Content Pros: How Concord is Turning Heads with Content
    Their job isn’t to think about leads. It’s not to think about the sales journey. It’s about producing something incredibly, incredibly compelling and so we want to actually lead people down that journey. Content is the best way to do that because, I think LinkedIn originally had this statistic, 80% of the buyer journey happens before they even talk to sales.
  • BIZNOLOGY  |  MONDAY, OCTOBER 16, 2017
    [Lead, Sales] Families of devices multiply publisher’s powers to control the world
    Publishers will start taking the lead from the vendors of branded devices when they make a “digital Earth as a Service” (DEaaS) part of exponential growth publishing. They turn people into targets, driving them down marketing routes filled with sales pitches. Leading companies: Connected consumption redirects companies to become people-first preferred vendors. Lesson for leaders. Today’s devices limit their users to what the designers and their apps enable.
  • LEADSPACE  |  MONDAY, OCTOBER 16, 2017
    [Lead, Sales] Why NOT to be a Data-Driven Marketer
    In short, companies who aren’t effectively leveraging their sales and marketing data face a very real, relatively imminent risk of getting left far behind their competitors. Scouring the web and social media for clues and then coming unstuck when some of them conflict; combing through lead lists from events, online forms, or external data vendors. This article was originally posted on the Marketo Blog , and is republished here with permission.
  • LARGEREVRESPONSE B2B WHITE PAPERS  |  FRIDAY, OCTOBER 13, 2017
    [Lead, Sales] 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
  • SHARPSPRING  |  THURSDAY, OCTOBER 12, 2017
    [Lead, Sales] 3 Reasons Why Small Businesses Need Marketing Automation
    A centralized marketing automation hub helps marketers generate leads, nurture their pipeline, manage their customer relationships, and optimize their marketing spend. Analytics and reporting (52%), campaign management (46%) and lead nurturing (46%) are considered the most useful marketing automation features. Marketers need to execute campaigns that drive sales as well as prove their campaign’s success. Monitor your leads’ behaviors.
  • BIZIBLE  |  THURSDAY, OCTOBER 12, 2017
    [Lead, Sales] [Interview] How B2B CMOs Manage and Develop Marketing Plans 
    Mr. Vesey also leads the North America Commercial Team, with deliverables for top line revenue growth, operating profit and working capital. Sales Barometer. We ask our sales team if they feel they are winning more, the same, or to a lesser extent. So we look at what our customers are saying and what our sales teams are saying. Every sales person in our company has a number on their back. So every marketing leader has a lead generation number on their back.
  • VIEWPOINT  |  THURSDAY, OCTOBER 12, 2017
    [Lead, Sales] How many leads must you create to achieve sales forecasts?
    To make your forecast for the new year, look at sales for the coming year in terms of units. Now you have the number of units that will be sold in the coming months without lead generation. This is the basis for projecting the number of leads needed to make the forecast from sales leads for the new year. Sales forecasts based on lead generation are predictable and repeatable as long as the marketing spend is consistent.”. You will need 750 sales.
  • ENGAGIO  |  THURSDAY, OCTOBER 12, 2017
    [Lead, Sales] How to Buy ABM: Part 2 – Assessing Your ABM Readiness
    Does your Sales team support your ABM initiative? However, the challenge is most of the solutions out there are lead-centric – they’re not set up to support ABM. The key technologies that you will need to become account-based are lead to account matching to set the foundation, Marketing Orchestration to drive engagement, and analytics to measure impact. You’re also looking at everything through an account-centric lens rather than a lead-centric one.
  • LEAD LIAISON  |  THURSDAY, OCTOBER 12, 2017
    [Lead, Sales] Why Microsoft Dynamics CRM and Marketing Automation Integration Matters
    In this article we’ll discuss why Microsoft Dynamics CRM and marketing automation integration matter to businesses with a sales and marketing team. Nurture prior to sales interaction. Sales and marketers widely view Microsoft Dynamics CRM as a standalone software system for sales. When pairing up a marketing automation system, such as Lead Liaison’s Lead Management Automation (LMA) platform , this changes. Sales Insight.
  • MODERN B2B MARKETING  |  THURSDAY, OCTOBER 12, 2017
    [Lead, Sales] Crafting Cart Abandonment Emails that Work
    Cart abandonment emails are one of the leading cart recovery methods you can employ. of clicks lead to a recovered purchase back on site. Your headline should grab attention and lead the recipient directly into the meat of your content, and ultimately, your call to action. of sales are completed on a mobile phone, with an expected rise over the next three years. Nearly 3 out of 4 online shopping carts are abandoned.
  • HUBSPOT  |  THURSDAY, OCTOBER 12, 2017
    [Lead, Sales] How to Start a Competitive Analysis: 57 Questions You Need to Ask [Free Kit]
    As you can see, learning any of these four components will lead your brand down the path of achievement. There are three specific categories to focus on: business (the products), sales, and marketing. Are they working mainly volume sales or one-o purchases? Sales. Running a sales analysis of your competitors can be a bit tricky. You'll want to track down the answers to questions such as: What does the sales process look like?
  • LEANDATA  |  WEDNESDAY, OCTOBER 11, 2017
    [Lead, Sales] Build a Killer Sales Development Machine with Data
    Trish Bertuzzi is a Sales Development expert who specializes in helping B2B tech companies identify costly problems in their revenue-generation process — and then she fixes them. 1 lever you can pull to boost Sales Development Rep productivity is data. It’s why Bertuzzi, Kael Kelly of Avalara , and Christine Maxey of LeanData recently took part in a webinar called “Build a Killer Sales Development Machine with Data.” We knew it was taking way too long to even call a lead.
