June 2011
Top of the News
"You're kidding. That came out of our marketing automation program?"
Right click on the cartoon to download and forward.
Poem: Sales Lead Management
By Nathan Frisk, Saligent, Inc.
Sales are a dream,
Leads are too few,
Management angry,
Whatever to do??
Employ good strategy,
Starting with sound preparation,
Marketing and Sales connect...
Leads to revenue sensation!
Now Sales a reality,
Lead tragedy averted!
Management does see,
SLM converted!
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RECENT BLOG POSTS:
June 27, 2011:
At a recent industry conference one of the presenters expressed his views on the new way we shop. According to him we no longer walk into a store to speak with a salesperson, rather we investigate, research, and finally buy everything from refrigerators to televisions to cars…online.
Read the full post >>
June 14, 2011:
The problem is the stump is still there. Maybe you can avoid it for a while, but sooner or later you have to figure out how to take the stump out. The biggest stump most marketing managers have is the lack of follow-up of the sales inquiries and leads by the salespeople.
Read the full post >>
June 3, 2011:
No one waits around the elevator to get leads, at least we hope they don’t, but how many other actions do your salepeople take to get their own leads which are unproductive? I know salespeople aren’t literally waiting at the elevator to get leads and yet some people say cold calling by knocking on doors is dead.
Read the full post >>
Calculating the ROI of Social Media
There's lots of buzz around social media, but is it right for your business? What's the impact on revenue? The Definitive Guide to B2B Social Media is designed with the business-to-business marketer in mind, offering basic and
advanced strategies to help you better leverage and quantify social media participation.
Chapters in this guide include:
- Tips on how to effectively use Social Media applications and key metrics to measure
- Techniques to promote Sales and Marketing Alignment using Social Media
- Ways to use Social Media at every stage of the Revenue Cycle
- How to prove and measure ROI and value of social media strategies
Read the guide that over 15,000 Business Marketers have downloaded to help turn social media into revenue.
Download the Definitive Guide to B2B Social Media today!
See what
others are saying about the guide:
"The Definitive Guide for BtoB Social Media is just that, the most comprehensive look at how BtoB companies should be leveraging Social Media to drive greater marketing effectiveness.
Marketo has always been a leader in educating and this book is no exception to that leadership.
Simply must say to all B2B marketers, just read it!" - Aaron Kahlow, Chairman and Founder, Online Marketing Connect
"This is the one source I have found that combines the stories that can inspire you to create a great B2B Social Media
marketing program as well as the worksheets to help you create the ROI to back it up!" - Paul Dunay, Author of Facebook Marketing for Dummies and Buzz Marketing for Technology Blog
ARTICLES OF IMPORTANCE - MEMBERS ONLY ACCESS:
Poem: Sales Lead Management
By Nathan Frisk, Saligent, Inc.
Sales are a dream,
Leads are too few,
Management angry,
Whatever to do??
Employ good strategy,
Starting with sound preparation,
Marketing and Sales connect...
Leads to revenue sensation!
Now Sales a reality,
Lead tragedy averted!
Management does see,
SLM converted!
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Sales Lead Management Association Poetry Challenge
Are you an unrequited poet? Now is your chance to join the muses and entertain the business community with your poetry on one of four subjects (unless you can stuff all four into one poem). Put your poetry skills to work on the subjects of sales lead management, marketing ROI, CRM or Marketing Automation.
View all of the guidelines here, SLMA Members may go directly to the entry form.
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 10 Reasons Why Centralized Lead Development Team Makes Sense For You
By Aaron Mandelbaum
All too often sales reps are delegated the responsibility of doing their own prospecting. This daunting task can reduce productivity and create an immeasurable, negative, trickle down effect.
By implementing a Centralized Lead Development Team you are immediately maximizing selling time, increasing execution, and providing a competitive differentiator.
Read the complete article here (member login reguired)
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The 8 Stages of Lead Nurturing Romance
byJesse Noyes, Eloqua
So what does dating have to do with lead nurturing? There are actually some striking
similarities.
Locking Eyes
You lock eyes at a bar or the supermarket, and you think there’s something special. This is where you approach to see if there’s that initial spark. This stage involves a lot of small talk. You don’t know much about your prospect – he or she might have filled out a form or downloaded a white paper – so this is where asking the right questions is vital.
It’s all about seeing if there’s any chemistry.
Read the complete article here (member login reguired)
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Leveraging Marketing Automation for Better Measurement
By Jim Lenskold
More and more marketing organizations are adopting marketing automation for campaign management, lead management, and the emerging area of revenue performance management. Marketing automation not only improves efficiency, it drives increased marketing effectiveness through better targeting, content management, nurturing, scoring and closed-loop tracking. Most systems have very good reporting but that is only the start for generating more robust measurements with this new source of marketing data and customer behaviors.
Read the complete article here (member login reguired)
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Six Creative Ways to Get the Appointment
By Will Crist
First, let's be clear that we are only getting the appointment to find out if the person has enough pain or desire for gain to want to spend time with you. This list of six creative ways is only meant to stimulate your creativity to be heard above the noise by the person you want to speak with.
1) Shoot for the top. You know the final decision about spending money is going to be made at the top of the organization. Why not start there and let the president of the company introduce you to someone who has responsibility for assessing the fit your solution has for his company's issues?
Read the complete article here (member login reguired)
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e-Marketing Best Practices email Compilation Methods
By Nancy Arter, Outward Media
Over the past six years, we have seen a monumental shift in Direct Marketers attitudes towards e-Marketing. Once considered the “troublemaker” of direct marketing channels, e-Marketing is now taking the lead in Multi-Channel marketing efforts. Why? When done correctly, e-Marketing can provide excellent, measurable and cost-efficient results for marketers. Additionally, e-Marketing can improve the ROI associated with direct marketing efforts.
We define “correctly” in several important ways. There are the legislative requirements (i.e., the CAN SPAM Act of 2003) as well as other keys to e-Marketing success. In this white paper, we will focus on the different methodologies in which email addresses are compiled. Our goal is to provide marketers with the knowledge to make good decisions when purchasing email data or partnering with an e-Marketing company. The method of compilation is important for many different reasons and is paramount to the success of your e-Marketing efforts. Here are three of the biggest reasons why you should be taking a hard look at how your e-Marketing partners compile their email files.
Read the complete article here (member login reguired)
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