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Fear not! Think like a savvy investor with lead generation

B2B Lead Generation Blog

This morning I was talking to a marketing leader about his 2008 strategy and he brought up some concerns he had about the economy and its potential impact on him and others. I'm less concerned about budget cuts and more interested in opportunities for him and other B2B marketers who choose to bring focus to their marketing efforts. I'm convinced that one of the best ways to do that is to focus on lead generation. IDC showed that fewer tech marketers are increasing their budgets this year compared to last year. Can you blame him?

Selling your Lead Generation Content

Digital B2B Marketing

As the economy turns sour, and IT budgets remain flat or get reduced, doing more with the infrastructure you have has never been more important. The economy was turning sour in 2008 and 2009, it is 2011 now and most economists are talking about growth. Filed under: Content , Demand Generation. Content Demand Generation B2B marketing content marketing gating registration

Converting B2B Leads Through Social Content: 3 Keys to Success

NuSpark

Just about every marketer has heard that salespeople who use social outsell 78 percent of their non-social peers , and that leads developed and nurtured via social networking are seven times more likely to close than other types of leads. Let’s say you have some great lead generating content pieces. The Missing Link: A Cohesive Social Content Strategy.

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11 Questions to Help Evaluate Your Demand Generation Plan

Fearless Competitor

Is Your Demand Generation Plan as good as it can be? We’re also partners with Marketo, as they sponsored two of the white papers at Find New Customers , the business to business lead generation company, including the popular and highly acclaimed How to Find New Customers. Jon’s piece got me thinking about not just marketing automation but demand generation in general.

Lead Generation Takes Precedence in the Downturn

Acquiring Minds

In response to a substantial drop in technology spending, B2B marketers will cut budgets and re-jig their media mix. Brand vs. Lead Generation - The IDC survey indicates that B2B marketers have ranked demand generation significantly higher than awareness building for marketing initiatives. In good times, IDC has found that the rankings of demand generation and awareness building are equal. Sales investment in Lead Qualification and Demand Generation will increase by 20%+ in 2009. print advertising, face-to-face events) to online media (e.g.

Generating More “Educated Leads” on a Small Budget

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website Generating More “Educated Leads” on a Small Budget by Achinta Mitra on April 21, 2010 in B2B Lead Generation , B2B Marketing Collateral , Content Marketing , Industrial Marketing Strategies , Integrated Industrial Marketing Doing more with less is pretty much the mantra du jour in industrial and B2B marketing these days.

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Are Webisodes Just for B2C? Who Hired Bob?

Anything Goes Marketing

We'll see if this site brings about the desired objectives but I think it's a step in the right direction on how to use video and user generated content (of course the fact that I'm blogging about this probably helps. Webisodes and B2B Companies The budget for this Tassimo campaign is probably out of the reach for most companies and is most likely only doable on the B2C side. Chad H.

Why cost-per-lead budgets fail and fewer leads are better

B2B Lead Generation Blog

A reader asked me to explain why fewer leads are better and why “cost-per-lead” budgets fail. The truth is that sales people care very little about the cost of the leads we generate. What they really care about is how many of those leads will actually become viable sales opportunities. For this reason, I think cost-per-lead measurements are irrelevant unless we can answer another fundamental question first, “What is our rate of lead acceptance (a.k.a. This is why closed loop feedback and lead management are so important.

Lead Generation via Mathematical Marketing: Thought Leadership with Mark Klein

Modern B2B Marketing

What do you think is the biggest opportunity marketers have in terms of more effective lead generation ? Lead generation, like most existing customer marketing, is still too qualitative. Typically leads are cold, warm, or hot. Too few companies even know the cost of a lead, and if their leads come from multiple channels, for example trade shows and internet, they may not even know which channel is more cost effective. In the B2B market, what do you see as the biggest hurdle to effective lead management ? have an optimistic outlook

Lead Generation via Mathematical Marketing: Thought Leadership with Mark Klein

Modern B2B Marketing

What do you think is the biggest opportunity marketers have in terms of more effective lead generation ? Lead generation, like most existing customer marketing, is still too qualitative. Typically leads are cold, warm, or hot. Too few companies even know the cost of a lead, and if their leads come from multiple channels, for example trade shows and internet, they may not even know which channel is more cost effective. In the B2B market, what do you see as the biggest hurdle to effective lead management ? have an optimistic outlook

