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Should lead generation ignore current customers?

B2B Lead Generation Blog

”We know more about our prospects (leads) than we know about our current customers” was a shocking statement I heard from a client and it stuck with me. When you have a complex sale, it can be easy to think of lead generation as only a process for acquiring new customers rather than a process that can also be applied to generating new or more business from current customers. A lead generation program that includes teleprospecting, lead nurturing and lead management. In fact, it's the impetus for this post.

Can a social media strategy boost your lead generation efforts?

B2B Lead Generation Blog

started off with a this statistic that he found on Twitter had around 3 million people visiting the site in 2008, and it grew 640% between November 2007 and November 2008. Ok, so how do we harness all of social media’s potential and use it to build a lead generation system? There are lots of great resources out there if you want to learn more about how to use Twitter to generate leads, and I’ve include links to several of them at the end of this posting. He offers six effective ways to use Twitter as a lead generation tool: 1.

The Basics of Inbound Lead Generation


Even though in the 2013 State of Inbound Marketing Report we found that 20% of marketers say increasing total lead volume is their top priority this year, lead generation itself may not be the problem at hand. Often, lead generation problems can be addressed by fixing other problems -- like website traffic, for example. Part 2: Convert Visitors Into Leads.

Selling your Lead Generation Content

Digital B2B Marketing

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 registrationYou have committed to content marketing, you have invested in creating content, and your website has turned into a veritable content hub. Your Promise.

Video Tech Company Leverages SEM to Drive Enterprise Leads

The Point

Started in 2008 as the world’s first open source video player, JW Player pioneered video on the Web and today has customers in 193 countries, ranging from Fortune 500 companies to individual bloggers. JW Player contacted Spear Marketing Group , a leading B2B demand generation agency , for help. More importantly, the campaign started to generate real business results.

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Converting B2B Leads Through Social Content: 3 Keys to Success


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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A Conversation with Shawn Naggiar About Sales, Lead Generation, and Marketing Automation

Marketing Action

He joined Act-On in early 2008 as employee #7, and was a key architect in creating the company’s go-to-market strategy. Monique Torres: We know that lead generation and qualification continues to be a number-one concern for all marketers, regardless of the size of their company or the industry they’re in. And what are the behaviors that result in a lead being qualified?

Lead Qualification: Webinar marketing strategy boosts conversion 500%

B2B Lead Generation Blog

“When I came on in 2008, we had a webinar program and a lot of other programs running very disjointed. Watch this brief video from a MarketingSherpa Lead Gen Summit 2013 session to hear Shelby and Daniel Burstein, Director of Editorial Content, MECLABS, discuss how the team assembled a webinar strategy to better serve prospects as well as be more useful for lead scoring.

BtoB 2008 Lead Generation Guide

B2B Lead Generation Blog

B2B Marketers are increasingly emphasizing lead generation and as a result, BtoB Magazine just published their inaugural BtoB 2008 Lead Generation Guide today. Also, I wrote a guest column on Putting the human touch back into lead generation for the guide I highly recommend you check it out. It has a lot of studies, expert columns, market statistics and vendor lists that are worthwhile.

Lead Generation through Social Media?

Acquiring Minds

The premise of this blog, Acquiring Minds , is that social media, as with other online media, provide B2B marketers with a stellar opportunity to generate qualified leads and to impact ROI. It almost seems heretical to sabotage social media by attempting to generate leads. tools for lead generation. Lead generation through social media will provide you with that ammunition. Tell me - how are you using social media for lead generation? new media lead generation B2B lead generation social media Andrew McAfee Web 2.0

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The Evolution of Email for Lead Generation

Acquiring Minds

According to our recent survey of B2B marketers, email is widely used for lead generation: 86% of responders deploy email for lead generation. Lead Generation Suites and CRM systems are often used for email marketing - its significant to note that a lead generation suite such as Eloqua leads this segment, even though email marketing is just one of its functions. , a CRM tool and other lead generation suites such as Vtrenz , Aprimo and Marketo also crack the top 20 list. media

How, When and Where Buyers Want Content

Fearless Competitor

B2B Lead Generation | Content Marketing Tips. Prospects consume content in every stage of the buying process , so lead generation depends on content. The formula is simple – great content = sales leads. And the opposite is true – no content, no leads. Longer stories are trending – In 2008, respondents preferred two-page case studies.

