B2B Lead Generation Blog

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3 Good Questions to Align Strategy, B2B Marketing, and Sales

B2B Lead Generation Blog

Have you intentionally linked your sales, b2b marketing, and strategy? . If not, you’re in good company. We had a memorable time sharing ideas, and research. thought Frank had a practical approach to aligning sales and marketing. Writers Note: I edited this interview for length and grammar only. Brian: What inspired you to write about Aligning Strategy and Sales? Frank Cespedes. Question 1.

How to Use Trigger Events for More and Better Leads

B2B Lead Generation Blog

People aren’t ready to buy when we want to sell. Think about it. . This common statement has big implications if you’re doing account-based marketing (ABM) and lead generation. Why doing more lead generation activity doesn’t help  . CEB discovered that a typical for B2B customer is 57% into their purchase process before they directly engage a sales rep or talk to a supplier. Conclusion.

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New Chapter for the B2B Lead Blog

B2B Lead Generation Blog

You may have noticed the B2B Lead Blog has a new look. Image credit: PhotoDune. That’s because it’s my personal blog again. After a stint at MECLABS (resulting from the acquisition of InTouch ) I’ve been given a great opportunity to do something new. Over the next few months, I’ll be starting a business and working on my next book, a sequel to  Lead Generation for the Complex Sale.

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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.

150 Content Marketing Tips

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

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.

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.

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.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

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

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?

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?

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.

Study: How Much of Your Content Marketing Is Effective?

745 marketers told us how effective their content marketing is. Here's what we learned.

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?

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.

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.

5 Things You Can Do To Improve B2B Lead Generation

B2B Lead Generation Blog

B2B Lead generation is rapidly changing process for companies with the advent of MarTech. . Join me Thursday, July 28 at 10 am PST for an exclusive webinar. I’ll be sharing where B2B marketers can focus and what on the “best few” things they can do to improve their b2b lead generation efforts immediately. Register for “5 Things You Can Do Immediately to Improve your B2B Lead Generation.” ” In this session you’ll learn what you can do to improve the following: How to get sales and marketing collaborating with these questions. Nurture leads more effectively.

Definitive Guide to Planning a New Content Initiative

Are you kicking off new content initiatives this year? This comprehensive ebook from DivvyHQ asks the 10 most vital questions that should be answered (before you start executing anything) to ensure the success of each new content initiative.

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.

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?

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?

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.

5 New B2B Sales and Marketing Strategies

The traditional B2B sales and marketing model is typically depicted in the shape of a funnel; flow starts with marketing and then transitions to sales. Pretty standard, right? The model has now shifted to focus on the customer and their buyer journey.

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?

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?

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:  .

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 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.

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.

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?

Social Media Marketing: Dell reveals how it turns thousands of brand detractors into fans

B2B Lead Generation Blog

Tweet Five years ago, Dell had little presence on social media. That changed when the computer company realized 4,000 conversations about the brand were happening online every single day and the company was not present. Since then, Dell has invested millions of dollars’ worth of time and resources to join those conversations. You’ll find out what they’re talking about and how they’re saying it.

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.

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.

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.