Archive | December, 2011

Putting some oomph behind your resolutions

Ah, New Year’s resolutions: those fleeting good ideas that are usually forgotten by Valentine’s Day. Whether it’s the big crowd at the gym or the parking lot at work that fills a little earlier than it used to, the short-term effects often disappear after a couple of weeks.It doesn’t have to be that way! If [...]

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Don’t be a social spammer

Social media is a great tool for generating inbound leads and improving your visibility, but it can be a little scary to get started. Some businesses may be worried about the legal risks — but those fears are generally overblown. A more realistic worry for many comapnies should be about overdoing it. If you’ve ever [...]

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Top posts of 2011

The Christmas lights are up, Hanukkah menorahs are lit, and hopefully you’ve finished your shopping and are ready to relax and do some light reading.  As we near the end of 2011, we took a look back at the most popular posts from this year.  Not only does it make for interesting reading, but it [...]

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Aha! continued: BuyerZone lessons from 2011

Last week I shared a great video of aha! moments from marketing and sales professionals in 2011 — and I promised to give you some from BuyerZone. In no particular order, here are a few of the flashbulbs that went off for us in 2011: We have more valuable data to share than we realize. [...]

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Marketing and sales qualified leads – do they actually cause confusion?

J. David Green recently wrote about marketing qualified leads and followed up with a post about sales accepted leads. He argued that marketers and sales reps need to form a specific definition for a lead and to determine if marketing-qualified includes telequalification. He cites language as the main source of conflict and confusion between sales [...]

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Your lead generation wish list

As the holidays approach and you’re busy buying gifts for family and friends, have you taken a moment (even a brief one) to put together a wish list for your lead generation activities for 2012? As you reflect back on 2011, I’m sure there are wishes you have for 2012 related to your marketing and [...]

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What was your Aha! moment?

Want to get maximum value out of a video interview? Check out this great video from from the B2B Summit 2011 in San Francisco. Daniel Burstein from MECLABS put together these interviews, asking attendees what their sales and marketing “aha!” moment was in 2011. There is a lot of really valuable info crammed into this [...]

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Beg, borrow, or steal? Where to get white papers for your lead campaigns

White paper campaigns are a staple of lead generation, and with good reason: the valuable content they offer is a great hook for getting potential customers to share their contact information. There’s also a strong connection between white paper readers and purchasing decision makers or at least influencers, so the leads tend to be of [...]

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Diversion: Don’t be THAT person at your holiday party

Whether you’re looking forward to your annual rollicking good time or dreading the yearly snooze-fest, the company holiday party is a December staple for businesses small and large. It’s also the cause of all kinds of unintentional problems that can range from Monday morning embarrassment to an unpleasant meeting with HR. And even if you [...]

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Setting annual sales production goals

It’s that time of year – sales reps all over the country arecoming to terms with whether they met, beat or fell short for 2011, while atthe same time getting their 2012 goals. So what’s the best way to allocategoals for your sales team? In many cases, the goal for the region or officecomes down [...]

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