2010

B2B Lead Generation Blog

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Want a Bigger Marketing Budget? Send Less Leads to Sales

B2B Lead Generation Blog

If your 2011 marketing budget is tighter than you want it to be, trying giving sales less leads. According to Marketing Sherpa’s just-released 2011 B2B Marketing Benchmark Report , a whopping 80 percent of the 935 respondents said they pass unqualified leads along to sales. That’s a costly mistake. Let me explain why: For every 100 raw leads, only 4 to 7 are ready to buy.

The More B2B Marketing Changes, the More It Stays the Same

B2B Lead Generation Blog

I’m back from presenting at the Cisco Partner Velocity Conference in Barcelona; the experience was every bit as meaningful and memorable as I thought it would be. You see, I turned 40 there and brought my family along to celebrate. It was a great experience for all of us. Barcelona is a beautiful city. especially noticed this when we went out to dinner (at 10pm which is quite typical in Spain).

The New Marketing World: Conversations not Campaigns

B2B Lead Generation Blog

In just a couple of days, I’ll be in Barcelona speaking at the Cisco Partner Velocity Conference. To say I’m looking forward to this opportunity is an understatement. I'm honored to be asked to share my insights with their channel partners from around the world. And I can’t wait to hear firsthand the challenges and opportunities these marketers are dealing with. The timing of this event couldn't be better. Marketing is undergoing a remarkable evolution at this moment. The multitude of mediums we can use to speak to our marketplace is revolutionizing how we work.

The More B2B Marketing Changes, the More It Stays the Same

B2B Lead Generation Blog

I’m back from presenting at the Cisco Partner Velocity Conference in Barcelona; the experience was every bit as meaningful and memorable as I thought it would be. You see, I turned 40 there and brought my family along to celebrate. It was a great experience for all of us. Barcelona is a beautiful city. especially noticed this when we went out to dinner (at 10pm which is quite typical in Spain).

The Rise of the Customer Marketer

Explore the changes taking place in customer marketing from the perspective of customer marketers themselves.

LinkedIn for lead generation - Are You the Missing Link?

B2B Lead Generation Blog

It takes time and commitment, but LinkedIn has become ideal venue to nurture relationships and generate new leads, especially for sales people involved in a complex sale. On that topic, I wrote an guest article for MarketingProfs, titled " 10 Tips for Using LinkedIn to Generate Leads." MarketingProfs decided to make it a "premium article" so it's available only to paid subscribers. You can read some of the ideas I shared in this summary article published by MarketingProfs. Read Are You the Missing Link?

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The New Marketing World: Conversations not Campaigns

B2B Lead Generation Blog

In just a couple of days, I’ll be in Barcelona speaking at the Cisco Partner Velocity Conference. To say I’m looking forward to this opportunity is an understatement. I’m honored to be asked to share my insights with their channel partners from around the world. And I can’t wait to hear firsthand the challenges and opportunities these marketers are dealing with. The timing of this event couldn’t be better. Marketing is undergoing a remarkable evolution at this moment. The multitude of mediums we can use to speak to our marketplace is revolutionizing how we work.

Improve Lead Generation: Top Takeaways from MarketingSherpa's B2B Marketing Summit

B2B Lead Generation Blog

If you didn’t get a chance to attend MarketingSherpa's B2B Summit in San Francisco a last week, you missed an excellent opportunity to gain knowledge you could have used right away for better results. I had a great time. For me, what was most valuable was learning and connecting with fellow attendees and hearing about how they’re driving results for their companies. I’m looking forward to gaining even more insight at the B2B Marketing Summit in Boston, October 25-26. If you haven’t signed up for the B2B Summit, I encourage check it out, since they’re offering a special rate saving you $400.

5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love

B2B Lead Generation Blog

In a recent post I talked about the most important B2B marketing metrics to CEO’s or what I believe CEO’s should be measuring. All too often Marketing is measuring one thing while the CEO’s are asking a question those measurements don’t answer. The biggest challenge for marketers is the quality vs. quantity tug-of-war. think most realize quality leads are what sales wants (and the ones that will close) but the quantity of leads always seems to be top of mind with CEO’s which force marketers switch focus and bring in lots of leads instead of quality leads. What happens next?

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.