  • TERMINUS  |  WEDNESDAY, OCTOBER 11, 2017
    [Lead, Sales] New Terminus Weekly ABM Report Delivers Actionable Account-Based Marketing Metrics to Your Inbox
    Communicate Account-Based Marketing Results and Improve Sales-Marketing Alignment with the Terminus Weekly ABM Report. Imagine delivering a list of your hottest accounts to the sales team every Monday morning. The new Terminus Weekly ABM Report empowers you to alert sales to the most engaged accounts, report on the results of your ABM efforts, and track the performance of account-based advertising campaigns — all delivered weekly to your inbox. Alert Sales to “Hot” Accounts.
  • EMEDIA  |  WEDNESDAY, OCTOBER 11, 2017
    [Lead, Sales] Using Webinar Metrics to Blast CRM Data to the Next Level
    Webinars are a valuable means for sales and marketing teams to engage a motivated audience of potential customers. He argues that, if you are able to prolong engagement, the level of insight into customers and ultimately sales leads will offer much more value. ” You can note these webinar metrics as insights in your CRM system and share them with sales teams to help them tailor their outreach follow-up.
  • ONLY B2B  |  WEDNESDAY, OCTOBER 11, 2017
    [Lead, Sales] Only B2B - Untitled Article
    Guaranteed to drive leads. Guaranteed to drive leads. But, not every lead is sales-ready remember? Just be sure to have another strategy to nurture leads who do sign up for a free trial. Finally, 5 things in email marketing campaign which actually work. We can only wish this was true, but we have all been there thinking about – Why doesn’t my email marketing campaigns generate results? My readers don’t seem to open my emails! frustration*.
  • ONLY B2B  |  WEDNESDAY, OCTOBER 11, 2017
    [Lead, Sales] Only B2B - Untitled Article
    Guaranteed to drive leads. Guaranteed to drive leads. But, not every lead is sales-ready remember? Lead Scoring Metrics. You can track this progress in the sale’s cycle using marketing automation software and set up a lead scoring system (LSS) to assign a value for each action. Once the lead reaches a certain threshold, they can be referred to the sales team. It will help you understand which leads have greater chances of converting.
  • VIDYARD  |  WEDNESDAY, OCTOBER 11, 2017
    [Lead, Sales] Why Personalized Video Excels at Breaking Through to Buyers
    It’s all in our new ebook, How to Drive More Sales Ready Lead with Personalized Video. If the average B2B buyer today were a superhero, they’d be Captain Selective Hearing. Their attention shifts faster than a speeding bullet. Their willpower is stronger than a locomotive, and they’re able to leap over countless ads, emails, and messages in a single bound. They have the superhuman ability to ignore practically everything.
  • KEO MARKETING  |  WEDNESDAY, OCTOBER 11, 2017
    [Lead, Sales] Visuals in Marketing 2017
    a leading marketing agency based in Phoenix, Arizona, develops and implements strategies to help clients significantly increase leads and sales. Specialties: B2B marketing, lead generation, lead nurturing, sales strategy, marketing strategy, competitive marketing strategy, social media, search engine optimization (SEO), search engine marketing (SEM), mobile marketing,, email marketing, website design, marketing plans.
  • ONLY B2B  |  WEDNESDAY, OCTOBER 11, 2017
    [Lead, Sales] Only B2B - Untitled Article
    How to know whether your lead is “qualified” enough to be a sales qualified lead? While Sales Qualified Lead (SQL) is vetted by both the marketing and the sales team; Marketing Qualified Lead (MQL) are prospects that “likely to become a buyer” according to the marketing team. If you do not have a process of identifying an SQL, you are not only wasting the efforts put in by your sales and marketing team but also deteriorating the closing rates.
  • ONLY B2B  |  WEDNESDAY, OCTOBER 11, 2017
    [Lead, Sales] Only B2B - Untitled Article
    How to know whether your lead is “qualified” enough to be a sales qualified lead? While Sales Qualified Lead (SQL) is vetted by both the marketing and the sales team; Marketing Qualified Lead (MQL) are prospects that “likely to become a buyer” according to the marketing team. If you do not have a process of identifying an SQL, you are not only wasting the efforts put in by your sales and marketing team but also deteriorating the closing rates.
  • ONLY B2B  |  WEDNESDAY, OCTOBER 11, 2017
    [Lead, Sales] Only B2B - Untitled Article
    Hint: they are most likely to be a lead). Sales Metrics. Sales metrics deals with revenue per sale, sales from returning vs. new customers, sales per prior activity, number of successful collaborations, average length of sales cycle, and *drumroll* please. It allows you to analyze leads who read (and who haven’t read) your content which helps you understand the actual success of content marketing efforts.
  • MODERN MARKETING  |  WEDNESDAY, OCTOBER 11, 2017
    [Lead, Sales] 5 Lessons for Retail Brands in the Lead up to Christmas
    And while traditionally the busiest shopping days have been the 27th and 28th December, the American influence in the UK has seen sales for the online retailers dramatically increase over Black Friday and Cyber Monday. In fact, PwC predicted sales over that weekend last year were due to grow by 38% to £2.9 We all know that sales staff and those on the floor are the vanguards of the customer experience.
  • CONTENT STANDARD  |  WEDNESDAY, OCTOBER 11, 2017
    [Lead, Sales] Anecdotal Analytics: How Storytelling Can Improve Your Measurement Structures
    Saassy’s goal is to directly improve sales calls with this content, using it both to drive leads towards their call center and to also serve as useful collateral for their sales reps during calls. They have improved the organic visibility of Saassy and driven a handful of new clients to the sales team. Saassy Software may be a made up-brand, but it’s representative of the tunnel vision that many businesses can fall into with a narrowly defined sales funnel.
