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Improve Your Sales Results with the New Generation of Marketing

WinGreen Marketing Systems had been invited to present an educational seminar on marketing for early stage tech companies to the New Jersey Technology Council in March. Unfortunately, the conference ended up being cancelled.

The presentation was entitled “A Smarter Way to Generate Sales Leads — Improve Your Sales Results with the New Generation of Marketing”. We’re happy to post here the content marketing and lead generation tips we were going to be presenting at the conference. We hope you find this presentation to be informative and interesting.


Most of the concepts and techniques discussed in this presentation are documented in much more detail in WinGreen’s Resource Center.  Visit the Resource Center to see more tips, techniques, and methods, available in our many e-books.

#NJTC #leadgeneration #contentmarketing


Content Marketing E-Book “Ten B2B Content Marketing Mistakes & How to Avoid Them”

Content Marketing Tips Available for Qualified Marketing Professionals

DOWNINGTOWN, PA, January 8, 2014 – WinGreen Marketing Systems, a content marketing agency, announced the release of a new e-book entitled Ten B2B Content Marketing Mistakes and How to Avoid Them. The e-book is available free of charge to qualified marketing professionals who may request their copies by visiting

The fifteen-page e-book presents ten critical mistakes found by researchers to be common among content marketing programs that performed below expectations and offers tips and techniques on overcoming them.

The e-book is an independently authored primer, presented to the marketing community by WinGreen Marketing Systems as part of its Marketing White Paper Series, which covers topics related to content marketing, email marketing, inbound marketing, and sales lead generation. […] De-Duplication Apps Overview from Ringlead

WinGreen’s valued partner Ringlead — the leading de-duplication, data cleansing, and data management provider for the platform — recently presented their updated Applications Overview at Dreamforce.  Here it is for our readers who are seeking ways to tame the data within their Salesforce environments.


We’ve been a RingLead user and partner for over four years and wholeheartedly endorse and resell their products. If you’re using Salesforce, you need Ringlead. And if you’re looking for help maximizing your investment in the Salesforce Platform with Ringlead, call us at (650) LEAD GEN or contact us at . We can set up and run an entire “marketing machine”, including Salesforce, Ringlead, an outbound email platform, a target email database, and all the content you need. Contact us. We’re “A […]

Content Marketing Improves Lead Generation — #7 of 7

Here is the seventh and final installment of our seven ways that content marketing improves lead generation results.  All seven  — plus more information — are published in the WinGreen-sponsored, free e-book, Seven Ways that Content Marketing Improves Lead Generation Results, which is available in the WinGreen Resource Center.
7. Content Marketing Provides Ease of Testing and Changing Campaigns and Content
The ability to instantly track results and measure the effectiveness of almost any imaginable metric in content marketing also provides the marketer with the ability to test different variables, adapt and change campaigns on the fly, and increase or decrease focus or investment in specific, well-defined target areas.

Online dashboards, reports, and tables allow marketing and sales management to see near real time results of campaign topics, […]

Content Marketing Improves Lead Generation – # 6 of 7

In this post, we’re presenting the penultimate way that content marketing improves lead generation results. The e-book has all seven, if you’d like to skip ahead.  In the meantime, here’s #6, “Performance Measurement and Tracking”.
6. Improved Performance Tracking and Measurement for Lead Generation
Technology hasn’t just made creation and execution of lead generation campaigns easier, more broad-reaching, and more cost-effective. It has also provided measurement and reporting capabilities that allow marketers, sales professionals, and their management to instantly see the results of their lead generation activities.

Content marketing and its associated emailing, marketing automation, and CRM systems provide deeper and richer tracking capabilities than the marketers of the 20th century could have even imagined. Whereas the marketer of 1995 only knew how many direct mail pieces […]

Content Marketing Improves Lead Generation — #5 of 7

Here is the fifth of the seven ways content marketing improves lead generation.
5. Content Marketing Provides the Ability to Nurture Prospects that Are Not Ready to Buy
Research has shown that 70% of the new leads generated by today’s marketing campaigns are “interested”, but are just not ready to make a purchase now. In the past, before marketing automation was available, sales professionals were trained to simply discard the leads that weren’t ready to buy in a timely fashion, regardless of their level of interest. Now, with content marketing supporting lead generation, lead nurturing, and brand promotion, new leads who are interested but not ready to purchase can be put into a lead nurturing process to be continuously engaged until such time as they can move forward toward a purchase.

Many sales organizations were […]

Content Marketing Improves Lead Generation – #4 of 7

Here’s the 4th installment of the Seven Ways Content Marketing Improves Lead Generation. One important attribute of content marketing is that quality control over the types of leads you’ll generate is automatically built in.
4. Built-In Quality Control
The first step in creating a content marketing campaign or series is to define precisely who your targets are.  At WinGreen, we use the term “the perfect prospect” to vividly describe this tactic.

Ideally, the marketing folks will work closely with the sales folks to agree on exactly what the “perfect prospect” looks like.  The target list should define the target population to be emailed in terms of:

Geography.  Where are your targets located?  Don’t promote content to St. Louis if you have no salespeople there.
Industry. Select which industries for which […]

Content Marketing Improves Lead Generation – #3 of 7

3. Content Marketing Delivers a Broad Reach
The economics of online content marketing allow the marketer to broaden the reach of the company’s campaigns to include many more targeted contacts.  Using the previous post’s economic analysis, one could spend the same $337,500 that reaches 50,000 targets with direct mail to broaden the reach to 350,000 targets with content marketing.  The economic advantages of content marketing have given the marketer (and the CFO) significantly more flexibility in the marketing budget.

By definition, lead generation campaigns deliver better results when they reach more potential prospects and influencers.  Reaching 100,000 people that meet your target profile will obviously deliver more leads than reaching 5000 people (with all else equal).

Content marketing allows you to deliver a personalized email, offering interesting, useful, […]

Why You Should Consider Outsourcing Your Content Marketing

Outsourced content marketing is paying off handsomely for those firms who have embraced the concept, planned their outsourcing transitions, and worked closely with their providers. A reasonable expectation for a mid-sized technology firm transitioning from conventional in-house lead generation to outsourced content marketing would be 3X more leads at 50% lower cost-per-lead.

Outsourcing your content marketing function delivers many advantages and benefits. Here’s a quick table showing the positive impact of outsourced content marketing.


Comprehensive, outsourced content marketing

Significant cost savings (25% to 50% lower cost than in-house content marketing; 50% to 80% less cost than in-house conventional lead generation)
See immediate results.  No ramp-up
Avoid hiring and training
Avoid software and hardware investment, configuration, administration
Fixed monthly retainer. No variable costs.
Flexibility. Scale up or down as needed.

Content marketing agency creates all […]

Content Marketing Improves Lead Generation – #2 of 7

Here’s the second article on the seven ways content marketing improves lead generation results. Don’t forget: You can get the e-book with all seven ways (plus more) by visiting
2. Content Marketing Delivers Results with Significantly Better Economics
The World Wide Web and email present a new model of outreach with economics that are orders of magnitude more compelling than traditional direct-marketing or telemarketing. The marketer of 1995 might conduct a direct mail campaign to a list of 50,000 people at a cost of $0.75 per name and address, $2.50 per color printed promo letter, $2.00 per insert, $1.00 for postage, and $0.50 per mailing house drop — $337,500 for the campaign (without the telephone follow-up, if outsourced) – and get a 1% response rate (500 […]