100 Tips for Trade Show Lead Generation

B2B Lead Generation Blog

Lead generation remains the top reason most companies exhibit at events and tradeshows. And B2B marketers are constantly looking for ideas they can use to drive more ROI from their events budget. came across this helpful post by Mike Thimmesch on 100 Trade Show Lead Generation Ideas that's worth checking out. The following is a sampling of Thimmesch's tips that I though were useful: 4. Go to fewer trade shows, but put more effort into booth staff preparation and promotions for each remaining show. 6. Track leads to determine and expand in the shows with the best ROI 9. Don't stop the dialog.

Lead Generation 2.0 Critical Success Factor #9

B2B Lead Generation Blog

I recently wrote about the 8 critical success factors for lead generation 2.0. The unofficial #9 came into my inbox earlier today – effectiveness. Simply put, make the most of what you have. Its too easy to fall into the trap of selling everything to everybody, or deluding yourself that the reason for more leads isn’t access to endless resources. just got a copy of the MarketingExperiments Quarterly Research Journal. This 112-page publication is full great ideas to help you boost your lead generation, website, email, social media and make your overall marketing more effective.

8 Critical Success Factors for Lead Generation 2.0

B2B Lead Generation Blog

The single biggest issue for B2B marketers is effective lead generation. wrote an eight part series on building an effective lead generation program a while back. To help readers who missed the series, I pulled all the posts together in order. Ebook: Start With a Lead: Eight CRITICAL Success Factors for Lead Generation. View more presentations from InTouch. I'd appreciate your input, can you think of other critical success factors I’m missing

Most important B2B Marketing Metrics For CEOs

B2B Lead Generation Blog

Today CEOs expect marketers to provide metrics and to be accountable to meeting their numbers just like sales people. They do have a bunch of activity metrics and some squishy metrics like brand recognition. At the same time, most CEOs agree that they aren’t getting enough activity at the top of the sales funnel. Thus their marketers are constantly reminded that more leads are needed.now! When the revenue doesn't immediately materialize, CEOs will lament, why can't I see ROI from marketing? This is what CEOs should be asking?

Need to Know Where to Go for Marketing and Sales Insight? Come to The Blog Tree

B2B Lead Generation Blog

If you’re a follower of marketing and sales blogs beyond just this one, you’ve probably noticed all kinds of blogs and tweets sprouting up today around The Blog Tree , just released by Eloqua and JESS3. And I think the attention is well deserved. Until The Blog Tree. At a glance, you can see the scope of the best content in the marketing and sales blogosphere and how it all works together.

Six Key Steps to Successful Marketing Automation Adoption

Selecting a Marketing Automation platform can be a daunting task. With so many options out there, your success with Marketing Automation depends on selecting the platform that best fits your needs.

Are Marketers Measuring Their Success or Someone Else’s?

B2B Lead Generation Blog

Everyone’s getting squeezed for ROI. This is nothing new but the pressure is even higher for marketers who are looking at proving their revenue contribution. We've all heard the stories about the accolade-winning marketing campaigns that didn't move the sales needle. CEOs want far more than just awards and pretty brochures. They want proven results. But should they? Image by: j.towbin.

B2B Lead Generation Roundtable: A Heated Sales and Marketing Alignment Debate

B2B Lead Generation Blog

When I asked members of the B2B Lead Generation Roundtable on LinkedIn how companies can improve alignment between sales and marketing, our discussion board was inundated with keen insight and brutal honesty. Marketers and sales professionals were clearly eager to square off about why we too often miss the mark and what we can do about it. Don’t take offense by a change in direction.

Closing the loop: Why don't sales people update the CRM and what can be done about it?

B2B Lead Generation Blog

Companies that adopt a closed-loop process connecting marketing and sales report a higher return on marketing investment (RMOI) than those that don’t. But RMOI just isn’t going to happen if your closed loop is a black hole. And that’s certainly the case at too many organizations judging from the feedback I received at my presentation this week at MarketingSherpa’s B2B Marketing Summit. (If you want more details, Andrew Spoeth with Marketo wrote a good summary of what I had to say over Modern B2B Marketing blog.). Nearly everyone raised their hands and laughter erupted.

Need to Know Where to Go for Marketing and Sales Insight? Come to The Blog Tree

B2B Lead Generation Blog

If you’re a follower of marketing and sales blogs beyond just this one, you’ve probably noticed all kinds of blogs and tweets sprouting up today around The Blog Tree , just released by Eloqua and JESS3. And I think the attention is well deserved. Until The Blog Tree. At a glance, you can see the scope of the best content in the marketing and sales blogosphere and how it all works together.