  • KAON  |  WEDNESDAY, OCTOBER 11, 2017
    [Lead, Sales] Smartphones Are Changing the Game for the Enterprise…
    Who’s leading the charge in mobile VR and AR? Now that Apple and Google have made strategic investments in mobile mixed reality, these two market-leading mobile platforms will facilitate rapid adoption and advances that result in mixed reality becoming the norm. The mobile experiences allow these Fortune 500 giants to save on exorbitant shipping fees, so massive products don’t need to be shipped to customer sites or tradeshow floors for sales and marketing purposes.
  • MODERN MARKETING  |  TUESDAY, OCTOBER 10, 2017
    [Lead, Sales] New Oracle Eloqua and LinkedIn Sales Navigator Integration Coming Soon!
    Just when you thought it couldn’t get any better… Last April, we announced a new integration with Oracle Eloqua and LinkedIn Lead Gen Forms for LinkedIn Campaign Manager. Today, we are very excited to share the news that a new integration between Oracle Eloqua and LinkedIn Sales Navigator is in the works for 2018! Please note that this integration requires a Sales Navigator Teams or Enterprise license.
  • HG DATA  |  TUESDAY, OCTOBER 10, 2017
    [Lead, Sales] Account Scoring with Technographics in Salesforce
    In the upcoming weeks, we’ll be showing you how to use technographics to score your leads, create campaign segments, generate reports, and develop various triggers and workflows to build more intelligent business processes. We hope you enjoy our first post on Account Scoring, which comes from our Director of Sales and Marketing Technology, Justin Kitagawa. As sales and marketing teams work to build their plans one of the most important questions is often “where do we start?”
  • BIZIBLE  |  TUESDAY, OCTOBER 10, 2017
    [Lead, Sales] How To Measure Full-Funnel Sales Velocity In B2B Marketing
    Sales velocity is a metric typically used by sales leaders to understand the overall performance of their sales process. While sales velocity typically focuses on sales opportunities, full-funnel visibility with Bizible's Data Warehouse makes it possible to measure sales velocity for marketing qualified accounts. Marketing leaders who are investing in demand generation can now measure sales velocity over a larger part of the customer journey.
  • LEAD LIAISON  |  TUESDAY, OCTOBER 10, 2017
    [Lead, Sales] Leads, Contacts, Accounts, and Prospects – Making Sense of It All When Using CRM and Marketing automation
    If you look at most major CRMs like Microsoft Dynamics or Salesforce.com , you’ll notice a few different objects: Leads, Contacts, and Accounts. But then look at marketing automation like Lead Liaison and you’ll see one object: Prospects. Leads. Leads are people that you think might be your entry point to an account. Luckily, Lead Liaison makes this super easy. When you’ve finally made a connection with a Lead, it’s time to convert them into a Contact.
  • ABERDEEN CMO ESSENTIALS  |  TUESDAY, OCTOBER 10, 2017
    [Lead, Sales] Are Marketers Ready for Artificial Intelligence?
    No matter how much social listening you are doing or how industriously you are logging chats between customers and your support team, if you can’t access and leverage that data as easily as you might current customer spend or date of last sales contact, it’s just not useful. To give one simple example of this, consider the case of opening up a customer support ticket and then, before the issue has been resolved, receiving an email from a sales rep looking to upsell you.
  • KEO MARKETING  |  TUESDAY, OCTOBER 10, 2017
    [Lead, Sales] Keys to Developing a B2B Digital Marketing Plan
    Further, you may be able to correlate those response rates to an increase in sales pipeline by tying marketing automation information together with your deal tracking system. Specialties: B2B marketing, lead generation, lead nurturing, sales strategy, marketing strategy, competitive marketing strategy, social media, search engine optimization (SEO), search engine marketing (SEM), mobile marketing,, email marketing, website design, marketing plans.
  • KEO MARKETING  |  TUESDAY, OCTOBER 10, 2017
    [Lead, Sales] How to Determine Your Monthly Marketing Budget
    Specialties: B2B marketing, lead generation, lead nurturing, sales strategy, marketing strategy, competitive marketing strategy, social media, search engine optimization (SEO), search engine marketing (SEM), mobile marketing,, email marketing, website design, marketing plans. Disciplined marketing teams are well-aware of their monthly, quarterly, and annual marketing budgets and spend.
  • KEO MARKETING  |  TUESDAY, OCTOBER 10, 2017
    [Lead, Sales] The Art of Developing a Marketing Budget
    This type of ever-changing budgeting can lead to missed opportunities throughout the year and unexpected results and perceived under performance at the end of the year. Internally, you will need to be clear on the overall company goals and objectives and in alignment with the sales team, which is discussed here. The art of budgeting can be tricky.
  • TOMORROW PEOPLE  |  TUESDAY, OCTOBER 10, 2017
    [Lead, Sales] How to save your content marketing strategy from self-destruction
    Stuck in a crowded field of mediocre, middle-of-the-road content competing for customer eyeballs, clicks and leads, how do you avoid getting lost in the shuffle? Big rock is a substantial piece of content based on the idea of becoming the definitive guide to a conversation that you want to own… This type of content can serve many purposes such as SEO, fuel for social and lead generation, sales enablement, and event collateral to name a few.”.
  • KEO MARKETING  |  TUESDAY, OCTOBER 10, 2017
    [Lead, Sales] Building a B2B Marketing Budget
    Equally important, is the evaluation of internal factors such as overall company goals and objectives, sales plans, and the results of the current year’s marketing initiatives. Review their websites, follow their social media accounts, talk to your sales representatives who get first-hand information from the field. When developing a B2B marketing budget, there are two key perspectives to consider.
  • MODERN B2B MARKETING  |  TUESDAY, OCTOBER 10, 2017
    [Lead, Sales] 3 Steps to Applying Your Personas to Segmentation
    Progressive profiling not only provides your sales and marketing teams with more information to target and tailor their approach but also results in higher conversion rates with shorter forms. Progressive profiling not only provides your sales and marketing teams with more information to target and tailor their approach but also results in higher conversion rates with shorter forms. You have spent months creating your list of personas.
