Archive | April, 2010

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No more excuses: time to start tracking marketing ROI

I was hoping it wasn’t going to have to come to this. But marketers – we need to have some words. From an earlier post: ZoomInfo points us to a recent study by the SLMA that says 65% of B2B companies surveyed don’t track ROI from their marketing programs. 65% of you are making decisions [...]

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Identity theft? Own your brand online for free

No, this isn’t a post about navigating the Internet safely. It’s about taking advantage of free advertising afforded to your business in places you might not think about. Aside from things you control – like paid search ads, TV ads, and emails – there are tons of places where you company appears online that you [...]

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Why leads ignore your emails: Five quick tips for effective writing

Business readers are content-driven, pressed for time and interested in solutions for their business issues. Show your readers that you respect their time by writing effective, concise emails. Put yourself in their shoes and reflect that in your writing: “I know you’re busy, so I’ll get right to the point.” Keeping this in mind, here [...]

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Blog round up: data specialists, social selling, using video

Some great reading for sales and marketing folks in this Friday blog roundup. *****If you’re planning the growth of your sales organization, it might be time to think about adding specialists who help manage and clean your leads and customer information. Nice post at Zoom Info about how to create great sales organizations. *****Tired of [...]

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The Importance of Speed-to-Call in the Sales Process

Guest post by Pat MeehanAs a lead management software provider, Leads360 has the unique opportunity to analyze a massive sample of leads. We understand the extreme value of having such a powerful tool in front of us, and therefore have a team dedicated to hypothesizing, proving, and/or disproving our theories about the complex nature of [...]

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When in doubt, nurture!

Lead generation is expensive, and part of marketing’s job, especially in this tough economy, is to maximize return on marketing spend. With that goal in mind, lead nurturing continues to be a hot topic. I came across two informative posts about lead nurturing this week that I thought were worth sharing. Both have helpful tips [...]

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The iPad for B2B Marketing?

Apple’s recently released gadget is the talk of the Internet – and has been for some time. Can Apple do for tablet computing what they did for the MP3 player? Time will tell, of course.Aside from web surfing, music, movies and games – can the iPad have practical uses for business? Specifically, can it actually [...]

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Blog roundup: lead scoring basics, speaking the language, and not tracking ROI

Collecting a few things we noticed recently that you might find useful.******Brian Carroll gives a good introduction to lead scoring and explains how it’s misperceived:  Lead scoring is not a substitute for human touch. Rather, it prioritizes where you need invest the human touch. This is a great point and one worth keeping in mind [...]

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Common value proposition mistakes and how to avoid them

You followed up with a lead and they’re interested in meeting with you. Way to go! Your suit is pressed, the meeting agenda is printed, but are you sure you’re fully prepared?One important part of selling that is often overlooked is creating a value proposition – the reasons why a prospect should choose you over [...]

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“So as a sales executive, what really bugs you about marketing?”

The title is a quote from a great podcast, the third in a series titled “Sales is from Mars, Marketing is from Venus” put together by Buzz Marketing and Marketo. (The first two episodes are available here.) It’s about 17 minutes long and worth a listen. In it, Bill Binch, VP of Sales at Marketo, [...]

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