• NUSPARK  |  SATURDAY, MAY 27, 2017
    [Lead, Sales] Building a Marketing Technology Stack for Your Demand Generation Efforts
    Demand generation is about more than just delivering sales-ready leads for products or services. It’s the achievement of long-term market awareness and interest in your offering through the use of market research, brand positioning, industry trends and sales data. Marketing automation or lead nurturing. To achieve this, you’d need martech tools in each category listed above, that can usher leads to the next stage without losing value.
  • BIZIBLE  |  FRIDAY, MAY 26, 2017
    [Lead, Sales] Why Annual Planning In B2B Marketing Is Seriously Flawed, And How To Fix It
    For example: Paid search converts from a lead to opportunity at 8% on average. And leads from organic search convert at 6% on average. Average conversion rate does not tell marketers how many leads or opportunities they need to hit their revenue goal with great confidence or accuracy. Average conversion rate assumes all leads will convert at the same rate and this assumption is wrong. A revenue plan is a set of revenue targets with an accompanying plan to reach them.
  • CONTENTLY  |  FRIDAY, MAY 26, 2017
    [Lead, Sales] Why Marketers Abandon Their Content Strategies Too Soon
    ” Keeping your contacts in the loop can help you avoid conflict and it usually leads to them sharing the content on social when it’s complete, which gives you an advocate who can trust you. You are focused on the long game of building relationships with prospects and keeping them engaged over the sales cycle. Your sales team, on the other hand, is compensated for generating shorter-term revenue results.
  • LARGEREVRESPONSE B2B WHITE PAPERS  |  FRIDAY, MAY 26, 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
  • PUREB2B  |  FRIDAY, MAY 26, 2017
    [Lead, Sales] The GuidesFor Network
    Drive sales leads and sales opportunities directly to your conversion funnel. Blog B2B-Marketing Content-Marketing Content-Strategy GuidesFor Network Intent Marketing Lead-GenerationReach a targeted audience of technology buyers and access pre-buying decisions content through the GuidesFor Network. Find out how! Watch now! The post The GuidesFor Network appeared first on PureB2B.
  • KEO MARKETING  |  FRIDAY, MAY 26, 2017
    [Lead, Sales] Getting Started with ABM Marketing
    ABM marketing , or account based marketing , is an effective strategy for generating highly qualified sales leads. They are collaborating with their sales teams to create campaigns that will result in more and higher quality leads. If you are a mid-market or enterprise business, ABM marketing can revolutionize your marketing and sales processes. Ensure that the sales and marketing teams work together.
  • HUBSPOT  |  FRIDAY, MAY 26, 2017
    [Lead, Sales] 8 of the Top Marketing Challenges Marketers Face Today [New Data]
    According to our report , generating traffic and leads and p roving ROI are the leading challenges marketers face. 1) Generating Traffic and Leads. Generating enough traffic and leads was the top marketing challenge, according to the 2017 State of Inbound report. When it comes to creating content that produces enough traffic and leads, marketers should ask themselves two questions: Are you truly creating high-quality content -- the type of content people would pay for?
  • KAPOST  |  FRIDAY, MAY 26, 2017
    [Lead, Sales] Content and ABM: Key Learnings from the 2017 SiriusDecisions Summit
    Lead Nurturing Marketing Strategy Sales EnablementHave you heard of ABM? Sorry, dumb question. Better question: why is ABM so hot right now? This year’s biggest marketing buzzword got a lot of attention at this year’s. The post Content and ABM: Key Learnings from the 2017 SiriusDecisions Summit appeared first on Kapost Content Marketing Blog.
  • ACT-ON  |  FRIDAY, MAY 26, 2017
    [Lead, Sales] Inside Act-On: 10-Step Guide to Rebuilding Your Lead-to-Revenue Funnel
    Everyone in marketing and sales and on the executive team knows about the “lead-to-revenue funnel.” These stages increase revenue by allowing sales to focus on those individuals and accounts most likely to result in a closed/won deal and also those ready to engage with a salesperson. Efficient funnel stages also shorten sales cycles by enabling marketing and sales to more quickly and easily identify and remedy issues with a lead’s or a deal’s progression to closed/won status.
  • BULLDOG SOLUTIONS  |  THURSDAY, MAY 25, 2017
    [Lead, Sales] Leads are dead…and other pithy thoughts from #SDSummit17
    From the moment Terry Flaherty , SiriusDecisions Analyst, presented the next-generation demand waterfall and declared, “Leads are dead,” the theme for the year was in place. While the new model replaces leads, it’s not a new name for the same old thing. The next-gen demand waterfall recognizes the reality that complex BtoB sales, with high-average selling prices, are executed by teams of buyers. And with the Demand Unit comes the extinction of leads.
  • THE FORWARD OBSERVER  |  THURSDAY, MAY 25, 2017
    [Lead, Sales] The Critical Importance Of Lead Validation In Internet Marketing
    Are you a victim of fake leads? With lead validation, you can separate the signal from the noise and make more profitable marketing decisions. One of the most common of these blind spots exists buried in the data Internet marketers rely on for determining how successful their lead generation websites are in generating sales leads. Without a process in place to validate those leads, Internet marketers can find themselves relying on the wrong information.
  • KOMARKETING ASSOCIATES  |  THURSDAY, MAY 25, 2017
    [Lead, Sales] How To Utilize Facebook Remarketing Ads To Drive B2B Leads
    If you’re like most online B2B advertisers, you may not always find success in converting users to sign up and enter your sales funnel at first impression. While there are a number of successful new user acquisition strategies to implement and audience variations to test, Facebook remarketing campaigns tend to reel in leads at a higher rate and at a lower cost per. Target Website Visitors with Lead Gen Ads. Target Fans with Lead Gen Ads.
  • HUBSPOT  |  THURSDAY, MAY 25, 2017
    [Lead, Sales] How to Create a SMarketing Service Level Agreement
    At most companies, it can feel like marketing and sales are far from being on the same team. According to the 2017 State of Inbound report, fewer than half of marketers would describe their respective companies' Sales and Marketing teams as "generally aligned.". Here at HubSpot, we're lucky to have a strong, healthy relationship between marketing and sales. How to Create a Sales & Marketing Service Level Agreement. Aligning Marketing and Sales.
