Archive | November, 2011

SuperDeals for your business

As the holiday season nears and you start thinking about finding the best deals on gifts for friends and family, don’t forget about your business. After all, shouldn’t you be able to buy smart for your business too?See our list of SuperDeals below to get discounted prices on your important business purchases for this holiday [...]

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Are marketers using marketing automation?

A few weeks ago, we covered the basics of marketing automation – defined as the use of technology to manage and automate processes such as lead nurturing, lead generation, email marketing, and lead management, and improve the measurement and analysis of results.While the benefits are clear, a recent BtoB Magazine survey shows that adoption of [...]

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Embarrassing search results: not just for new hires

There are plenty of stories about how employers are checking social media before hiring new employees, and of people who were fired for things they said on Facebook.Less common but likely to increase are cases where deals are lost because a simple Google search reveals embarrassing information about the seller. Here’s a case in real [...]

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Friday Roundup

Happy Friday. Hopefully you are gearing up for the long Thanksgiving holiday next week and thinking about all of the turkey and fixings to come!While you count down the days to the big feast, here is a roundup of some interesting articles from the web this week. •Does your sales team struggle with getting past [...]

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Lead nurturing survey update

It looks like most of our survey participants have implemented lead nurturing or plan to soon. However, a surprising number – almost 25% – aren’t familiar with the strategy at all! Lead nurturing is a type of drip marketing (a planned flow of emails) that helps keep prospects engaged while they move through the buying [...]

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Defining the sales-ready lead – part 2

For my most recent post on defining the sales-ready lead, I reached out to BuyerZone’s social network to find out about how other marketers and sales reps define a sales-ready lead. Surprisingly, I got a mixed bag of responses. Some people argued that a lead needs as much context as possible from the marketers (the [...]

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You’re doing it wrong: for-profit schools get bad grades for lead followup

Lead generation experts Leads360 recently did a secret-shopper style survey where they submitted leads to a number of leading for-profit schools, then graded each school on their responsiveness: how soon and how often they called and emailed. We’ve told you before about the importance of speed to call — but in this survey, it’s as [...]

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Putting the debate to rest, once and for all

Common question: “How many leads should you be producing for your sales team?”A marketing leader would probably answer: “We’re generating as many leads as we possibly can!”A sales leader would probably answer: “We’re not getting nearly enough!”Sound like a typical conversation in your business? You’re not alone. This question comes up all the time. Marketing [...]

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Listen up, marketers

The power of listening has been on my mind recently. As a long-time editor for BuyerZone, I like to think that I know what our buyers want: timely, accurate information that helps them make the right purchasing decisions. But it’s been a while since I really listened to what they’re asking for, and a current [...]

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