Lead Generation: 2 tips to transform your content marketing

Content marketing can be an effective tactic for lead generation as customers look to your brand as an authority in the marketplace. Read this B2B Lead Roundtable Blog post for two tips on how to transform your content marketing.

Marketing Strategy: 3 steps to help optimize website user experience

Learn three steps to optimize your web experience and to get more leads by getting feedback from prospects and customers.. This is the most valuable insight you’ll ever receive because it gives you a direct window into how you serve your customers.

Email Marketing: Do you test your legacy marketing?

Change can be tough if your organization is entrenched in a legacy approach to marketing. So read on to learn more about how testing and optimization can help you challenge your legacy assumptions by putting them on trial to determine if those practices are still truly the “best” for your organization.

Email Copywriting: 3 tactics for delivering value over perceived cost

Optimizing your email copy is a big key to tipping the value exchange fulcrum with your prospects. In sum, good copywriting is about recognizing perceived costs in the mind of a prospect and delivering enough value to overcome those costs.

B2B Social Media: How do you measure the ROI of a LinkedIn InMail campaign?

Measuring InMail ROI is becoming a fairly common question, and it’s understandable given the increasing adoption of targeted campaigns to engage prospects on LinkedIn.

So how do you approach measuring ROI? One approach in tackling the challenge is to look at your big picture goals and drill down from there. Read on to learn more about how Meagen Eisenberg, Vice President of Demand Generation, Docusign, approaches measuring ROI on LinkedIn InMail campaigns.

Top 6 focus areas for B2B marketers

As 2013 wraps up, we wanted to take a minute to reflect on the top lessons and insights we’ve discussed this year. Read on for six top focus areas for 2013 to apply to your efforts in the new year.

Lead Nurturing: How a social business strategy can help you move from selling to helping your prospects

Leads as we know them are changing rapidly in the marketplace as prospects do their own research and make buying decisions before they interact with your organization. This change is having an impact that makes communication with potential prospects increasingly difficult. Read on to learn how Todd Wilms, Head of Social Strategy, and Adriel Sanchez, VP, Demand Generation, both of SAP, use a business model called “social business” to help their teams engage local audiences across the globe.

Customer Relationship Management: 5 steps for finding the right vendor for your data hygiene

The quality of your database represents the quality of your customer and prospect relationships. Read on to learn more about five steps you can use to the right vendor for your data hygiene needs.

B2B Marketing: The first step a systems integrator took to achieve Sales-Marketing alignment

In this blog post, watch a video excerpt of Kelly Harman, Vice President, Marketing, Carousel Industries, as she discussed how to improve Marketing’s relationship with Sales by working more congruently to help them generate leads at the MarketingSherpa B2B Summit 2012. In this excerpt, learn how the teams at Carousel took the first step to better their relationship by having Marketing walk in Sales’ shoes.

Lead Generation: Content among the most difficult tactics, but also quite effective

According to the 2012 MarketingSherpa Benchmark Report, content is among the most difficult marketing tactics to use, but also one of the most effective. Read on to learn more about B2B marketing tactics including feedback from your peers.

Digital Marketing: How to craft a value proposition in 5 simple steps

There’s a fundamental question every customer wants answered that directly impacts your ability to convert – “If I’m your ideal prospect, why should I buy from you rather than any of your competitors?” So read further to learn more about how you can identify and express a value proposition in five simple steps using the MECLABS value proposition worksheet.

3 Steps that Helped Skyline Exhibits Increase New Product Sales by 18%

During the economic downturn, most companies were scaling back and avoiding risk, Skyline Exhibits, a global trade show exhibit company, decided to go the opposite direction and invest in innovation. It was a smart move, considering that Skyline: Became the smallest company ever to win the Product Development and Management Association’s prestigious Outstanding Corporate Innovator […]

Gamification: How Siemens got 23,000 engineers to learn about its brand

In March of 2011, the Siemens team launched Plantville, an online game that simulates the experience of being a plant manager. Learn the six steps the team took to get 23,000 engineering professionals to learn about its brand through gamification.

Lead Generation: 43% say organic search drives most traffic, but only 29% say it drives most conversions

Get results from the Lead Generation Benchmark Report, marketers were asked about their traffic volume and traffic that converts within their respective industries. Learn more lead generation insights from your peers on converting traffic.

Lead Testing: 90% of successful lead follow-up occurred within 28 days of first contact

Networking and follow-up after events is a great way to capture leads. Learn 5 tips on how to create a successful lead program.

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

Most lead-generation marketers are not in crisis, but many could use an orderly process to help combat challenges. See the top tactics for a crisis-proof lead-generation strategy, according the MarketingSherpa research.

How to Get the CEO to Support Your Next Marketing Plan

Do you feel you have the full support of your CEO for your marketing plan? I caught up with with a colleague who coaches marketers. He has a lot of experience to offer but he often feels like his hands are tied. He voiced his frustration to me: “Nearly everyone I talked to say they […]

3 Tips to Reengage Stalled Marketing Qualified Leads Fast

Longer selling cycles and stalled deals are impeding sales funnels everywhere. Use these three tips to convert more leads into revenue: Use Sales Funnel-Specific Market Research If you really want to understand what’s happening with customers at a particular point in your funnel, then you have to ask them while the last interaction with you […]

Cisco Video: Uncovering Trends and Best Practices in Lead Generation

This week I was in San Francisco doing a live, streamed presentation, Uncovering Trends and Best Practices in Lead Generation, for Cisco. It’s part of their on-going Partner Velocity Program which provides in-person events, in-depth resources, and online marketing tutorials to their value-added resellers worldwide. I believe Cisco sets the standard for how to engage […]

No Budget and Less Time? Lead Nurturing in Five Simple Steps

Brian Carroll shares his barest-bones explanation of how to execute lead nurturing as quickly and as inexpensively as possible.