Viral marketing campaigns can be effective for B2B marketers—but they aren't easy to pull off. The next three posts here will offer some ideas about programs, promotion, and pitfalls to avoid that may help in developing successful B2B viral marketing campaigns, based both on my own experience and research by MarketingSherpa. Most Popular Forms of Viral Media Online video is the most popular viral medium for both B2C and B2B use. Studios use these for virtually every major film release; B2B marketers can do the same for key product areas. MORE >>

whose blog-driven search strategy yielded a six-fold increase in leads in just one quarter, and Clickable , whose Gurus drove a 400% one-year growth in billings. ROI analysis enforces rigor that leads to better decisions. Much of the money that B2B marketers have poured into direct mail campaigns, trade show exhibitions and trade print advertising for the last 50 years has questionable returns. That’s what Pitney Bowes did when a 2007 Postal Service rate increase prompted 430,000 calls from customers. It’s not enough to begin tracking when the lead is generated. MORE >>

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 They were interested in developing a lead generation program and I asked them about their value proposition. while back, I met with a CRM consulting firm. It must be relevant! MORE >>

David Meerman Scott, in his book The New Rules of Marketing and PR: How to Use News Releases, Blogs, Podcasting, Viral Marketing, and Online Media to Reach Buyers Directly (Wiley, 2007), introduced the concept of “buyer personas”. While so many companies seem to be targeting the mass market in order to get as large a following possible, (which admittedly, on a limited scope, can help drive exposure), if your marketing efforts are truly intended to drive sales qualified leads, you main target needs to be the people who have the problem, and NOT the solution. Who to Target. MORE >>

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 « Avoid wasting your Pay-Per-Click lead generation budget | Main | Podcast: Sales and Marketing the Six Sigma Way » Where do Your Email Newsletters go? MORE >>