Trending Sources

How to Make B2B Data an ROI Catalyst

Sales and Marketing

Issue Date: 2016-07-22. Author: Hila Nir. Teaser: Believe it or not, your current customer data is actually the secret source of future growth. Organizations constantly claim to be “customer-first”; now you have a chance to put that aspiration toward your organization’s growth. Believe it or not, your current customer data is actually the secret source of future growth. read mor

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The Most Untapped Leverage Point For B2B Growth

DiscoverOrg Sales

Marketing: Better Leads, Higher ROI. Direct mail is hot in B2B right now, for good reason: it can be extremely effective. If you can ensure your campaign is sent only to recently vetted contacts with verified addresses, you’ll reach the right people, with low waste and high ROI. Bonus: your competitors are probably oblivious to its power. First, let’s take a look at Marketing.

B2B 59

12 Social Media Tips for B2B Marketers

Salesfusion

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. While it’s true that social media can be just as valuable for B2B marketing as it is for B2C marketing, the two do require different approaches. B2b marketing socialWho are your top engagers?

How B2B Marketing Leaders Can Transform Click Data into ROI Insights

Sales Benchmark Index

Marketing leaders who want a personalized executive briefing on transforming click metrics to ROI insights through web analytics. Most companies are only getting a fraction of the value that is possible from Web Analytics. It’s likely that your team is snow-blinded by click metrics. Activity means nothing without understanding how the clicks translate to acquiring new customers.

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Visualize ROI, With Your Customer

Dave Stein's Blog

If you’ve been reading this blog, you know how important financial and business acumen is for effective B2B selling.  The reasons: It supports demand creation approaches and initiatives. Enables reps to carry on business value-oriented conversations. Enables product/service links to customer’s specific long-term business objectives. Removes selling focus on product specifications.

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Trick or Treat? Dreamforce Goodies for B2B Marketers

Smart Selling Tools

Fortunately, there were many Dreamforce exhibitors with tools well designed to help B2B Marketers achieve significant gains, thus extending the value of their existing technology investment. I’ve sorted a few that are affordable, powerful and well integrated in marketing automation.  In my opinion, these are worth consideration. Rebecca is a Sr. Predictive is Everywhere. Learn more here.

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Social Media Pays Off Big for Over 1,000 Marketers Reporting 150% ROI or More

B2B Lead Blog

Tweet If you’ve been following the B2B Lead Blog for a while, you might recall this post , inspired by a spirited LinkedIn B2B Lead Roundtable Group discussion about whether social media truly delivered ROI. The official verdict from MarketingSherpa has just arrived, in the form of their third annual B2B Social Marke ti ng Benchmark Report. Why or why not?

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Where’s the Passion in B2B Marketing?

B2B Lead Blog

In this age of automation, depersonalization, scoring and measurement, I’m not seeing the human touch and connection in B2B marketing. Tweet I’m writing this post at Dreamforce 2014. It’s been an amazing experience, and I’ve loved meeting leaders in sales and marketing from all over the world and being part of this community. According to this study, the U.S.,

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The Pipeline ? 25% Increase in Sales Training ROI ? Sales.

The Pipeline

25% Increase in Sales Training ROI – Sales eXchange – 115. Some aspects of sales training are easy to measure others not so, but it is a fair question when I am asked what they can expect from an ROI standpoint. 25% Increase in Sales Training ROI – Sales eXchange – 115 [link] via/ @renbor. 25% Increase in Sales Training ROI – Sales eXchange – 115 [link] / via @Renbor.

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5 B2B Lead Generation Mistakes

Sales Overdrive Blog

Whether telemarketing or digital marketing ROI, it’s important to continuously monitor your efforts and measure how audiences are reacting. Many brands fail to resonate with B2B prospects because of a broad, untargeted message. The post 5 B2B Lead Generation Mistakes appeared first on Sales Overdrive. Are you making any of these errors? Failure to understand your audience.