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust.

Want a Bigger Marketing Budget? Send Less Leads to Sales

B2B Lead Generation Blog

If your 2011 marketing budget is tighter than you want it to be, trying giving sales less leads. According to Marketing Sherpa’s just-released 2011 B2B Marketing Benchmark Report , a whopping 80 percent of the 935 respondents said they pass unqualified leads along to sales. That’s a costly mistake. Let me explain why: For every 100 raw leads, only 4 to 7 are ready to buy.

B2B Lead Generation Roundtable: A Heated Sales and Marketing Alignment Debate

B2B Lead Generation Blog

When I asked members of the B2B Lead Generation Roundtable on LinkedIn how companies can improve alignment between sales and marketing, our discussion board was inundated with keen insight and brutal honesty. Marketers and sales professionals were clearly eager to square off about why we too often miss the mark and what we can do about it. Don’t take offense by a change in direction.

5 dials to tune in your lead generation process

B2B Lead Generation Blog

It's important to think of lead generation as a process, rather than an isolated event, or a series of campaigns. process can be continually improved through ongoing testing and refinement and will generate higher quality results more cost effectively (i.e. reduce expense-to-revenue ratio) and improve overall ROI. Think about your lead generation process as being controlled on a mixing board.

Webinar: Beyond Lead Generation - Helping Sales Drive Revenue with Jeff Thull

B2B Lead Generation Blog

The purpose of B2B marketing and lead generation is to help the sales team sell; hpwever marketers can often get so wrapped up in driving campaign activity they seem to forget it's about driving sales conversion and helping the sales team achieve better results. Receive executive sponsorship and privileged access to the organization. Build and prove the financial case for your solution.

A Blueprint for Content Marketing Success

84% of marketers plan to increase their content marketing spend over the next 5 years but less than half have any real confidence such content investments are paying off, based on a recent CEB survey.

Marketers Deserve Attention Too

B2B Lead Generation Blog

Have you had some great marketing successes this year? Then you’ll want to let my colleagues at MarketingSherpa know. They’re compiling their ninth annual MarketingSherpa 2011 Wisdom Report. It shares the best thoughts, ideas, anecdotes and takeaways from marketers in 2010. In fact, even if you’ve had disappointments, and are willing to share, they’d like to hear from you as well. After all, failure is often the best teacher. Tell us, what are some of the best lessons you learned this year? That effort deserves attention.

Closing the loop: Why don't sales people update the CRM and what can be done about it?

B2B Lead Generation Blog

Companies that adopt a closed-loop process connecting marketing and sales report a higher return on marketing investment (RMOI) than those that don’t. But RMOI just isn’t going to happen if your closed loop is a black hole. And that’s certainly the case at too many organizations judging from the feedback I received at my presentation this week at MarketingSherpa’s B2B Marketing Summit. (If you want more details, Andrew Spoeth with Marketo wrote a good summary of what I had to say over Modern B2B Marketing blog.). Nearly everyone raised their hands and laughter erupted.

B2B Marketing: Do you know how much your CEO really invests in demand generation?

B2B Lead Generation Blog

If it's almost unheard of for your sales team to make a cold call thanks to a sales pipeline bursting with steaming-hot leads generated by your marketing department, skip this post. If it isn't, I strongly encourage you to read the following article, which initially appeared on the MarketingExperiments Blog. It's written by Dave Green , the Director of Best Practices, Applied Research at MECLABS , the parent company of MarketingExperiments and InTouch. For most of us, the phrase “demand generation” conjures up things like campaigns, social media, trade shows, and the corporate website. Or more.

B2B Marketing: Playbook for sales and marketing alignment

B2B Lead Generation Blog

Be honest. How does Sales perceive the leads Marketing produces? 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? If you chose answer number #1, the first thing I would say is, "Well done.” The second thing I would say is, "When is the last time you've talked with your sales team?”. The lack of synergy between Sales and Marketing on lead generation is so common as to risk cliché. Frost & Sullivan refers to GIL as "The Global Community of Growth, Innovation and Leadership.”

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful.

