We have three new e-Books on the SLMA site
Title: Focused Outreach Lead Generation from Exceed Sales.
Author: Elisa Ciarametaro. www.exceedsales.com
Are you sick and tired of hacking through a jungle of information about lead generation? Elisa Ciarametaro wrote this e-book to make your strategy clear and easy to follow. This has a 10-Step Guide to produce high quality leads and increase the ROI for your programs. She covers a definition of Focused Outreach and her Ten Step Plan. This e-book is great for those new to the field or seasoned veterans.
Title: The Definitive Guide to Lead Nurturing
A Marketo Workbook
This is a 43 page workbook (yes, there is some work to do), divided into four parts:
Part One: What is Lead Nurturing.
Part Two: Lead Nurturing Basics.
Part Three: Advanced Lead Nurturing.
Part Four: Calculating the ROI of Lead Nurturing.
This is meant to be a workbook, not a “read it and drop it,” book. They make a good case why nurturing is needed in B2B when they state that companies that excel at lead nurturing:
• Generate 50% more sales-ready leads at 33% lower cost per lead.
• Reduce the percent of marketing-generated leads that are ignored by sales
(from as high as 80% to as low as 25%).
• Raise win rates on marketing-generated leads (7% points higher) and reduce
“no decisions” (6% points lower).
• Have more sales representatives make quota (9% higher) and a shorter ramp up time for new reps (10% decrease).
Title: The Definitive Guide to B2B Social Media
A Marketo Workbook
This is a 48 page workbook divided into five parts:
Part One: What is social Media and Why does My Business Need It?
Part Two: Laying the Foundation
Part Three: B2B Social Media Tactics and Metrics.
Part Four: Incorporating Social Media at Every Stage of the Revenue Cycle.
Part Five: The ROI of Social Media.
This is good; really good. Marketo lays the groundwork for why B2B can no longer ignore social media and they make a great case for how to measure what some say isn't measurable. This is a fast, must-read for the company president.