The State of Lead Generation Today (with Jim Dickie of CSO Insights)

Fearless Competitor

B2B Lead Generation | The State of Lead Generation Today. Jim Dickie, Managing Partner of CSO Insights sat down with the Fearless Competitor to share insights and takeaways from their recent Lead Generation Optimization study in which they surveyed 525 companies.   The data were shocking. Just a bit more than 1 out of 2 salespeople achieved quota in 2008 — down from 61% in 2007, (6 out of 10 made quota in 2010) but 86%  of companies are raising quotas in 2009. (95% of companies raised quotas in 2011.). Jim Dickie, CSO Insights.

28 Awesome B2B Social Media Statistics

Social Media B2B

B2B advertising spend on social media and lead generation sites is forecast to grow at an annualized rate of 21% and 17% respectively to 2013. Online accounted for 7% of the B2B marketing mix in 2008. Focus : According to an eMarketer study, B2B online marketers focus on lead generation (38%), retention (34%) and awareness (28%).  ( Source ). The top applications for the use of social media for b2b marketers are thought leadership (59.8%), lead generation (48.9%), customer feedback (45.7%) and advertising on sites (34.7%). Source ). Source ).

Lead Gen 2.0 - Social Media & Search Alone Won't Attract C-Level Buyers

Smashmouth Marketing

Lead generation in the world of b2b can be enhanced by social media, especially with early adopters, techies, and the net-gen crowd. Call it Lead Gen 2.0, but in my opinion it is just traditional lead generation, demand creation and marketing with some new twists. Look for more focused lead broker solutions, whitepaper sites, vertical market education sites.

Lead Gen 2.0 - Social Media & Search Alone Won't Attract C-Level Buyers

Smashmouth Marketing

Lead generation in the world of b2b can be enhanced by social media, especially with early adopters, techies and the net-gen crowd. Call it Lead Gen 2.0, but in my opinion it is just traditional lead generation, demand creation and marketing with some new twists. Look for more focused lead broker solutions, whitepaper sites, vertical market education sites.

Does Green B2B Marketing React Like Social Media Marketing

Smashmouth Marketing

Several readers and fans have asked before, what is with the "Green" in Green Leads ? What does b2b lead generation have to do with being green? This post isn't about Green Leads though, it is about Green Marketing and how markets react to it. For the b2b lead gen industry, that is unheard of. There is a partial list on our website. It is trendy to be green.

Does Green B2B Marketing React Like Social Media Marketing

Smashmouth Marketing

Several readers and fans have asked before, what is with the "Green" in Green Leads ? What does b2b lead generation have to do with being green? This post isn't about Green Leads though, it is about Green Marketing and how markets react to it. For the b2b lead gen industry, that is unheard of. There is a partial list on our website. It is trendy to be green.

Pam O'Neal on How Companies of All Sizes Can Start a Social Media Marketing Program

Smashmouth Marketing

asked her if she would conduct a small interview and here are the results: Mike: If a company is on a shoestring marketing budget and doesn't have lots of free headcount, how can they start a Social Media marketing program? Pam: I’ve spent most of my career marketing companies on a shoestring budget so this is a topic I know well. But it does take a fare amount of care and feeding.

Pam O'Neal on How Companies of All Sizes Can Start a Social Media Marketing Program

Smashmouth Marketing

asked her if she would conduct a small interview and here are the results: Mike: If a company is on a shoestring marketing budget and doesn't have lots of free headcount, how can they start a Social Media marketing program? Pam: I’ve spent most of my career marketing companies on a shoestring budget so this is a topic I know well. But it does take a fare amount of care and feeding.

The state of lead generation today with Jim Dickie of CSO Insights

Fearless Competitor

Jim Dickie, Managing Partner of CSO Insights sat down with the Fearless Competitor to share insights and takeaways from their recent Lead Generation Optimization study in which they surveyed 525 companies.   The data was shocking. Just a bit more than 1 out of 2 salespeople achieved quota in 2008 — down from 61% in 2007, but 86%  of companies are raising quotas in 2009. Sales leaders told CSO Insights their most important objective is Optimizing Lead Generation. “With fewer dollars, how well can you leverage that limited budget?&#.