How to Measure the ROI on Social Selling

The Sales Blog

How to Measure the ROI on Social Selling is a post from: The Sales Blog | S. Your ROI on Activities. Calculate the ROI the same way you calculate all of the other activities that make up prospecting. Social Media b2b opportunities prospecting Salesperson selling social selling success Winning Hearts And Minds Anthony Iannarino. Maybe you’re having trouble proving the return on your investment of time and energy in social selling. Let’s see how social stacks up. old school social). old school social). old school social, IRL). But there’s more. It’s everything.

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Good Reads for B2B Marketing - Respect Your Competition

Pointclear

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Michael Chassen''s Rules for Authentic B2B Communications. Blackboard co-founder Michael Chasen credits B2B marketing communications with helping to build the company, which sold for $1.64 B2B Email Marketers Focus on Targeting Content. false.

B2B Lead Generation: Are You Killing the Golden Goose?

Pointclear

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. We have clients who generate terrific ROI with 3% lead rates and other clients that boast lead rates of upwards to 10%. There are plenty of expressions or proverbs you hear every day that are familiar and understood (such as “a penny saved is a penny earned”).

Follow the Money: The Primary Responsibility for CMOs

Pointclear

Branding has gotten a lot of attention in B2B over the last ten years or so, as traditional agencies, to generate more revenue, jumped on the band wagon of brand measurement and improvement for B2B. Since the 2007 recession there have many articles, white papers, e-books, blog entries and traditional books written on Marketing ROI (see the bibliography at the end). Lenskold.

B2B Social Media Marketing: Focus on leads, not likes

B2B Lead Blog

The sales cycle in most B2B companies is 90 days to two years, and you have to consider all of the marketing that goes on in between there. Catch Baggott and Kelly at MarketingSherpa’s B2B Summit 2012 in Orlando, August 27–30, find out the details here: MarketingSherpa B2B Summit 2012. Related Resources: MarketingSherpa B2B Summit 2012. How many people converted.

Good Reads for B2B Marketing - 6 Marketing Trends to Watch in 2013

Pointclear

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Learn why Anothony says his blog is "an outstanding ROI." The B2B Funnel is still alive, well, and living on the beach in the Bahamas: Madlibs #2 w/ @Funnelholic. You may be familiar with the B2B Madlibs series on Funnelholic this year. Enjoy!

Are You Forgetting the Third Rail in Sales Training?

Increase Sales

Implementing sales training even for the smallest B2B firms is expensive. If you or your SMB wants to truly see a significant ROI for your sales training, then assess your workplace culture first. Sales Training executive leadership ROI for sales training Sales sales skills workplace culture workplace culture assessmentThat third rail is workplace culture. Share on Facebook.

The ROI of Conference Calls vs. Face to Face Meetings

Green Lead's B2B Blog

Green Leads measures the sales outcome of our client's b2b appointment setting programs. We do this to gain an immediate measure of the program as opposed to waiting out long sales cycles to show true ROI. Do the results differ if they were to have taken those introductory meetings by phone? Many would say yes, but the data begs to differ.

Lead Scoring: How to pick the right ingredients for high ROI

B2B Lead Blog

It’s a process that works very well, according to the soon-to-be-released MarketingSherpa 2012 B2B Lead Benchmark Report. The report reveals that companies that use lead scoring see an average 138% ROI on lead generation, and companies that do not use it see a 79% ROI. Related Resources: Lead Scoring: CMOs realize a 138% lead gen ROI … and so can you. Watch a webinar?

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Webinar Replay: How to Integrate Social Media/SEO to Drive More Leads and Increase Marketing ROI

B2B Lead Blog

Sergio Balegno, Director of Research, MarketingSherpa/MECLABS Primary Research Group , explains how the strategic integration of SEO and social marketing is helping B2B marketers remarkably accelerate lead capture and conversion. step-by-step explanation of how one B2B company’s inbound marketing strategy drove 70 percent more leads and doubled revenue per account in merely one year.