  • KEO MARKETING  |  WEDNESDAY, MAY 24, 2017
    [Lead, Sales] Effective Marketing Strategies for B2B Companies
    As a business to business (B2B) company, lead generation is an essential part of your marketing and sales strategy. Successful lead generations campaigns leverage effective marketing strategies that will draw prospects in and keep them interested in your offerings. As a general principle, the content must be valuable for your leads and demonstrate your expertise. Email marketing is an excellent way to reach your leads and customers directly.
  • 6SENSE  |  WEDNESDAY, MAY 24, 2017
    [Lead, Sales] Jewel, a CFO and 2,500 B2B Marketers Walk Into a Room…
    That type of skyrocketing growth is not something we often see in B2B marketing and sales. Some of us have sales cycles that take longer than Jewel’s rise to fame. But we soon learned that Jewel’s success was the result of many years of hard work leading to her tipping point. So, much like a sales cycle for B2B sales and marketers , building a music career took time. We lead less fulfilling lives. Not leads or prospects, not marketers or CFOs.
  • RADIUS  |  WEDNESDAY, MAY 24, 2017
    [Lead, Sales] Future Of B2B Marketing And Sales: 20 Experts Share Their 2017 Predictions
    These are marketing and sales leaders with a proven track record of driving scalable growth. B2B marketing and sales predictions from experts. Move the focus from leads to accounts, and cover the fundamentals of lead-to-account matching and analytics/metrics. Lead generation and a ‘net-new’ effort alone won’t cut it. Marketing and sales leaders will shift their focus from campaign execution and the question ‘what activity is planned next?’
  • HG DATA  |  WEDNESDAY, MAY 24, 2017
    [Lead, Sales] See How Intacct Improves Sales Focus and Close Rates
    Intacct began working with HG Data Technographics because it needed a way to prioritize a list of more than 70,000 for its sales team. With the visibility provided by HG Data, the Intacct sales team quickly identified ideal prospects (companies using legacy on-premise ERP systems), leading to some quick sales wins for its team. The result is a sales process that is much more targeted and keeps the sales team focused on the right accounts.
  • HUBSPOT  |  WEDNESDAY, MAY 24, 2017
    [Lead, Sales] How to Leverage User-Generated Content in Your Marketing Strategy
    The primary goal of owned media is to provide value to provide value through content marketing to generate and nurture leads. It helps build your community through social proof, and provides you with user-created value that leads to more opportunities for engagement. Everyone has their own opinions and experiences so this creates an unrivaled source of marketing expertise that makes the community extremely attractive for anyone looking to learn about sales/marketing.
  • LEADSPACE  |  WEDNESDAY, MAY 24, 2017
    [Lead, Sales] SiriusDecisions Demand Unit Waterfall: Why B2B Marketers Should Take Note
    To summarize, the whole essence of the “Waterfall” concept is a move away from a purely leads-focused approach to demand gen, in favor of something more sophisticated, strategic, and reflective of the realities on the ground for B2B sales and marketing. Engaged Demand: A member(s) of the demand unit responds to a marketing, tele or sales stimulus. What comes to mind when you think of waterfalls? Tropical rainforests? Niagara Falls? White water rafting? Well, not anymore!
  • VIEWPOINT  |  TUESDAY, MAY 23, 2017
    [Lead, Sales] What Should the Sales Close Rate Be?
    I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel. Sales isn’t qualifying down from 1000 marketing qualified leads to 14 sales qualified leads. None were actually leads.
  • THE POINT  |  TUESDAY, MAY 23, 2017
    [Lead, Sales] Beware the Siren Call of Pre-Qualified Leads
    There is a growing trend in the content syndication space, and among Cost Per Lead (CPL) programs in general, for media vendors to offer B2B clients the option of pre-qualified leads. Whereas typically, content syndication has meant acquiring leads, at a fixed cost, that are filtered by criteria such as job title, geography, and company size, now many publishers and other lead generation companies are adding the option of BANT criteria such as purchase timeframe.
  • LEAD LIAISON  |  TUESDAY, MAY 23, 2017
    [Lead, Sales] 3 Sales Tools I Wish I Had When I Was in B2B Sales
    Ladies and gentlemen, account executives, and sales reps everywhere, I salute you. I have tried my hand in business to business sales and could just never get a rhythm down. I love interaction and nurture, not chasing unqualified leads for months before they finally let me down. But you know, I’ve learned a few things here at Lead Liaison. Things that might have made my short sales career much longer, and much more profitable. . Now we’re talking leads.
  • TERMINUS  |  TUESDAY, MAY 23, 2017
    [Lead, Sales] Top 10 Account-Based Marketing Moments at SiriusDecisions 2017 Summit
    From May 16th to 19th, the industry’s brightest B2B marketing and sales professionals gathered in Las Vegas for #SDSummit. Recognition that sales generates leads, too. Two of our ABM Superheroes, Jodi Leblow and Peter Herbert from VersionOne, presented how they execute ABM at scale with their marketing and sales teams. Additionally, Brainshark gave out its book Sales Enablement For Dummies.
  • VIDYARD  |  TUESDAY, MAY 23, 2017
    [Lead, Sales] Chalk Talks: Using Video Analytics for Smarter Selling
    One of the keys to a successful sales team today is understanding as much as you can about your prospective buyers’ interests so you can send them tailored messaging and get a relevant and timely conversation started. Today, your sales team is probably tracking a bunch of data. That is the digital body language of your lead. And digital body language is important, because now you can prioritize the right leads, send them the right content, at the right time.
  • WEBBIQUITY  |  TUESDAY, MAY 23, 2017
    [Lead, Sales] Nine Winning Digital Marketing Strategies From The B2B World
    The results speak for themselves: it got Gigamon 1465 leads and a 43% rise in sales. Guest post by Cheryl Joy. According to recent research from Forrester, digital marketing spend in the US will reach $120 billion by 2021. Spread over paid search, video marketing, social media and other online channels , digital is expected to account for more than 46% of all advertising in the next five years.
