Anything Goes Marketing

OCTOBER 21, 2007

Automated Lead scoring is a term that many in the B2B world are familiar with. Essentially, you take the typical manual lead qualification process that a sales rep or call center does over the phone to find the best leads and let technology do this for you. Can you apply this same concept to customers?

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Lead Scoring Lead Ranking Sales Qualified Leads Lead Qualification 100

Anything Goes Marketing

MARCH 18, 2007

The problem is that you may be losing high quality leads from executives who are interested in signing up for a webinar but just don't have the time to fill out a huge form. How do you Increase Conversions yet Ensure that the Leads are Qualified? The other item to keep in mind is to look at leads as if you were applying for a job.

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Lead Qualification Landing Pages Sales Qualified Leads Lead Scoring 100

Anything Goes Marketing

SEPTEMBER 6, 2010

This post will provide tips for sales professionals and marketers to get the most out of LinkedIn so you can stay on top of your customers and prospects and. Here is a snippet from that post: If you haven’t logged into LinkedIn these days, it’s time to get back in there and see some of the cool stuff that is now available.

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Linkedin Lead Generation Tips Generation 100

Anything Goes Marketing

AUGUST 26, 2006

How are B2B companies generating leads these days? I found a great blog on of these lead generation methods that focuses on white papers. Tags: B2B lead generation blogging. There are many methods - trade shows , contact us forms, webinars , you name it. This is something that I might experiment with.

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Paper Lead Generation Generation Leads 100

Anything Goes Marketing

OCTOBER 3, 2006

Are people not hitting "Contact Sales" once they get to your site from a search ad? It basically explains that when people are at the beginning of the sales cycle, they're just looking for information so provide people a way to sign up for your newsletter or a link to a whitepaper. What do you do? What is Your Strategy?

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Paid Search Agency Lead Generation Generation Leads 100

Anything Goes Marketing

OCTOBER 1, 2006

This post focuses on using blogs for lead generation. As a disclaimer, my blog's purpose is NOT for lead generation. By lead generation I mean very simply: "generating new prospects that will buy your products or services". The question is: "How do you translate your regular readers into real leads?"

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Anything Goes Marketing

JUNE 22, 2008

Throughout my journeys much of the conversation comes back to generating a higher quantity of leads from the web that are of better quality. Therefore ensure that you have a call to action on every page to engage new visitors and turn them into leads that you can market to. It's been a very busy month with lots of travel thrown in.

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Landing Pages Leads Lead Marketing Qualified Leads 100

Anything Goes Marketing

NOVEMBER 29, 2006

Using Chat for Lead Generation When I clicked on IBM's chat button, I was told that no one was online. Besides having your web visitors initiate the chat session, what if you're sales reps were the ones that started the chatting (hey, it doesn't take much)? The possibilities with chat are endless for B2B lead generation.

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Anything Goes Marketing

AUGUST 28, 2006

The more you put the onus on the web user to decide if their request is sales or support related, the less leads your website is going to generate for you. Chad H Tags: lead generation , clickz , web design , business blogging. Has anyone tried this?

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Lead Generation Contacts Generation Leads 100

Anything Goes Marketing

MAY 17, 2009

At some point I would like to come back to each category and focus on them specifically but for now, here is some organized Twitter talk for y’all – enjoy it: Sales and Marketing Alignment jblock : Only 32% of sales and marketing orgs work together to define programs for existing customers.

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B2B Marketing Work Management Trends Lead Ranking 100

Anything Goes Marketing

NOVEMBER 15, 2009

lauraramos : #EE09: Tony Jaros of Sirius Decisions talks about the gap in marketing skills, not the technology or relationship with sales. lauraramos : #EE09: 1: Sales engagement means taking in sales language: what do we contribute to the pipeline, how many sales accepted oppty do you need? rhonda : @pteshima #EE09 ?'s

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Eloqua Twitter Sales Management Lead Ranking 100

Anything Goes Marketing

NOVEMBER 16, 2008

It's been proven that archived webinars can generate more leads then the actual live event. Reuse all of your marketing materials in your lead nurturing efforts. Having the right content for automated lead nurturing programs can be the most difficult part of a lead nurturing campaign. Reuse (and abuse) your whole company.

