M. H. (Mac) McIntosh Anne Marie Corbett Marketing Programs Manager

Save this PDF as:
 WORD  PNG  TXT  JPG

Size: px
Start display at page:

Download "M. H. (Mac) McIntosh Anne Marie Corbett Marketing Programs Manager"

Transcription

1 M. H. (Mac) McIntosh Anne Marie Corbett President Marketing Programs Manager Mac McIntosh Inc. Globoforce M H McIntosh All rights reserved.

2 Building the case for marketing-driven new business development What s working best in lead generation today Real-world examples of how one of your peers generates leads for her sales team Lots of lead generation tips, tricks and recommendations you can put right to work for your company

3 Use low cost-per-touch marketing Use high cost-per-touch sales Prospect Nurture Qualify Demo Propose Close Marketing + sales = more new business + lower cost of sales

4 5 sales $329 = $1,645 Vs. 12 marketing $10 = $ sales $329 = $987 Total: $870 (a $538 savings)

5 Work the Math Backwards Net new business goal $ Sales goal is here Determine your conversion rates and drop off points, then work backwards. Qualified Prospect s First Meetings Leads into the Pipeline Marketing goals starts here 5

6 Marketing Role Suspect (cold) Prospect (contacted us) Lead Scored and Routed A A- Outside Sales Customer Identified Sales Role Sales Follow Up 1 Customer 2 Unqualified 3 Contacted No Opportunity Present B B- Inside Sales Qualified/Converted Continue to Market C/C- Unqualified Deleted Opportunities (Sales Cycle) Identify Discovery Proposal Contract Close 6

7 You will build sales-winning relationships with more prospects There will be more sales opportunities for your sales people to follow up and close Your salespeople will be up to 40 percent more efficient Your sales will increase Your cost of sales will drop by hundreds of dollars per sale

8

9

10 Start with Those prospects most similar to recent buyers Customers (to up-sell, cross-sell, re-sell) Prospects who recently inquired Prospects visiting your web pages Prospects actively searching on the web Prospects already in your database

11 Shotgun Approach vs. Targeted Plan Brand Awareness Targeted Marketing 11

12 Defining the Marketing Sweet Spot Who are your buyers? What are their business drivers? What are their buying criteria? What is the decision emotive? What are their fears/pressures? 12

13 Where do you win? PERSONA CEO/CFO/COO VP or SVP or Human Resources Business VP Communications Director Rewards and Recognition Manager Business Director Human Resources Manager Director of IT Business Manager/Supervisor Customer Service Manager Administrative Assistant Other 20,000+ Empl ,000 Empl. <10,000 Empl. A B C A- B- C- 13

14 The right offers or calls-to-action are critical to your lead generation success

15 To generate inquiries To help prospects move forward in their buying process To help prospects sell others who Influence or make the buying decisions To identify qualified, sales-ready leads

16 Tailor offers for your various buyer personas Create a suite of offers, each addressing the various steps in the prospect s buying process Educational offers often work best A good title can quadruple response Automate Your Marketing vs. 4 Ways Smart CMOs are Using Marketing Automation to Drive More Qualified Leads and Closed Sales While Spending Less Create new offers by repurposing, refreshing and bundling existing content

17 Educating Prospects Earns Respect Why? Tight budgets no extras for training Keeping up with the industry Aligns your brand as an industry expert How? White papers/market research Webinars Local seminar series (breakfast/lunch) Blog Avoid? The dreaded sales pitch Giving up all your information at once 17

18 Using Offers to Build Relationships in Long Sales Cycles WEBINAR February 2008 DIRECT MAIL March 2008 WEBINAR June 2008 BLOG September 2008 WHITE PAPER April 2009 RFI/RFP Delivered! March

19 Articles Case studies Checklists Configurators Demonstrations Buy-now incentives E-books Executive briefings Free samples Free trials How-to guides Information kits Lunch and learns Needs assessments News Newsletter subscriptions Phone consultations Pricing Product comparisons ROI calculators Self-assessments Seminars Videos Webinars Whitepapers Workshops

20

21 For the best lead generation results, use a mix of marketing media to reach your prospects Combining inbound and outbound marketing is like 1+1=3

22 PULL (INBOUND) Online marketing Search Engines Industry portals Directories Social media marketing PUSH (OUTBOUND) Direct marketing E-newsletters Postal mail Phone

23 We at HP have focused on driving [leads] by optimizing all of the tools available, from digital marketing to telemarketing and direct mail. Juan Carlos Guerrero, Marketing Director-Enterprise Services, Storage and Networking HP Guerrero said that since implementing the telemarketing portion of his division's marketing efforts, qualified leads have increased 30% to 40%, compared with the same period the year before when telemarketing was not part of the mix. Source: BtoBonline.com 01/04/2010

24 Buzz Leads Clicks Leads Inquiries Leads

25 Awareness Branding Consideration Regarding lead generation, the responses that Inbound marketing typically generates are inquiries not qualified leads

26 Following-up inquiries Proactively communicating with key prospects Identifying qualified, sales-ready leads Nurturing the not-yet-qualified leads that represent 3-out-of-4 of your sales opportunities

27 Marketing Team Focus Long Sales Cycle Lead Generation: Low Cost Multi-touch Campaigns emarketing campaigns List rentals Webinar series Website updates and SEO Podcasts Trade shows/speaking opportunities Target Marketing: High Cost Targeted Multi-touch Campaigns Targeted ecampaigns CEO letters Direct marketing Seminars Targeted account interviews 27