  • ACT-ON  |  TUESDAY, MAY 23, 2017
    [Lead, Sales] 5 Assumptions That Sabotage Your Marketing
    Generate leads. B2B social media should include some element of lead generation. Include calls to action and lead-generating landing pages and forms that draw those who engage on social media into your sales funnel through offering gated assets, such as high-value reports, white papers, and e-books. Once you start capturing leads, you can easily track and calculate the value of your social media efforts. Most people make dozens of assumptions each day.
  • HUBSPOT  |  TUESDAY, MAY 23, 2017
    [Lead, Sales] 9 Reasons Your Marketing Agency's Retainers Aren't Bigger
    If you need some inspiration, follow the lead of Impact Branding , a HubSpot Diamond Partner who now gets more than a quarter million visitors to their site every month. Today, HubSpot is a full marketing and sales growth stack that makes it possible to execute a multi-channel marketing campaign. They are putting much of it into marketing and sales, or what they like to call it: customer acquisition. If for no other reason, do it for the leads.
  • ENGAGIO  |  MONDAY, MAY 22, 2017
    [Lead, Sales] SiriusDecisions’ New Waterfall and How to Operationalize it to Drive Demand at Key Accounts
    Inbound marketing was just taking off, and SiriusDecisions was among the first to recognize that sales can also generate leads, and first to stress the importance of teleprospecting. It became more important to focus on buying groups within an organization, and there was an imperative to shift from lead-centric to account-based thinking. To implement the new model, you must: Connect all the leads in your system to the appropriate accounts. Connect leads to accounts.
  • B2B LEAD GENERATION BLOG  |  MONDAY, MAY 22, 2017
    [Lead, Sales] How to Improve Lead Routing for More Sales
    Have you recently looked at your lead routing and assignment process? LeadData’s new report, The State of Lead Management , based on a survey of 527 B2B sellers and marketers found an average 25.5 % of marketing-generated leads get assigned to the wrong account owner. Over 25% of marketing-generated leads get assigned to the wrong person. LeanData also discovered sales and marketing leaders also have different opinions on lead follow-up effectiveness.
  • MODERN MARKETING  |  MONDAY, MAY 22, 2017
    [Lead, Sales] 5 Steps to Lead Nurturing Success
    Lead nurturing. Lead nurturing has emerged as a discipline helping prospective customers along a journey towards purchase, while building a relationship between them and your brand. What is lead nurturing? Lead nurturing focuses on educating qualified sales leads who are not yet ready to buy. The key to successful lead nurturing is to deliver content that’s valuable enough to keep your audience engaged. 5 Steps to Lead Nurturing Success.
  • HUBSPOT  |  MONDAY, MAY 22, 2017
    [Lead, Sales] 10 Job Interview Questions to Stop Asking Candidates
    This question could lead to an awkward answer that doesn't cast the candidate in their best light. The answer will reveal how they work dynamically and as a project manager -- useful traits for most marketing and sales teams. If you're hiring for a sales role, you should know: "Sell me this pen" has become such a frequently-asked question, it can be easily answered in a quick Google search before the interview. When I get a job interview, there's a lot to prepare.
  • ACT-ON  |  MONDAY, MAY 22, 2017
    [Lead, Sales] 7 Tips for Using Buyer Personas in Lead Nurturing
    Read on to learn seven tips for integrating buyer personas into a lead nurturing campaign: 1. So before building a lead nurturing program, figure out who you are trying to reach. This is especially important when employing an automated process, like lead nurturing. Your lead nurturing messages should explain how you will provide relief. You can research which pain points are plaguing your customers through interviews, surveys, or conversations with sales.
  • PUREB2B  |  SUNDAY, MAY 21, 2017
    [Lead, Sales] Sales Red Flags and How to Deal with Them
    So your marketing strategy has paid off big time, and now you’ve got a bunch of qualified leads. It’s time to send them along the sales funnel. However, there are red flags in the sales process you need to look out for before attempting to close a lead. If unnoticed, they might lead you to squander your time and resources on leads that simply aren’t going to convert. Sales agents are eager to get to yes.
  • HINGE MARKETING  |  FRIDAY, MAY 19, 2017
    [Lead, Sales] Persona Development for Professional Services Marketers
    A typical persona fits on a single page — though they can run multiple pages, too — and includes a fictional name and photo, title or job function, demographic information, common challenges, key messages, and any additional information that would help a marketer or sales professional customize a campaign or pitch an audience. But if you are speaking or writing to an individual or even a small group, a persona profile has the potential to lead you astray if you put too much faith in it.
  • KEO MARKETING  |  FRIDAY, MAY 19, 2017
    [Lead, Sales] Best Practices in B2B Account Based Marketing
    When done correctly, B2B account based marketing can result in more high-quality prospects, more closed leads and higher revenues for companies of any size. Collaborate with your sales team. B2B account based marketing is only effective when sales and marketing teams work hand-in-hand. The ABM strategy is sequenced and coordinated between marketing and sales for maximum impact. Marketers take prospects through the sales funnel, and salespeople convince them to convert.
  • DISCOVERORG  |  FRIDAY, MAY 19, 2017
    [Lead, Sales] How Data Proliferation Evolves Sales and Marketing
    This poses a conundrum for some buyers, who now have to choose between privacy and relevance – but the data democracy is a boon for sales and marketing. This piece focuses on two key takeaways from the larger study, How Data is Democratizing Growth and Driving Disruption, 15 Lessons from High-Growth Companies Winning with Sales Intelligence , by Justin Withers. Empower Your Sales Team Get A Free Sample of Our Data. Everyone collects data these days.
  • SHARPSPRING  |  FRIDAY, MAY 19, 2017
    [Lead, Sales] Clean Customer Data: Getting Your Sales and Marketing in Sync
    You know the story: Marketing and sales teams are notoriously pitted against one another. Marketing complains it doesn’t get enough feedback from Sales. Sales complains Marketing passes over bad leads. Your marketing team may be using Sharpspring to send out targeted email campaigns to help nurture prospects, while your sales team has another platform to help funnel leads through the sales pipeline. Company Blog Data Integration Sales
  • MODERN MARKETING  |  FRIDAY, MAY 19, 2017
    [Lead, Sales] How to Launch a Customer-Centric Sales Strategy
    However, in the constant drive for sales and profitability, companies sometimes forget who ultimately pays the bills. The companies that will win today are those that let their customers lead the way. How to Let Customers Lead Your Sales Strategy. Today, we’re focusing on one part of the customer-centric equation — sales. So a customer-centric sales strategy starts with talking to customers.
