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How giving useful ideas and secrets builds trust

B2B Lead Generation Blog

I had coffee with a potential partner, and our conversation ebbed to us talking about business philosophy, marketing, and lead generation. talked about freely sharing ideas and helping people. He replied something like,  “I think companies [like yours] give away too many of their trade secrets on their website and blogs. They provide too much information freely. ” My response.

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Fast Growth Marketing: From 0 to 500,000 Users

B2B Lead Generation Blog

How can you drive fast growth with marketing? In this interview you’ll hear from Jim Fowler, founder of Owler on what he’s learned to grow fast. Owler – a free competitive intelligence platform – went from 0 to over 500,000 users. And they’re on pace to exceed a million users by the end this year. images/2016/09/Jim-Fowler-interview.mp3. Writers note: The transcript has been edited for publication.

16 Proven Ways to Get Better Opportunities Now (Part 2)

B2B Lead Generation Blog

Marketers spend a lot of time and effort generating inbound leads, but they often struggle getting those leads to convert into sales opportunities and customers after they hand them off to sales. . In this post, I’ll share 16 proven ways get better sales opportunities from your lead generation and account based marketing. Touch longer-term leads frequently and relevantly. . Click To Tweet.

16 Proven Ways to Get Better Opportunities Now (Part 1)

B2B Lead Generation Blog

When I’ve talked with marketers about their b2b lead generation results, I’ve heard statements like, “We’re generating a ton of leads, but they aren’t converting” or “We need to increase lead quantity” or “We need to generate more qualified leads.”. It’s about doing better with the ones you already have. Create a universal lead definition. . Their motivation. Stage of investigation.

150 Content Marketing Tips

Drive traffic—and leads—with these tips for SEO, social media, content optimization, email marketing, and more.

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Generation Blog

What are the five ways you can immediately improve your account based marketing (ABM) and selling? recently did an interview on CRMRadio.today with Jim Obermayer founder of Sales Lead Management Association and Funnel Media Group. Here’s a transcript of that discussion: Paul:   Welcome once again to another episode of CRM Radio Today; the voice of CRM today and tomorrow. Jim:   Empathy, huh? Brian?

6 Ideas to Create More Relevant Lead Nurturing Emails

B2B Lead Generation Blog

Tweet I’m writing this post while attending the ExactTarget Connections 2014 event. I’ve learned a lot from listening to the sessions and speakers here. As I listened to attendees and speakers, I frequently heard the same keywords, such as: Personalization. Segmentation. Customer focus. Connection. Authenticity. But something I wanted to hear more about was relevance. If not, ask them.

31 Tips for Improving Sales and Marketing Lead Generation Alignment

B2B Lead Generation Blog

Tweet More often than not, there seems to be a disconnect between Marketing and Sales. Not having these two teams aligned can be a vital — and costly — mistake. How does your sales team perceive the leads Marketing produces? Be honest. They love them — couldn’t be happier! They complain about lead quality. They complain about lead volume. The say leads, what leads? Marketing gives us leads?

Lead Nurturing: What it is, and what it is not

B2B Lead Generation Blog

Tweet Building on my post last week , I was reminded of a conversation I had with a marketer who was meeting with her new boss to explain the need for a new lead nurturing strategy. The problem was that her boss felt their current integrated marketing campaigns qualified as lead nurturing. Starting to get my point? Pretty, well-designed fluff is not going to “feed” your prospects.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

We surveyed 2016's content marketing leaders on their biggest issues, hurdles, and goals.

Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

Tweet Ask most executives and marketers what salespeople need to sell in this economy, and they will say one thing: more leads. That’s why many marketing and lead generation programs tend to focus on quantity. Unfortunately, as little as 5 to 15%  of all marketing inquiries (aka leads) turn out to be truly sales-ready opportunities. challenge. Create a marketing funnel . You might also like.

4 Steps to Lead Nurturing: Walking the buying path with your customers

B2B Lead Generation Blog

Tweet Lead generation can take you on a long hike. The one thing I can guarantee you about the journey is that more is not better if you don’t know how to nurture. The The goal of lead nurturing is to help progress leads from initial interest toward purchase intent. It’s about progression. Get out your walking shoes, and take a journey with your customers. What is a customer journey map?

Lead Nurturing in 6 Simple Steps

B2B Lead Generation Blog

Tweet What’s the quickest, cheapest way to implement lead nurturing? I get that question frequently when I talk to marketers about lead nurturing. Lead nurturing is pretty easy to understand, but hard to execute when you have little time or budget. thought I’d share my barest-bones lead nurturing strategy. I’ll do my best to resist the urge to elaborate. In fact, they have been. Step #1. Step #2.

How to deal with change stress and be a better marketer

B2B Lead Generation Blog

As marketers, we deal with a lot of change stress. Seriously. The marketing world is exploding. We’re dealing with an explosion of touchpoints, channels and marketing technology. We need to navigate creating more content, generating more leads and achieving more results. Even our customer buying process has changed. And, there’s more change inside our companies too. Be more reflective.

