Grant Davis says, “If there’s one thing software company Ebsta understands, it’s customer relationship management. The San Diego- and London-based company sells a $10 per month per user Chrome browser extension that syncs customers’ email accounts to the Salesforce database to streamline the onerous task of updating a CRM system. But finding new prospects for Ebsta is difficult and, as vice president of sales Bernhard Peters points out, expensive — especially for a company with roughly $1 million in annual revenue. “We’re still a tiny company,” Peters says. “We have... [...]

Marc Herschberger says, “When you first implemented inbound marketing for your business, you knew that you were building a system that utilized high quality content to help generate high quality leads from your website. Flashes of the film Field of Dreams probably kept running through your head as you optimized your website for conversions and started pumping out blogs and offers at a regular basis. If you build it, they will come. And boy did they! Inbound marketing has proven time and time again to be an extremely successful philosophy that can help generate leads for businesses through... [...]

Digital Marketing Depot team says, “According to a recent study, B2B companies are spending 50 percent of their marketing and sales budgets generating leads that are never pursued. It’s a classic sales dilemma: how often do you reach out to a lead before moving on to the next one? In this webcast, Barry Levine and Gary Gerber review the latest marketing and sales automation software and show you how to boost sales conversion, with or without automation, to maximize the return on every lead. Attendees will learn how to align their sales and marketing efforts to save time and money, how... [...]

Kyla Cobb says, “One of the most useful tools in the marketer’s workshop is content marketing. If utilized well, this strategy can turn even casual site visitors into potential prospects. However, how do you ensure that the right content makes its way in front of the right audience? That was one of the challenges Stephen Bruner, Marketing Manager, Vertical Markets, Precor, faced when he and his team sought to overhaul Precor’s nurture strategy and email tools. Precor is a manufacturer of fitness equipment and caters to a global audience. It’s also the second largest industry manufacturer... [...]

Leigh Hankin says, “Your offer can be the difference between making a ton of sales and making nothing. Literally. Your offer—or, more specifically, how compelling it is—will determine whether or not your target audience will gobble up what you are selling. Before all else, though, there needs to be a starving crowd in your marketplace that desperately wants what you’re offering. If there is no starving crowd that wants your offer, then you will make no money: No matter how good your product. No matter how many hours you slaved away creating it. No matter how talented the direct... [...]

Carly Stec says, “When I was tasked with creating my first SlideShare, I remember feeling especially eager to explore a new medium. I’d grown so accustom to writing blog posts that the change of pace was surely just what I needed. That’s when it hit me: If I needed a change of pace, our audience probably did, too. “They’re going to love this!” I thought. And they did. The best part? Years later, they still do. While there’s no question that SlideShare is a valuable platform for engaging audiences, many marketers still aren’t making the most... [...]

Tom Whatley says, “When it comes to lead generation, we often rely on the trusty eBook, especially in the B2B world. They’ve long been known to have highly perceived value and convert well. However, not much has changed over the years. A whitepaper is still a whitepaper. You fill in a form, you download it, you read it. How can we spice the trusty eBook up and make it more engaging? Interactive content is a marketing trend that many smart marketers are getting clued up on. Instead of exploring interactive content on a broad level, today I want to dig deep on how you can make your eBooks... [...]

Daniel Faggella says, “When we left off in Part 1, we were just getting into the brass tacks of generating consistent leads with your blog. Today, we’re going to go deep into the tactics, but I want to serve up a warning: If you haven’t read Part 1 of this series, you need to do that first. Tactics without the underlying strategy will not work nearly as well as having the complete picture. Let’s dive in. The Truth About Conversion When people come come to us at CLVboost (my employer), they almost always thinkthey need more traffic. It’s almost always not true. Traffic is like gas.... [...]

Rachel Sprung says, “What separates a qualified lead from an unqualified one? That’s the burning question we all have. We want to make sure we know the key factors that make someone qualified so we can focus on the creating and delivering the right content through the promotional channels that make these most sense. Once we establish that framework, we can then help our sales teams make the most of their time by providing them with the means to prioritize leads. And while that sequence of events is ideal, it’s often easier said than done. That’s where lead scoring comes... [...]

Andrew Carvenho says, “Leads are those magical things that can change a company’s fortunes. Good leads can transform them completely. Before we go further in our discussion about how to acquire more leads and better leads, let’s try and understand what a lead stands for in the first place. A lead is a consumer who has the potential to turn into a paying customer for a business’ products. Acquiring leads and building a solid pipeline of future leads is the most common stumbling block that stumps businesses. They spend all their time with just one or two methods that might have worked... [...]