White Paper Reviews Feed

Market Intelligence Infographic from New Jersey Institute of Technology

The following Infographic is from the  New Jersey Institute of Technology.    It fits nicely this week with our series of posts and discussions in the coming week on SLMA and CRM Radio about the skill of Digital Analytics and salaries of marketing people that work with the results on marketing intelligence.

This is an especially insightful visual guide from a source that isn't biased in its approach. 

Why it's Important

Market intelligence (MI) refers to data that uncovers information about a product’s market, which is then used to shape strategies around advertising, market penetration and new products. By devoting time and resources toward gathering and analyzing MI, some companies have been able to rise above their competitors.

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Password Management and Security Done Your Way

Recently I was pulled into an account that was a hot mess of security vulnerabilities, lost logins, expired licenses and reactive security, rather than proactive. This does have a happy ending, but several points came up as I helped them sort through, centralize and secure their basics. 

What was wrong with their digital security:

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Lead Follow-Up Failure Leads to Revenue Failure: Alex Terry and Matt Heinz

Lead follow-up failure. Whose fault is it?

Episode-card-640x640_guest-terry (1)Alex Terry, CEO of Conversica joined Matt heinz on Sales Pipeline Radio to talk about the findings of the highly regarded 4 P's Report published by Conversica. 

Conversica commissioned an in-depth study (3rd year) tracking lead follow-up efforts of B2B and B2C companies across a number of different industries. In 2017, they found that a staggering 77% of companies under-touched their leads.

Check back here for the ON-DEMAND Recording of this broadcast -- no later than 1/16 or on the Heinz Marketing Blog on Mon. 1/22 along with the full transcript.

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White Paper: Significant Findings on Lead Follow-Up from Conversica

Slma-recommended-187Title:  2017 Sales Effectiveness Report: Lead Follow-Up

Published by/Authors:  Conversica

Gated: Yes

Download Link    Download or read it online

Highlights:  This is the third year for this study.  Conversica commissioned an independent research firm to secret-shop 866 companies and evaluate their response using four key elements:

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How to Create Sales-Ready Leads from Website Visitors - White Paper from ActiveConversion

Converting Visitors into Sales LeadsTitle:   Converting Visitors into Sales Leads

Published by/Authors:   ActiveConversion

Gated: No

Download Link   

Length:  Seven Pages

Highlights:   This is a discussion of how the thousands of companies involved in the oil and gas industry (not just the oil and gas giants) but the many thousands of companies that supply the giants and themselves with goods and services, create sales ready leads.  For instance, in Canada there are 2300 companies servicing this industry and $80 Billion in revenue annually. There are most likely, millions of website visitors to these 2300 companies.

This white paper is about automating processes that can generate qualified sales ready leads for high yield sales activities for any company, not just the Oil and Gas Industry.  It starts with the SEO of a website, which is no surprise, which then leads to recommendations to:

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White Paper from Oracle on Lead Scoring

Why It’s Important:

"Without a lead scoring process, your lead generation efforts will falter, marketing dollars will be wasted and sales productivity will be 20-30% lower than needed."

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This review was conducted independently without the advice or consent of the publisher.    Of course, we only review those papers that are worth it for you to read, we leave the others to someone else.

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Step by Step Guide to Sales Success

Slma-recommended-187Title:  Step by Step Guide to Sales Success in 2017

Published by/Authors:  Badger Maps and KnowledgeTree

Gated: No

Download Link   

Length:  40 Pages

Highlights

The paper opens with a telling statement that says, “When you make goals make sure they push you to be a better version of yourself,” and that is what this paper does.   This short, but helpful paper makes good on that goal for the reader. In all respects this paper is misnamed.  It is not for 2017, but for every year.   The paper covers:

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Fred Yee - Industrial Sales & Marketing: A Roadmap for Success - WP Review

Industrial-sales-guide-cover-screenThis review was conducted independently without the advice or consent of the publisher.  Of course, we only review those papers that are worth it for you to read, we leave the others to someone else.

Title:  Industrial Sales & Marketing

Subtitle: A Roadmap for Success

Published by/Authors:  ActiveConversion

Gated: Yes

Download Link   

Length:  25 pages

Highlights

Contents: 

  • Introduction: The Digital Disruption
  • Marketing: Engaging A Digital Audience
  • Key Differences Between Consumer and Industrial Marketing
  • Take Search Engines Seriously.   You (Probably) Don’t Need a New Website

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