Taking my five-step lead management ‘playbook’ on the road

B2B Lead Generation Blog

Why do so many companies struggle with the lead generation process? Even the very best lead generation program cannot compensate for poor teamwork and collaboration. You can actually achieve major ROI gains by optimizing a just few key aspects of your lead management process. just finished up the MarketingSherpa Demand Generation Summit in Boston where I was given the opportunity to present my ‘Playbook for Effective Lead Management.' What you need to understand is that this client did not spend any more budget to achieve these results.

What to make of the new Oracle.

Acquiring Minds

Judith stated that Oracle has increased its return on marketing despite declining budgets. That budget is 1.7% of revenue versus more than 5% a decade ago. However, it was startling to be exposed to the magnitude of Oracle's drop in print advertising: from 55% of of its ad budget last year to 9% in the upcoming year. Conversely, online advertising has increased to 36% of Oracle's ad budget this year substantially up from 22% last year. You may have caught Kate Maddox of BtoB Online covering the recent Business Marketing Association conference. media. media wikis

64 B2B Marketing Tools and Resources

Modern B2B Marketing

There is an amazing amount of great content about B2B marketing out there, ranging from trends in demand generation to best practices in lead nurturing, lead scoring, and landing page optimization to how to buy and select marketing automation systems. Seven Lead Nurturing Tools and Resources. Lead nurturing is the process of building relationships with qualified prospects regardless of their timing to buy. Over 50% of leads are not yet sales ready, so nurturing those leads rather than throwing them away can help you maximize results. blog post).

104 Fascinating Social Media and Marketing Statistics for 2014 (and 2015)

Webbiquity

And although digital is taking an increasing share of marketing budgets, the move to online is paradoxically making some old-school tactics even more valuable. 71% of companies planned to increase their digital marketing budgets this year, by an average of 27%. 34% of Fortune 500 companies now maintain active blogs – the largest share since 2008. NewsCred ). 2. Forbes ).

The 8 Layers of a B2B Web Marketing Plan

WebMarketCentral

Small companies and start-ups with modest budgets will focus most of their efforts on the inner layers or rings, which are primarily designed for lead generation. As the company and its marketing budget grow, efforts can be expanded to the outer layers, which are aimed more at branding but support lead generation efforts. Level 3. Level 4.

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Getting More Out of Each Click with "Post-Click Marketing"

WebMarketCentral

On the interactive marketing side, few marketers will get budget increases enabling them to drive more clicks. The challenge, then, is to maximize marketing productivity-to get more leads out of the same number of clicks. lead automation management vendors. They aren't so much "lead generation" as they are "lead extraction" services. Was that you?

Getting More Out of Each Click, Part 2: Docmetrics

WebMarketCentral

It's a widespread and persistent quandary for marketers, particularly B2B marketers who use white papers as a lead generation incentive for response : on the one hand, if you place a contact form in front of your content, you'll get a very low conversion rate (on average, 95% of visitors will simply leave the site, and one-third of those who remain will enter bogus information).

B2B Marketing Fast Fixes

WebMarketCentral

With that in mind, MarketingSherpa last week presented their Top 10 B-to-B Marketing FastFixes: How to Generate & Nurture More Qualified Leads. Speak Up Speaking engagements are an excellent source of high-quality leads. When budgets are tight, focus particularly on local gigs to minimize travel-related expenses. Here are the highlights from the webinar.

Best of 2007: Articles and Blog Posts on SEM

WebMarketCentral

well-crafted search marketing program can provide not only broad brand exposure at a very reasonable cost (with CPMs of $10 or less), but also high-ROI lead generation. What do you mean I have a budget? As with any other type of advertising, however, a poorly-designed campaign will be a disappointing waste of money. PPC Outsource or In-House? fade a bit."

Marketing’s Battle: How Big Data and Marketing Technology Helps Win The Game

Crimson Marketing

One company that has shown how much impact insight-driven, proactive marketing can have is Rochester, NY-based Paychex; the leading payroll, HR, and retirement benefits outsourcing service for small businesses. Then 2008’s recession slammed into Paychex’s market with hurricane force. At the same time, pinpointing where leads came from had become impossible. percent.

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Why are America’s fastest-growing companies killing their blogs?

grow - Practical Marketing Solutions

Blogging had been steadily climbing as a corporate communications tool — 19% of the INC 500 blogged in 2007, 39% in 2008, 45% in 2009, 50% in 2010 and just 37% last year. have a theory that would conclude “no,” but before I explain my rational, let’s look at a few more interesting trends from this study: Facebook and LinkedIn lead the way. What do you think?

