Trending Sources

B2B Content Marketing: Will Video Kill eBooks?

B2B Lead Blog

“With the rise of content marketing, a lot of businesses get stuck in the eBook rut,” saysLinda West ( @ misslindawest ), Director of Digital Marketing at Act-On Software , a rapidly growing company that makes a marketing automation Software as a Service (SaaS). Shift in Customer Behavior in Content Marketing. The Most Successful B2B Companies Are Using Video.

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Webinar Replay: Tips for Using Social Media in B2B Marketing


Did you miss our #InsightfulMarketer webinar with Oktopost on tips for using social media in B2B marketing? Daniel Kushner, CEO of Oktopost, shared some great insights around social media in the world of B2B marketing and best practices for successfully generating leads through social efforts. B2B Social vs. B2C Social. Watch the full webinar to find out!

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12 Social Media Tips for B2B Marketers


Despite what we may have thought just a few years ago, social media marketing isn’t just for the B2C world. In fact, 56% of B2B marketers now consider social media marketing core to their business, with 30% reporting that social media directly produces ROI, according to Demand Gen Report. For example, let’s say you’re hosting a webinar. Marketing Insights.

Think Robots Will Replace B2B Sales Reps?

No More Cold Calling

Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? Before they make contact, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. B2B buyer engagement is at an unprecedented low. . Buyer 2.0 Not so.

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Tale of B2B Mobile Websites – Webinar Platforms

Score More Sales

I have spent some time ranting a bit about how poor many B2B websites are when it comes to utilizing them on a mobile platform, such as a smart phone or tablet. We know that according to eMarketer, “more than 59% of B2B purchase decision makers and influencers use their smart phones to gather information when purchasing products or services”. Others are helpful and engaging.

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Sellers and Marketers Overcoming the Status Quo

Smart Selling Tools

 . Last week, on the heels of Dreamforce, I traveled to Las Vegas to attend CEB’s annual Sales and Marketing Summit in Las Vegas. In the Sales and marketing world, CEB is perhaps best known as the place where Matthew Dixon and Brent Adamson, co-authors of the Challenger Sale ™, have hung their hats for a collective 26 years (if I did the LinkedIn math correctly). That’s right.

Should You Use Pinterest for B2B Marketing? Yes or No in 5 Minutes

Sales Benchmark Index

As a Marketing Leader, you hear Pinterest in the news. This is where blog articles and ebooks are gaining traction in b2b marketing. This is an opportunity for B2b to demonstrate expertise and credibility in any given area. Being visible on Pinterest gives you an additional marketing channel to reach more people. Taking Action – Leveraging Pinterest for B2B.

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The Next Big Prediction in B2B Sales

Sales Benchmark Index

If you are wondering how, attend this webinar to see what Social Selling can do for you. More recently, he pegged the failure rate of marketing automation software at 50%. In 2011, Gerhard Gschwandtner, publisher of Selling Power Magazine, made the last great prediction in B2B sales. What the Next Big Prediction in B2B Sales Means to You. He is usually right. In 7 years.

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B2B Networking – Why Are You Here?

Increase Sales

With the holidays, this is a time of year for many B2B networking events.  Given this B2B networking event was a holiday Christmas party along with free food and adult beverages, it was well attended. Yet, I could not believe some of the small business owners and professionals who attended sat at tables with their smart phones and just ignored the B2B networking opportunities.

Webinars are Hot – Woosh! Plugin Automates the Details

Fill the Funnel

Webinars have finally come into their own as an effective marketing and lead-generation component for most B2B focused companies. You can select from an ever-growing collection of webinar platforms including old standards WebEx and GoToWebinar, along with some of the newer solutions such as Fuze Meeting, MeetingBurner and even Skype and Google hangouts for smaller web meetings. is an amazing new WordPress plugin that: Automatically creates effective, clean registration pages for your webinars. Original article: Webinars are Hot – Woosh! WOOSH!

