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• Get 'Em While They're Hot: Six Ways to Maximize Lead ConversionSammy James
  Are you increasing your inbound leads? What happens once you get them? Without successful conversion, leads are essentially useless. Here are six steps that'll immediately increase your lead-conversion rates.
  CRM, Email Marketing, Lead Generation, Lead Nurturing, Sales
• Three Steps to Choosing the Right Marketing Automation Platform
  Marketing automation systems—and the solutions they promise—can hold a magnetic appeal for B2B marketers. As Liz McLellan describes it at the BtoBlog, "We were going to have fewer but more ...
  B2B Marketing, Marketing Tips, Sales
• How to Sell Ad Space on Your WebsiteDavid Murton
  If you have a website that gets a good deal of traffic but generates no money, placing ads on your site may be the key to success. Learn how ad ...
  Advertising, Customer Acquisition, Google, Marketing Tips, PPC Campaigns, Sales, Websites
• How Mini-Stories Can Help Buyers Reject the Status Quo... and Embrace YouMichael Harris
  Stories are how we make sense of the world. Learn how telling mini-stories will allow buyers to take your offering for a virtual mental test drive, to accept change—and to ...
  Case Studies, Content, Customer Behavior, Sales
• How Visa Shifted Its Marketing Focus to Social and Digital Media
  In a CMO Close-Up interview at BtoB Magazine, John Obrecht speaks with Antonio Lucio, global chief marketing, strategy and corporate development officer at Visa. The two discuss how Visa has shifted ...
  B2B Marketing, Digital Marketing, Sales, Social Media
• Signup Forms: More, Not Less, Boosts Results for a B2B Service Provider
  This February, copywriting coach Chris Marlow sent out an email promoting a free webinar. At the webinar signup page, recipients encountered a form that required more than the usual amount ...
  B2B Marketing, Lead Generation, Promotions, Sales
• Four Steps to Creating Valuable B2B Customer Content
  "Would it shock you to learn that 68 percent of customer defections occur because customers perceive 'an attitude of indifference?'" asks Ardath Albee in a recent post at the Marketing ...
  B2B Marketing, Content, Customer Retention, Sales
• Three Ways to Use the iPad as a B2B Sales Tool
  "The iPad 2 is here and Apple apps are hotter than ever," writes Tom Ballew in a post at the B2B Insights Blog. "Now B2B marketers are starting to want ...
  B2B Marketing, Consumer Electronics, Creativity, Lead Generation, Sales
• Bridge the Website Analytics Gap With Dynamic Telephone Number InsertionScott Buresh
  With any lead-based online marketing campaign, it's important to track the sources of your leads. Learn how a new technology, Dynamic Telephone Number Insertion (DTNI), can track website leads based ...
  Online Marketing, Sales, Search Engine Marketing, Web Analytics
• 3 Ways to Ditch the "And" in "Sales and Marketing"Carlos Hidalgo
  MarketingProfs blogger Carlos Hidalgo shares 3 ideas for ditching the "and" in "sales and marketing" so the department is one focused team with the same goals.
  Content, Measurement, Sales
• Five Ways to Use Social Media Chatter in Your Email CampaignsHal Licino
  Increasing social media chatter about your brand is almost always beneficial and can help drive sales. Take it a step further: Highlight the social buzz around your brand in your ...
  Branding, Creativity, Email Campaigns, Links, Sales, Social Media, Testimonials
• Five Steps to Optimized New-Business Prospecting ListsJenny Vance
  Whether your new-business prospecting list is purchased or homegrown, your business can improve sales 100% or more. The key isn't just about how companies effectively work the phone but, rather, ...
  Content, Customer Acquisition, Lead Generation, Marketing Tips, Measurement, Sales, Targeting, Writing
• Six Ways Inbound Marketing Can Deliver Results for B2B Clients
  The digital revolution was a "perfect storm," says B2B marketing veteran Ron Fink in a guest post at HubSpot's Inbound Internet Marketing Blog. Seemingly overnight, marketers began struggling with how ...
  B2B Marketing, Customer Engagement, Sales
• Drip Marketing the Right Way
  "A drip campaign is a series of emails that are sent in a specific order at predefined intervals," writes Liz McInnis at BuyerZone. You might use campaigns to educate, nurture ...
  B2B Marketing, Email Campaigns, Marketing Tips, Sales, Smartphones
• Sales-Letter Magic: 10 Tips for Writing Letters That SellDean Rieck
  Sales letters are powerful selling tools. They are a simple, direct way to generate sales leads and orders. But for many businesspeople, they present a daunting writing challenge. Use these ...
  Content, Lead Generation, Personalization, Sales, Writing
• What to Do Today, This Week, This Month to Boost Your Client List
  Did your marketing team slow down a bit during the dark days of January/February? If so, they probably weren't alone. Once peak marketing seasons ebb, "many companies stop their marketing ...
  B2B Marketing, Customer Relationships, Email Marketing, Promotions, Sales
• Five Tips for Turning a B2B Purchase Into a Relationship
  "There is a saying in sales that you should never sell past the sale," writes Jim Logan in a recent post at Saleskick. "In other words, when someone decides to ...
  B2B Marketing, Customer Relationships, Sales
• Three Ways to Transform Your Leads Into Sales
  Does your business spend time and money generating leads that languish neglected in a pipeline? "The industry wide statistic of 70% of leads never receiving effective sales follow-up is astounding," ...
  B2B Marketing, Collaboration, Lead Generation, Sales
• Just What Do Marketers Do, Anyway?Barbara Bix, Olga Taylor
  Product value isn't defined by quality or price; it relies on marketing and customer insight. Without them, a $1,000-a-minute violinist is a $32-a-day subway performer. Learn to find your $1,000-a-minute ...
  Marketing Strategy, Pricing, Promotions, Sales, Value Propositions
• Companies Banking on Cloud Technologies to Grow Sales
  With sales growth the biggest challenge for business leaders in 2011, many say they are planning to deploy cloud technologies this year, hoping to shorten sales cycles and acquire new ...
  Customer Acquisition, Forecasts, Research Summaries, Sales