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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.

Simply Put: Simplicity Is a Strategy

Marketing Action

Three car rental companies, Avis, Budget, and Hertz made the bottom 10, with comments such as “There are always hidden things you need to look into,” “Advertising materials and the website are misleading.”. ” Download the full the full report here: Forrester Wave™ Lead-to-Revenue Management Platform Vendors. “…A condition of complete simplicity. That’s a line from a T.S.

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What Works Now in B2B Lead Generation, Part 1

WebMarketCentral

MarketingSherpa has just released its 2008 B2B Lead Generation Handbook (that's a link to the free executive summary PDF; the complete report will run you a cool $500). Parts of this analysis are very helpful, for example, "The easiest way to save money (during the 2000-2002 recession, when marketing budgets were being slashed) was to replace old media with cheaper new media.

What Works Now in B2B Lead Generation, Part 2

WebMarketCentral

Part 1 of this review of MarketingSherpa's just-released 2008 B2B Lead Generation Handbook discussed the dramatic changes in B2B marketing practices over the last decade, why SEO and SEM have become critical components of any successful B2B lead generation strategy, and why B2B companies should consider hiring an integrated marketing-PR-online agency to help with these programs.

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 ).

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?&#.

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.

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.

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.

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.

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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.

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

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."

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?

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 ).

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).

2010 B2B Marketing Budgets and Mix Trends Research

delicious b2bmarketing

Laura Ramos' Blog For Technology Product Management & Marketing Professionals Forrester.com | Log in | Register Forrester Blogs › Technology Industry › Technology Product Management & Marketing Professionals › Laura Ramos 2010 B2B Marketing Budgets and Mix Trends Research Published Posted by Laura Ramos on March 24, 2010 Blog post info and actions 5 Recommendations Print Email 0 comments Blog post body For three years running, Forrester has teamed with MarketingProfs to survey B2B marketers (in various industries and at different sized firms) to track marketing mix and budget trends.

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.

Will Social Media Replace Traditional Marketing?

Content Marketing for BI

Laura Ramos of Forrester recently published the 2010 B2B Marketing Budgets and Mix Trends Research. 49% are active with corporate blogging (up from 32% in 2008). In fact, she says that, on average, fewer than one in five say social media has been highly effective for branding and lead generation. Social media is on the tip of most every B2B marketer’s tongue these days.

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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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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