2 Sales Tools and Productivity Webinars on December 13th

Fill the Funnel

As you wrap-up what I hope was a successful 2012 and begin preparation for 2013, I think you will find some great ideas about sales tools during two Webinars to register for. In this webinar you will learn: How to identify which tasks to automate. Like all good Webinars, they will be recorded and available to watch later on, so Register for each one now, before it is too late.

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Nine B2B Sales Myths Busted

Score More Sales

Recently a panel discussed 9 of the top sales myths in business-to-business selling. I had the honor and pleasure of being a panelist, along with two of my favorite sales and marketing experts, Nancy Nardin of Smart Selling Tools and Matt Heinz of Heinz Marketing. The event was hosted by Docusign, and you can see the whole webinar here. image courtesy of Docusign. Is it?

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Realtors Are You Missing This Marketing Platform?

Increase Sales

Social media is a marketing platform used by many especially those selling real estate. Yet these same real estate agents ignore this other significant marketing platform which truly doesn’t make sense. First for clarity, a marketing platform is essentially a very detailed marketing plan that includes: Ideal customer (demographics and psychographics).

Behind the Marketing Technology Triumvirate


Why every modern marketing organization needs CRM, marketing automation and social media platforms. Every marketing team today wants to know: How can we be more strategic and effective in everything we do? There’s a lot of moving parts within that process, and it typically isn’t a clean, linear journey, especially in the B2B world. Marketing Insights.

The Objective Seller #webinar

The Pipeline

Join me for this special webinar looking at: The Objective Seller – presented by With changes in the buying and selling dynamic, B2B buyers who are ready to buy are much better informed and more empowered than ever, you need to shift the conversation from your product to their objectives. May 12, 1:00 pm Eastern – register here. Building a better question.

Return On Objectives #Webinar

The Pipeline

With changes in the buying and selling dynamic, B2B buyers who are ready to buy are much better informed and more empowered than ever, and unless sellers are that much better prepared they risk being reduced to glorified order takers. Impervious to pains, needs or solutions, a large segment of your market is better able to cocoon themselves from traditional sellers and sales conversations.

Just in Time B2B Sales Resources

Score More Sales

Follow some of my colleagues through their Twitter handles or via their blogs and you’ll be near some of the best B2B sales advice you can get. This week, Inbound Marketing Experts HubSpot came out with their list of 25 Helpful Sales Blogs You Don’t Want to Miss Out on. The post Just in Time B2B Sales Resources appeared first on Score More Sales. Close More Deals.

Start with Social Marketing in B2B, Stop with Social Selling

Increase Sales

So let us stop with this current catch phrase of social selling just to sell some webinar, book, etc, you get my drift. Now social marketing specific to B2B is a subset of marketing just as direct mail, advertising, business to business networking and promotional items all are. Yet all the examples they cited are marketing. Prospecting is marketing! Email.

Getting B2B Sales Reps to be More Social

Dave Stein's Blog

See information about upcoming webinar on social selling at the bottom of this post.). Over the past several years we’ve given them high marks for how they’ve employed social media in their own marketing and selling efforts. One role is what they call “Micro-marketer,” whereby the seller uses social media for planning and demand creation and generation. Try this. It’s a force.

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5 Things You Can Do To Improve B2B Lead Generation

B2B Lead Blog

B2B Lead generation is rapidly changing process for companies with the advent of MarTech. . Join me Thursday, July 28 at 10 am PST for an exclusive webinar. I’ll be sharing where B2B marketers can focus and what on the “best few” things they can do to improve their b2b lead generation efforts immediately. Register for “5 Things You Can Do Immediately to Improve your B2B Lead Generation.” Use your empathy to develop marketing messaging that connects. I’ll be joined by Sanjit Singh, COO of LeadCrunch. It’s going to be fun.