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Lead Ranking Top of Funnel RSS Lead Nurturing 100

Anything Goes Marketing

FEBRUARY 21, 2009

What this does is begin or continue the relationship between the prospect and sales rep. The autoresponder should encourage the email recipient to contact the sales rep if they have any questions. Your marketing automation platform should also allow you to dynamically include the sales reps information as part of the autoresponder.

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Autoresponders Sales Management Email Marketing B2B Marketing 100

Anything Goes Marketing

APRIL 5, 2009

While some marketing teams are facing cut backs and spending freezes or reductions, they still need to hit their goals which may include generating X number of leads, Y amount of influenced pipeline and/or Z amount of influenced sales. While many may label this as “lead nurturing”, it goes well beyond lead nurturing.

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Trigger Marketing Email Marketing B2B Marketing Autoresponders 100

Anything Goes Marketing

JULY 4, 2010

This hopefully results in more sales opportunities and closed business for your company and that nice bonus that you deserve. The more fields you have on a form that is designed to generate leads, the greater the chance that a web visitor will not the complete the process. Seasons change. People change.

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Segmentation Tips Landing Pages Ideal Customer Profiles 100

Anything Goes Marketing

AUGUST 24, 2006

Whether you have some products on e-Bay , your own e-commerce site or a B2B business with real sales people, it's much easier to sell when your prospect says "where do I sign" or clicks the checkout button. Brian adds "don't pass white paper inquiries to your sales people until they're more rigorously qualified as sales-ready leads".

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Buy Personalization Sales Qualified Leads Case Study 100

Anything Goes Marketing

DECEMBER 21, 2009

Not sending relevant and timely messages If you continue to only send email blasts on a schedule that you dictate to your email subscribers, you risk massive list attrition, damaging your overall email deliverability and a loss of sales and sales opportunities. The key to sending relevant communication is to automate the process.

Work Management 100

Work Management Marketing Automation Services Marketing Management Planning 100

Anything Goes Marketing

JULY 18, 2007

Here is something to think about - include a picture of the sales rep for that person's regions on the email and also have it on the cover letter of the white paper that they will receive. You can also include a cover letter and additional offers to continue the conversation and move the prospect further along the sales funnel.

Online Marketing 100

Online Marketing Lead Qualification Top of Funnel Paper 100

Anything Goes Marketing

NOVEMBER 19, 2006

Are all of your sales reps exceeding their quota for this quarter? Ardath Albee has written a great e-book called Why Naked CRM Doesn't Work on how to "dress up" your CRM by providing better tools for sales and an improved process for sales and marketing. This focuses on the B2B sales process which is much longer then B2C.

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CRM B2B Sales Sales Qualified Leads Touchpoints 100

Anything Goes Marketing

APRIL 7, 2010

If this is not done, there is a greater chance that leads will leak out of the sales and marketing funnel and may go to the competition. What is recommended is to map out the content that prospective buyers would be interested in at various stages of the sales process and automate the delivery of this communication.

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Ad Frequency RSS Lead Nurturing Top of Funnel 100

Anything Goes Marketing

NOVEMBER 27, 2006

Yahoo CPC ROI tool : Calculate the ROI from your cost per clicks vs. sales generated. Google Conversion Tracking : This is a newer feature that allows you to track your conversion rate (sales or form submissions) for all of your paid search campaigns. Tags: email marketing lead generation lead conversion search.

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Paid Search Agency Online Marketing Cost Per Click Tools 100

Anything Goes Marketing

SEPTEMBER 13, 2009

The goal is to demonstrate that key email metrics such as opens, click-throughs and conversions are much higher while unsubscribes are much lower using an automated program such as lead nurturing when compared to manual email sends (“one offs”). How Email Contributes Further Down the Sales/Marketing Funnel.

Email Marketing 100

Email Marketing Advertising Benchmark SMS Autoresponders 100

Anything Goes Marketing

OCTOBER 8, 2007

StubHub can then evaluate which search engines and keywords resulted in the most sales and invest appropriately. The technology to capture the query string data so that it can be reported on Closed Loop Marketing, Query Strings, B2B, and Your CRM With B2B, many sales cycles are prolonged and may take weeks or months before a deal is closed.

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Salesforce.com Webcast Work Management Bandwidth 100

Anything Goes Marketing

OCTOBER 15, 2006

Whichever the case, creating a white paper will help your organization generate new leads and help close out sales. Michael is one of the leading authorities on the topic of writing and marketing white papers and has written a simple easy to read book on the topic. Tags: B2B lead generation online marketing.

