The B2B Lead » Leading Questions http://blog.reachforce.com B2B Marketing and Sales Tips Thu, 18 Mar 2010 14:59:01 +0000 http://wordpress.org/?v=2.8.4 en hourly 1 Dirty Data Keeping You Up at Night? – B2B Marketing and Sales Tip #164 http://blog.reachforce.com/sales-and-marketing-tips/dirty-data-keeping-you-up-at-night-b2b-marketing-and-sales-tip-164/ http://blog.reachforce.com/sales-and-marketing-tips/dirty-data-keeping-you-up-at-night-b2b-marketing-and-sales-tip-164/#comments Mon, 27 Oct 2008 15:43:56 +0000 Suaad Sait http://blog.reachforce.com/leading-questions/dirty-data-keeping-you-up-at-night-b2b-marketing-and-sales-tip-164/ A recent survey report from ResearchCorp and Pinpointe collected input from sales and marketing decision makers of medium and large enterprises.  This report, Marketing Automation Survey: Cross the Chasm, was conducted in August 2008 and was designed to gain insight on the following three questions:

  • What are the top challenges that keep marketing and sales professionals up at night?
  • What infrastructure do companies have in place to address SFA and marketing automation?
  • What is the ‘state of the market’ with respect to SFA and marketing automation implementations?

Results showed that keeping prospect databases ‘clean’ and useful was the top challenge keeping Marketing Executives up at night. Not far behind poor data was the ability to calculate meaningful ROI from marketing spend and getting enough quality leads to keep the sales machine properly fueled came in third. The graph below lists other concerns mentioned.

Poor data still topping the list…I’m not surprised.  Exactly 2 years ago, Forrester Research (B2B Marketing Needs a Makeover) also listed data problems at the top of the challenges list. Top 3 challenges in this report included: reaching decision-makers, measuring marketing results, improving lead quality and generate more leads.

Caution – shameless promotion ahead – REACHFORCE CAN HELP WITH YOUR DATA PROBLEMS.  Having trouble determining your target audience, check out ReachForce Insight or ReachForce Convert.  Struggling with getting to the right decision makers?  ReachForce Data Services help you identify the right buying ROLES (with full contact information) in your target market.

Want to attack dirty data head on?  Check out the whitepaper, Is Dirty Data Sabotaging your Marketing Results?  This whitepaper presents the QuickStart Data Refreshing Methodology to help you quickly identify your data cleansing requirements, align your marketing strategy with your data refreshing and collection processes and produce better results from your marketing programs.

Do data problems top your list of challenges?  If not, please share what keeps you up at night.

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]]> http://blog.reachforce.com/sales-and-marketing-tips/dirty-data-keeping-you-up-at-night-b2b-marketing-and-sales-tip-164/feed/ 0 Event Marketing Leading Questions http://blog.reachforce.com/sales-and-marketing-tips/event-marketing-leading-questions/ http://blog.reachforce.com/sales-and-marketing-tips/event-marketing-leading-questions/#comments Wed, 02 Jul 2008 14:05:49 +0000 Leigh Anne Reynolds http://www.theb2blead.com/leading-questions/event-marketing-leading-questions/ We have discussed event marketing quite a bit on The B2b Lead. With tightening budgets I was curious what other marketers are doing to draw attention and make the most out of those leads gathered. I interviewed a variety of marketers at MarketingProfs B2B Forum in June. Check out this video to see what marketers from Marketo, HubSpot, Manticore, Enspire Learning and IDC have to say. See how they answered the following questions:

  1. What is the craziest thing you have seen at a trade show?
  2. What is your lead management process for leads gathered at trade shows?

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]]> http://blog.reachforce.com/sales-and-marketing-tips/event-marketing-leading-questions/feed/ 1 Social Media Leading Questions http://blog.reachforce.com/sales-and-marketing-tips/social-media-leading-questions/ http://blog.reachforce.com/sales-and-marketing-tips/social-media-leading-questions/#comments Thu, 19 Jun 2008 20:26:19 +0000 Leigh Anne Reynolds http://www.theb2blead.com/leading-questions/social-media-leading-questions/ Social Media is one of the hottest topics in B2B Marketing right now. I interviewed a variety of marketers at MarketingProfs B2B Forum. Check out this video to see what marketers from Marketo, HubSpot, Manticore, Enspire Learning and IDC have to say. See how they answered the following questions:

  1. Do you participate in social media both personally and professionally?
  2. How do you think social media is changing B2B PR strategies?


How would you answer those questions?

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]]> http://blog.reachforce.com/sales-and-marketing-tips/social-media-leading-questions/feed/ 2 Leading Questions from MarketingProfs B2B Forum 2008 http://blog.reachforce.com/sales-and-marketing-tips/leading-questions-from-marketingprofs-b2b-forum-2008/ http://blog.reachforce.com/sales-and-marketing-tips/leading-questions-from-marketingprofs-b2b-forum-2008/#comments Tue, 17 Jun 2008 16:33:10 +0000 Leigh Anne Reynolds http://www.theb2blead.com/b2b-marketing-ideas/leading-questions-from-marketingprofs-b2b-forum-2008/ When I attended MarketingProfs B2B Forum 2008 in Boston last week, I took along my flipcam to ask leading marketers some leading questions. I plan to share my findings with you over my next few posts. I interviewed attendees and sponsors to find out their views on the conference and several B2B Marketing hot topics.

To start things off, I asked, “What was the best thing you have learned at MarketingProfs B2B Forum 2008?” Watch the short video below to see the answers and you might just learn something yourself.

I also interviewed several of the sponsors to find out what is the biggest pain point they solve for B2B Marketers. Here are the responses from Marketo, Manticore and HubSpot:

Although I didn’t get a chance to get to interview them all, other great sponsors included AG Salesworks, Eloqua, Business.com, Aquent, Boston Business Journal, Emma, The Kern Organization, Near Time, NowSpeed Marketing, UnisFair, VisitorTrack and Vtrenz.

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