The ROI Guy

NOVEMBER 4, 2013

Solution Alinean worked with Akamai to develop the KONA Security Solutions interactive white paper, determining the prospects top priority issues with security, and then recommending specific thought leadership insights, solution overview, value messaging and justification for each priority. Click here to see the tool in action.

ROI 45

ROI Fashion Guarantee Lead Rank 45

Sales and Marketing Management

NOVEMBER 28, 2017

Author: Jeff Kalter If you’re implementing account-based marketing, you’re likely well aware that your success in attracting and converting your target accounts hinges on customizing your communications. An essential tool for doing that deep dive to gain intelligence about the account is your inside sales team or telemarketing firm.

Account Based Marketing 174

Account Based Marketing Sales Qualified Lead Ideal Customer Profile Account 174

Zoominfo

AUGUST 26, 2018

A little bit of humor can go a long way– even in the marketing world. Today’s marketing professionals must juggle a number of high-priority tasks throughout the day, and often, they find themselves under a significant amount of stress. In these cases, a few lighthearted jokes can ease the tension of the day-to-day marketing job.

Marketing 272

Marketing Top of Funnel Hiring Social Media 272

Pointclear

MARCH 19, 2018

The director of marketing, 20 years into her career, was confronted with a bewildering cornucopia of reports, making her heretofore creative life difficult. She needs a bigger picture of the marketing return on investment, which is only available by looking deeply into the digital analytics. It wasn’t an easy conversation.

Analytics 164

Analytics Marketing Top of Funnel Sales Qualified Lead 164

Sales 2.0

AUGUST 22, 2022

I’ve been reviewing some key books in sales and marketing to refresh my knowledge of some of the fundamentals to building world-class “revenue engines”. Latané’s book covers an area of marketing that I have long wondered about: Should you “gate” or should you not “gate” your content? I’m sharing my summaries here.

Cold Calling 195

Cold Calling Lead Rank Intent Data Marketing Qualified Lead 195

Sales 2.0

SEPTEMBER 24, 2014

She’s been doing studies on B2B data providers for the last several years and has written up each study in a white paper. You can grab these white papers here. Sample data from one of Ruth Stevens' white papers. Marketers don’t. Marketers deal with large lists of names and email addresses.

InsideView 322

InsideView Prospecting Hoovers Territories 322

The ROI Guy

SEPTEMBER 13, 2011

It is very easy for us to maintain and continue to evolve the content within the Interactive White Paper , and the personalization rules. No custom software application development / programming is needed to specify the content or rules.

Tools 40

Tools Ideal Customer Profile Demand Generation Agencies Software 40

The ROI Guy

OCTOBER 13, 2010

Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers.

Lead Rank 40

Lead Rank Lead Scoring Eloqua Ideal Customer Profile 40

The ROI Guy

NOVEMBER 29, 2011

Alinean worked with Iron Mountain subject matter experts to create the Cost Savings Advisor Interactive White Paper. A few questions answered by the prospect produces a completely relevant, personalized and compelling 6-page white paper. You can try the Interactive White Paper for yourself by clicking here.

Sales Qualified Lead 53

Sales Qualified Lead Campaigns Sales Cycle Lead Rank 53

The ROI Guy

NOVEMBER 7, 2017

You download that white paper, and because it’s gated, you’re required to fill out a lead capture form – your name, email address, Company, title, location, phone number, name of first born…Worse, you know you’re immediately going to get that lame phone call or email follow-up: “I see you downloaded our white paper, want to talk?”.

Lead Capture 126

Lead Capture Customer ROI Lead Rank 126

Pipeliner

MARCH 7, 2021

Marketing a healthcare facility can be difficult. You need to attract patients to come to your hospital to do justice to your investment and properly marketing your brand is the key. Today, everyone relies on the internet for information and there is a need for healthcare organizations to improve their internet marketing.

Strategy 97

Strategy Marketing Social Media Case Study 97

Zoominfo

MARCH 24, 2021

You hire talented sales and marketing professionals and set them up with state-of-the-art CRM and automation tools. However, if that data isn’t clean, your marketing and sales efforts take a hit. For B2B companies, bad data and data decay weaken CRM and sales and marketing automation tools. The short answer—a lot.

Data 251

Data B2B Churn Buyer Persona 251

SBI Growth

APRIL 8, 2013

We engage with a lot of marketing leaders. In this post I want to focus on the marketing department’s org chart. In this post I want to focus on the marketing department’s org chart. What should the org chart for your marketing department look like? Not all marketing departments are created equal.