28 28 Market Awareness

29 29 Web Presence

30 Marketing to the Entire Target Audience Webinar Series emarketing House and List Rentals Speaking Engagements 30

31 31 Targeted Accounts

32

33 Content is the key to being found In your websites In your blogs In your E-newsletter pages In social media venues (e.g. LinkedIn, Twitter, Facebook)

34 Phone Postal mail (Done right, it works great!)

35 High Impact Direct Mail Repurpose: Tool kit Fruit basket Wallet campaign 35

36

37 Anne Marie s Top 3 Tips Define Your Prospects More is more! Educate Your Prospects Be the thought leader in your industry Team Approach to Reaching Your Prospects Sales is not the enemy Success comes by working together. 37

38 1. Without marketing automation you are at a competitive disadvantage today It helps you get more done better and for less 2. Focus on selling your offers, not your products or services Sell the date, not the marriage 3. Track results, not just activity The ultimate metrics are the percentage of Sales Qualified Leads (SQLs), closed sales and sales revenue that lead generation played a role in

39 to request: Marketing Lead Calculator spreadsheet Subscription to Sales Lead Report Sales Lead Success Checklist

40 M. H. (Mac) McIntosh Anne Marie Corbett President Marketing Programs Manager Mac McIntosh Inc. Globoforce M H McIntosh All rights reserved.

41 M. H. (Mac) McIntosh Anne Marie Corbett President Marketing Programs Manager Mac McIntosh Inc. Globoforce M H McIntosh All rights reserved.

B2B Customer Acquisition: Effective Approaches to Finding and Securing the Most-Valuable Customers

B2B Customer Acquisition: Effective Approaches to Finding and Securing the Most-Valuable Customers WiFiAccessCode: LEADSPEDIA Thursday, 10:35 11:15 AM B2B Customer Acquisition: Effective Approaches to Finding and Securing the Most-Valuable Customers MODERATOR: M.H.(Mac) McIntosh, President and Principal

More information

The Top 10 Tricks for Sales Lead Generation. April 4, 2013 Ruth P. Stevens www.ruthstevens.com

The Top 10 Tricks for Sales Lead Generation. April 4, 2013 Ruth P. Stevens www.ruthstevens.com The Top 10 Tricks for Sales Lead Generation April 4, 2013 Ruth P. Stevens www.ruthstevens.com Everyone hates cold calling The sales function is your single most constrained resource. You can triple sales

More information

Building a BetteR. Inbound. MaRketing. Machine HOW TO AMPLIFY YOUR IMPACT. (Introducing the Inbound Marketing Multiplier)

Building a BetteR. Inbound. MaRketing. Machine HOW TO AMPLIFY YOUR IMPACT. (Introducing the Inbound Marketing Multiplier) Building a BetteR Inbound MaRketing Machine HOW TO AMPLIFY YOUR IMPACT (Introducing the Inbound Marketing Multiplier) INBOUND MARKETING is a powerful tactic, but bottom-line results don t come from inbound

More information

Leveraging Marketing Automation: Positioning Your Healthcare IT Brand as a Trusted Resource in Today's Complex and Crowded Market

Leveraging Marketing Automation: Positioning Your Healthcare IT Brand as a Trusted Resource in Today's Complex and Crowded Market Leveraging Marketing Automation: Positioning Your Healthcare IT Brand as a Trusted Resource in Today's Complex and Crowded Market Guy Mansueto VP of Marketing,Phytel About Guy Mansueto VP of Marketing

More information

Supercharge Your Demand Generation with Marketing Automation:

Supercharge Your Demand Generation with Marketing Automation: Supercharge Your Demand Generation with : The Power of Knowing Your Buyer and Your Buyer Knowing You Sue Hay, CEO, BeWhys Marketing, Inc. Cari Baldwin CEO, Bluebird Strategies The days of spray and pray

More information

8 Critical Success Factors for Lead Generation

8 Critical Success Factors for Lead Generation 8 Critical Success Factors for Lead Generation Measurement for the Complex Sale Start with a lead 8 Critical Success Factors for Lead Generation Brian Carroll, CEO InTouch and author of Lead Generation

More information

Essential. Guide to Inbound Marketing. For Business Owners & Executives. The

Essential. Guide to Inbound Marketing. For Business Owners & Executives. The The Essential Guide to Inbound Marketing For Business Owners & Executives a g u i d e f o r i n c r e a s i n g r e v e n u e a n d g e n e r a t i n g i n b o u n d m a r k e t i n g l e a d s f a s t

More information

Marketing Automation User; 2010 marketing review notes and 2011 plans

Marketing Automation User; 2010 marketing review notes and 2011 plans Marketing Automation User; 2010 marketing review notes and 2011 plans Each December we ask our marketing customers if they would like to participate in a short, informal yearend review. The scope of the

More information

Inbound Marketing Methodology

Inbound Marketing Methodology White Paper Inbound Marketing Methodology The best way to turn strangers into customers and promoters of your business. The proven methodology for the digital age Since 2006 inbound marketing has been