  • CONTENT STANDARD  |  TUESDAY, OCTOBER 10, 2017
    [Lead, Sales] Is Gated Content an Evil Troll or the Savior of Content Strategy?
    Ever since Bill Gates proclaimed that content is king way back in 1996, marketers have been trying to figure out the best ways to present compelling, engaging content in a way that also helps drive leads and close sales. It seems to be a no-brainer when it comes to generating marketing-qualified leads—but there is also a line of argument that says gating just puts barriers in front of your audience. Those who argue for gating believe it will: Generate sales leads.
  • SCRIBBLELIVE  |  MONDAY, OCTOBER 9, 2017
    [Lead, Sales] How To Optimize For Non-Traditional Search Engines Like Amazon And YouTube
    Digital consultant Rob Weatherhead agreed Amazon is looking for relevancy of product names and descriptions, followed by prices, reviews and sales to determine product popularity. One thousand] people clicking your video and watching it all the way through will lead to much better rankings (and views in the long term) than 10,000 viewers who only watch one second,” she said.
  • KEO MARKETING  |  MONDAY, OCTOBER 9, 2017
    [Lead, Sales] Top 11 AI Applications in Marketing
    Applied Propensity Models – Predict given events, such as scoring a lead based on the likelihood it will convert. Predictive Analytics – Using historical data, AI can help you predict behavior, such as whether a lead will convert to a sale, the price a customer will likely pay, or the chances of a customer making a repeat purchase. Lead Scoring – Using machine learning techniques, you can score leads based on established criteria.
  • MODERN MARKETING  |  MONDAY, OCTOBER 9, 2017
    [Lead, Sales] Evolution not Revolution: The Future of Marketing Automation
    You might say that "ABM’s been around for years and is nothing new" While I agree, ABM has typically been a sales-led strategy or it has been aligned across Sales & Marketing, but it hasn't been able to scale due to the intensive resources that doing ABM proper can require. Many B2B marketers I speak to are investigating or using predictive models for their Lead Scoring — to help identify the top leads for their sales team to speak to.
  • LEADSPACE  |  MONDAY, OCTOBER 9, 2017
    [Lead, Sales] 4 Ways Lead-to-Account Matching is Crucial for Account-Based Marketing
    Account-based marketing (ABM) is fast replacing traditional lead-based demand generation for B2B Sales and Marketing alike. This means modern B2B Marketing and Sales teams need to manage both leads and accounts, together. That’s why Lead-to-Account Matching is so important. Lead-to-Account Matching lets you match new and existing leads to their proper accounts, which provides four key benefits for your sales and marketing efforts: 1.
  • CHIEFMARTECH  |  SATURDAY, OCTOBER 7, 2017
    [Lead, Sales] 12 org stacks reveal people-process-technology triangles at #MarTech
    You have (1) Marketing Technology & Ops and (2) Field, Product & Corporate Marketing — but you also have (3) Digital Sales and (4) Customer Success. “Martech” connecting marketing, sales, and service — this is cross-org digital transformation. Note the cross-org interconnections between marketing, product, and sales. Allocadia is a leading marketing performance management software company.
  • VIEWPOINT  |  SATURDAY, OCTOBER 7, 2017
    [Lead, Sales] Prevent Defense or Permit Offense? What a Football Argument Has to Do with B2B Sales Lead Generation
    I can’t mediate those in the world of football, but I can weigh in on three areas of argument in our industry that are dramatically impacting sales and marketing spending and results that I feel are important to understand: There are some who say that Inbound/Content marketing is king and Outbound is dead. Inbound drives organic engagement and attracts leads, while outbound helps you target specific prospects more accurately. Sending sales leads that suck is a lose-lose plan.
  • EMEDIA  |  FRIDAY, OCTOBER 6, 2017
    [Lead, Sales] NEWS DIGEST: 4 Demand Gen Essentials As We Enter Q4
    Webinar Thoughts: Leveraging Content to Drive Sales. Why Marketing Automation Grows Demand for Fresh Leads. What goes into your marketing automation system makes all the difference towards your output – your Sales-Qualified Leads. Generating as many quality leads as possible makes you successful in demand generation. It’s almost 2018. Marketing automation has reached 55% market saturation (from Emailmonday).
  • SHARPSPRING  |  FRIDAY, OCTOBER 6, 2017
    [Lead, Sales] The Best Re-Engagement Tactics for Your Marketing Campaigns
    Why lose the value of an acquired customer (or lead, for that matter) after investing resources to grab their attention? For retailers with abandoned carts, this window is even shorter because emotion drives sales. Instead of sending one email, send a series of emails that keep leads and customers engaged over time. We all know breakups hurt. Eventually, the question arises: what could have been done to keep the relationship together? Marketers know this feeling well.
  • BIZIBLE  |  FRIDAY, OCTOBER 6, 2017
    [Lead, Sales] How Marketers in 2017 do Marketing Planning [State of Pipeline Marketing Data]
    Marketers who track, report and plan to revenue, can level up and join the rest of the organization by talking business in terms of dollars instead of leads. This post focuses on those marketers, and compares their responses to respondents who answered that they plan marketing to a Lead Volume or MQL metrics. from marketers who plan to Leads or MQLs. The same goes for Sales and Marketing Alignment.
