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by Cliff Langston
Lead generation is hard. Why make it harder by doing it without a plan? Learn how effectively developing your strategy, choosing your tactics, and building your list will help you find killer leads.
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by Haydn Shaughnessy
Thought leadership—if done correctly—can prompt sales leads to come to you. But some companies still get it wrong. Learn why that happens, how to avoid major mistakes, and how to excel in thought leadership.
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by Greg Digneo
When hosting a webinar, you want people to show up and you want to generate leads. But meeting those goals isn't easy. Here's a five-step plan that'll take the guesswork out of hosting an effective, successful webinar.
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by Sookie Shuen
When new visitors arrive at your website, you have two ways to seize the opportunity and guide them toward becoming customers. Both opportunities can evaporate in the blink of an eye—if you don't have the proper systems in place.
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"According to an old expression, even a man lost in the woods knows where he wants to go," writes Dan McDade at MarketingProfs. That adage can apply to the lead gen jungle as well. Say there's a disconnect that is undermining the success of your marketing and sales teams, and ...
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"Email is still the most effective marketing technique," writes Bill Rice at the Better Closer blog. "It's easy to automate and highly efficient at bringing in qualified new leads." But a successful email program doesn't just happen. You must convince prospects to open your message, read it, and take action. ...
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Conferences are ideal venues for plugging into the zeitgeist and networking with colleagues. But they're also expensive. "[And] if you happen to be an introverted marketer, which likely means a conference is not the most comfortable of settings, you'll need a strategy for ensuring your company gets its money's worth—in ...
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"When consumers hear of a local business that is not well known, it's only natural that they conduct some research before making a purchase," writes Nathan Hanks in an article at MarketingProfs. And when they do, they're most likely to choose results that appear first.
"Thus," Hanks continues, "'owning' the first page ...
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by Nick Stamoulis
Increasing your online sales isn't quick or easy, and it involves a lot of trial and error. Learn three steps that'll help you skip some of the guesswork and boost your website's conversion rate.
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Not every potential buyer approaches your business with the same enthusiasm or interest. In a MarketingProfs article, Paul McKeon identifies the four stages of the B2B buying cycle—and how to produce content specific to each one.
The unaware buyer. "Content for the unaware buyer must be interruptive. It has to cause ...
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Ah, the B2B sales pipeline. That mish-mash of possibilities that can surprise, delight, or infuriate at a moment's notice.
Is there really any way to predict the true likelihood of a sale by crunching pipeline data? Thomas Barrieau says yes—if you know what to look for.
Writing at the Sales Operations ...
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Many marketers approach SEO by targeting the keywords in their industries with the largest monthly search volumes, but they often neglect the "long-tail" or low volume keywords, which when combined with multiple keywords can total, or exceed, the volume of the one desirable search term, according to a study by ...
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According to Dan McDade, the foundation of any lead generation program is the right offer—one that intelligently addresses a prospect's real problems. "When you fully understand their pain points and needs and can align them with a clear offer and comprehensive benefits, the sales nurturing process will leapfrog ahead," he ...
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by Steve Benidt
Sometimes promotions work, and sometimes they bomb. But what makes a promotion tank? Here are eight deadly sins that companies commit—and that you should avoid—when planning and executing promotions.
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by Tyler Garns
Is your business throwing Web traffic in the trash? If you're not capturing the traffic you spend big bucks to get, it's time to re-evaluate your lead-capture strategy by looking at the effectiveness of your lead magnets.
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There are plenty of internal computer platforms that promise to make employees more efficient: standalone CRMs, heavy-handed intranets and project management software that needs managing all on its own. Then there are social platforms that, on top of everything else, vow to improve morale and boost collaboration! It's easy to ...
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by Mike Russell
How effective is your professional bio at building reputation, gaining clients, and generating income? Here are five detailed critiques of real-life professional bios that'll help you avoid common pitfalls in your own bios.