More information

#contentmkt13 OPTIMIZE YOUR LEAD NURTURING PROCESS: THE RIGHT CONTENT TO THE RIGHT AUDIENCE

#contentmkt13 OPTIMIZE YOUR LEAD NURTURING PROCESS: THE RIGHT CONTENT TO THE RIGHT AUDIENCE contentmkt13 OPTIMIZE YOUR LEAD NURTURING PROCESS: THE RIGHT CONTENT TO THE RIGHT AUDIENCE contentmkt13 PRESENTED BY: AMERICAN MARKETING ASSOCIATION Pawan Deshpande Founder and CEO, Curata Brian Kelly

More information

BOOST YOUR REVENUE. Open high value accounts with LeadGen Journalism Creative approach to Content Marketing

BOOST YOUR REVENUE. Open high value accounts with LeadGen Journalism Creative approach to Content Marketing BOOST YOUR REVENUE Open high value accounts with LeadGen Journalism Creative approach to Content Marketing If each major account brings you over $50,000 in annual revenue, at what amount can an in to a

More information

The Ultimate Guide to B2B Lead Nurturing

The Ultimate Guide to B2B Lead Nurturing The Ultimate Guide to B2B Lead Nurturing What is Lead Nurturing? Your current database is a goldmine. By focusing on the leads you already have, you have the potential to apply the kind of strategies that

More information

Marketing As A Strategic Weapon. Laz Gonzalez Service Director Channel Management Strategies

Marketing As A Strategic Weapon. Laz Gonzalez Service Director Channel Management Strategies Marketing As A Strategic Weapon Laz Gonzalez Service Director Channel Management Strategies What We Do Kirby Wadsworth VP of Global Marketing F5 Networks Donald Friedman EVP and CMO CA, Inc. SiriusDecisions

More information

Lead Nurturing for the Complex Sale Brian Carroll, CEO InTouch and author of Lead Generation for the Complex Sale (McGraw-Hill 2006)

Lead Nurturing for the Complex Sale Brian Carroll, CEO InTouch and author of Lead Generation for the Complex Sale (McGraw-Hill 2006) Lead Nurturing for the Complex Sale Brian Carroll, CEO InTouch and author of Lead Generation for the Complex Sale (McGraw-Hill 2006) Start with a lead Build Relationships Identify the right people and

More information

USING SOCIAL MEDIA EFFECTIVELY TO MAKE

USING SOCIAL MEDIA EFFECTIVELY TO MAKE [Type text] 3/23/2012 HMI USING SOCIAL MEDIA EFFECTIVELY TO MAKE THE MOST OF YOUR FARM BUSINESS Contents What Is Inbound Marketing?... 2 Part I: Introduction to Inbound Marketing... 3 Part II: Get Found

More information

Take Your Lead Nurturing to the Next Level

Take Your Lead Nurturing to the Next Level Take Your Lead Nurturing to the Next Level October 10, 2014 Ruth P. Stevens @RuthPStevens www.ruthstevens.com Defining what is a lead Lead generation A sales lead A qualified lead Identifying prospective

More information

8 Critical Success Factors for Lead Generation

8 Critical Success Factors for Lead Generation Start with a lead 8 Critical Success Factors for Lead Generation Brian Carroll, CEO InTouch and author of Lead Generation for the Complex Sale The 8 Critical Success Factors 1. Mindset: conversation, not

More information

The 4 Key Actions That Define and Build A Sales Funnel That Won t Leak

The 4 Key Actions That Define and Build A Sales Funnel That Won t Leak The 4 Key Actions That Define and Build A Sales Funnel That Won t Leak We do the Heavy Lifting for You Today s Speakers Matt Smith @3FORWARD Co-Founder, EVP, 3FORWARD Strategic Sales Expert 25 years sales

More information

Managed Service Marketing

Managed Service Marketing Managed Service Marketing Produce Deliver Design Measure Enterprise Marketing on an SMB Budget. The Problem: Your Prospects are Shopping Without You They self educate and do whatever it takes to thin the

More information

Real World Rules for Lead Scoring & Prioritization. What Really Defines a Hot Prospect?

Real World Rules for Lead Scoring & Prioritization. What Really Defines a Hot Prospect? Real World Rules for Lead Scoring & Prioritization What Really Defines a Hot Prospect? Today's Presenters Sham Sao is Chief Marketing Officer of OneSource Mr. Sao is responsible for OneSource s strategic

More information

Paul Mosenson, Founder of NuSpark Marketing

Paul Mosenson, Founder of NuSpark Marketing Paul Mosenson, Founder of NuSpark Marketing For sales and business development people to find and nurture prospects through social media For marketing people to support the sales efforts by providing content,

More information

WHITEPAPER GUIDE TO LEAD NURTURING. By: ActiveConversion

WHITEPAPER GUIDE TO LEAD NURTURING. By: ActiveConversion WHITEPAPER GUIDE TO LEAD NURTURING By: ActiveConversion Page 1 Introduction Industry surveys indicate that only 10 to 25 percent of all leads are sales-ready, meaning prospects are interested and ready

More information

Online Marketing Strategy and Tactics to Drive Volunteer Recruitment and Awareness

Online Marketing Strategy and Tactics to Drive Volunteer Recruitment and Awareness Online Marketing Strategy and Tactics to Drive Volunteer Recruitment and Awareness 2015 Texas CASA Conference San Marcos, Texas November 6, 2015 43 Applicants 26 Advocates October 2014 September 2015 1