  • KEO MARKETING  |  FRIDAY, OCTOBER 6, 2017
    [Lead, Sales] Tools This Successful Marketing Agency Uses to Dominate
    Hubspot – Hubspot is an inbound marketing and sales software platform that is invaluable in helping us attract new clients, convert leads, and close deals. Thanks to insights from Moz, our team increases the quantity and quality of natural search traffic and leads to our client’s websites. We manage payroll, expenses, sales, taxes, and all our financial needs through QuickBooks.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, OCTOBER 6, 2017
    [Lead, Sales] A Go-to-Market Strategy That’s Guaranteed to Beat Your Competition
    Volume-based sales and marketing tactics are obsolete. Data Management Lead-to-Revenue Market Intelligence Marketing Sales Sales & Marketing Alignment Targeting Intelligence Thought LeadershipYou have a big challenge on your hands. It’s bigger than the dirty data sitting in your CRM, or the less-than-desirable response rates from your latest marketing campaign. Your buyers now expect you to provide them with a one-to-one customer experience, not a one-to-many.
  • MODERN B2B MARKETING  |  FRIDAY, OCTOBER 6, 2017
    [Lead, Sales] When Lead Management and Dating Align: Get Your Prospects to Swipe Right
    With Tinder making more than 26 million matches a day, it is time for marketing and sales departments to take a play from the online dating handbook. Think about how your marketing and sales teams are engaging digitally with prospects. In this blog, I’ll cover tips for lead management to make sure your “first date” with a prospect isn’t your last. The same thing applies to cold marketing/sales emails. Lead Management b2b ConsumerAlright, alright, alright.
  • VIDYARD  |  THURSDAY, OCTOBER 5, 2017
    [Lead, Sales] 3 Lessons on How to Use Video to Drive Business Value
    One reason for our rapid growth is that we continually look for ways to stay on the cutting edge and lead the pack. Then, a Vidyard sales rep reached out to us. These integrations would make it easy for us to collect in-depth data on customer engagement and buyer behavior, as well as see which videos caused the most leads to convert. Video is quickly becoming one of the most effective marketing tactics.
  • VIDYARD  |  THURSDAY, OCTOBER 5, 2017
    [Lead, Sales] 5 Techniques For Successful Sales Prospecting
    Prospecting is critical to any sales team’s success. Without prospects, the pipeline and sales whither. Unfortunately, many people spend their valuable sales time on contacting bad leads, or even worse, cold calling. Strong sales prospecting techniques — before contact is ever made — helps to ensure your sales team isn’t wasting time that could be better spent on more valuable leads. Inbound leads are never cold.
  • AKOONU  |  THURSDAY, OCTOBER 5, 2017
    [Lead, Sales] CAUTION: Your Silent Contacts Have Something to Tell You
    Your content consumers are not always “leads” with active needs, and they shouldn’t be treated as if they are. Instead of marketing to all your “leads” as though they might be ready to move through your marketing and sales stages, you can focus on excellent experiences for the buyers in your Ideal Customer Profile, creating value for them until the timing is right for them to engage. Marketers, let’s be realistic. You can’t always create the perfect experience for everyone.
  • KEO MARKETING  |  THURSDAY, OCTOBER 5, 2017
    [Lead, Sales] 5 Steps to Setting a Marketing Budget
    Aligning with sales and other internal departments to support the coming year’s business goals should be completed well before year end. Marketing efforts should most directly align with sales goals for the year and many companies create shared goals across the sales and marketing teams to ensure they are working collaboratively toward the same end result. When budgets are in flux, it leads to unpleasant surprises down the line.
  • KOMARKETING ASSOCIATES  |  THURSDAY, OCTOBER 5, 2017
    [Lead, Sales] How Do Live Events and B2B Digital Marketing Work Together?
    Repurposing a live event into digital content can keep it fresh in users’ minds, leading to more conversations, engagement, and even sales. This will lead to more in-person conversations with potential customers that can lead to more engagement online (through attendees talking about your event presence through social media or blog reviews) and eventually sales. This could have long-term effects that go beyond just not making a sale.
  • EXO B2B  |  THURSDAY, OCTOBER 5, 2017
    [Lead, Sales] Which Adwords KPI should I analyze to optimize my marketing campaign’s performance?
    I want to be 1 st in search engine results, I want to increase traffic on my website, I want to generate leads, I want to double my web sales, I urgently need to recruit staff … Do you ever find yourself thinking these things out loud? In a lead generation strategy, Google Adwords is an unavoidable lever. The higher your click-through rate is, the more it means that the ad and keywords are relevant to the targeted leads.
  • MODERN B2B MARKETING  |  THURSDAY, OCTOBER 5, 2017
    [Lead, Sales] 13 Marketing Tactics to Boost Your Event ROI
    Leads trickled in and then wasted away. While doing so, they forget to do the hard work of creating a robust process for recruiting and engaging attendees and following up on leads afterward. In the lead-up to an event, there’s a lot of email competition and it’s all too easy for recipients to hit the delete button. Use your inside sales people or a B2B telemarketing service to follow up on the phone. Decide how you will prioritize your leads.
  • WEBBIQUITY  |  THURSDAY, OCTOBER 5, 2017
    [Lead, Sales] Three Marketing Automation Strategies You Need to Implement Today
    Not all leads convert during their first touch on your site. It lets you send emails based on the actions of your leads or even changes in their online behavior. Setting up triggers in your marketing automation software also helps in cases where leads change their online behavior or perform a certain action. A well-thought-out drip campaign can generate up to three times click-through rate and 80% more sales at 33% lower costs. Nurture Your Leads.
  • ACTIVEDEMAND  |  WEDNESDAY, OCTOBER 4, 2017
    [Lead, Sales] Effectively Use Account Based Marketing with Automation
    It approaches leads and engages clients in a one-to-one manner. Automated drip campaigns turn leads into iron-clad clients, and continue to nurture relationships for the entire lifecycle. To make automation work in ABM, various marketing funnels are set up to address the actions of each lead. Additionally, customers must be tracked after sales closed. While many aspects of ABM is automated, leads and customers evolve in real time.
  • JACKIE WALTS  |  WEDNESDAY, OCTOBER 4, 2017
    [Lead, Sales] Ten Tricks You Need to Try!