Lead Generation via Influencers and Experts in 4 Steps

B2B Lead Generation Blog

Tweet Proactively building relationships with influencers and industry experts and is a powerful way to generate leads and positive word of mouth (WOM). Most of us know this as influencer marketing , aka influence development. Influence development is a practice of building relationships with key individuals who have influence over your buyers’ decisions. Remember, less is more. Why does this work?

Study: How Much of Your Content Marketing Is Effective?

745 marketers told us how effective their content marketing is. Between November 5 and November 17, we surveyed 601 marketers with an 18-question online survey. A few weeks later, Adweek sent the questionnaire to 144 additional marketers. As the survey was answered by nearly our entire population target, the calculated margin of error was approximately 1 percent. Here's what we learned.

How to Put the Customer First in Lead Generation

B2B Lead Generation Blog

Tweet Putting customers first in lead generation. As marketers, we have more ways to observe our customers behavior and can leverage tools like marketing automation, Web analytics and CRM systems to help us manage all this complexity. That missing piece is customer empathy. Unfortunately, empathy is often ignored or lost when we start to become overly clever and complex with lead generation.

Lead Nurturing: Unique tracks and impactful tests

B2B Lead Generation Blog

Tweet I was recently interviewed by Marketo for their Definitive Guide to Lead Nurturing eBook, and I wanted to share some ideas that didn’t find their way into the guide as well as some additional thoughts on lead nurturing with you. Think relevance. This is the essence of lead nurturing. Without relevance, lead nurturing becomes just another marketing campaign. Sowing + Nurturing = Reaping.

Best B2B Lead Posts in 2014: Lead generation, lead nurturing and content marketing

B2B Lead Generation Blog

Tweet The holiday season is always a time of reflection for what we have and what we have accomplished over the past year. However, it is also a time to reflect on all we have learned that can help us improve the blank slate that is 2015. Read on to find out what B2B Lead Roundtable Blog posts were shared the most as well as the three topics B2B marketers valued most in 2014. The difference?

Inbound Marketing: How a B2B company used a content marketing strategy to improve customer experience

B2B Lead Generation Blog

Tweet Inbound marketing is typically a term reserved for B2C companies striving to draw customers in with flashy social media campaigns, witty tweets and beautiful infographics. Starting off, attracting the right people and the speaking to the right audience is essential in a B2B inbound marketing campaign. Who are we speaking to? What message are we trying to convey? What do we want them to do?

Content Methodology: A Best Practices Report

If you're concerned that your organization's content marketing isn't as effective as it could be, this report is for you.

The Most Important B2B Marketing Metrics for CEOs

B2B Lead Generation Blog

Tweet CEOs expect their marketing leaders to provide metrics and be accountable in meeting their numbers, just like their expectations for sales leaders. Oftentimes, CEOs’ marketing leaders only have various activity KPIs and some squishy metrics, such as brand recognition. At the same time, most CEOs agree that they aren’t receiving enough activity from Marketing into the sales funnel.

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15 Tips to Generate More Leads in 2015 (Part 1, featuring tips 1-5)

B2B Lead Generation Blog

Tweet It’s a new year, and you’re likely kicking off marketing and lead generation programs to drive more new leads for 2015. Most new leads go nowhere. Often, it’s because Sales and Marketing have not agreed on a true lead definition and have not created a joint process for finding who’s ready to buy and building relationships with those who aren’t. Here’s how. Authority is in the buying process.

Introduction to Lead Management

B2B Lead Generation Blog

Tweet If Sales and Marketing were a manufacturing operation starting with raw materials — leads — and ending up with 5% to 20% in deliverable product — won sales — it would soon be shut down to determine what is wrong. However, companies continue to spend untold dollars on lead generation efforts ultimately doomed to fail. Lack of lead management impacts lead conversion and ROI. Are they a fit?

Email Marketing: 3 lead nurture paths you should automate

B2B Lead Generation Blog

Tweet Marketing automation can help you manage lead nurturing efforts in a complex marketplace. So where do you even begin in terms of an automation strategy? Path #1. Separate users from prospects. When you boil down behavior automation, using prospect actions as triggers for email sends ultimately creates a list within a list as you separate product users from potential prospects. Keith asked.

Staffing and Launching Your Content Marketing Program

Brand voice? Editorial calendar? Approval workflow? Learn how to craft the crucial parts of a content marketing program. In the third installment of our five-part playbook series, discover the necessary steps to execute a content marketing program.

Building Your Strategic Lead Generation Portfolio

B2B Lead Generation Blog

Tweet To be successful at lead generation, marketers can’t rely on one specific tactic. Rather, they must leverage a portfolio of channels. The best marketers approach their work like a portfolio manager would run a mutual fund. Portfolio managers are constantly thinking about, and testing, the optimal investment strategy. hope you find it helpful. Which are our competitors using?

Where’s the Passion in B2B Marketing?

B2B Lead Generation Blog

Tweet I’m writing this post at Dreamforce 2014. It’s been an amazing experience, and I’ve loved meeting leaders in sales and marketing from all over the world and being part of this community. In one of the keynote sessions with Tony Robbins, Tony talked about the power of engagement, citing a Gallop poll that showed 13% of employees worldwide are engaged at work. What drives us?