  • EMEDIA  |  THURSDAY, MAY 18, 2017
    [Lead, Sales] Channel Campaign Timing: The 4th Dimension of Demand Generation
    But let’s just focus on three that most B2B marketing and sales teams use and consider how to best time their implementation within the channel mix. Push your offer by email to your list, then have an inside sales or business development rep (BDR) follow-up by phone as part of the overall nurture process. B2B companies frequently broaden this multi-channel outreach plan into a full-fledged lead nurturing process for all but the hottest leads.
  • ENGAGIO  |  THURSDAY, MAY 18, 2017
    [Lead, Sales] The Top 10 Secrets for Sales and Marketing Alignment From the Pros
    One of those foundational pieces is sales and marketing alignment. That’s why we’re hosting Aligned ‘17 , the biggest virtual B2B conference dedicated 100% to aligning sales and marketing teams. We’re talking with some of the brightest leaders in sales and marketing to talk about the strategies and tactics they’re using to drive alignment and fuel growth. Deploy Empathy for Sales and Marketing to Understand Each Other. CEO, Sales For Life.
  • CONTENTLY  |  THURSDAY, MAY 18, 2017
    [Lead, Sales] The New Demand Waterfall, and Other Next-Level Marketing Insights You Need to Know
    The waterfall is basically the funnel on steroids—a much more sophisticated way of thinking about lead management. This, in turn, boosts sales efficiency and enables you to measure conversion rates more effectively. We know that most B2B buyers conduct extensive research before raising their hand and becoming a lead. We know that less than 10 percent of our potential market is going to raise their hand and become a lead.
  • BIZNOLOGY  |  THURSDAY, MAY 18, 2017
    [Lead, Sales] Why most B2B social media programs fail to generate real leads
    If I looked at your profile or that of your CEO or top sales people or thought leaders would I see status updates–usually in the form of automatic posting of blog articles? Here’s some reality: you’re not going to generate many leads this way , and you’re missing a big opportunity–especially on LinkedIn. Why brand maintenance doesn’t generate leads. Most B2B LinkedIn programs don’t generate leads because they’re too passive and lack key components that lead to real results.
  • THE ROI GUY  |  THURSDAY, MAY 18, 2017
    [Lead, Sales] Gartner: Are Your Ready for More Buyers and the IT to Business Shift?
    Back in the day, technology purchase decisions were more complex and as such, IT used to own the majority of the budget and lead almost all of the decision making process. Nearly 3 in 4 of today’s enterprise purchase decisions aren’t driven by IT, but from C-level executive management or the business unit taking the lead. More stakeholders than ever are engaged in enterprise buying decisions.
  • VIDYARD  |  THURSDAY, MAY 18, 2017
    [Lead, Sales] Chalk Talks: Generate More Leads with Video
    Online video content has become the best way to tell your story, but it’s also become the most effective way to generate new leads and to qualify your prospects. The second is once they’ve come inbound, identifying those leads and offering them something that they’re willing to give up their information for, and finally, once they’re a known, identified lead, is nurturing and educating them to get them ready to be handed off to sales.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, MAY 18, 2017
    [Lead, Sales] How often should I blog? Five steps to answering the question
    For many businesses, that might be increased sales or leads but that’s not the only possible benefit. One of the questions I am asked most often is “how often should I blog?” ” So let’s get into that one today. I’ve seen a lot of studies declaring optimum posting schedules but like everything in marketing, the answer is, “it depends.”
  • ACT-ON  |  THURSDAY, MAY 18, 2017
    [Lead, Sales] The Modern Marketer’s New Executive Dashboard with Matt Heinz
    Matt is president and founder of Heinz Marketing, B2B marketing and sales acceleration firm. 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.
  • B2B MARKETING INSIDER  |  THURSDAY, MAY 18, 2017
    [Lead, Sales] 7 Creative Ways to Generate More B2B Leads
    Many businesses spend a great deal of time and resources on lead generation. This is completely understandable since, without a consistent influx of new leads, a business simply can’t grow. So marketers go out and invest in proven tactics that drive prospects towards your brand’s sales funnel: Email Marketing – It’s got the best ROI. The post 7 Creative Ways to Generate More B2B Leads appeared first on PureB2B.
  • LEADSPACE  |  THURSDAY, MAY 18, 2017
    [Lead, Sales] How Marketo Unleashed Their Demand Gen Potential
    As one of the world’s leading marketing software companies, Marketo’s sales and marketing teams are among the best in the business. On the one hand, their own enormous sales and marketing databases were proving difficult to manage. Building an effective lead generation strategy requires top-notch intelligence, and an uncompromising quality and coverage of underlying sales and marketing data.
  • DISTRIBION  |  WEDNESDAY, MAY 17, 2017
    [Lead, Sales] DSA Annual Meeting 2017: 5 Can’t Miss Events
    Catch DSA President Joseph Mariano as he moderates a discussion between Traci Lynn Jewelry’s Founder and Chief Executive Officer Traci Lynn Burton, Mary Kay’s President and Chief Executive Officer David Holl, Amway’s Chief Sales Officer John Parker and Direct Selling Education Foundation’s Chairman Dave Wentz on their perspectives.
  • LEANDATA  |  WEDNESDAY, MAY 17, 2017
    [Lead, Sales] Half Your SDR Team Left for Coachella! A Checklist for When Reps Are Away
    Hard-working sales reps need time away from the job. In a perfect world, vacation time gets spaced out evenly on a sales team. The joke around Coachella is that SDR organizations in San Francisco and Los Angeles disappear that week, and typically they’re working a little slow the week after because there’s a residual effect,” said Pete Kazanjy, the founder of the Modern Sales Pros community for Sales Operations. Lead Triage: All leads are not created equal.