Why we shouldn’t demand (or want) marketing to give us sales-ready leads

Smart Selling Tools

Marketers, as we all know and understand, are responsible for many critical business tasks. From a philosophical standpoint, Marketing’s role is the transformation of a company’s mission – through the successful integration of brand awareness, solution credibility, and calls-to-action – into a broad base of satisfied customers. Tweet Sales-ready leads. These leads are no good!

B2B Social Media Marketing: Focus on leads, not likes

B2B Lead Blog

Nichole Kelly, President of SME Digital , a digital marketing agency, and Chris Baggott, Chairman and Cofounder, Compendium , a content marketing software company, have helped hundreds of clients move from counting “likes” and “shares” to counting what executives care about: sales volume, revenue and cost. Track your prospects’ activities throughout the marketing and sales funnels.

Turn Your Customers Into Marketers


As marketers, we all know that there’s nothing better than having a third party promote our brand. Having advocates outside the company is extremely powerful in increasing the reach of our message and our credibility in the market. It creates an unstoppable, marketing superstorm, and that superstorm is known as user-generated content, or UGC. Marketing Insights.

How to Run Profitable B2B Influencer Engagement Programs #Podcast

Social Media and Sales Strategy

Today’s podcast ( download here ) is focused on why Influencer Engagement programs are vital and how to run one effectively in the B2B sales and marketing space. Launch and host a webinar series with influencers as participants. Launch and host a webinar series with influencers as participants. 75% cited influencer engagement as an effective in lead generation.

Good Reads for B2B Marketing - 5 Buyer Behaviors Reshaping B2B Marketing


Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different. Buyer Behaviors Reshaping B2B Marketing.

How Social Media Influences Market Reach

Increase Sales

For any business from the smallest to the largest, market reach is essential. This is why marketing is the first phase of the 3 Phase Sales Process. To achieve this essential component for business growth and business success is 100% connected to marketing one’s message. LinkedIn Pulse platform is an incredible marketing channel especially for those in B2B

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Blog

What are the five ways you can immediately improve your account based marketing (ABM) and selling? In the interview, we talk a little shop about the fundamentals of account based marketing, what’s new (and unchanged) in the world of the complex sale, and how empathy marketing is the way forward. When I encounter account based marketing, there are three flavors. Break].

Lead Qualification: Webinar marketing strategy boosts conversion 500%

B2B Lead Blog

Tweet Providing relevant and valuable content in webinars is key to a successful strategy. “When I came on in 2008, we had a webinar program and a lot of other programs running very disjointed. Every program, every webinar all had various different promotional plans behind it, and they were really a one-off situation. We did a lot of work to look at that one-off strategy.

The Objective Seller #webinar

The Pipeline

As it happens, rather than having to do a post about that, this coming Thursday, July 17th, I will be delivering a webinar along with the good folks at DiscoverOrg , addressing that specific process. The Objective Seller Webinar. The webinar will discuss how all businesses have objectives relating to their market, their commerce, and their opportunities.

The Best Sales Books You’ve Never Heard Of… Some Webinars and an Important Study

Dave Stein's Blog

In my Sales and Marketing Management  magazine column this month, I write about sales books. ESR and BayGroup International are collaborating to determine the answers to some important questions around the subject of B2B negotiation. Inspiring Buyers to Buy (Even When They Weren’t Thinking of Buying)  During this one-hour webinar, ES Research Group, Inc. Greg Alexander, et.

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B2B Marketing: Why Marketing shouldn’t promise BANT qualified leads for Sales

B2B Lead Blog

Tweet Many marketers use a model for lead qualification based on these four key characteristics: B = Budget. A = Authority. N = Need. T= Timing. Before we start another unproductive war between Sales and Marketing, maybe we should focus on building bridges of understanding between these two departments. Their critiques of marketing leads are much more fundamental. Yet far too often, marketers send every lead to Sales and very few of those leads ever convert. Early on, you probably aren’t sure you will buy a marketing automation system. They need each other.