    Ideally, set a quantitative objective that ties into ROI like number of opps, leads or sales. If you do lead scoring, this is a great way to move someone to the next level quickly. I really like these in nurture or with cold leads. After 18 years of consulting, I have a few tricks up my sleeve. If you’re looking for better results, give these a try. Set an objective. I know I say this in every single blog, but it’s important.
  • TERMINUS  |  WEDNESDAY, OCTOBER 4, 2017
    [Lead, Sales] The Formula for Account-Based Marketing Success
    Today, however, adopting data-driven processes and platforms that power account-based marketing programs are easier than ever, promising to streamline your marketing, sales development, and sales processes in pursuit of your revenue goals. One of the main purposes of account-based marketing is to align sales and marketing on pursuing the accounts most likely to buy or expand (and of the highest potential lifetime value).
  • KOMARKETING ASSOCIATES  |  WEDNESDAY, OCTOBER 4, 2017
    [Lead, Sales] Report: Marketers Lack Sophistication in Measuring Content Effectiveness
    The same percentage said they are using sales feedback, while 52 percent are basing assumptions on the number of leads created. Marketers are spending more time crafting value content that resonates with their target audience, but new research indicates that there is a lack of sophistication in how they measure its impact.
  • KAON  |  WEDNESDAY, OCTOBER 4, 2017
    [Lead, Sales] Why Augmented Reality and Virtual Reality Will be Important for Your Business
    Certainly, continuing to develop emotional connections post-purchase leads to loyal customer relationships. From early sales and marketing encounters with customers, through those customers’ purchase and use of the products and into the realm of customer service and support, AR and VR are becoming more and more useful. 3D Products CEO Corner Marketing Guru Sales Tools Trade Show Trends 3D AR 3D Augmented Reality augmented reality Kaon AR Kaon VR virtual reality VR
  • VIEWPOINT  |  TUESDAY, OCTOBER 3, 2017
    [Lead, Sales] Dear CEO: Find out how well your team is nurturing its B2B sales leads
    Standard B2B lead-generation programs produce an average 5% lead rate while advanced lead-generation programs (which include lead nurturing) produce an average 15% lead rate—three times higher. When you and your team are focused exclusively on “lead” outcomes, immediate costs are misleading and long-term costs increase dramatically. That is why you frequently hear sales say: “the leads suck.”. In it I state: “How much should a lead cost?
  • VIDYARD  |  TUESDAY, OCTOBER 3, 2017
    [Lead, Sales] 3 Secrets Behind Top-Performing Reps’ Sales Videos
    Here at Vidyard, we’ve seen a sales video or two. With over 23,000 sales reps using Vidyard GoVideo (formerly ViewedIt) around the world, we’ve had a chance to analyze everything about how sales reps record videos. Here’s what we discovered: 3 secrets behind top performing sales reps’ videos: 1. These sales reps know that the best way to get noticed is to personalize. ” Terminus boosted sales responses by 3x with video.
  • BIZIBLE  |  TUESDAY, OCTOBER 3, 2017
    [Lead, Sales] The 2017 State of Pipeline Marketing Report [Infographic]
    It’s encouraging to see this down-funnel metric continue to rise year-over-year while Leads continues to decrease. For the first time in the State of Pipeline Marketing Report, a response of Converting Leads to Revenue/Customers came in as the number one marketing priority. Additionally, Sales and Marketing Alignment and Improving Performance Measurement also increased from 2016 to 2017, while Generating More Leads decreased. How are B2B Marketers driving revenue?
  • NAVIGATE THE CHANNEL  |  TUESDAY, OCTOBER 3, 2017
    [Lead, Sales] Are You Properly Using Intent Data?
    Your sales and marketing departments should be constantly on the lookout for the most cutting edge revenue driving innovations. If you never find the context within which your customers choose you, your sales will have a more difficult time expanding into new markets. You need to know the preferred technologies of a contact, what their unofficial role in the hierarchy might be, and their history of behavior when faced with criteria relevant to your sales funnel.
  • EVERYONESOCIAL  |  TUESDAY, OCTOBER 3, 2017
    [Lead, Sales] Common Employee Advocacy Program Concerns We Get Asked
    Rather than just dismissing the prospect or even continuing to go for the final sale, we educate the person(s) with data and insights that they can take to leadership and present why social media policies for employees need to change. And that short amount of time can generate high-quality leads, increase web traffic, and improve brand visibility while arming colleagues as thought leaders in their own social networks. Employee Advocacy Program Concerns.
  • LEANDATA  |  TUESDAY, OCTOBER 3, 2017
    [Lead, Sales] Golden State Warriors’ Kirk Lacob and Shasta Ventures’ Doug Pepper Will Headline Ops-Stars Conference
    “The Ops-Stars audience of sales and marketing operations professionals is focused on using data and technology to make their businesses more successful. Since then, Pepper has supported more than a dozen MarTech startups and leads Shasta-backed investments in companies focused all along the customer journey. Ops-Stars will be for hands-on sales and marketing practitioners to learn, network and have some fun. SUNNYVALE, Calif.,
  • TELEVERDE  |  TUESDAY, OCTOBER 3, 2017
    [Lead, Sales] This Is What Salespeople Say They Need Marketing To Do Better: 14 Ideas from New Survey.
    Televerde’s new B2B sales and marketing alignment survey report, What Does Sales Need & Want from Marketing ? The responses, from more than 200 B2B sales executives surveyed in the first quarter of 2017, clustered around three basic categories—messaging, leads, and relationships. In the relationship category, sales wants marketing to check in on their needs more often. Insights for sales and marketing alignment.
  • KEO MARKETING  |  TUESDAY, OCTOBER 3, 2017
    [Lead, Sales] Account Based Marketing vs. Lead Generation: Which Generates Better Results?