  • KOMARKETING ASSOCIATES  |  WEDNESDAY, MAY 17, 2017
    [Lead, Sales] Report: Strategy Effectiveness Tied to Sales and Marketing Alignment
    New research suggests that marketers are fairly confident in their existing strategies, and they are working closely with sales to achieve their objectives. Out of all of the marketers surveyed, nearly half (44 percent) also said that their marketing team was generally aligned with sales, and 22 percent said they were tightly aligned. Eighty-one percent of respondents who said their sales and marketing teams were tightly aligned claimed that their marketing strategy was effective.
  • BULLDOG SOLUTIONS  |  WEDNESDAY, MAY 17, 2017
    [Lead, Sales] Adapting and Reinventing: Oracle MCE2017 Recap
    Rethink what you send to Sales. Defining a Modern Marketing Metric: the CoRe MQL (a Conversation Ready lead). Ewart explained he has been transitioning from sending Sales all Marketing Qualified Leads (MQLs) to only sending Conversation Ready (CoRe) MQLs as defined in the slide shown above. Not only did their conversion rate and velocity data support Ewart’s move, but so did Oracle’s Sales team as they saw the quality of leads improve.
  • HG DATA  |  WEDNESDAY, MAY 17, 2017
    [Lead, Sales] Katie Bullard Talks Data Quality, ABM, & Triathlons
    DiscoverOrg has been a pioneer in the sales and marketing intelligence software industry since 2007. There are a number of sales intelligence companies – what sets DiscoverOrg apart and has helped in its tremendous growth over the past 10 years? Our founder, Henry Schuck, has said the original vision behind DiscoverOrg was based on his recognition that people were spending good money on bad sales intelligence data, and he didn’t think that should be acceptable.
  • B2B MARKETING INSIDER  |  WEDNESDAY, MAY 17, 2017
    [Lead, Sales] How to Obtain Better B2B Marketing Leads Without Wasting Money
    When it comes to obtaining qualified B2B marketing leads, many B2Bs face an all-too-common challenge: their sales and marketing teams fail to jive. One major area of discord between the two groups stems from their disagreement about who (or what) makes the “ideal” B2B marketing lead. Sales teams often blame marketing for providing them with “lousy” […]. Sales Alignment B2B B2B Marketing Inbound Marketing marketing strategy social media marketing Strategy
  • PUREB2B  |  WEDNESDAY, MAY 17, 2017
    [Lead, Sales] Why Quality Leads are Expensive
    Getting more leads at a lower cost is always at the top of lead generation objectives, especially for startups and small businesses. In fact, a HubSpot survey revealed that 65% of B2B marketers claim that generating traffic and leads is their top priority. While generating a high volume of leads is a good thing, it doesn’t necessarily translate into sales and revenue. But in reality, quality sales leads don’t come cheap. Leads are leads, yes.
  • ACTIVEDEMAND  |  TUESDAY, MAY 16, 2017
    [Lead, Sales] Smart Agencies are Investing in Technology
    This is surprising, because they do share very important common goals – engage the client, produce valuable content, make conversions (or sales), establish ROI. ActiveDEMAND is an integrated marketing automation platform designed specifically to help businesses generate more leads. Investing in Technology for Smart Agencies.
  • VIEWPOINT  |  TUESDAY, MAY 16, 2017
    [Lead, Sales] Looking to enhance sales lead performance? Put process before technology.
    When it comes time to exploring how you can increase lead generation ROI, that is, produce better leads more cost effectively, move "technology" to the bottom your to-do list. So start by engineering your processes to focus on lead quality not quantity. Then implement the workflow that encourages both sales and marketing to be acccountable for their role in revenue generation. That is, by not using a cost-per-lead metric.)
  • CONTENTLY  |  TUESDAY, MAY 16, 2017
    [Lead, Sales] Mozilla’s CMO on Lazy Marketers, Battling Trump, and the Future of the Open Web
    We still care about growth, which has leading indicators for us. And it’s not like sales-pitch content, it’s content that’s relevant to the audience and the concerns of the conscious user. Five years ago, Jascha Kaykas-Wolff sat in a board room, wondering if he’d wasted his life as a marketer. Every time he took a new job, he was filled with the promise of making a positive impact on the world.
  • 6SENSE  |  TUESDAY, MAY 16, 2017
    [Lead, Sales] The Next-Generation CMO’s Revenue-Driven Approach to Marketing
    Buyer visibility impacts every aspect of marketing and sales. Without insight into who your buyer is, what their needs are and what their journey looks like, marketing and sales must expend far more resources to get meaningful results. When I joined Box, one of my top initiatives was to build out a marketing tech stack that would not only improve personalization and lead management, but also help us predict and engage the right prospects at the right time.
  • KOMARKETING ASSOCIATES  |  TUESDAY, MAY 16, 2017
    [Lead, Sales] 8 Core Benefits of B2B Content Marketing
    An effective B2B content marketing strategy will entice prospects and customers to click into your site without a sales pitch being the driving force. In fact, it’s been reported that while “content marketing costs 62% less than outbound marketing, it generates more than three times as many leads.”. Many of us have seen the impressive numbers around B2B content marketing usage.
  • SNAPAPP  |  TUESDAY, MAY 16, 2017
    [Lead, Sales] Why Events Still Matter in a Snapchat World
    I also tend to be a bit too matter-of-fact for a good sales pitch. But this trip reminded me that it’s not always about the immediate return, that directly tangible result we see from other marketing channels via leads forms submitted. At SnapApp, we’re just about at the end of our seemingly nonstop spring event season.
  • LEADSPACE  |  TUESDAY, MAY 16, 2017
    [Lead, Sales] How To See Through Your Sea Of Data — And Find Your Ideal Customers
    Among the most perplexing challenges facing demand gen marketers — and B2B marketing and sales more generally — is the difficulty seeing your customers through a never-ending mass of data, which only keeps growing. Related: 5 Ways Your Sales Funnel Will Suffer If You Don’t Know Your Audiences. The simple fact is that modern B2B marketers and salespeople are both expected to have a holistic picture of both the leads and accounts they’re dealing with.