More information

LEAD GENERATION TREND REPORT

LEAD GENERATION TREND REPORT table of CoNteNtS LEAD GENERATION TREND REPORT Introduction Key survey findings Lead Generation Priorities Lead Generation Challenges Lead Generation Effectiveness Effective Tactics Barriers to Success

More information

Shrink Buy Cycles With Lead Nurturing & Contagious Content. Use Twitter Hashtag #LLwebinar

Shrink Buy Cycles With Lead Nurturing & Contagious Content. Use Twitter Hashtag #LLwebinar Shrink Buy Cycles With Lead Nurturing & Contagious Content Use Twitter Hashtag #LLwebinar Presenters Lisa Cramer President & Co-founder, Leadlife Solutions Recognized in the top ten of SLMA s 50 Most Influential

More information

The Next Generation of Channel Marketing

The Next Generation of Channel Marketing The Next Generation of Channel Marketing Authored by Chris Carroll Edited by Courtney Wiley This whitepaper discusses how technology resellers can take advantage of the next generation of channel marketing

More information

Strategies for Growth in 2012 ebook: Leverage Marketing Automation for Inbound Marketing & Lead Generation

Strategies for Growth in 2012 ebook: Leverage Marketing Automation for Inbound Marketing & Lead Generation Strategies for Growth in 2012 ebook: Leverage Marketing Automation for Inbound Marketing & Lead Generation 2011 Ephor Group 1 (800) 379-9330 www.ephorgroup.com 5353 W Alabama Suite 300 Houston, TX 77056

More information

Marketing Automation Checklist for Inbound Marketing & Lead Generation

Marketing Automation Checklist for Inbound Marketing & Lead Generation Marketing Automation Checklist for Inbound Marketing & Lead Generation 2011 Ephor Group 1 (800) 379-9330 www.ephorgroup.com 5353 W Alabama Suite 300 Houston, TX 77056 Ephor Groups provides services (Revenue

More information

The Partner s Guide to the Best Kept Secrets of Online Lead Generation

The Partner s Guide to the Best Kept Secrets of Online Lead Generation The Partner s Guide to the Best Kept Secrets of Online Lead Generation Executive Summary Professional services firms may not be left with a choice as to whether or not to do inbound marketing and online

More information

Inbound Marketing 101

Inbound Marketing 101 Inbound Marketing 101 CONTENTS. 1 WHAT IS INBOUND MARKETING? 2 THE PHILOSOPHY: WHY INBOUND WORKS. 3 THE METHODOLOGY: HOW INBOUND WORKS. 4 THE TOOLS: A PLAYBOOK THAT WORKS. 5 ADDITIONAL RESOURCES. 1 What

More information

The Business of Me - June 2013

The Business of Me - June 2013 MAURICE BRETZFIELD INBOUND MARKETING INSIGHT 515 West 110th Street, 5C, New York City, NY 10025 (917) 515-6957 maurice.bretzfield@gmail.com www. mauricebretzfield.com Inbound Marketing Course Syllabus

More information

Why digital marketing?

Why digital marketing? Why digital marketing? Online marketing isn t a fad, and it s not new. If your business doesn t have an online presence, you are already behind your competitors and missing out on literally millions of

More information

How to Plan Your Content with Purpose and Ease

How to Plan Your Content with Purpose and Ease A PRACTICAL GUIDE to BUILDING A KILLER CONTENT STRATEGY How to Plan Your Content with Purpose and Ease A publication of a practical guide to building a killer content strategy Sarah Goliger manages Paid

More information

Inbound Marketing The ultimate guide

Inbound Marketing The ultimate guide Inbound Marketing The ultimate guide La Casita Del Cuco.EBOOK Inbound Marketing - The ultimate guide Version _ 02 Date _ September 2015 Introduction Inbound Marketing is a marketing philosophy which has

More information

MEET Your Support Team

MEET Your Support Team MEET Your Support Team Jason R. Firment VARCOM Director 1-800-354-9776 ex 4230 jfirment@bluestarinc.com www.bluestarinc.com/us-en/varcom.html Rebecca Smith VARCOM Coordinator 1-800-354-9776 ex 4210 rsmith@bluestarinc.com

More information

Copyright SiriusDecisions. All Rights Protected and Reserved. 1

Copyright SiriusDecisions. All Rights Protected and Reserved. 1 Copyright SiriusDecisions. All Rights Protected and Reserved. 1 Adopting to new B2B buyer behaviour in a connected and digital world Julian Archer Research Director Demand Creation Strategies LinkedIn:

More information

Improving Qualified Lead Generation and ROI with Lead Nurturing

Improving Qualified Lead Generation and ROI with Lead Nurturing Improving Qualified Lead Generation and ROI with Lead Nurturing Brian Carroll, Executive Director of Applied Research Kaci Bower, Senior Research Analyst Today, we re going to discuss 1. Key findings from

More information

TSM Automated Marketing Solutions

TSM Automated Marketing Solutions TSM Automated Marketing Solutions Agenda o About MMI Solutions o The New Sales Reality o Basic Integrated Marketing Solutions o Automated Marketing Solutions o How an AMS works o Our Solution o Program

More information

THE B2B FULL-FUNNEL MARKETER S HANDBOOK

THE B2B FULL-FUNNEL MARKETER S HANDBOOK THE B2B FULL-FUNNEL MARKETER S HANDBOOK Brand Awareness Content Engagement & Education Lead Generation & Sales Conversions The B2B Full-Funnel Marketer s Handbook For business-to-business marketers, the