    What exactly is account based marketing (ABM) and how does it stack up to traditional lead generation efforts? ABM requires tight alignment between your sales and marketing teams to identify specific opportunities, develop personalized messaging, coordinate sales activities, and measure progress. Aligning sales and marketing also streamlines the typically complex and lengthy B2B sales cycle. How ABM Differs from Traditional Lead Gen.
  • MODERN B2B MARKETING  |  TUESDAY, OCTOBER 3, 2017
    [Lead, Sales] The Importance of Storytelling in the Engagement Economy
    We get asked by sales to create more brochures, case studies, to order promotional pens and stress balls, and to get a bigger booth at the events we sponsor. The marketing leaders of the future are leading the way. Do you plan to send out more marketing messages next year than you did this year? If you’re like most marketers I talk to, you answered “yes.”
  • WEBBIQUITY  |  TUESDAY, OCTOBER 3, 2017
    [Lead, Sales] 11 B2B Content Marketing Mistakes That Can Sabotage Your Strategy
    B2B content marketing’s primary purpose is to generate sales leads and conversions from other businesses for your business. Your brand certainly needs to give expert information related to its industry in order to establish itself and its credibility, but this will not necessarily directly lead to sales that impact your bottom line. Guest post by Sarah Saker.
  • SNAPAPP  |  TUESDAY, OCTOBER 3, 2017
    [Lead, Sales] Sales and Marketing Alignment: 45 Experts Explain How To Connect The Dots
    The B2B sales funnel has changed a lot. . Until recent years, the traditional selling process looked something like this: Marketing would hand leads off to the sales team. The sales team would attempt to close those leads. . Sales did their thing. stakeholders involved in any given sale. On top of that, buyers are much more educated - 90% of the buying process is over before a salesperson talks to a lead. . Sales teams are hunters.
  • ENGAGIO  |  MONDAY, OCTOBER 2, 2017
    [Lead, Sales] The Ultimate Guide to Aligning Sales and Marketing for ABM Success
    Sales and Marketing have historically operated in their own way, with their own goals, culture and values. In truth, disconnected Sales and Marketing operations only leads to inefficiencies, broken systems and problems at every level. We’ll dispel the myth that sales and marketing can achieve optimal account-based results when they work independently, and provide tangible steps for working on this pervasive problem.
  • KEO MARKETING  |  MONDAY, OCTOBER 2, 2017
    [Lead, Sales] Considerations for Creating a Digital Marketing Budget
    This is a significant purchase and will be used by multiple departments across the company, so be sure to collaborate with your sales and IT teams. Specialties: B2B marketing, lead generation, lead nurturing, sales strategy, marketing strategy, competitive marketing strategy, social media, search engine optimization (SEO), search engine marketing (SEM), mobile marketing,, email marketing, website design, marketing plans.
  • MODERN B2B MARKETING  |  MONDAY, OCTOBER 2, 2017
    [Lead, Sales] Why Not To Be a Data-Driven Marketer
    In short, companies who aren’t effectively leveraging their sales and marketing data face a very real, relatively imminent risk of getting left far behind their competitors. Scouring the web and social media for clues and then coming unstuck when some of them conflict; combing through lead lists from events , online forms, or external data vendors. Marketers: it’s time to stop thinking about data. Hear me out.
  • LEADSPACE  |  MONDAY, OCTOBER 2, 2017
    [Lead, Sales] 5 Signs Your Marketing Database is Keeping You From Reaching Your Best Customers
    We’re saturated with so much data, that it becomes gradually harder and harder to distinguish the qualified leads and accounts from the junk. That can make demand generation feel like an impossible challenge; how can you keep up with demand from Sales if you don’t even have control of your own database? This challenge may be partially a technological one — as illustrated by a recent industry survey of leading B2B marketers.
  • SHARPSPRING  |  FRIDAY, SEPTEMBER 29, 2017
    [Lead, Sales] What Is Progressive Profiling and Why Do You Need It?
    But any savvy marketer knows that forms are the key to conversions – if you’re not asking questions, you’re not turning prospects into leads. Progressive profiling lets you capture the right information at the right time from your leads, so you can turn that first date into a second one. Progressive profiling enables you to set up forms that will display questions based on the information you already have on a lead. 2) More Data on Leads.
  • TERMINUS  |  FRIDAY, SEPTEMBER 29, 2017
    [Lead, Sales] Top Moments from #INBOUND17
    As pioneers of the inbound and account-based marketing movements, respectively, we’re excited to lead the charge on software innovation and category growth. Community B2B sales and marketing events#INBOUND17 was one for the record books! From the killer keynotes, awesome announcements, and VIP experiences, HubSpot’s annual INBOUND extravaganza was an exceptional event. More than 20,000 marketing mavens convened in Boston for #INBOUND17.
  • KOMARKETING ASSOCIATES  |  FRIDAY, SEPTEMBER 29, 2017
    [Lead, Sales] 7 B2B Marketing Lessons from #Inbound17
    Nearly 22,000 marketing and sales professionals from more than 100 countries joined Inbound 2017 at the Boston Convention and Exhibition Center this week. Of course, not every speaker was strictly marketing or sales focused, but each brought their unique perspectives on being successful in the crowded and competitive business world we live and work in today.
  • BIZNOLOGY  |  FRIDAY, SEPTEMBER 29, 2017
    [Lead, Sales] How to triple your digital marketing results
    Leads? Sales? The CTA is, in sales terminology, the “close”: where a rep asks for the order like “Click Here” and “Download Now.” What metrics do you use to define digital marketing success today? Clicks? Traffic? Followers? Notice what these metrics have in common: they all require some action on the part of the target, whether it’s a prospect or a customer. And how do you motivate an action? You use direct response communications. It’s as simple as that.
