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Andrea Johnson

Author Archives: Andrea Johnson

A born communicator who loves connecting people to ideas, insights, and opportunities that can make their lives better

1

Communicating Value Helps Double Inbound Leads and Increase Revenue, Site Traffic and More

To successfully ride the winds of change, emphasize the positive: Look at what your customers value most about you, and make that the focus of your marketing communications. This approach enabled Celarity, a marketing and creative services staffing and recruiting firm, to double the number of candidates it places and increase revenue by more than […]

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9

Lead Generation: Phone calls turn first-time webinar into million-dollar leads

What’s a marketer to do when leadership dismisses marketing and insists that a superior product will sell itself? Follow the lead of Jeremy Scully and take a high-stakes gamble: Put your reputation on the line to prove marketing’s value. Scully, the Business Development Manager for Planisware, a leading provider of project and portfolio management solutions, […]

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7

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

Marketers use lead scoring to slice all the potential deals in their pipelines and serve the sales team what it’s hungry for — leads that are ready to buy. Values are assigned to each prospect based on attributes like authority, title, vertical and timing to buy, as well as behavior. For example, did the person: […]

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6

How ECI Telecom Discovered the Surefire Sign that Sales and Marketing Are Aligned

If you’re among the roughly half of B2B companies that have strong alignment between your sales and marketing teams, then congratulations! Your salespeople are your biggest fans, right? If not, then you’re probably not as aligned as you think. Michelle Mogelson Levy, Associate Vice President of Marketing Programs, ECI Telecom, learned this the hard way. […]

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6

Webinar Replay: 2012 B2B Marketing Benchmark Report Reveals How Marketers Can Transform Mounting Pressure, Challenges into Revenue

Warning: If you watch only the first few minutes of this webinar, you might get discouraged about the state of marketing today. However, if you watch the webinar through the end, you’re going to be excited about marketing’s potential for driving more revenue than ever before. At the beginning of the webinar, Jen Doyle, MarketingSherpa […]

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7

Have a minute? Brian Carroll reveals how sales teams pay dearly for cheap data

The temptation to buy data at pennies per contact – especially when you have limited resources – can be overwhelming. But whatever you do, you must resist. In the short video below, taken at MarketingSherpa’s B2B Summit in Boston, Brian Carroll explains why. [youtube clip_id=”ytBYIuNaxnM” width=”600″ height=”400″] Did you find this valuable? If so, remember, […]

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