  • TERMINUS  |  TUESDAY, MAY 16, 2017
    [Lead, Sales] Chronicles of an ABM Superhero: VersionOne Drives 2x More Sales Opportunities with Account-Based Marketing
    Historically, the bulk of their marketing efforts were focused on generating inbound leads, which proved to be neither effective nor scalable. They have found that Terminus helps with driving accounts through the marketing funnel to generate more high-quality sales opportunities as well as accelerating their sales cycle to close deals faster. 2x more opportunities created and sales appointment made for accounts targeted by ABM.
  • EXO B2B  |  TUESDAY, MAY 16, 2017
    [Lead, Sales] 6 tips for a successful Facebook ad
    Facebook has become an indispensable platform for generating traffic, leads, and sales through paid advertising, just like the very famous, Google Adwords. In addition to the great configuration of your campaign, it’s the content of your Facebook ad that will make all the difference in the eyes of the web surfer and, that will push them to make the famous conversion (visit, buy, subscribe, register, download …) you are looking for.
  • VERTICAL RESPONSE  |  TUESDAY, MAY 16, 2017
    [Lead, Sales] Email automation 101 [INFOGRAPHIC]
    Promoting an in-store event or sale? Sending timed, automated messages to your customers not only streamlines your workflow, but it has also been shown to increase leads and conversions. One of the key reasons why email marketing is such a vital tool for your business’ success is because it provides you with a direct line to your customers. Launching a new product or service?
  • MODERN B2B MARKETING  |  TUESDAY, MAY 16, 2017
    [Lead, Sales] 3 Mistakes Field Marketers Make (And, How to Avoid Them)
    You should see yourself, and attain visibility for yourself, as a true partner of your sales organization. Here at Marketo, our field marketing is responsible for the creation and development of demand through a combination of business processes, integrated marketing campaigns, and sales tools/programs. Neglecting to Speak “Sales”. But, learning the terms that your sales partners use is extremely important. Author: Stacey Thornberry We all make mistakes. Really.
  • VIDYARD  |  TUESDAY, MAY 16, 2017
    [Lead, Sales] Chalk Talks: Personalizing Video for Your Sales Outreach
    And smart salespeople know that video isn’t just engaging – it’s also one of the easiest ways you can add personalization to your sales cadence. I’m a Sales Development Manager here at Vidyard! In this Chalk Talk episode, we’ll talk about the state of prospecting today and how video – specifically, personal video – is going to enable your sales team to get into more sales conversations and ultimately build more pipeline for your organization.
  • WEBBIQUITY  |  TUESDAY, MAY 16, 2017
    [Lead, Sales] The 28 Best Miscellaneous Online Tools for Marketers
    Inkit enables direct marketing and sales professionals to send (postal) direct mail pieces as easily as sending an email. Automate mailing based on a variety of parameters including holidays, company events or milestones, and lead status changes. 45: The Eight Best Online Tools for Sales Professionals. #46: Welcome to the 47 th , and final (for now at least) post in the Best Online Business Tools series.
  • HUBSPOT  |  TUESDAY, MAY 16, 2017
    [Lead, Sales] State of Inbound 2017: Your Go-To Business Report for Marketing and Sales Research [New Data]
    Generate more traffic, more leads, more customers. That's always been the purpose of marketing and sales. That's why we produce the State of Inbound research report each year: to help you stay up-to-date on all the marketing and sales changes that matter for your business. 31% of executives believe that there's tight alignment between their marketing and sales teams, but only 17% of both managers and individual contributors agree. Inbound Marketing Inbound Sales Dail
  • HUBSPOT  |  TUESDAY, MAY 16, 2017
    [Lead, Sales] How to Leverage Social Intent Data in Your Next Nurturing Campaign
    At this point, marketing automation platforms have enabled us to nurture leads, and personalize our emails, website content and ads based on the data we've collected. If the only actions you're tracking are email clicks, webpage visits and other engagements with your company , you are only tracking leads that are "in-market", or actively in the buying process. According to Corporate Executive Board , prospects have made 60% of their buying decision before talking to a sales rep.
  • KEO MARKETING  |  MONDAY, MAY 15, 2017
    [Lead, Sales] KEO Marketing Wins Five 2017 American Business Awards Company wins for Website Design and Outbound Marketing
    Targeted LinkedIn Campaigns Go Viral Generating Expectation Breaking Leads in the Viral Marketing Campaign of the Year. It creates and implements innovative strategies to help clients dramatically increase leads and sales. PHOENIX, Ariz., May 16, 2017 – KEO Marketing, Inc announced today that it won five 2017 Stevie Awards from the American Business Awards℠.
  • RADIUS  |  MONDAY, MAY 15, 2017
    [Lead, Sales] 5 Reasons You Should Not Visit The Radius Booth At SiriusDecisions Summit
    Amassing a large number of leads are a thing of the past. Most marketing departments struggle to find that 20% of leads that are going to drive 80% of their revenue. Your marketing and sales teams operate on a higher level of insights – getting real-time information about your customers, top opportunities, and market potential. Your team consistently boosts marketing and sales ROI – targeting the right customer segments and connecting with them effectively.
  • DISCOVERORG  |  MONDAY, MAY 15, 2017
    [Lead, Sales] A State by State Review: Gender Diversity in the Executive Suite
    I’d confidently say that most CEOs and Boards would be happy if they could point to these results consistently at quarterly board meetings: – Better financial performance. – Higher return on sales. – Higher return on equity. – Higher operating results. – Lower corporate fraud. – Increased collective intelligence. – Increased innovation. – Reduced conflict.
  • HINGE MARKETING  |  MONDAY, MAY 15, 2017
    [Lead, Sales] Personal Branding Strategy: A Roadmap for Professionals, Experts and Executives
    You will be a teacher first and sales person a distant second. To turn web visitors and blog readers into leads, you’ll need to offer them something that’s compelling enough they will provide their name and email address in exchange for it. Have you ever wondered why certain individuals in your field rise out of nowhere to national prominence? These experts get all the media attention, deliver keynotes at top conferences and attract the best clients.
  • KEO MARKETING  |  MONDAY, MAY 15, 2017
    [Lead, Sales] Trends in B2B Marketing Strategy for 2017
    Let us take a look at some of the ways you can enhance your business to business marketing strategy this year to attract more customers and effectively guide them through the sales funnel. In 2016, 47% of B2B buyers looked at three to five pieces of content before they decided to engage with a sales rep. Relevant content can draw in your target audiences, demonstrate your ability and thought leadership to them, and lead them to give your business a try.
