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    • 7 Steps to Put Your Lead  Nurturing on Steroids 7 Steps to Put Your Lead Nurturing on Steroids Mary Firme, Chief Lead Accelerator at Reachforce, and Justin Gray, CEO at Lead MD Recorded: Dec 4 2013 6:00 pm UTC 62 mins
    • There is a lot of information on why marketers should do lead nurturing but there isn't a lot of information on how to do it and especially how to do it well. If you believe everything you read, lead nurturing looks easy. In reality, there are a number of critical considerations to have a truly effective lead nurturing machine. If you are just trying to figure out lead nurturing or you are ready to pump your lead nurturing programs with steroids, this webinar is perfect for you. Justin Gray, CEO of LeadMD, and Mary Firme, Chief Lead Accelerator from Reachforce, will present real lead nurturing success stories with specific instructions on how to make it happen.

      Viewers of this webinar will learn:

      -How to create messaging with personality and product persuasion
      -How to create buyer persona specific nurture programs
      -The perfect content mix - how to avoid being a cliche
      -How data segmentation can supercharge your lead scoring and nurturing efforts

      Read more >
    • How your business can unleash high-value web and mobile leads How your business can unleash high-value web and mobile leads Richard Dumas, Director of Product Marketing, Five9; Michael Boland, Industry Analyst, BIA Recorded: Feb 11 2015 6:00 pm UTC 61 mins
    • As more consumers use smart phones to search for information while on the go, advertisers are embracing a new (old) way to connect with consumers by turning mobile searches and mobile ads into phone leads. According to Google, 70% of all mobile searchers have called a business directly from search ads using Adwords click-to-call ads and research firm BIA, estimates that mobile search will generate more than 70 billion calls from consumers to businesses in 2018!

      While the prospect of moving beyond impressions and clicks to drive new, high-value, phone leads is incredibly appealing to many businesses; it is also raising some important questions:

      •How will businesses manage the exploding call volume?
      •How can inbound calls be identified by the advertisement that was clicked on?
      •How can non-lead related calls be routed to self-service channels?
      •How can the most important calls be routed to right person to respond?
      •How will they be tracked?
      •How can businesses staff to handle fluctuate call volume?

      Join Michael Boland, industry analyst from research firm BIA/Kelsey and Richard Dumas, Director of Product Marketing at Five9 for this informative webinar that addresses the above questions around this mobile click-to-call trend and provides useful advice for businesses that want to maximize sales conversions from mobile click-to-call campaigns.

      If you run local business and want to learn how to acquire more new customers you will benefit by attending this webinar!

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    • What Lead Scoring is & How to Use It What Lead Scoring is & How to Use It Kentico Recorded: Mar 10 2015 2:25 pm UTC 5 mins
    • 4 minutes to learn everything you need to know about lead scoring. With lead scoring software you can easily identify your hottest leads that require immediate action from your Sales team, those not yet ready to buy but could benefit from further nurturing, and those not interested that should be abandoned for the time being, so as not to waste your time or resources.

      Qualify your leads to increase the efficiency of your sales team, shorten sales cycles and increase revenue. Try Kentico EMS lead scoring software now or schedule a 1-on-1 demo for free at http://www.kentico.com.

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    • How to convert online visibility into tangible leads and sales How to convert online visibility into tangible leads and sales Paul Thomas, MD, Lead Forensics Recorded: May 24 2011 2:30 pm UTC 61 mins
    • We have so much information available to us about what is happening on our websites, we can see what our visitors are doing, which pages are most popular, where their eyes travel first and which keywords are getting them there, but which pieces of intelligence are most valuable and how can we turn this information into physical leads and sales to prove ROI from our investment in analytics tools?

      Paul Thomas, Managing Director of Lead Forensics, talks about how his clients are taking their online analytics one step further and uncovering web leads they didn't know they had.

      Hear how leading B2B businesses are maximising their return from their online investment and are driving more leads and revenue from their digital campaigns than ever before.

      The webcast includes a 20 minute Q&A hosted by B2B Marketing's editor.

      Read more >
    • How We Used 80% of our Junk Leads to Reach Viable Prospects How We Used 80% of our Junk Leads to Reach Viable Prospects Ran Gishri Recorded: Jun 26 2012 4:00 pm UTC 29 mins
    • Like many other companies, our sales team used to spend hours searching online for good prospects. They struggled with outdated contact info, and more often than not, it took them numerous calls to reach the right person in their target accounts.

      In this webcast, we will share the results of a focused project we executed to grow our pipeline using a combination of purchased contact lists and our new Leadspace prospecting solution.

      Join us to learn how we -

      - Found relevant prospects in target accounts
      - Increased connect rate by 300%(!)
      - Reduced effective cost-per-lead
      - Used social networks for prospecting

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    • Heat Wave: Turn Cold Prospects into Hot Leads with Rich Media Heat Wave: Turn Cold Prospects into Hot Leads with Rich Media Ron Parshad, Director of Sales Development at BrightTALK Recorded: Mar 23 2016 5:00 pm UTC 43 mins
    • As a marketer, you might be disheartened when you hear that 65% of B2B marketing content goes unused. The good news? Sales representatives prefer leads that are generated from rich content like videos and webinars due to the added insight of the buyer’s needs.

      So what does it take to deliver more bookings for your sales team from webinar and video programs? Join the BrightTALK Academy as our Director of Sales Development discusses some of the best tactics in deploying your sales reps to create more opportunities for SEs and maximize the MQL to SQL conversions.

      This free session will discuss how marketers can see their leads move through the funnel more effectively by:
      - Delivering higher qualified leads through refined lead scoring
      - Creating content that sales will actually use
      - Enabling sales to effectively use content in a trackable way
      - Providing more context to sales to ensure better connect calls

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    • The Definitive Guide to Lead Scoring The Definitive Guide to Lead Scoring Andrew Spoeth & Jon Miller, Marketo Recorded: Feb 23 2011 6:00 pm UTC 39 mins
    • Join Jon Miller and Andrew Spoeth, two of the authors of the Definitive Guide to Lead Scoring, as they walk through the highlights of the new Definitive Guide and share the top things to consider when improving lead scoring at your company.

      This presentation will show you:
      * How to know when a lead is most likely to be sales ready
      * What is the difference between implicit, explicit, behavior and demographic scoring rules, and why it’s important to consider these
      * How to build an internal check-up process for continuous improvement
      * What questions to ask your team before getting started with lead scoring
      * What are so to tie lead scoring to your social media efforts
      * How to improve marketing’s credibility with sales through better lead qualification

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    • How to Engage, Generate, and Qualify More Leads Using Interactive Content How to Engage, Generate, and Qualify More Leads Using Interactive Content Hana Abaza - VP Marketing at Uberflip & ANNA TALERICO - Co-Founder at ion interactive Recorded: Jan 28 2016 8:00 pm UTC 61 mins
    • B2B lead generation involves so much more than simply producing leads — of course, much of the value that comes from lead generation tactics lies less in the quantity of leads and more in the quality.

      Interactive content is quickly becoming a best practice for B2B marketers. When implemented effectively, interactive content not only supercharges your lead generation and engagement strategies but can also help to better qualify leads and construct rich lead profiles.

      Join Uberflip’s Hana Abaza and ion interactive co-founder Anna Talerico for an intense hour exploring the strategies and tactics used by leading next-generation content marketers.

      You’ll learn:

      How to convert significantly more leads from your content marketing
      How to build rich lead profiles that include content consumption, buyer business challenges, and readiness
      How to evaluate your content marketing results in a radically different way

      Read more >