Tips to Take Your B2B Blog to the Next Level

Meet Dayna Rothman, Jedi Master Blogger. Dayna leads content marketing at EverString, a predictive marketing platform. Previously, she led content marketing at Marketo. And oh, she’s author of the book “Lead Generation for Dummies.”

Meetup Presentation
content marketing

Recently, Dayna was our special guest at the San Mateo B2B Bloggers Meetup. If you’re a Bay Area B2B blogger, come join us! Dayna did a presentation on “Blogging for Lead Generation.” Here are five tips from Dayna’s presentation. Apply them to take your B2B blog to the next level. [Read more…]

How Sales Execs Use Twitter

While there may be debate about whether LinkedIn or Twitter is more popular with salespeople, there’s no question that sales executives are becoming more active on Twitter. Why? They understand the power of the micro-blogging platform as a way to monitor, reach, and engage target buyers while also building their personal brand. But how are these sales leaders engaging on Twitter? And in what ways can you use this information to become more effective on social media?

How Sales Executives Engage on Twitter

My firm, Leadtail, decided to delve into these very questions by looking at the Twitter activity of 595 sales executives during the first six months of this year. Specifically, we analyzed 160,928 tweets and 91,471 shared links to better understand the topics sales execs are interested in, what they’re reading and sharing, and which people most influence them on social media. Here’s what we discovered.

What Sales Execs Talk About

We compiled the top hashtags used by sales leaders to identify the topics grabbing their attention. Why hashtags? Like search keywords, popular hashtags are a good indicator of what people are paying attention to, talking about, searching for, and sharing on social media. [Read more…]

Amplify Your Twitter Marketing Campaigns with Azuqua

Twitter Bird, Tweeting, Social Marketing

Editor’s Note: Today’s Post is from Claire Koerner, marketing manager at Azuqua

With CRM, social media, cloud services, SaaS tools and more, marketers have access to vast quantities of customer information. That’s the upside. The downside is it can be a time-consuming task analyzing all that data in order to identify and act on the most important and relevant content. Creating simple business process to address this issue can be a challenge, and usually require a dependency on already stressed IT departments. [Read more…]

I Laughed, I Cried: My LinkedIn Publishing Journey

I have been publishing content on LinkedIn. I learned somethings along the way

First I want to make a distinction, there is a difference between sharing content on LinkedIn and publishing. Publishing is when you actually use their publishing platform and the post resides on LinkedIn. Sharing is when you share a link to another site in your status update. I wrote a post a little while ago, Share Content on Linkedin. Trust Me and it may have confused people. I advocate sharing content on LinkedIn 6-8x per day minimum for anyone who is building their personal  or corporate brand. I still share on all the social networks, but LinkedIn has the biggest impact by far. So share content on LinkedIn.

Recently, I have been testing publishing content on LinkedIn. Here is why. On February 18, 2014, I repurposed a post I had written awhile back on prospecting. It is one of the more highly trafficked posts on this blog where it got roughly 10k views. For my little blog, those are great numbers. Now back to the present, same post, purporse on Linked gets 16,744 views…1,044 LinkedIn shares. Oh wow. Check it out below.

linkedin, content marketing, sales

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Social Selling: The LinkedIn “Who’s Viewed my Profile” Play

Before I go any further, I have an important announcement: On Thursday April 17th from 8:30-Noon is the Funnelholic Virtual Sales Summit feat. Jill Konrath, Jill Rowley, Matt Heinz, and Dan Waldschmidt. Please click here to learn more.

I want to start this post with a simple story that is a great use case on using LinkedIn. I am a strong advocate for sales (sales development and sales) to live in LinkedIn. One screen: CRM; One screen: LinkedIn. There is a lot of things you do in LinkedIn, but one that I love is to think about it as a personal inbound marketing machine. Let the story unfold and then I will come back to this point.

Dateline July 11, 2012:

Yes, July 11, 2012. Yes, a long time ago in internet years. While I haven’t written about it, the experience left a lasting impression and I mention it to clients all the time. Ok, so I look at the profile of Marge Bieler. At the time, I don’t believe she was a LinkedIn trainer, but now she is. As soon as she saw that I viewed her profile, she sent me this:

social selling, marge bieler, inbound marketing

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Social Selling 101: Random Acts of Business Kindness

I just had to share this story. Everyone asks me for use cases of using social intelligence in the selling process. Well, here is a perfect example — follow along.

I have a bone spur in my back right now and its killing me. Absolutely killing me. Anyway, this week was Marketo Marketing Nation and I was really excited for it….but just couldn’t get off my back. Brutal. People were asking me if I was there, so I tweeted the following:


Now, watch  SalesLoft act on the tweet. I got a package yesterday with this nice, handwritten note. [Read more…]

Introducing Content Scoring: The Metric That Will Revolutionize Your Marketing

Editor’s note: Today’s post is from Liz O’Neill from Kapost. Couple reasons I asked a Kapost writer to write again for the Funnelholic. First, the earlier post on managing an editorial calendar was awesome and got fantastic traffic. Secondly, they announced content scoring and I think it’s an exciting breakthrough in content marketing. Oh and they have great writers. Liz is one of those great writers as you can tell by this thorough and well-written post. Enjoy.

There’s no denying the imperative role content plays in propelling buyers down the funnel. 93% of B2B marketers use content marketing and 78% of CMOs think it’s the future of the industry.

Marketers are expected to publish content that results in a constant stream of valuable leads. While innovations like lead scoring offer insight into whether marketers are hitting lead gen goals, understanding exactly why they are — and what content influenced those leads — has involved a lot of “educated guessing.” Until now.

Content scoring is a process that reveals exactly how many leads and opportunities a piece of content generates. Unlike pageviews, uniques and shares, content score applies an actual numerical value (a “content score”) to the content an organization produces based on how leads, opportunities or closed deals interacted with that content.

The result is valuable insight into the true ROI of content, enabling marketers to make informed decisions about which content assets to produce.

How Content Scoring Works

So, how does content scoring work exactly? Put simply, it works backwards from a buyer’s journey to specified conversion stage, highlighting the content that buyer digested along the way.

Let’s explore by taking a look at the journeys of two marketing qualified leads (MQLs).

content marketing, demand generation,

[Read more…]

How to Turn Twitter into a Lead Gen and Social Selling Machine

social selling

By now you have probably heard a lot about the promise of social selling. Still, many find it hard to effectively utilize social networks as part of their sales pipeline. We have all gotten used to the scripts, conversion rates and process associated with calling and emailing that social media might seem like a hairy beast far out of our comfort zones. Not to worry! In this post we will outline a set of very specific steps that will help you create a social selling playbook which utilizes Twitter and Socedo to help you generate leads and close customers. [Read more…]

Social selling, content selling, and content marketing

Last night at dinner, my mom said to me: “I watched your videos on the eCornell site, you need to lost 10 pounds.” I also noticed that I have grey hair. Nonetheless, I enjoyed filming these videos and took on some topics near and dear to my heart.