Webinar Replay: Teleprospecting that Drives Sales-Ready Leads

B2B Lead Blog

During the latest B2B Lead Roundtable Webinar, Brian and his colleague, Brandon Stamschror, Senior Director of Operations for MECLABS Leads Group, explained how to make the most of the oldest and best sales conversion tool: the human touch. How One Company Slashed Their Cost per Lead by More than Half from B2B Lead Roundtable on Vimeo. Quality data is critical.

Universal Lead Definition: Why 61% of B2B marketers are wasting resources and how they can stop

B2B Lead Blog

Tweet Confession: I wish I could flash this across every marketer’s computer screen the moment it powered up: A universal lead definition (ULD) clarifies what a lead is to everyone in your organization. Spells out the responsibilities and accountabilities of Sales and Marketing. Makes Marketing and Sales more efficient. It also: Fits the profile of your ideal customer.

Marketing Automation: Lessons from 4 case studies

B2B Lead Blog

Tweet Marketing automation technology has become an indispensable tool in the complex sale marketer’s arsenal. Luckily, for B2B marketers there is a wide range of marketing automation options out there from relatively simple solutions that help streamline email marketing to full-blown packages that seem like they do everything but automate the lights and thermostat at the office. Case Study #1 – Marketing Automation: 200% increase in lead volume for software company after implementation. Scalability. Integration with the new CRM system. Results?

Lead Generation: How Lithium Technologies uses webinars to grow its customer database

B2B Lead Blog

Thomas is growing her database month over month – with minimal investment of resources – after discovering how her marketplace loves to learn through webinars. “In today’s highly digitized world, people have an appetite for connection as opposed to just printing out a piece of paper,” she explained. So, here’s a look into Thomas’ process for producing webinars that attract leads.

5 Account Based Marketing Tips That Will Build Your Pipeline Now

A Sales Guy

ABM, Account Based Marketing, we’ve all heard about it. (If you haven’t go  here and get caught up, quickly). Sure, there are elements of ABM that smart B2B practitioners have been doing for years. Here are 5 tactics you can use right now to close larger deals with Account Based Marketing and Sales Development. Account Based Marketing (ABM) Marketing

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Reaching B2B Decision Makers Through Social Media – New Webinar

The Sales Insider

Social media outreach is increasingly becoming an skill that sales and marketing professionals need to have in order to increase the likelihood of their success, especially with decision makers. How To's Inside Sales Inside Sales Best Practices Inside Sales Thought Leaders Inside Sales Training Adam Honig inside sales social media inside sales training inside sales webinars Ken Krogue social media outreachOn Tuesday, Dec. 4, 2012, Ken Krogue and Adam Honig, CEO Read more.

The No More Cold Calling? Webinar Series

No More Cold Calling

Live Webinar Series. Home » The No More Cold Calling® Webinar Series-->. The No More Cold Calling® Webinar Series. Currently, we do not currently have a scheduled referral-selling webinar series. No other sales or marketing strategy comes close to the results you get through referrals. The No More Cold Calling Webinar Series. Speaking. Speaking Video.

Lead Generation: 2 tips to transform your content marketing

B2B Lead Blog

Tweet Content marketing can be an effective tactic for lead generation as customers look to your brand as an authority in the marketplace delivering relevant information that is useful to their needs. Although Shelby’s example was rooted in Adobe’s webinars, the principles are transferable to your own unique situation. Tip #1. Develop a highly focused, targeted strategy. Tip #2.

The Secrets to Scalable Growth: How DiscoverOrg Crushed 2016

DiscoverOrg Sales

Sales & Marketing: By Golly We Aligned Them. We further drove this success by implementing a weekly pre-funnel dashboard and tracking  all of the pre-sales metrics – from qualified leads passed over from marketing, to demos set, demos completed, opps created, and sales pipeline. I remember it so vividly that it’s crystal clear. Really? They want faster growth ? Period.”!