Best of 2008: Social Media Optimization, Part 5

WebMarketCentral

How can you make a big splash in social media without a huge budget? Turn your social media contacts into leads, and ultimately customers? Use Facebook fan pages to help with SEO? Attract lots of targeted Twitter followers in a short time? Take advantage of new tools to raise your own profile by commenting on existing content? How I attracted 8000 Twitter followers in 14 weeks!

Why Marketers Should Act Like 3-Year Olds

WebMarketCentral

For example, your online lead generation goes up this month (or down). If you've just launched a campaign for a new product and increased your search advertising budget, then one would expect leads to go up. On the other hand, if you sell primarily to the construction or real estate industries, your leads have probably been down for several months now-and you don't need a great deal of research or reflection to figure out why. It's also critical to stay in touch with "cold" leads. Granted, some people think we already do. 3-year old: Why?

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Benchmarking shows B-to-B marketing budgets have been cut by roughly 44 percent, but spending on pipeline acceleration programs has doubled

Sales Lead Insights

A recent press release from SiriusDecisions states that based on the company’s business-to-business benchmarks: Roughly 44 percent said their marketing spend for 2009 will be reduced; The hardest hit marketing budget categories are advertising (down 17 percent) and events (down 12 percent); 25 percent said marketing spending will remain about the same as in 2008.

Benchmarking shows B-to-B marketing budgets have been cut by roughly 44 percent, but spending on pipeline acceleration programs has doubled

Sales Lead Insights

A recent press release from SiriusDecisions states that based on the company’s business-to-business benchmarks: Roughly 44 percent said their marketing spend for 2009 will be reduced; The hardest hit marketing budget categories are advertising (down 17 percent) and events (down 12 percent); 25 percent said marketing spending will remain about the same as in 2008.

50 Things We Learnt About Content Marketing This Year

BuzzSumo

Research is important as it can provide insights into content trends and how we can improve our content to generate better results. B2B marketers allocate 28% of their total marketing budget, on average, to content marketing. 56% of leading business bloggers are hiring additional resources in the next 12 months ( Curata ). 80% of B2B leads come from LinkedIn ( Oktopost ).

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A Shortish History of Online Video

Vidyard

Animations like the infamous Badgers video arrived in 2003, and were widely shared privately before Flash-focused websites like Newgrounds opened up to user-generated content. By the end of 2006, YouTube was part of a larger collection of online applications that focused on user-generated content, and community building. And that was to a list of dead leads. Enter: Moore’s Law.

B2B marketing automation: An interview with Will Schnabel

Sales Lead Insights

This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals. Marketing automation has become a growing issue for B2B marketers as they strive to maximize lead generation efforts and provide personalized touch points for all prospects. That is a clever feature.

Is Social Media Really Living Up to Expectations?

B2B Lead Generation Blog

Ann wanted to know how happy the group was with the lead generation results of their social media campaigns. How many leads have you generated? Our first benchmark guide was published in 2009, which analyzed the use of social media in 2008. There weren’t the hard-and-fast lead generation and sales conversations that will be featured in our 2011 report, which I’m working on right now. Now they’re trying to go back to the budgeting committee to prove that it’s producing revenue. Are your efforts on LinkedIn and Twitter paying off?”

Is Social Media Really Living Up to Expectations?

B2B Lead Generation Blog

Ann wanted to know how happy the group was with the lead generation results of their social media campaigns. How many leads have you generated? Our first benchmark guide was published in 2009, which analyzed the use of social media in 2008. There weren’t the hard-and-fast lead generation and sales conversations that will be featured in our 2011 report, which I’m working on right now. Now they’re trying to go back to the budgeting committee to prove that it’s producing revenue. Are your efforts on LinkedIn and Twitter paying off?”

Why the Blog Post Is the New Ad Unit

Hubspot

Then -- somewhere around 2008 -- blogging took a back seat to social media, and all anyone could talk about was platforms like Twitter, Facebook, Foursquare and, yes, even MySpace. Not only does this make it very easy for readers to obtain more content and information from you, but it also enables you to convert that reader from a prospect into a lead. Content generates leads.