How to Generate Leads Using Search and Social Media webinar tomorrow

B2B Lead Generation Blog

Join me tomorrow (Thursday, August 19) for a complimentary live webinar with MarketingSherpa's Todd Lebo and Jen Doyle on “How to Generate Leads Using Search and Social Media” Here's a chart of how Marketers are currently using Social Media. You're probably hearing the words "inbound marketing" more and more these days. The idea is simple - your sales team's pipeline magically fills as prospects seek your company out. Of course, it's easier said than done. Top 5 practices for integrating search and social for lead generation. How to optimize for search innovations. And much more.

B2B Marketing: What are your biggest challenges and opportunities in the year ahead?

B2B Lead Generation Blog

B2B marketers have been hit hard in recent years and have faced enormous challenges. One of the greatest challenges marketers continue to face is converting leads to pipeline revenue which could actually be the result of a bigger problem — marketers not generating high-quality leads in the first place. This week, MarketingSherpa launched their 2011 B2B Marketing Benchmark Survey and they’re looking for B2B Marketers to provide their data and insights via this short survey. Take MarketingSherpa's 2011 B2B Marketing Benchmark Survey here

Marketing Leader’s Perspective: No cogs allowed in social media and content marketing

B2B Lead Generation Blog

If you lead a team of marketers, you likely have a creative bunch. People who, ideally, have a lot of passion about what they do – the key ingredient for successful social media and content marketing. But that natural passion can easily get buried under layers of indiscernible corporate fiat. So how do you help your team break free of the stultifying grind that makes the average enterprise run? And, well, inspiring passion in a sales and marketing team is one of my passions. Daniel Burstein: “Passion” and “heart.” How do you instill passion in a company, in a marketing department?

Learn the New Rules for Selling to Crazy-Busy Prospects

B2B Lead Generation Blog

For those of us in marketing and sales, our jobs are even tougher thanks to the busy lives of the decision makers we're trying to reach. Overwhelmed, impossible deadlines, crazy busy - these are just some of the words today's decision makers are using to describe their lives at work - and probably outside of work as well. The biggest hurdle we need to overcome is cutting through the clutter to show the decision makers information that is relevant and that will help them make their lives easier. Join me for this complimentary webinar on Thursday, June 24 at 2:00 PM CST. Register for the webinar.

The B2B Marketer's Field Guide To Customer Engagement

Leverage customer engagement and advocacy to drive brand, demand and profitable growth.

BtoB 2010 Lead Generation Guide

B2B Lead Generation Blog

BtoB Magazine just published their 2010 Lead Generation Guide. The guide contains information about trends, expert columns, market statistics and vendor lists. recommend you check it out. BtoB: 2010 Lead Generation Guide

Thoughts on how the human touch impacts marketing performance

B2B Lead Generation Blog

Improving marketing performance is not just about implementing the right technology; it’s also about creating a strategic process to involve people in the process of lead nurturing and qualification. You may have the best content in the world, but there are just some things that must be discovered through a human, two-way conversation. To put some perspective on how the human touch impacts marketing performance, I was interviewed by Chris Doran to focus on the importance of leveraging personalized outreach along with marketing automation to improve your success. I'd like your perspective.

Call for speakers: MarketingSherpa’s B2B Marketing Summit

B2B Lead Generation Blog

It’s that time of the year again – MarketingSherpa is sending out a call for speakers for their 7th annual B2B Marketing Summit, which will take place in October in both Boston and San Francisco. This year’s Summit is focused on providing you with the interactive training, practical tools and proven techniques you need to generate more highly-qualified leads to improve your companies’ results, from the top of the funnel to your bottom line. Lead nurturing. Lead scoring. International demand generation. B-to-B email. Paid search advertising and SEO. Content development. Social media marketing.

Lead scoring thoughts to share

B2B Lead Generation Blog

Recently, I've been having more conversations with marketers about what is lead scoring and how they can use it as a part of the overall lead qualification and nurturing process. The question "what is lead scoring?" also came up during the "Broad Reach + Intelligent Lead Nurturing = Increased Revenue" webinar. participated in yesterday with Scott Mersy of Genius.com , Andrew. Gaffney of DemandGen Report , Ardath Albee of Marketing Interactions. So, what is lead scoring anyway? Here's how I see it. Often there is explicit User-Supplied Data (e.g., what content have they engaged?)

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.