Archive | July, 2010

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eMarketer: Lead Gen dollars starting to flow again

According to a recent study by CSO Insights, (seen in eMarketer) marketing departments are slowly starting to increase their budgets for lead generation. A sign of ongoing economic recovery? Maybe that’s reading too much into it. Even in a bad economy, smart businesses know they need to spend money to attract customers. More interesting to [...]

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5 Questions You Must Ask Potential Lead Sources

Be sure to check out our recent post on Marketo’s Modern B2B Marketing blog about the questions you need to ask potential lead sources you’re considering. In the post, we cover the major questions to ask, including: How leads are generated Credit or return policies Lead formats Verification Relevant experience So head on over and [...]

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Webinars 2.0: move beyond lead gen to lead nurturing

By now, everyone knows about the lead generation capabilities of webinars, but the depth of client interaction from webinars allows for great lead nurturing opportunities rather than just pure lead generation. This is the Webinar 2.0, a new breed of webinar. Webinars have always been ideal for training, lead generation, and product launches. It’s a [...]

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It’s a deal!

Negotiations can feel like an endless tug-of-war, where tensions are high and the outcome is often less than ideal. Learning to negotiate effectively can both bolster your sales and increase your profits. Here are a few common mistakes to avoid when you negotiate:Failure to plan means planning to fail. Plan your approach, the concessions you [...]

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Don’t forget about landing pages

A few weeks ago, I covered lead forms and offered some simple advice on how to make them friendlier with the goal to increase conversion rates.  Now, I’d like to take it one step further and offer some quick tips on building conversion-friendly landing pages which are pages that appear after someone clicks on an [...]

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Blog roundup: thinking outside the box, tools for your time, and interesting news

For this week’s blog roundup, I’d like to explore the idea of thinking outside the box and trying tactics that might not be in your comfort zone. This first article explores the tactic of not giving sales prospects choice, even though it might be counterintuitive. Options can lead to too many decisions, which ultimately slow, [...]

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10 Free Online Sales Tools

Make selling your main priority by organizing everything else. The following are ten free tools to keep your workday under control. These tools will help you keep contacts in check, analyze and track your activity so you can refocus your efforts, and will help your overall sales performance.  Really, what could be better? Performance Tools: [...]

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Blog roundup: b2b case studies, letting clients do the talking, and timing

Why not learn from the successes of other B2B businesses?  In this week’s blog roundup, we are featuring MarketingSherpa’s Top 7 B2B Case Studies for 2010, where they interview businesses about best practices that could be applied globally to other B2B companies.  The case studies include lead generation, client interaction, SEO, and more.  Best of [...]

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Would you like fries with that?

As we begin the second half of the year, it’s a good time to assess your progress against your annual goals and find areas of opportunity. Cross-selling and up-selling are excellent opportunities to increase your sales volume and average order size without increasing your marketing budget. Cross-selling is simply encouraging the buyer to purchase a [...]

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Blog roundup: engaging clients on the web, online safety, and the 4th of July

Since the onset of web 2.0, online engagement has become crucial to the success of campaigns, even in the b2b space. However, not all contact with clients is necessarily positive. Remembering the difference between broadcasting and engaging when interacting with your audience can be vital to the success of your client and potential client relationships.You [...]

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