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Paper Lead Generation Tagging Online Marketing 100

Anything Goes Marketing

SEPTEMBER 25, 2012

You need to have the right processes in place including a strong relationship between marketing and sales as well as a focus on revenue. I've had the following conversation a few times with clients who have implemented marketing automation: "so now that we have marketing automation in place we want to do ROI reporting - TODAY".

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Marketing Automation Automation ROI Marketing Report 100

Anything Goes Marketing

MARCH 11, 2007

Just plug in the audience size, your campaign costs (do this by holding and dragging your mouse up or down on the text field), the expected response (clickthrough rate) and conversion rate (number of sales in this case). For more complex sales, a more complex calculator is needed. You also need to know the average purchase price.

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Anything Goes Marketing

AUGUST 16, 2006

In an article that he wrote for Rain Today, Brian Carroll , an authority on how businesses can improve the lead generation process, sites evidence from Marketing Sherpa and the Nielsen Norman Group to outline why companies don't translate great web traffic into sales leads.

Marketing Websites 100

Marketing Websites B2B RSS Ideal Customer Profiles 100

Anything Goes Marketing

DECEMBER 3, 2006

Podcast Strategy: It's Time to get one One of my favourite podcasting sites is by Brian Caroll on the topic of B2B Lead Generation. It really works and I come away from the podcast with some better insight into the sales and marketing process. Tags: lead generation, creating podcasts, podcast rss feeds, interviews, web 2.0.,

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Web 2.0 RSS Webcast Business 100

Anything Goes Marketing

MAY 26, 2007

Lead qualification: There are two benefits here. In order to leave comments, you could add some additional lead qualification questions to the registration process. In addition, if your organization gets its share of leads, you can use newsletter comments to help in the lead qualification process.

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Newsletter Web 2.0 Lead Qualification Salesforce.com 100

Anything Goes Marketing

OCTOBER 30, 2007

Anna Chernis of the DNA claimed: "E-mail produces the highest response rate for lead generation —especially for house campaigns—of direct mail methods we have studied," The one item to note is that in 2005, email delivered $57.25 for every dollar spent on it so there is a downward trend here.

Online Marketing 100

Online Marketing Response Rate Click Rate Tagging 100

Anything Goes Marketing

OCTOBER 8, 2006

Trying to justify the costs of an expensive integrated marketing campaign in which you use multiple marketing channels to generate leads? Check out this article on BtoBOnline called: Revivio uses integrated e-mail campaign to boost lead generation.

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Case Study Case Studies B2B Marketing BtoB 100

Anything Goes Marketing

SEPTEMBER 28, 2006

See the full article at BtoBOnline Interactive Advertising Bureau and PricewaterhouseCoopers report that Search continues to lead that growth, accounting for 40% of total online advertising revenue in the first half. I've also seen others use search queries as part of an automated lead qualification process. What does this all mean?

Search Marketing 100

Search Marketing Paid Search Agency Online Marketing Advertising Agencies 100

Anything Goes Marketing

JULY 15, 2006

It just sort of slips out when clients ask me how can I generate more leads and keep people coming back to their websites. In addition, ensure that they don't use too much marketing and sales terminology. They've gone away from the idea of using blogs as a straight up sales tool. Bloggers are not those types of people.

Business Blogging 100

Business Blogging Emarketing Business Blogger 100

Anything Goes Marketing

AUGUST 19, 2006

These days everyone has advice on how to improve your online presence for your business and generate leads through e-marketing strategies. Paid search ads may need to be changed to "Thanks for not clicking on this ad". Do you think this will work? Did I miss anything?

Paid Search Agency 100

Paid Search Agency Planning Blast Campaigns Banner Ads 100

Anything Goes Marketing

FEBRUARY 27, 2007

Here's a better one "Did you know that right now you could increase the amount of qualified leads that your sales team gets by 100%?) A thought provoking question (Did you know that 82% of people who have been sent this email have opened it?

Open Rate 100

Open Rate Tips Tagging Display 100

Anything Goes Marketing

MARCH 8, 2009

I of course lead an amazing team, but this new position requires me to be active with as many customers in my segment as possible to support my team. For example, our sales team can see my travel plans and perhaps pull me into a prospect meeting if I'm in that area.

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Social Media Web 2.0 Media Blogger 100