  • ENGAGIO  |  MONDAY, MAY 15, 2017
    [Lead, Sales] Regardless of Your Strategy, Why Marketing Orchestration is the Way to Go
    For example, many marketing organizations generate MQLs, MQAs, or in some case meetings, then they pass them over to Sales. Your team did all the right things, presented in front of the sales team on strategy, and even got input on target accounts from the sales team – yet progress seems slow. For this event to be successful, it requires heavy sales involvement. Did sales send the invites on time? How are these hot leads and accounts followed up on?
  • LEAD LIAISON  |  MONDAY, MAY 15, 2017
    [Lead, Sales] Social Media and Brand Awareness
    We’ve talked about brand awareness several times on the Lead Liaison blog, but today we’ll be talking about the relationship between social media and brand awareness. Remember, the goal with your social media is brand awareness – not immediate sales. If done properly, that brand awareness will lead to increased trust, which leads to increased sales. Interested in how Lead Liaison helps you manage your social media presence?
  • INTEGRATED B2B  |  MONDAY, MAY 15, 2017
    [Lead, Sales] Build a great B2B corporate website: a model for aligning strategy with content
    For example, if your company has a growth strategy based on penetrating new markets, you will need a lead generation focus. So your website needs to be created to attract and convert leads. If you have sufficient sales and customer support resources, your website should also allow and encourage one-to-one interaction with these resources. Communications about products and services will typically involve contributions from Sales, Marketing and Product Development.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, MAY 15, 2017
    [Lead, Sales] Does corporate storytelling work? Some mega-brands say no.
    The company was able to cite a dramatic increase in awareness, audience, brand loyalty, and sales due to the energetic content site. The structure of the program – especially the role of the lead ambassadors, devolved from four, to one, who is now more of a community manager instead of a true lead ambassador. Originally, the leads were encouraged to talk about anything that was going on in their lives. By Mark Schaefer.
  • HUBSPOT  |  MONDAY, MAY 15, 2017
    [Lead, Sales] Account-Based Marketing vs. Inbound Marketing: 4 Common Questions Answered
    Having the right context on your potential buyers and the pain points they’re looking to solve helps you in the following areas: Tight sales and marketing alignment. There are many natural points within the ABM process that foster a closer relationship between Sales and Marketing. Each team needs to work together to achieve company goals, and ABM brings marketers closer to Sales' thinking -- typically focused on accounts instead of leads.
  • ACT-ON  |  MONDAY, MAY 15, 2017
    [Lead, Sales] Optimize Your Content for Inbound Marketing: Part 2
    Niche searchers can equal pre-qualified leads. Although long-tail searches yield smaller click volumes, they often result in higher lead volumes. This is because specialized (long) search queries tend to be from individuals who are further along in their decision-making process and, by extension, farther down the sales funnel. This is a pretty prescriptive edict, but if lead generation is your goal, it’s hard to beat the response rates from a free guide.
  • PUREB2B  |  MONDAY, MAY 15, 2017
    [Lead, Sales] Are Chatbots the Next Big Thing in Lead Generation?
    The search for the next innovation in lead generation is an epic ongoing quest. Which has recently led marketers to ask the next inevitable question, “Can chatbots get me leads?”. Now that you know the types of chatbots, there’s still an important question that needs to be answered: “ Will these chatbots get me more leads? ” How Chatbots Can Help With Lead Generation. Think about your primary digital lead generation channels for a second (i.e.,
  • TERMINUS  |  FRIDAY, MAY 12, 2017
    [Lead, Sales] Chronicles of an ABM Superhero: Localytics Improves Pipeline Efficiency by 140%
    With account-based marketing, Localytics was able to 2x the amount of sales pipeline generated for every marketing dollar spent. Before implementing account-based marketing (ABM), the Localytics marketing team was focused heavily on generating SMB leads to fill their pipeline, but VP of Demand Generation Lisa Skinner believed they could generate pipeline more efficiently. Addressing Marketing and Sales Challenges. Added Bonus: Marketing and Sales Alignment.
  • BIZIBLE  |  FRIDAY, MAY 12, 2017
    [Lead, Sales] Why Are B2B CMOs Still Using Excel As Their Marketing Planning Tool?
    But for the most part, when we talk about tech stacks and the growth in technology vendors, we’re talking about technologies for the practitioners of the organization—the email marketing specialist, the paid media manager, the sales enablement manager, etc.—not With the growth in marketing attribution, more and more marketing organizations have granular data, connecting specific marketing activities to key metrics like leads, opportunities, and revenue.
  • BIZNOLOGY  |  FRIDAY, MAY 12, 2017
    [Lead, Sales] Silos are for farms, not content marketing teams
    You should consider this in your own sales and marketing, whether digital or traditional. Sales and marketing should work together. 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.
  • MODERN MARKETING  |  FRIDAY, MAY 12, 2017
    [Lead, Sales] What is Dark Data and What Does It Mean for Marketers?
    Anyone can grab data from anywhere, collecting leads and contact information as well as competitor insights. Determine what type of data you need to leverage that to help your business in strategic ways related to the customer experience, marketing, and sales efforts. Although dark data sounds ominous or potentially illegal, it’s neither. However, dark data is something you need to be aware of and be prepared to address it.
  • MODERN B2B MARKETING  |  FRIDAY, MAY 12, 2017
    [Lead, Sales] What Can You Buy With A MQL?
    > At the Marketing Nation Summit, I had the pleasure of listening to Matt Heinz, President of Heinz Marketing , discuss a very real marketing problem: we talk about MQLs (marketing qualified leads), tweets, impressions, and other marketing metrics but, let’s be honest, you can’t buy a beer (or anything else) with any of those! Some marketers are so dialed-in to lead flow, they can control it like water exiting a fire hydrant. Marketing is a sales development team.