More information

Online Lead Generation:

Online Lead Generation: Online Lead Generation: A Guide for B2B Owners & Marketers Online Lead Generation: A Guide for B2B Owners & Marketers Table of Contents Introduction 21 Key Research Findings About Lead Gen The Role of

More information

DISCOVER the REAL MVP of YOUR SALES FUNNEL

DISCOVER the REAL MVP of YOUR SALES FUNNEL Ask questions, comment, or Live Tweet using the hashtag: #MVPWebinar For a chance at a $50 Amazon gift card DISCOVER the REAL MVP of YOUR SALES FUNNEL HINT: IT S NOT YOUR PROSPECT PRESENTED BY RIC RIDDLE,

More information

Top 5 Keys to Generating Leads On Your Website

Top 5 Keys to Generating Leads On Your Website Top 5 Keys to Generating Leads On Your Website Top 5 Keys to Generating Leads On Your Website Online marketing is not a new concept. Businesses have long been integrating online advertising tactics into

More information

CONTENT MARKETING is any marketing that involves the creation and sharing of media and publishing content in order to acquire and retain customers.

CONTENT MARKETING is any marketing that involves the creation and sharing of media and publishing content in order to acquire and retain customers. CONTENT MARKETING CONTENT MARKETING is any marketing that involves the creation and sharing of media and publishing content in order to acquire and retain customers. 2 CONTENT MARKETING B2B buyers go through

More information

A Business Owner s Guide to: Lead Nurturing

A Business Owner s Guide to: Lead Nurturing A Business Owner s Guide to: Lead Nurturing A Business Owner s Guide to: Lead Nurturing Did you know that when people visit your website, 95% of them are merely conducting research? In fact, only 5% of

More information

Marketing Report. 2013 survey results. Yesler Software Shortlist Maximizer Hanley Wood. Sponsored by

Marketing Report. 2013 survey results. Yesler Software Shortlist Maximizer Hanley Wood. Sponsored by Marketing Report 2013 survey results Sponsored by Yesler Software Shortlist Maximizer Hanley Wood Introduction B2B buyer behavior has been changing dramatically over the last few years as buyers become

More information

GETTING FOUND. small business guide to online marketing

GETTING FOUND. small business guide to online marketing GETTING FOUND small business guide to online marketing You wake up at 6:30. Scratch that, 5:30. You grab a quick bite and are emailing by 6:00. You spend your day managing employees, helping customers,

More information

In This Seminar You Will Learn.

In This Seminar You Will Learn. In This Seminar You Will Learn. The Difference Between Inbound And Outbound Marketing Steps To A Successful Internet Marketing Campaign The Dos And Don ts Of Effective Web Design How To Drive Traffic To

More information

How To be Found Online for your top Keyword Phrases.

How To be Found Online for your top Keyword Phrases. Buyers Provider Referrals Co- Marketing & Co-Selling Industry Expertise Alliances Strategies for Growth in 2012 ebook: Community Leaders Partners Influence Advocate How To be Found Online for your top

More information

A TechTarget Research Brief The Digital Convergence of Content, Communities and Social Media

A TechTarget Research Brief The Digital Convergence of Content, Communities and Social Media ad A TechTarget Research Brief The Digital Convergence of Content, Communities and Media ad The Digital Convergence of Content, Communities and Media The socialization of the How and where does the IT

More information

Getting Found. Small Business Guide to Online Marketing Page 1 of 11

Getting Found. Small Business Guide to Online Marketing Page 1 of 11 Getting Found Small Business Guide to Online Marketing Small Business Guide to Online Marketing Page 1 of 11 You wake up at 6:30. Scratch that, 5:30. You grab a quick bite and are emailing by 6:00. You

More information

HOW TO CHOOSE A DIGITAL MARKETING AGENCY

HOW TO CHOOSE A DIGITAL MARKETING AGENCY Guide: HOW TO CHOOSE A DIGITAL MARKETING AGENCY Make sure they practice what they preach. CONTENTS 3 Introduction 4 Website 6 8 10 SEO 12 Content Marketing Inbound Marketing Social Media Marketing 14 Conclusion

More information

Create. Increase. Accelerate. TM. New Rules for Finding and Creating Leads

Create. Increase. Accelerate. TM. New Rules for Finding and Creating Leads New Rules for Finding and Creating Leads www.3forward.com 3forward, LLC Lead Gen Goals Haven t Changed Increasing wins from targeted new logo prospects Top of mind with prospects in buying mode Accelerating

More information

Partner Marketing Playbook. A guide to integrating the SharedVue platform into your existing marketing mix

Partner Marketing Playbook. A guide to integrating the SharedVue platform into your existing marketing mix Partner Marketing Playbook A guide to integrating the SharedVue platform into your existing marketing mix SharedVue Marketing Playbook foreword In a busy world of managing relationships with customers

More information

How Can I Sculpt a Plan to Start Inbound Marketing

How Can I Sculpt a Plan to Start Inbound Marketing How Can I Sculpt a Plan to Start Inbound Marketing An Effective Marketing Method for Doing Business Online By Courtney McElroy, CEO Marketing Force 1 How Can I Sculpt a Plan to Start Inbound Marketing