Study: How REAL B2B Decision Makers Reveal Themselves on Social Media

Productivity and Motivational Tips for Inside Sale

Where is your social ROI going to come flooding in from? And a  new study from International Data Corporation and LinkedIn , surveying 760 B2B buyers across 8 countries, has taken a hard look at just that. solid majority of B2B decision makers — 75% — were found to use social media in the latter stages of the sales cycle to support their purchase decisions. At

The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click

Pointclear

By being proactive when it comes to the 7 truths about sales and marketing that CEOs need to know, companies can go a long way toward achieving marketing ROI, and driving revenue results. An astounding 61% of B2B marketers admit to sending 'leads' directly to Sales without qualification, according to a Marketing Sherpa Marketing Benchmark Report. summary: 1. Define a lead. Not really.

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

B2B Lead Blog

An astounding 61% of B2B marketers admit to sending “leads” directly to Sales without qualification, according to the MarketingSherpa 2012 B2B Marketing Benchmark Report. It doesn’t take a lot of time or effort to heed my warning, but I promise you, the rewards of doing so — more pipeline, sales, success and better ROI — will make it more than worthwhile.

B2B Email Marketing: Batch and blast, mobile and other challenges

B2B Lead Blog

You can increase your ROI and your revenue through targeting and through better segmentation and messaging to those segments based on previous activity, but it takes time and money. We have a B2B client with a mobile open rate of only 4%. Email Marketing b2b email batch and blast deliverability email engagement Email marketing Tweet Earlier this year at MarketingSherpa Email Summit 2013 in Las Vegas, I had the chance to enjoy many conversations with my email marketing industry friends. This post grew out of one of those talks. Here are their answers. For others, it does.

The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 3 of 3)

Pointclear

The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the success of B2B lead generation investments. In the second post, we looked at elements of a complex sale that impact B2B lead generation costs. Correctly emphasize the ROI value of qualified leads over their cost. Leads must offer high potential close value.

Building a better ROI calculator for lead gen - About Leads.

Buyer Zone's Lead Generation Blog

Building a better ROI calculator for lead gen. Getting the most out of your marketing dollars is all about return on investment: the ROI is just a measure of how much you spent compared to how much you got back. Its a simple concept, but when we talk to companies that are part of our program, were often surprised to see how few actually measure ROI in a consistent, ongoing way. Were working on a simple ROI calculator that you can use to compare the performance of all your internal and external lead gen programs, as well as do basic lead tracking. B2B Web Strategy.

[PODCAST] How Good Data Equals Higher Sales Commissions with Brian Burns

DiscoverOrg Sales

In IT-ROI’s case, deep data intelligence resulted in a 60X return on investment in 9 months. Looking for a No-BS podcast that will elevate your sales results? Brian Burns, host of the weekly podcast, “ The Brutal Truth ,” interviews leaders in the sales space and offers key insights into succeeding. Below are some topical highlights of that podcast.

B2B Lead-Gen: Top tactics for a crisis-proof strategy

B2B Lead Blog

They need to know what gets their audience to convert and what really drives the highest ROI by generating the greatest volume of highly qualified leads — and then focus on further optimization of those channels.”. This chart is from the MarketingSherpa 2012 B2B Benchmark Report (of which Doyle is also the lead author). Tweet Do you remember the fire drills at school? asks Doyle.

My Favorite 'John Wayne' Thoughts for Marketers and Salespeople

Pointclear

This is easily adapted to, "Well, there are some things a salesman just can''t run away from, and that''s sales lead follow-up." In spite of the accountability that CRM brings and the follow-up that marketing automation creates, B2B salespeople have to do the final step. Sorry, I can’t prove the ROI because salespeople won’t follow up." B2B Marketing B2B Sales

Film 90

Attention B2B Marketers: There’s Gold in this Graphic

B2B Lead Blog

Tweet In the infographic below, MarketingSherpa gives us a sneak peak at key findings from their upcoming 2012 B2B Marketing Benchmark Study, which will undoubtedly be discussed in detail at their B2B Summits in Boston this September and San Francisco this October. For a complete, printable PDF go here:  MarketingSherpa Infographic. Click here to learn more.

