2 min read

LinkedIn Features You Should Be Using, but Most Likely Aren’t

By TJ Shroat on Mon,Aug 20, 2012 @ 09:12 AM

Like most things in life, you have to put some effort in to get anything out.  This holds true for LinkedIn and the features that it provides its users.  From basic to more advanced, the site offers features that everyone in business should take advantage of to make the greatest impact on their success.

Topics: Marketing Strategy Social Media Marketing Social Media Lead Generation Lead Management LinkedIn
2 min read

Using LinkedIn for Lead Generation: 5 Quick Tips

By TJ Shroat on Thu,Aug 16, 2012 @ 09:08 AM

LinkedIn is on the top professional networks today and is a treasure trove for lead generation. The site helps you connect and grow your network, which ultimately helps you promote and grow your business. Following these five lead generation best practices can help you leverage the power of LinkedIn to expand your customer base.
Topics: Lead Generation Lead Management Lead Nurturing LinkedIn
1 min read

INFOGRAPHIC: Understanding Marketing Automation

By Chandler Austin on Wed,Nov 23, 2011 @ 10:00 AM

From Hubspot, here's an infographic about how to use technology to move prospects and leads through your sales funnel.

Understanding Marketing Automation

HubSpot Marketing Automation Software
Topics: Marketing Automation Sales Funnel Infographic Lead Management Lead Nurturing

INFOGRAPHIC: The Content Grid 2.0

By Chandler Austin on Wed,Jul 06, 2011 @ 10:00 AM

From Eloqua and JESS3, here's an infographic that explains content marketing in terms of business objectives, prospect goals and distribution channels.

Content Grid v2 resized 600

View Original Article
Topics: Marketing Strategy Content Marketing Infographic Lead Management
1 min read

From "Contact Us" to Lead Generation

By Chandler Austin on Wed,May 04, 2011 @ 10:00 AM

Khoa Bui in Entrepreneur Magazine talks about how to make the most out of your "Contact Us" page. Having a "Contact Us" page on your site legitimizes your business by making it possible to communicate with a real person. But it's also a great way to gather leads.
  • Have a contact form on every page, or almost every page, of your site. Making that easy to get to makes it more likely visitors will take action.
  • Have a call to action, and word it in a why that prompts visitors and instructs them how.
  • Craft your call to action in a way that relates to the goals of your target traffic.
  • E.g. "To contact us, simply enter your first name, e-mail address, and comments below and we'll send you a free copy of our e-book The Seven Ways to Double Your Income, valued at $29.95. Contact us now."
Call to Action Ideas
  • Larger font, to stand out
  • Include verbs or "doing" words
  • Incentives: Freebies, discounts, coupons
  • Remove risk by stressing that there's no obligation
  • Give exact instructions on how to find and complete contact form
  • Don't require too much information
  • Don't bury the contact form on the page
  • Keep it simple

View Original Article

Topics: Lead Management Lead Conversion Website Marketing

Lead Nurturing Cookbook

By Chandler Austin on Wed,Mar 23, 2011 @ 10:00 AM

Manticore is providing a free download of The Lead Nurturing Cookbook on its Funnel Focus blog. The eBook provides seven "recipes" for creating effective lead nurturing programs.

  • Demand Generation
  • Inbound Lead Qualification
  • Extended Lead Nurturing
  • Sales-Driven Lead Nurturing
  • Tradeshow Lead Follow-up
  • Customer Education
  • Revival Lead Nurturing
cookbook resized 600

View Original Article and Download eBook

Topics: Lead Management Lead Nurturing Demand Generation
1 min read

Revenue Performance Management

By Chandler Austin on Tue,Mar 08, 2011 @ 09:00 AM

The Future of Marketing: The Evolution from Demand Generation to Revenue Performance Management is a free webinar from the B2B Lead Roundtable that explains how companies are using revenue performance management to achieve competitive differentiation.

The Evolution from Demand Generation to Revenue Performance Management from B2B Lead Roundtable on Vimeo.

Topics: Marketing Automation Marketing Strategy B2B Lead Generation B2B Marketing Lead Management
1 min read

Salesperson Time Investment

By Chandler Austin on Thu,Mar 03, 2011 @ 10:00 AM

How do most salespeople invest their time? This review of the 2011 Sales Optimization Survey from CSO Insights, indicates that much of their time isn't spent selling. The survey collecting data from over 2000 companies on more than 100 sales effectiveness metrics. Here are some highlights:

Topics: Lead Management Lead Conversion Lead Nurturing
1 min read

2011 B2B Marketing Advanced Practices Handbook

By Chandler Austin on Wed,Mar 02, 2011 @ 09:00 AM

MarketingSherpa is offering a handbook that guides marketers through their FUEL methodology for B2B marketing. The 2011 B2B Marketing Advanced Practices Handbook walks you through establishing a detailed B2B Marketing strategy to increase your contribution to sales pipelines and revenues.

  • Find and attract leads
  • Uncover qualified leads
  • Establish automated marketing processes
  • Lift results
10 Questions Answered in the Handbook:
  1. How can I address the top challenges facing B2B marketers?
  2. Who are you targeting? Identifying buyer personas.
  3. What are the best tactics in content development?
  4. What are the steps to creating an effective webinar strategy?
  5. How can you generate leads with a social media strategy?
  6. Is bad data hurting your business? Database quality and maintenance.
  7. How do you define a qualified lead?
  8. What do you ask when selecting an automation platform?
  9. What are the best tactics for delivering marketing value?
  10. What are the best tactics for improving marketing and sales analysis?
Benefits of the Handbook:
  • Improving any part of the marketing/sales funnel
  • Marketing to a growing number of people in the buying process
  • Generating high quality leads, lead scoring, lead nurturing
  • Creating high quality marketing content and messaging
  • Inbound and Outbound marketing tactics
  • Establishing an automated marketing process
  • Marketing analysis and analytics
Order/Download the Handbook Here

Topics: Marketing Automation Marketing Strategy B2B Marketing Lead Management Lead Conversion Lead Nurturing Lead Scoring
1 min read

B2B Marketing Automation from a CMO Perspective

By Chandler Austin on Tue,Mar 01, 2011 @ 09:00 AM

MarketingSherpa's special report addressing how CMOs use marketing automation, is available for free download. The report is the result of research conducted with almost 300 senior marketing decision makers. It focuses on in-depth analysis of the processes CMOs are using to optimize their marketing-sales pipelines, as well as implementation of the software applications that enable automation.


Contents of the report include:
  • CMO Challenges
    • B2B challenges increasing in pertinence
    • Marketing to a growing number of people involved in the buying process
    • Marketing to a lengthening sales cycle
  • Marketing Automation Maturity
    • Establishing marketing automation maturity
    • Case briefing: Marketing automation leads to 190% sales conversion increase
  • Marketing Automation KPIs
    • Benchmarking marketing automation performance
  • Recommended Actions
    • Identify funnel stages and definitions
    • Establish and optimize lead scoring and management methodologies
    • Develop and optimize lead nurturing campaigns
View Original Article

Topics: Marketing Automation B2B Lead Generation B2B Marketing Lead Management Lead Nurturing Lead Scoring


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