Top of Funnel 319

Top of Funnel Marketing Demand Generation Demand Generation Targets 319

SBI Growth

OCTOBER 5, 2013

As a marketing leader, the CEO is going to measure your 2014 success in three ways: Leads – Number of Sales Qualified Leads delivered to Sales. Opportunities – Percent contribution by Marketing to the Sales Funnel. Wins – Percent contribution by Marketing to Sales Revenue. Those that miss critical spend categories altogether.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

Zoominfo

AUGUST 5, 2021

In these conditions, without the right knowledge, tools, and team assistance at their fingertips, your sales reps will find consistent sales success hard to come by. Sales Tools & Best Practices: The right tools and best practices to put your sales enablement into practice. Begin by embracing team selling.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Allego

APRIL 30, 2024

For example, AI can help with the following tasks: Email Outreach and Follow-ups: AI-powered email automation tools can draft personalized emails based on predefined templates and prospect data. These tools utilize LLMs to understand the context of each interaction and tailor the message accordingly.

Sales Enablement 62

Sales Enablement Lead Rank Lead Scoring Analytics 62

Janek Performance Group

SEPTEMBER 12, 2022

Our new white paper, The Ultimate Guide to Developing a High-Performance Sales Organization , outlines these principles. And we have distilled this knowledge into six pillars: Strategy and Go-to-Market : Establishes the goals, objectives, target markets, and delivery methods for your sales reps.

Hiring 62

Hiring Lead Rank Collateral Case Study 62

The ROI Guy

AUGUST 27, 2018

If you are using Interactive Value Selling and Marketing Tools, you may be sitting on a wealth of customer intelligence that you could be leveraging. The tool dynamically uses customer intelligence in each analysis and report including collected business goal, key challenge and risk information to deliver personalized insight.

Ideal Customer Profile 55

Ideal Customer Profile Tools Eloqua Customer 55

The ROI Guy

SEPTEMBER 13, 2011

The Interactive White Paper is hosted on the Alinean XcelLive™ platform , which has a number of lead capture options and connectors to several of the most popular marketing automation / CRM solutions. Each tool has its own registration form, which can be customized.

Leads 40

Leads Marketing Qualified Lead Ideal Customer Profile Lead Nurturing 40

The ROI Guy

SEPTEMBER 13, 2011

Yes, we have several customers and partners who are authoring their own Interactive White Papers. Anyone with basic spreadsheet / Word skills can be taught how to create and publish Interactive White Papers on the Alinean platform, with no custom application development skills required / needed.

Marketing 40

Marketing Tools Training Customer 40

DiscoverOrg Sales

NOVEMBER 6, 2017

But that doesn’t stop a lot of sales and marketing professionals from pursuing any and all hand-raisers, regardless how poorly suited they are. Fit, intent, and engagement provide the core data you need to be successful with your account-based marketing program. The days of squandering marketing budget are gone.

Account Based Marketing 145

Account Based Marketing Lead Rank Ideal Customer Profile Account 145

The ROI Guy

SEPTEMBER 15, 2011

Matching the current style provides for continuity with existing marketing and sales collateral. Developing a unique style makes the white papers and presentations the tool develops stand out for third-party positioning and enhanced credibility.

Report 40

Report Collateral Tools Proposal 40

SBI Growth

DECEMBER 8, 2012

Technology interruption, good and bad, continues to alter buyer behavior and disrupt marketing. Without this understanding, leveraging marketing spend can turn into a wild guess. Let us look at four buyer trends bound to shake up marketing in 2013: 1. Inbound marketing the rage! Content marketing the hot buzzword!

Trends 330

Trends Buyer Marketing Revelation 330

Zoominfo

OCTOBER 18, 2022

Lead generation has matured immensely as a marketing discipline over the past decade, with more tools and data available than ever before. There are essentially two competing schools of thought among B2B marketers. demand-gen argument makes for engaging social conversation, the reality of the situation isn’t so black-and-white.

Lead Gen 130

Lead Gen Lead Rank Sales Qualified Lead Leads 130

The ROI Guy

AUGUST 24, 2018

You’ve invested in interactive content and marketing tools for your website, helping prospects and customers assess their needs, size and price the right solution, and understand the business value and differentiating cost advantages of recommended solutions. Instead, the information can be passed into the tool on the “call”.