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by Sarah Baker
Want to leave a lasting impact on tradeshow attendees? Go mobile. Learn three ways to maximize your tradeshow success using QR codes—and five key considerations for using them most effectively.
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Group deals are gaining popularity among local businesses: 12% of surveyed local merchants say they have offered a group-deal promotion, up 33% (3 percentage points) from the 9% who said so in June 2011, according to the seventh annual MerchantCircle Confidence Index.
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by Kristin Veach
Tablets, social media, QR codes, and hybrid events all redefined tradeshow and event marketing in 2011, but what will 2012 bring? How can marketers embrace the latest trends to make their events more exciting and engaging?
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In an article at Sales 2.0, Jill Konrath answers the question all B2B sales people ask themselves when heading out to meet with prospects: "What will make them say, Yes, I want to work with you?"
"To be most effective in sales today," Konrath replies, "it's imperative to drop your 'sales' ...
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by Lisa Petrilli
Are you an introverted marketer? If so, attending busy conferences might make you very uncomfortable. Here are four ways to break through your challenges and get the most out of any conference.
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by Joe Cordo
As 2011 winds down, it's time to consider the trends that will dominate marketing in 2012. Here are the Top 5 trends on the horizon and tips on how to take advantage of them in your marketing plan.
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by Dr. Debbie Qaqish
Marketing automation offers five main opportunities to improve ROI and drive revenue. Are you taking advantage of them? Learn how marketing automation can help you segment leads, improve conversions, and reduce lead leakage.
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by Danny Iny
How effective can a strategy be if all of your competitors are using it, too? To stand out, step outside the realm of e-books and round-up posts, and apply these six tips for producing unique, compelling content.
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"Email is still the most effective marketing technique," writes Bill Rice at the Better Closer blog. "It's easy to automate and highly efficient at bringing in qualified new leads." But a successful email program doesn't just happen. You must convince prospects to open your message, read it, and take action. ... more
Conferences are ideal venues for plugging into the zeitgeist and networking with colleagues. But they're also expensive. "[And] if you happen to be an introverted marketer, which likely means a conference is not the most comfortable of settings, you'll need a strategy for ensuring your company gets its money's worth—in ... more
"When consumers hear of a local business that is not well known, it's only natural that they conduct some research before making a purchase," writes Nathan Hanks in an article at MarketingProfs. And when they do, they're most likely to choose results that appear first. "Thus," Hanks continues, "'owning' the first page ... more
Not every potential buyer approaches your business with the same enthusiasm or interest. In a MarketingProfs article, Paul McKeon identifies the four stages of the B2B buying cycle—and how to produce content specific to each one. The unaware buyer. "Content for the unaware buyer must be interruptive. It has to cause ... more
Ah, the B2B sales pipeline. That mish-mash of possibilities that can surprise, delight, or infuriate at a moment's notice. Is there really any way to predict the true likelihood of a sale by crunching pipeline data? Thomas Barrieau says yes—if you know what to look for. Writing at the Sales Operations ... more
Many marketers approach SEO by targeting the keywords in their industries with the largest monthly search volumes, but they often neglect the "long-tail" or low volume keywords, which when combined with multiple keywords can total, or exceed, the volume of the one desirable search term, according to a study by ... more
According to Dan McDade, the foundation of any lead generation program is the right offer—one that intelligently addresses a prospect's real problems. "When you fully understand their pain points and needs and can align them with a clear offer and comprehensive benefits, the sales nurturing process will leapfrog ahead," he ... more
There are plenty of internal computer platforms that promise to make employees more efficient: standalone CRMs, heavy-handed intranets and project management software that needs managing all on its own. Then there are social platforms that, on top of everything else, vow to improve morale and boost collaboration! It's easy to ... more
In an article at Sales 2.0, Jill Konrath answers the question all B2B sales people ask themselves when heading out to meet with prospects: "What will make them say, Yes, I want to work with you?" "To be most effective in sales today," Konrath replies, "it's imperative to drop your 'sales' ... more
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