Lead Nurturing: Why good call scripts are built on storytelling

B2B Lead Generation Blog

Tweet In teleprospecting, it’s not just about what you “ask” prospects; it’s about when you ask them. This is where a lot of teleprospecting gets it wrong. Intuitively, fast, upfront and to the point seems like a sound approach and I’m a big fan of brevity. But, I also believe in timing and sequence, as both can make or break conversion. The company identifier. The “ask”. You may also like.

15 Tips to Generate More Leads in 2015 (Part 3, featuring tips 11-15)

B2B Lead Generation Blog

Tweet To kick off the new year I’m sharing 15 ideas on improving your lead management. have so much to share that I’ve split this post into three parts (you can read Part 1, with tips 1-5, here and Part 2, with tips 6-10, here ), and today will be the final Part 3, with tips 11-15. And these 15 tips (across all three blog posts) will help make your lead management more effective. Bonus material:  .

2016 Email Marketing Metrics Benchmark Study

To build a world-class marketing program, it's crucial to compare yourself to the best performers - but competitor data can be scarce.

5 Ways to Deal with Change for Successful Marketing

B2B Lead Generation Blog

Tweet As marketers, we deal with a lot of change. The B2B marketing world is exploding with touch points, channels and marketing technology, just to name a few blasts of change. We need to navigate toward creating more content, generating more leads and achieving more results. Even Even our customer buying process has changed. But how do we do it? Remember that attitude is everything.

Content Marketing Tips for Lead Nurturing

B2B Lead Generation Blog

Tweet I was asked by a reader to provide some examples of what lead nurturing touches may look like. Lead nurturing is something that’s fairly easy to understand, but for many, it’s become a frustrating thing consistently execute for two reasons: Lack of content. No plan for consistency. I’ve found that many marketers get stuck on not having enough good and effective lead nurturing content. My advice is to start accumulating and building your lead nurturing library now. How do you build your library of relevant lead nurturing content ? What can you send via email? How can you leverage events?

How the Halo Effect Drives Lead Generation

B2B Lead Generation Blog

Tweet Building upon my post from last week , I was reminded of an important lesson I learned on influence that’s served me my whole life. ” He didn’t know it the time, but he explained how the halo effect  works. In this post I’m going to explain how it applies to lead generation. They built alliances with nuts-and-bolts professors in America’s heartland. You might also like.

Lead Nurturing: How a social business strategy can help you move from selling to helping your prospects

B2B Lead Generation Blog

Tweet At MarketingSherpa Lead Gen Summit 2013 , I had the privilege of sitting in on a session with Todd Wilms, Head of Social Strategy, and Adriel Sanchez, VP, Demand Generation, both of SAP , as they discussed how they use a business model called “social business” to help their teams across the globe engage local audiences. So, what is social business exactly? From strategy to practice. Tip #1.

Content Marketing Playbook: Strategy and Roadmap

Every brand’s content roadmap is different; each path to success is unique to that brand’s story, perspective, assets, and goals. But there is an overarching approach that’s proven to work—one we’ve refined after helping hundreds of brands reach their content marketing goals and after speaking with some of the brightest minds in the industry.

B2B Content Marketing: Find the bigger story

B2B Lead Generation Blog

Tweet “Anybody here think you have nothing to create content around? No exciting stories to tell?” ” Joe Pulizzi, Founder, Content Marketing Institute, has heard this issue from a lot from B2B marketers. Many do not think they have any content that is relevant or exciting enough to share to their audiences. million Facebook page likes (now at 1.8 You might also like.

Lead Generation: How to speak the language of your prospects

B2B Lead Generation Blog

Tweet At Lead Gen Summit 2013, Keith Lincoln, Vice President, SmartBear Software, discussed the importance of speaking the language of your customers, and, more importantly, when to say nothing at all. “If you’re ever tired of hearing from us,” the email read, “you can opt out.”. Curious eyes met the screen at those words. How did Keith make the decision to abandon best practices with his campaign?

3 Factors that Connect Value Prop to Prospects

B2B Lead Generation Blog

Tweet There is one question at the heart of lead generation that your marketing efforts should clearly answer. “If I am you ideal prospect, why should I buy from you rather than your competitors?”. To put this into perspective, take a few moments and ask yourself, “Do I clearly and succinctly state the core value proposition of the product or service that I am marketing?”. Factor #1. Objective.

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Generation Blog

Tweet Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. When it comes to communicating an organization’s value and credibility, asking the right questions and relieving any anxiety is key to a campaign’s success. Consequently, wouldn’t it make sense to test and optimize this process? Do you deliver value and mitigate anxiety? Results. You may also like.

B2B Marketing Trends for 2016

25 B2B marketing thought leaders answer the question "What do you expect to B2B marketers to be doing more of or differently in 2016?" The results are amazing insights around content marketing, achieving business results, alignment, employee advocacy, new technologies, customer experience and more.