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10 Tips for Using Twitter And Email Marketing for B2B

Anything Goes Marketing

email marketing B2B lead generation social media white papers Twitter integrated marketing online communities Web 2.0.I was told that every blog needs a "top 10 post" and I thought today would be a good day to write one on a topic that is growing in popularity. That topic is Twitter and how best to use this tool for your B2B marketing efforts. I thought I would take a stab at providing tips on blending a tried and true tool like email with Twitter. Add a link to your company's Twitter account to all mass email communications. Use Twitter content in your email newsletters.

New B2B Research on Lead Generation through Web 2.0 Media

Acquiring Minds

Today we released the results from our latest research on B2B lead generation. The goal of our survey of close to 250 B2B marketers was to address two pivotal and practical questions specific to lead generation: What online marketing tools are B2B marketers using for lead generation How are online inquiries converted into offline, sales-ready leads? We asked the B2B marketers if a select number of online media tools were being deployed in lead generation programs. tools are not as popular for lead generation as Web 1.0

Rainmakers and Lead Generation

B2B Lead Generation Blog

Harding writes, “A rainmaker, as we define one, brings in leads and converts them into business at such levels that she leaves her colleagues in awe. Of the two talents, lead generation and lead conversion, the former is much the rarer. That is, professionals who can sell, once given a lead outnumber those who can generate leads, but can't convert them into business.”. Ford cites my book, Lead Generation for the Complex Sale in his post, " Lead Flow Part #1: How It Makes the Rainmaker ," along several good ideas, which I'll summarize.

B2B Lead Generation Using a Business Blog

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website B2B Lead Generation Using a Business Blog by Achinta Mitra on September 20, 2010 in B2B Lead Generation , Industrial Marketing Blog In B2B lead generation, quantity versus quality is probably the biggest challenge faced by industrial marketers. The focus here is definitely on quantity.

Funnelhollic Craig Rosenberg on B2B Lead Generation in a Down Economy

Smashmouth Marketing

Craig is the author of the blog The Funnelholic and is an expert on b2b lead generation so I decided it would be great to do an impromptu rapid-fire interview with him on his thoughts regarding b2b lead gen and publish it here: Mike: How should marketers adjust to the downturn? Then you need to go out, generate leads, and SELL. Not adapting will mean failure.

Funnelhollic Craig Rosenberg on B2B Lead Generation in a Down Economy

Smashmouth Marketing

Craig is the author of the blog The Funnelholic and is an expert on b2b lead generation so I decided it would be great to do an impromptu rapid-fire interview with him on his thoughts regarding b2b lead gen and publish it here: Mike: How should marketers adjust to the downturn? Then you need to go out, generate leads, and SELL. Not adapting will mean failure.

Marketing Automation Venture Funding: Profitable or Profligate?

Fearless Competitor

Lead Generation Companies | Analysis of marketing automation space – great guest post. The financial crisis of 2008 and 2009 slowed funding again, but that was short lived (4). First, Aprimo and Unica lead the chart by raising $76 million and $66 million, respectively. Our goal is to share great guest posters. We thank them for their contributions here. and Unica.

Web Analytics for B2B Lead Generation

B2B Lead Generation Blog

So the challenge is connecting our website data (analytics), with marketing data (inquiries and leads) with the sales process and revenue (closing the loop). Things such as lead qualification, targeting in the sales cycle, and testing content/collateral are all areas where analysts can push the envelope in order to provide more insight for their marketing team." " Jasra's post outlines four key analytic areas which include: quality of leads, sales cycle, optimizing your content (for SEO and conversion) and conversion rates and funnels.