Are You Lost In A B2B Sales Lead Paradox?

Modern B2B Sales

Your B2B marketing department has done its job.  You’ll see conversion rates and ROI that prove collaboration is key. Are You Lost In A B2B Sales Lead Paradox? was posted at Modern B2B Marketing - Marketo Best Practices Blog. | [link]. B2B Sales sales leadsby Maria Pergolino. They’ve filled the funnel with sales leads.  What happened? Your Message Doesn’t Compel.

PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software

Pointclear

He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. Craig specializes in lead generation, lead qualification, and B2B marketing and sales. Social Media: Table Stakes and the Challenges Linking to ROI. Concluding Thoughts: Consumerized B2B Software & the Resurgence of Field Sales. You know I love those guys.

5 Ways to Get More at Dreamforce -by Craig Elias

Pointclear

In fact, he has a new eBook that serves as a useful guide to getting the most ROI out of your Dreamforce experience. B2B Sales Sales Leads The fabled Dreamforce conference with all its innovation, big-name speakers, and craziness is just days away. Are you going to be there? He created Trigger Event Selling™ and he’s a Dreamforce convention veteran.

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The Complexities of Selling Technology to Business

The Pipeline

Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills. But B2B selling, especially to large corporations has evolved into a complicated process. Guest Post – Michael Ashford. In this post, we’ll discuss some of the reasons technology sales to business is so complex.

Behind the Marketing Technology Triumvirate

Salesfusion

There’s a lot of moving parts within that process, and it typically isn’t a clean, linear journey, especially in the B2B world. Measuring effectiveness and ROI. Additionally, marketing automation platforms, in particular, take all of this full circle by measuring the ROI of marketing efforts. B2b marketing CRM marketing automation socialMarketing Insights.

Get the Most Out of Trade Shows with Pre & Post Show Prospecting Strategies

DiscoverOrg Sales

What can you do to maximize both the time spent and your ROI to avoid these becoming a cost center? DiscoverOrg’s VP of Sales, Steve Bryerton will present one of our highest attended webinars,  Maximize Your Tradeshow ROI. If you want to dive in to staffing, giveaways and other on-site related items, our CEO Henry Schuck delivers 10 keys in his blog, “ Keys to Tradeshow ROI: 10 Strategies to Maximize Your Return.” Trade show season is here. This is equally as important as the post-show follow-up. Timing is everything!

Using Phone and eMail to Close Business

Score More Sales

Recently there was a report published on converting B2B sales leads into deals that we blogged about. Buyers want to speak with someone who can hold a business conversation and offer ROI information, not just someone with a pulse and a heartbeat. The study was researched by Leads360. They also just created a handy Infographic to go with it, so take a look and enjoy.

Money Monday – Live and In Person for Sellers

Score More Sales

Bigger conferences and events have an ROI (return on investment) document to help you “sell” the idea to your boss. At the upcoming Dreamforce event for Salesforce.com customers, potential customers, and partners, they have an ROI calculator you can fill in and then generate a letter to give your company leaders showing the potential return if they send you.

Introduction to Lead Management

B2B Lead Blog

Lack of lead management impacts lead conversion and ROI. think the major cause for poor lead conversion and ROI is the lack of lead management, also known as passing unqualified leads, or marketing qualified leads (MQLs), directly to sales reps. MarketingSherpa captured some of the key lead management issues in the 2012 B2B Marketing Benchmark Report. Lead management defined.

Social Media Marketing: Dell reveals how it turns thousands of brand detractors into fans

B2B Lead Blog

In addition, Social Outreach Services, a team representing 14 languages, actively monitors and participates in social media. A lot has changed since 2006 and these changes have paid off handsomely for Dell – especially for its B2B business, says Richard Margetic, Director of Global Social Media, Dell. Social media has made more of an impact, significantly on B2B than B2C,” he said.