Resources

eBooks

• Funnelnomics - Accelerate Your Marketing and Sales Funnel to Drive Growth and Profitability
  Funnelnomics - it's a strange word but a powerful concept when it comes to B2B marketing. Funnelnomics is a model for squeezing the most value out of the leads in your funnel. It is about moving all leads through the funnel from awareness to purchase in the fastest, most cost-effective way possible. This eBook presents a more deliberate and predictable approach to increasing the velocity and efficiency of the Marketing and Sales funnel.
• How Marketing Can Radically Impact Sales Co-Sponsored by Eloqua
  The newest eBook from Jill Konrath, famed sales strategist and author of Selling to Big Companies, reveals how optimizing lead generation/nurturing can produce a huge and measurable impact on sales:
  • Transform average sales execs (who makes up about 60% of your sales force) into above average sales execs
  • Relieve your top performing sales execs from tedious cold calling and lead nurturing, freeing them to woo hot prospects and close more deals
  • Bring new/inexperienced sales execs up to speed faster at less cost
• 101 B2B Marketing and Sales Tips from The B2B Lead
  • Volume One: Online Marketing - Driving Leads to your website through paid search advertising, search engine optimization, blogging and more
  • Volume Two: Event Marketing – Coming Soon
  • Volume Three: Direct Marketing - Coming Soon
  • Volume Four: Marketing and Sales Alignment - Coming Soon
  • Volume Five: More Marketing and Sales Tips - Coming Soon

White Papers

• Is Dirty Data Sabotaging Your Marketing Results?Drive Greater Results from B2B Marketing Programs with the QuickStart Data Refreshing Methodology
  While an enterprise-wide data refreshing initiative is beyond the scope of this paper, the QuickStart Data Refreshing Methodology presented here provides a guide to rapidly cleansing and augmenting your marketing and sales database in three phases. By following this methodology, you will:
  • Quickly identify your data cleansing requirements
  • Clean and augment only the data you need, when you need it
  • Implement techniques and processes for keeping your data accurate and up-to-date
  • Align your marketing strategy with your data refreshing and collection processes
  • Produce better results from your marketing programs
  • Risk-proof your marketing automation investments
  • Drive greater revenue
• Accelerate SEM Leads to Revenue - Are you collecting leads from Search Engine Marketing programs and simply turning them over to Sales? Are you using Web visitor data to test messages or track Web Site traffic? This paper presents a solution to turn unannounced visitors into actionable leads.
• Laser Targeted Lead Generation - Do you know your best customers? Can you easily identify your sweet spot-the vertical markets in which you sell the most or the fastest? Are there other business buyers in your sweet spot that you should be targeting with your Marketing campaigns?
  
  Whether you are leveraging vertical marketing or not, it pays to understand which markets represent the biggest and fastest revenue sources for your business and laser-target your Direct Marketing efforts accordingly.

Best Practices

• Role of Role – role \rol\ n: a function or part performed
  ti.tle \tIt’le\ n: an appellation of rank
  Webster's tells us that, by focusing on titles, marketers have been targeting the wrong people: whereas function is the best indicator of response, title is not the best indicator of function.
• 10 Lead Generating Tips for Events and Tradeshows - Events are a big part of most integrated marketing campaigns. With budgets being tightened and Management demanding measurable ROI, B2B Marketers must employ lead generating tactics that deliver increased results at every event. Included are ten tips to consider when building an integrated event based marketing campaign.
• Dirty Data: Even More Expensive Than You Thought – Gartner reports that 25% or more of critical data within Fortune 1000 companies is inaccurate. So whether you're using a house list or a rented list, odds are good that you're wasting marketing dollars. Find out what else is at stake by continuing to use incorrect or out-of-date data.
• The Role of Role in Event Marketing - Events are typically categorized as branding vehicles, how can marketers turn them into lead generation opportunities?
• Targeting a New Vertical Market Segment – Take a 5 step deliberate approach to targeting new buyers in new vertical markets.
• Expanding or Growing a New Territory – Take a 4 step deliberate approach to marketing to new buyers in new territories.
• Expanding Into a New World of Buyers – Take a deliberate approach to identifying and targeting new buyers in new countries.
• Targeting a New Role, not a C-level – Take a deliberate approach to reaching out to different prospect.
• Introducing a New Product to an Existing Customer Base – Take a deliberate approach to targeting new opportunities in existing customer relationships.