Lead Rank 45

Lead Rank Lead Scoring Eloqua Unica 45

Zoominfo

AUGUST 5, 2021

In these conditions, without the right knowledge, tools, and team assistance at their fingertips, your sales reps will find consistent sales success hard to come by. Sales Tools & Best Practices: The right tools and best practices to put your sales enablement into practice. Begin by embracing team selling.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

Smooth Sale

MARCH 10, 2024

Moreover, your sales representatives require the right tools to build rapport and close deals. Create the R ight C ontent for Y our A udience About 37% of experienced B2B marketers produce compelling sales content for their target audience. Studies show ebooks and white papers can also impact the customer decision-making process.

B2B 106

B2B Top of Funnel How To Sales Qualified Lead 106

Zoominfo

AUGUST 26, 2018

A little bit of humor can go a long way– even in the marketing world. Today’s marketing professionals must juggle a number of high-priority tasks throughout the day, and often, they find themselves under a significant amount of stress. In these cases, a few lighthearted jokes can ease the tension of the day-to-day marketing job.

Marketing 100

Marketing Top of Funnel Social Media Harvest 100

Allego

APRIL 18, 2024

In fact, consulting firm McKinsey & Company says, “AI is poised to disrupt marketing and sales in every sector.” McKinsey & Company Sales leaders understand the value of AI; what they need now is to identify the right tools and understand how to apply them to boost sales performance. Listen to the interview.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

Janek Performance Group

MAY 2, 2023

It motivates and boosts confidence, giving reps the tools to succeed. We’re all familiar with economic fluctuations, emerging markets, new products and technology, and organizational turnover. For more, see our white paper Finding, Onboarding, and Retaining Top Sales Talent. This makes upskilling so essential.

Hiring 62

Hiring Negotiation Decision Maker Coaching 62

The ROI Guy

JUNE 13, 2012

As a result, you absolutely need to invest in Value Marketing Tools to drive revenue: challenging the “do nothing” buyer to take action, justifying the investment in your proposed solutions, and quantifying your differentiating value. But how can you be sure that the investment in Value Marketing Tools will pay-off?

Guarantee 65

Guarantee ROI Lead Rank Lead Scoring 65

LeadBoxer

NOVEMBER 29, 2020

Equipping your department with tools driven by artificial intelligence (AI). 10 Top Tools for Sales AI. This is an essential part of sales enablement , or the process of supplying your team with info, tools, and training that help them close more deals. 10 Top Tools for Sales AI. The secret to making it a reality?

Sales Enablement 74

Sales Enablement Tools Ideal Customer Profile Lead Rank 74

Zoominfo

JULY 25, 2023

And while the precise definition can vary by team, GTM teams often have two high-level ways of categorizing leads: Marketing qualified leads (MQLs), who are early in the journey but have interacted in a way that indicates they could be ready for sales. B2B lead generation, often shortened to lead gen, is the lifeblood of a healthy business.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

The Pipeline

NOVEMBER 25, 2011

Top Sales & Marketing Awards 2011. Stored in Attitude , Awards , Business Acumen , Communication , Compete , Marketing , Sales Success , execution , qualifying. One for Top Sales & Marketing Blog , where I share the company of last year’s winner S. March 2008. February 2008. January 2008. December 2007. Gap Selling.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215

SBI Growth

JANUARY 20, 2014

Yet there’s little attention within marketing teams on developing quality offers. DMA studies show Offer is the #1 determination of success for customer marketing. Marketing plans are well underway. Chief Marketing Officers are monitoring their team’s campaign metrics as a leading indicator. But that’s not enough.

Campaigns 310

Campaigns Demand Generation Demand Generation Targets Outside Sales 310

Sales and Marketing Management

AUGUST 9, 2020

The facts (research) show that just because some sales leads are six months to a year old, half of any given group of leads with the same age is still in the market to buy. Far too many companies experience sales lead asset losses because their sales and marketing people do not follow up and contact prospects. Why It Matters.

Sales Qualified Lead 177

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 177

The ROI Guy

MAY 14, 2012

I am often asked what key workflow or functionality you can enable if you integrate Alinean tools with Marketing Automation (MAP) and Customer Relationship Management (CRM) solutions. He knew this was going to be a heck of a challenge, but he did have some good value oriented white papers to start with.

Lead Rank 64

Lead Rank Lead Scoring CRM Eloqua 64