More information

Inbound Marketing ebook for Managed Service Providers

Inbound Marketing ebook for Managed Service Providers Inbound Marketing ebook for Managed Service Providers Guide to Leverage Inbound Marketing to Generate Leads and Grow Your Revenue! Published by: Inbound Marketing ebook for Managed Service Providers Author:

More information

HOW TO TURN A. Single E-Book Into a 101+ Piece Content Marketing Machine

HOW TO TURN A. Single E-Book Into a 101+ Piece Content Marketing Machine HOW TO TURN A Single E-Book Into a 0+ Piece Content Marketing Machine Table of Contents! Introduction. Blogs 2. Audio & Video 3. Promotion 4. Social Media 5. Branding 6. Visual Content 7. Additional Content

More information

A Quicker, Simpler Path to Lead Management ROI

A Quicker, Simpler Path to Lead Management ROI A Quicker, Simpler Path to Lead Management ROI A Step by Step Guide Lisa Cramer Co-Founder & President LeadLife Solutions lcramer@leadlife.com 770.670.6702 Because marketers are time, budget and resource-constrained,

More information

STATE OF B2B CONTENT MARKETING 2015. Research Report - Jan 2015

STATE OF B2B CONTENT MARKETING 2015. Research Report - Jan 2015 STATE OF B2B CONTENT MARKETING 2015 Research Report - Jan 2015 WHO WE SPOKE TO The respondents we surveyed were predominantly B2B marketers. Over half of them offered a mix of product and services; one-third

More information

Introduction to Integrated Marketing: Lead Scoring

Introduction to Integrated Marketing: Lead Scoring Introduction to Integrated Marketing: Lead Scoring Are You Making The Most Of Your Sales Leads? Lead scoring is a key missing link in many B2B marketing strategies. According to a recent Gartner study,

More information

The 4 Keys for Turning Cold Leads Into Sales-Ready Opportunities

The 4 Keys for Turning Cold Leads Into Sales-Ready Opportunities The 4 Keys for Turning Cold Leads Into Sales-Ready Opportunities We do the Heavy Lifting for You Today s Speakers Don Wynns @Zoominfo VP, Business Development Responsible for strategic data integration

More information

The B2B Marketers Perfect Pairing

The B2B Marketers Perfect Pairing The B2B Marketers Perfect Pairing Using prospect and customer data with Marketing Automation and Web Analytics to generate more leads and greater success. Marketing automation coupled with web analytics

More information

Lead Management & Marketing Automation. Whitepaper

Lead Management & Marketing Automation. Whitepaper Lead Management & Marketing Automation Whitepaper Lead Management How to Win, Evaluate, and Qualify Prospects 2 Regardless of whether you re responsible for marketing in an agency, an average business,

More information

B2B Social Media Marketing LeadFormix Best Practices

B2B Social Media Marketing LeadFormix Best Practices Introduction Social media marketing is quickly becoming one of the most popular marketing techniques for B2B enterprises. Forrester Research predicts that companies will spend some $3.1 billion annually

More information

Getting Started With Marketing Measurement

Getting Started With Marketing Measurement Introduction To Integrated Marketing: Getting Started With Marketing Measurement The B2B marketing world has changed a lot over the past decade. One especially important new trend is the growing emphasis

More information

STATE OF B2B MARKETING 2015. B2B Marketing Trends, Predictions and Forecasts Survey - Report Dec 2014

STATE OF B2B MARKETING 2015. B2B Marketing Trends, Predictions and Forecasts Survey - Report Dec 2014 STATE OF B2B MARKETING 2015 B2B Marketing Trends, Predictions and Forecasts Survey - Report Dec 2014 WHO WE SPOKE TO We surveyed CXOs and senior marketing executives in companies ranging in size from under

More information

2011 B2B Marketing BenchMark Report

2011 B2B Marketing BenchMark Report EXCERPT Special Rate Sponsor: 2011 B2B Marketing BenchMark Report Practical instructions to generate, Research and Insights on Elevating qualify and nurture new business Marketing Effectiveness from Lead

More information

Inbound Marketing Workbook Company:

Inbound Marketing Workbook Company: Inbound Marketing Workbook Company: Workbook Instructions for Marketing Agencies This workbook is designed to help you identify your prospect s sales and marketing challenges as well as their revenue growth

More information

ITP 140 Mobile Technologies. Marketing

ITP 140 Mobile Technologies. Marketing ITP 140 Mobile Technologies Marketing 2 Outbound Marketing Buying attention, cold-calling, direct paper mail, radio, TV advertisements, sales flyers, spam, Email marketing, telemarketing, and traditional

More information

Inbound Marketing Overview. January 26, 2015 BEC 382

Inbound Marketing Overview. January 26, 2015 BEC 382 Inbound Marketing Overview January 26, 2015 BEC 382 Past Week Presented Marketing Plan to Nonprofit Interviews for Fund Raising Campaign Pitched Robotics Firm Met with University admissions Met with two

More information

How to Create Engaging Content for Successful Lead Generation. Sponsored by:

How to Create Engaging Content for Successful Lead Generation. Sponsored by: How to Create Engaging Content for Successful Lead Generation Sponsored by: Welcome. INTRODUCTIONS AND EXPECTATIONS Introductions and expectations Jen Doyle, Senior Research Manager, MarketingSherpa @JenLDoyle

More information

Designing & Executing Channel Marketing Campaigns for SMB Partners

Designing & Executing Channel Marketing Campaigns for SMB Partners Designing & Executing Channel Marketing Campaigns for SMB Partners ecoast Will Gibney, VP Sales and Marketing Demand generation offerings designed specifically for the channel community. Built relationships

More information

INTRODUCTION TO INBOUND MARKETING

INTRODUCTION TO INBOUND MARKETING INTRODUCTION TO INBOUND MARKETING 1. WHAT IS INBOUND MARKETING? 2 OUTBOUND VS INBOUND MARKETING Outbound marketing focuses on reaching OUT to your target audience advertising, buying email lists, sending

More information

Plus, although B2B marketing budgets have increased, the number of channels may far surpass what you can do with your budget.

