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B2B Webinar: Research from Harvard, MIT Pinpoints Hard Lead Conversion...
According to MarketingSherpa’s 2011 B2B Marketing Benchmark Report, almost 70 percent of B2B organizations increased their inbound marketing budgets this year. This includes website design, management,...
View ArticleWebinar Replay: Research from Harvard, MIT Pinpoints Hard Lead Conversion...
Since 2007, InsideSales.com has been partnering with leading academic institutions to analyze data gathered from two billion communications with 80 million customer profiles. During Tuesday’s B2B Lead...
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Do You Expect Your Inside Sales Team to Practice Alchemy?
Too many marketers think that their inside sales teams are alchemists. They dump data that’s absolute garbage into the top of the sales funnel and expect sales lead gold to come out the other side....
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Fresh Ideas to Reignite Stalled Leads and Accelerate the Sales Funnel
Longer selling cycles and stalled deals are impeding sales funnels everywhere. Use these three practices to convert more leads into revenue: Use Funnel-Specific Market Research If you really want to...
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From a Challenging Marketing Past to the Most Promising Marketing Future: Top...
I can’t stress this enough: when it comes to marketing, if we’re not constantly learning, we’re going to find ourselves left behind faster than ever. Some people say I’m an expert in B2B lead...
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The Lament of the Inside Sales Team: Data, Data Everywhere, but Who’s Ready...
As the MECLABS Research Partnership analyst team, my colleagues and I speak with professionals who attend our events (like the next month’s MarketingSherpa Email Summit in Las Vegas), purchase our...
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Teleprospecting: When cutting response time is a priority (and when it’s not)
When you’re converting inquiries into qualified leads, it’s widely believed that time is of the essence. Even research published in the Harvard Business Review says you’re almost seven times more...
View Article3 Principles for Effective Teleprospecting that Drove an 839% Increase in Leads
When I first started making test calls with MECLABS (publisher of the B2B Lead Roundtable Blog), I was unsuccessful, to say the least. I was unaware of the real goal of the call, lacked an effective...
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B2B Marketing: 6 essentials for testing your teleprospecting
For years, marketers have been testing messages on emails, websites and pay-per-click ads to determine which ones drive the most sales. At MECLABS, we’ve made this a science and have even patented a...
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Lead Generation: Does your teleprospecting deliver value to prospects?
Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. When it comes to communicating an organization’s value and credibility, asking the right questions and...
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