Marketing

2014 B2B Lead Generation Trends from MarketingProfs

According to a recently released Infographic from MarketingProfs, Inside Sales, immediately followed by; Executive Events, Telemarketing and Tradeshows are the four most effective ways to generate B2B Sales Leads. In spite of the buzz around inbound and social, the old tricks are not old hat. According to MarketingProfs ..“figuring out the most effective methods for …

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Website Leads and Your Inside Sales Team

How quickly do your inside sales team follow up on web leads?  I’ll bet that the answer is “Not fast enough”.  According to the B2B Buyer Behavior Report, from Software Advice your chance of qualifying a lead is 29% better if you call within 5 seconds rather than lounging around for 5 minutes before making …

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The Definitive Guide to Lead Generation

I think you need to be living under a rock not to be familiar with Marketo and so I expect a great number of people will be delighted to hear that they have just released their Definitive Guide to Lead Generation. I haven’t read the entire report yet. At a hefty 160 pages that might …

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Sales Prospecting and Quality Leads

If there was ever a good reason for marketing and sales to drop the walls and find new and better ways to work together, the priority the market has placed on generating high quality leads would be it. In some companies it’s possible that sales is completely out the lead generation (better known in sales circles …

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Marketing+Sales=Better Lead Prospecting

Marketing calls it lead generation, sales calls it prospecting.  If we call it “lead prospecting” and I promise that you can do a better job,can we agree to work together? Because I have no doubt that combining the strengths of the two teams will: Drive more leads into the revenue funnel Improve the quality of …

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Better Subject Lines for More Opened Emails

As you read this message, sit back and enjoy the knowledge that some of your competitor’s event marketing budgets are simply money flushed down the drain. Why? Because no one is reading their email invitations owing to their complete failure to avoid uninspiring, unmotivating and simply badly written subject lines. But better subject lines are …

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5 B2B Top Fives You Need to Check Out

Looking for a round up of short, compelling summaries on what’s what in B2B? Check out this list: Five B2B Digital marketing Mistakes You Don’t Know You’re Making Five B2B MarCom Strategies to Increase Sales Now 5 B2B Lead Generation Techniques that Actually Work 5 Reasons to Use Voicemail to Reach the B2B Buyer 5 …

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5 Reasons to Use Voicemail to Reach the B2B Buyer

With all the choices available, finding a way to connect with B2B buyers has never been more challenging.  Traditional offline choices such as business publications, trade shows and direct mail are expensive media choices and (other than direct mail) not targeted enough for most needs. Online choices like email, PPC and search engine marketing are …

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10 More Reasons to Change the Way Sales Tele-Prospects

I feel like a Traitor. After 20+ years in sales, believing that a rep who couldn’t do their own teleprospecting was a useless as tits on a bull, I’ve recently been forced to concede that for B2B, in this day and age, teleprospecting might be better managed by marketing. This blog recently ran a post …

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Should Sales Stop Teleprospecting? YES!

Sales will be much better off when they get teleprospecting help from Marketing. Marketing needs to drive higher quality leads and nothing improves lead quality like a telephone conversation. Sales needs to use outbound calling more effectively and nothing warms up that first live connection like a contact who knows who you are and already …

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