  • EMEDIA  |  THURSDAY, MAY 11, 2017
    [Lead, Sales] 3 Quick Takes: Email Best Practices for B2B Marketers
    The week is winding down and you should already be scheduling your next email campaigns to leads and prospects. Are you using empathetic writing instead of sales language? 3 Quick Takes: Email Best Practices for B2B Marketers. But before you push send, take a couple of minutes to make sure you follow these email best practices: Keep Your Data Clean. In order to learn from your content, your audience has to receive your email in the first place.
  • VIEWPOINT  |  THURSDAY, MAY 11, 2017
    [Lead, Sales] Sales Lead Generation: Saving Money – Killing Performance
    PointClear was recently given a verbal approval for a pilot program by the SVP of Sales for a technology solutions provider. Then we got turned over to sales operations and purchasing (supposedly a formality). The point is, not all sales lead generation firms are created equal, just as not all houses are the same. Instead of highly qualified sales leads, our would-be client will end up with the equivalent of 8’ popcorn ceilings.
  • RADIUS  |  THURSDAY, MAY 11, 2017
    [Lead, Sales] 5-Step Guide For Driving Revenue Through Field Event Marketing
    Preparing your prospects and sales teams for the event. 1) Setting the stage for Sales. For example, about a month before the Marketo conference this April, we met with our sales and SDR teams to set goals and KPIs for the event and the weeks leading up to it. To drive these in-person meetings, we also gave our sales teams incentives – top performers could win a new iPhone, Ray Ban glasses, or various gift cards.
  • TERMINUS  |  THURSDAY, MAY 11, 2017
    [Lead, Sales] How to Define Buyer Personas for Account-Based Marketing (ABM)
    Buyer personas are overviews of the people you engage with directly during the sales process. They are used to guide your sales, marketing, and customer success teams throughout the buyer and customer lifecycle. In this new era of B2B marketing and sales, everyone is focused on accounts rather than leads. So if leads are no longer a central focus, do buyer personas still matter? What is a Buyer Persona?
  • BIZIBLE  |  THURSDAY, MAY 11, 2017
    [Lead, Sales] Aligning To Revenue: A Complete Marketing Planning Process
    Further, marketers can be left out of the planning process if leads and clicks are all they can report. In order to achieve the best results follow this marketing planning process: Gather corporate, sales and product goals. Set marketing priorities, aligning them to corporate goals based on time-to-impact and team (sales, product, and customer success). Assist sales, product, and success teams if targets are not being met ( list of channels/tactics ).
  • THE ROI GUY  |  THURSDAY, MAY 11, 2017
    [Lead, Sales] Interactive Content for Account Based Marketing (ABM) and Selling (ABS)
    Unfortunately, sales and marketers are leveraging the same old one-size-fits-all traditional white papers / content in reach-out / nurturing campaigns, and stale company / product-centric pitches to power sales conversations. There is likely a content and conversation gap in your ABM and ABS program that you need to address, with the current content leading to less than successful connections and engagements.
  • VIDYARD  |  THURSDAY, MAY 11, 2017
    [Lead, Sales] Chalk Talks: Measuring the Performance of Your Video
    We’re living in a data-driven marketing and sales world, and there’s an expectation that you’ll have the insights you need to not only justify your investments but to understand what’s working, what’s not, and how to continuously optimize your results. And how is it helping you deliver real business impact, whether that be leads, pipeline revenue, or other forms of metrics? And finally, account-based marketing, and sales enablement.
  • HUBSPOT  |  THURSDAY, MAY 11, 2017
    [Lead, Sales] The Best Advice for Marketers in 2017: Insights from 11 Experts
    Stubbornly clinging to cherished notions and personal darlings rarely leads to insight or better results.". Learn real data science so that your experiments lead to the right conclusions with the minimum input. It also teaches you the core concepts of marketing such as target market, value props, positioning, persuasion, sales, and so forth. Don Draper wouldn’t know what hit him.
  • LEADSPACE  |  THURSDAY, MAY 11, 2017
    [Lead, Sales] 5 Ways Your Sales Funnel Will Suffer If You Don’t Know Your Audiences
    But as with any martech solution, having the right technical tools is only half the story: successful implementation requires a clear understanding of the problem itself, along with how and where it needs to be addressed at each stage of the sales funnel. Enhancing — or hindering — your entire sales funnel. On the flip-side, focusing your marketing in this way will optimize every aspect of your lead generation. Prioritizing the wrong leads.
  • PUREB2B  |  WEDNESDAY, MAY 10, 2017
    [Lead, Sales] What Demand Marketing Really Means
    There are numerous B2B marketing concepts that we’re all saturated with and engrossed in—from lead generation to lead nurturing to conversion acquisition and the actual sales process. Demand captures the umbrella of marketing and sales programs that get people enthusiastic enough to make them eager to learn more about your product, and eventually, realize its significance in their lives. Demand Creation vs. Demand Generation vs. Lead Generation.
  • HG DATA  |  WEDNESDAY, MAY 10, 2017
    [Lead, Sales] Combining Purchase Intent & Technographics for Better Targeting
    HG Data and TechTarget have teamed up to provide sales and marketing teams with a way to seamlessly access both tech install and real purchase intent data in one platform. The partnership between our companies means that HG Data’s industry leading technographics are now integrated into TechTarget’s Priority Engine platform. Prioritizing specific accounts showing inbound demand as well as for outbound account-based marketing and sales programs.
  • KEO MARKETING  |  WEDNESDAY, MAY 10, 2017
    [Lead, Sales] Online Marketing Strategies of Successful Companies
    Then, you will be able to attract your target audience and generate more sales. You will need to do the same if you want to reach your leads and customers and cut through all the noise. There is no silver bullet for success in marketing. However, one effective method for planning your campaigns is to look at what has worked for others. When creating your online marketing strategies , you should see what accomplished companies have done and how they got there.
  • TELEVERDE  |  WEDNESDAY, MAY 10, 2017
    [Lead, Sales] Work smarter, not harder at SiriusDecisions Summit 2017
    4:45pm Domo Gains Control of Lead Development & Attribution. As a global sales and marketing leader, Televerde knows the value of strategy and alignment built on best practices. Events case studies case study company growth demand gen global demand gen lead attribution Lead Generation omnichannel omnichannel selling sales and marketing success SiriusDecisions sponsor televerde
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