  • NAVIGATE THE CHANNEL  |  THURSDAY, SEPTEMBER 28, 2017
    [Lead, Sales] Clearing Up Content Confusion
    Content isn’t about selling; it isn’t sales collateral, spec sheets, features & benefits, or anything else that drives the audience to buy. Being the consistent, reliable, relevant provider of valuable thought leadership for the building materials industry is the immediate goal, so think long-term and plan ahead, and in time, you’ll find more and more leads are coming from people who tell you, “I saw your video on YouTube” or “I’ve been reading your blog for a few months.”
  • VIDYARD  |  THURSDAY, SEPTEMBER 28, 2017
    [Lead, Sales] The Demand Generator’s Guide to Maximum Lead Conversion
    Picture this: You think you’re sitting on the hottest lead this side of the Atlantic Ocean. We know there’s a lot to think about when it comes to enterprise-class companies turning leads into customers faster, so Vidyard and Ascend2 have assembled the Lead Generation to Increase Conversions Report. How are you going to convert this hot lead into your #1 customer? Most Important Objectives for Lead Conversion.
  • AKOONU  |  THURSDAY, SEPTEMBER 28, 2017
    [Lead, Sales] Rethink Your Pipeline Management
    Try researching “improve your sales pipeline” and you’ll see a consistent theme in the recommendations. Not surprisingly, bigger pipelines yield better results, more tactical work yields more opportunities, and defined processes lead to more predictable wins. In reviewing the highest ranking recommendations for how to “improve your sales pipeline”, we’ve categorized the top 34 tips by type. ABM B2B Sales
  • KEO MARKETING  |  THURSDAY, SEPTEMBER 28, 2017
    [Lead, Sales] What to Know About Real Search Engine Optimization Experts
    Specialties: B2B marketing, lead generation, lead nurturing, sales strategy, marketing strategy, competitive marketing strategy, social media, search engine optimization (SEO), search engine marketing (SEM), mobile marketing,, email marketing, website design, marketing plans. Search engine optimization “experts” seem to be a dime a dozen in today’s overcrowded digital marketing space.
  • MODERN B2B MARKETING  |  THURSDAY, SEPTEMBER 28, 2017
    [Lead, Sales] ABM Success: Plan, Execute, Evaluate, Breathe, Repeat
    Every successful sales rep knows the best recipe for closing the deal has only two ingredients: exceptional products or services and exceptional customer service. ABM is a new phrase for a long-standing approach to sales and marketing in which integrated teams prove they care about the needs and pain points of their most strategic accounts, and they speak specifically to those accounts in a tailored way.
  • HG DATA  |  WEDNESDAY, SEPTEMBER 27, 2017
    [Lead, Sales] The Holy Grail of Data for B2B Technology Companies
    To validate our assumptions, we spent a lot of time talking to marketing and sales individuals in different roles, including managers, directors, VPs, and CMOs. We met with hundreds of marketing and sales executives and asked them all to describe the Holy Grail of data from their lens. This is what our market validation interviews revealed marketing and sales teams desired time and time again.
  • VIEWPOINT  |  WEDNESDAY, SEPTEMBER 27, 2017
    [Lead, Sales] Q4 Does Not Mean Wait Until 2018
    I am already getting questions from prospects about whether they should start a sales lead generation project now or wait until after the holidays. For every 1,000 suspects you disposition (complete contact with) between now and the end of this year you should expect (on average) the following results: 40 to 50 fully qualified sales opportunities (not lightly qualified marketing leads). Sales Leads
  • BIZNOLOGY  |  WEDNESDAY, SEPTEMBER 27, 2017
    [Lead, Sales] Meet more new clients with these 8 tactics
    In sales and business development, this is called prospecting. Robert Cialdini , author of the best selling book Influence: The Psychology of Persuasion and its follow-up Pre-suasion: A Revolutionary Way to Influence and Persuade , tells us “anything that draws focus to itself can lead observers to overestimate its importance.”.
  • LEAD LIAISON  |  WEDNESDAY, SEPTEMBER 27, 2017
    [Lead, Sales] CRM and Marketing Automation: How Do They Work Together?
    Customer relationship management (CRM) software collects customer data and manages sales opportunities. It’s basically used as a sales tool. Marketing automation generates leads and collects data to create personalized communications. It’s essentially a lead generation and nurturing tool. Build Relationships Before Sending a Lead to Sales. It moves people through the sales funnel and qualifies them. Assign Lead Scores.
  • CONTENT STANDARD  |  WEDNESDAY, SEPTEMBER 27, 2017
    [Lead, Sales] How to Engage Users with Snapchat Marketing
    Announcing flash sales or exclusive content will likely get more results and lead to higher engagement. Target created Geofilters around physical stores to increase brand awareness and sales. Ads that are static, promotional, and sales-y typically do not go over well with Snapchat’s primarily millennial audience. Every time I log into Snapchat, I discover something new.
  • LEADSPACE  |  WEDNESDAY, SEPTEMBER 27, 2017
    [Lead, Sales] Good News for Microsoft Dynamics Customers: New Integration Brings Winning Combo of AI, Big Data
    With a recent industry survey pointing to CRMs as the most popular technology tool among B2B marketers, adding Microsoft Dynamics to the list of Leadspace turnkey integrations — which already includes the likes of Salesforce, Marketo , Eloqua , HubSpot and others — is a significant step forward in our mission to revolutionize the way B2B Marketing and Sales harness and align their data.
  • AVITAGE  |  TUESDAY, SEPTEMBER 26, 2017
    [Lead, Sales] Sell, don’t market your way to success with new paradigm offers
    Too often this leads to direct failure. To address this reality, many B2B selling organizations are shifting from the traditional product sales model that focuses on features, benefits, pricing and discounting. They are adopting a value sales model. This sales approach focuses on creating value as much in how they sell, as what they sell. Marketing and Sales Strategy Sales Conversations Sales Effectiveness create opportunity sales prospecting
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