Plus, although B2B marketing budgets have increased, the number of channels may far surpass what you can do with your budget. 1 CNBC s list of the Top 10 Most Stressful Jobs of 2011 revealed that the sixth most stressful job was that of an advertising account executive. The reason today s account executives are so stressed is

More information

How to Make a Smashing B2B Content Marketing Plan

How to Make a Smashing B2B Content Marketing Plan Marketing Automation How to Make a Smashing B2B Content Marketing Plan. Table of Contents Content Marketing - an Integral Part of Inbound Marketing Build a Content Marketing Plan - Set Your Company Goals

More information

Lead Nurturing Benchmarking Study

Lead Nurturing Benchmarking Study 2014 A Lead Nurturing Benchmarking Study look at strategies and best practices for engaging prospects at all stages of the sales funnel SURVEY 2014 Lead Nurturing Benchmarking Study 2 Lead Nurturing Pro

More information

28 Easy Ways To Grow Your Payroll Service s e-mail Marketing Database

28 Easy Ways To Grow Your Payroll Service s e-mail Marketing Database 28 Easy Ways To Grow Your Payroll Service s e-mail Marketing Database By Glenn Fallavollita, CEO and Senior Consultant of Drip Marketing, Inc. Office: (856) 401-9577 Web: www.dripmarketing.com Page 1 of

More information

GETTING MORE RAIN FROM YOUR RAINMAKERS WHY INVESTING IN YOUR HIGEST PERFORMING SALES STARS IS THE SMARTER CHOICE FOR GROWING REVENUES

GETTING MORE RAIN FROM YOUR RAINMAKERS WHY INVESTING IN YOUR HIGEST PERFORMING SALES STARS IS THE SMARTER CHOICE FOR GROWING REVENUES GETTING MORE RAIN FROM YOUR RAINMAKERS WHY INVESTING IN YOUR HIGEST PERFORMING SALES STARS IS THE SMARTER CHOICE FOR GROWING REVENUES EXECUTIVE SUMMARY We ve all been there -- your sales team is down one

More information

White paper. 7 key steps to a great sales pipeline. your technology, expertly marketed

White paper. 7 key steps to a great sales pipeline. your technology, expertly marketed White paper 7 key steps to a great sales pipeline The efficiency of your sales pipeline is the key to your delivery of new business. Take these 7 steps and you are guaranteed to be on the right path to

More information

STEPPING INTO A NEW AGE OF MARKETING WITH CRM. A best practice guide to integrating marketing and CRM

STEPPING INTO A NEW AGE OF MARKETING WITH CRM. A best practice guide to integrating marketing and CRM STEPPING INTO A NEW AGE OF MARKETING WITH CRM A best practice guide to integrating marketing and CRM Stepping into a new age of marketing with CRM A best practice guide to integrating marketing and CRM

More information

Five Steps to Inbound Marketing Bliss. Presented by

Five Steps to Inbound Marketing Bliss. Presented by Presented by In this ebook, we will walk you through the five-step process of running a holistic inbound marketing campaign. If you want to generate more leads and sales, keep reading! Step 1: Develop

More information

INBOUNDMARKETING. For Beginners. Everything you need to know to get started.

INBOUNDMARKETING. For Beginners. Everything you need to know to get started. INBOUNDMARKETING For Beginners Everything you need to know to get started. 2 Bill is a Certified Inbound Marketing Specialist with Honors with 18 years of marketing experience. Not only is Bill an Inbound

More information

B2B Social Media Marketing

B2B Social Media Marketing B2B Social Media Marketing 1 Introduction Social media marketing is quickly becoming one of the most popular marketing techniques for B2B enterprises. Social media spending as a percentage of the marketing

More information

8 STEPS TO AN EFFECTIVE CONTENT MARKETING SYSTEM

8 STEPS TO AN EFFECTIVE CONTENT MARKETING SYSTEM 8 STEPS TO AN EFFECTIVE CONTENT MARKETING SYSTEM Produced by Katie Wilson Aspire Internet Design www.aspireid.com @aspireid Overview... 2 1: Set Goals and Create a Set of Metrics for Your Content Marketing

More information

GUIDE THE ULTIMATE GUIDE TO A LEAN, MEAN, LEAD GEN MACHINE. How to make online lead generation work for your business. Firstbase

GUIDE THE ULTIMATE GUIDE TO A LEAN, MEAN, LEAD GEN MACHINE. How to make online lead generation work for your business. Firstbase GUIDE THE ULTIMATE GUIDE TO A LEAN, MEAN, LEAD GEN MACHINE How to make online lead generation work for your business Firstbase INTRODUCTION INTRODUCTION In today s digital world, online lead generation

More information

STATE OF B2B PRODUCT MARKETING 2015

STATE OF B2B PRODUCT MARKETING 2015 STATE OF B2B PRODUCT MARKETING 2015 Research Report - March 2015 WHO WE SPOKE TO To understand the state of product marketing in B2B companies, we spoke to senior marketers on current trends and practices

More information

Content, Connectivity & Convergence. A Shared Strategy For Your Nonprofit Organization

Content, Connectivity & Convergence. A Shared Strategy For Your Nonprofit Organization Content, Connectivity & Convergence A Shared Strategy For Your Nonprofit Organization No matter the size or budget of your organization, content is powerful enough to level the playing field. Ubiquitous

More information

EXPERIENCE TECHNOLOGY EXPERTS MARKETING AUTOMATION CREATING AN EFFICIENT NURTURE PROGRAMME

EXPERIENCE TECHNOLOGY EXPERTS MARKETING AUTOMATION CREATING AN EFFICIENT NURTURE PROGRAMME EXPERIENCE TECHNOLOGY EXPERTS MARKETING AUTOMATION CREATING AN EFFICIENT NURTURE PROGRAMME Introduction Marketing Automation is the practice of using technology to automatically manage the targeting, timing,

More information

Attract traffic to your website. Convert traffic into leads. Convert leads into customers

Attract traffic to your website. Convert traffic into leads. Convert leads into customers The 4 Step Guideline To Online Marketing Success Intermediate Understanding and Winning with Online Marketing is as Simple as Understanding the Following Four Areas Attract traffic to your website Convert

More information

Introduction to Integrated Marketing: LEAD NURTURING

Introduction to Integrated Marketing: LEAD NURTURING Introduction to Integrated Marketing: LEAD NURTURING Your company probably spends a lot of time and money generating qualified leads, but how many of those result in closed deals? The truth is, there s

More information

Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management.

Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management. Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management. September 2012 OptifiNow September 2012 Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead

More information

LEAD GENERATION. A prospect who is ready to engage in dialogue, who needs what you offer, who has adequate budget and an impetus to act.

LEAD GENERATION. A prospect who is ready to engage in dialogue, who needs what you offer, who has adequate budget and an impetus to act. LEAD GENERATION LEAD GENERATION A prospect who is ready to engage in dialogue, who needs what you offer, who has adequate budget and an impetus to act. When most professional services executives think

More information

What is Marke,ng Automa,on?

What is Marke,ng Automa,on? What is Marke,ng Automa,on? New Class of Smart So:ware Decision trees Ar,ficial Intelligence Lead Scoring Systems So:ware analyzes and monitors the behaviors of website visitors Transfers them to CRM when

More information

Content Marketing in 2014:

Content Marketing in 2014: Benchmark Report Content Marketing in 2014: Sponsored By: 2014 Demand Metric Research Corporation in Partnership with Ascend2. All Rights Reserved. TABLE OF CONTENTS 3 Executive Summary 10 Content Campaign

More information

Nurture Registrants with Triggered Email Follow-up

Nurture Registrants with Triggered Email Follow-up Nurture Registrants with Triggered Email Follow-up Will Schnabel VP Business Development, Silverpop wschnabel@silverpop.com Twitter: @wschnabel Silverpop 1400+ customers, 2000+ brands Email Marketing and

More information

An Introduction to Marketing Automation. The process; The content; The benefits

An Introduction to Marketing Automation. The process; The content; The benefits NuSpark Marketing An Introduction to Marketing Automation The process; The content; The benefits www.nusparkmarketing.com, @nusparkmktg About NuSpark Marketing emarketing Firm focusing on lead generation,

More information

CONTENT MARKETING FOR B2B SOFTWARE COMPANIES CONTENT MARKETING FOR B2B SOFTWARE COMPANIES

CONTENT MARKETING FOR B2B SOFTWARE COMPANIES CONTENT MARKETING FOR B2B SOFTWARE COMPANIES CONTENT MARKETING FOR B2B SOFTWARE COMPANIES 1 INTRODUCTION If you re a B2B software company trying to grow, you must find effective ways to build brand awareness, connect with customers and prospects,

More information

INBOUND CERTIFICATION STUDY GUIDE

INBOUND CERTIFICATION STUDY GUIDE The following guide walks through key lessons from each of the eleven certification classes. Use this guide as you prepare for your Inbound Certification test. INBOUND FUNDAMENTALS - Traditional marketing:

More information

AMA Marketing Effectiveness Online Seminar Series. Bob Wallach American Marketing Association

AMA Marketing Effectiveness Online Seminar Series. Bob Wallach American Marketing Association AMA Marketing Effectiveness Online Seminar Series Bob Wallach American Marketing Association A wealth of information is available for marketing professionals at www.marketingpower.com The #1 marketing

More information

Lead Scoring: The Smarketer s Guide

Lead Scoring: The Smarketer s Guide Lead Scoring: The Smarketer s Guide I m sure your salespeople would agree that not all leads are created equal, and marketers should too. By working together, your two teams can coordinate for better profits,

More information

Event Marketing Best Practices that Drive ROI. Brian Ludwig September 9, 2014

Event Marketing Best Practices that Drive ROI. Brian Ludwig September 9, 2014 Event Marketing Best Practices that Drive ROI Brian Ludwig September 9, 2014 Agenda The Importance of Events Event Marketing Best Practices Ensuring Event Effectiveness and ROI Case Study: Moody s Analytics

More information