Top Lead Generation Tips for New Sellers

B2B Lead Generation Blog

Here's 5 more lead generation tips I'd recommend for new sellers. Do you want 20 more leads in your database? Do you want to generate $995K in net new customer in revenue this year? Develop a lead generation calendar - Map out your activities for each month and then really follow it! No matter how busy you are, be sure to make time to do lead generation activities, especially if you don't have a marketing team supporting you. The faster we can get new sales reps producing revenue the better. So what works?

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 Miller at Marketo wrote an interesting post (“ Demand Generation Quiz: How Good Are You ?”)

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The Role of B2B Marketing is Shifting from Lead Generation to.

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website The Role of B2B Marketing is Shifting from Lead Generation to Revenue Generation by Achinta Mitra on May 7, 2010 in B2B Lead Generation , Industrial Marketing & Web 2.0 , Industrial Marketing Strategies For as long as I can remember, B2B marketers have considered lead generation as their primary focus.

Lead Generation Takes Precedence in the Downturn

Acquiring Minds

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. IDC forecasts deep to moderate cuts in branding, big tent events, marketing strategy and product marketing but moderate increases in lead management and qualification and sales enablement. Sales investment in Lead Qualification and Demand Generation will increase by 20%+ in 2009.

PR Meets Marketing Weekly Articles: April 17, 2008

PR Meets Marketing

Another interesting article highlights lead scoring benefits and how sometimes a bad pitch isn't really a bad pitch. The Value of Lead Scoring - Laura Ramos wrote a post about the value of lead scoring for determining campaign effectiveness. It's surprising to me that lead scoring is not a normal part of marketing. Maybe I'm spoiled that my company has incorporated lead scoring into our products. . . technorati tags: Blogging Pitch Marketing Lead Generation Lead Scoring Search Twitter Weekly Digest. Enjoy. .

Webinar on Putting the Human Touch into Lead Generation

B2B Lead Generation Blog

There are numerous tactics for generating leads these days - everything from the traditional email or phone call to the explosively popular social media craze. However, the real challenge is not necessarily in generating leads, but more in truly connecting with them. It doesn't matter how many leads you generate if they aren't willing to listen to what you have to say next. On Tuesday, December 9, I will be conducting a free Webinar, " Putting the Human Touch into Lead Generation." Develop a lead-nurturing process that really works.

Simply Put: Simplicity Is a Strategy

Marketing Action

If you’re wondering what a paean to simplicity is doing in a blog post on a marketing automation site, it’s this: Act-On began in 2008 by asking potential customers what they wanted most – and least – in a marketing platform. ” Download the full the full report here: Forrester Wave™ Lead-to-Revenue Management Platform Vendors. “…A condition of complete simplicity.

B2B Marketing Testing to Optimize Lead Generation Results

B2B Lead Generation Blog

Discovering and knowing what really works and what doesn’t for lead generation is essential for every marketer. Personally, I’ve met only a handful of B2B marketers who are consistently testing their offers to optimize them and generate leads more effectively. In the interview, Hunter shares best practices for increasing conversion via testing , building a universal definition of a lead, and using testing to discover what works. The best way to discover this is through the process of testing.

How to use social media for lead generation

B2B Lead Generation Blog

When I started, there wasn’t a business case on the ROI of blogging, nor was there a lot written on B2B lead generation. I started blogging because I wanted to share with everyone what I thought were useful B2B lead generation ideas, tips, and resources – material that I was already freely giving to my clients. I thought maybe I’d attract a few new clients, but I didn’t know it would generate so many leads, or develop into a book deal with a major publisher – who came to me, by the way. I’ve been blogging for over five years.

A five-step playbook that will optimize lead generation programs

B2B Lead Generation Blog

Companies that adopt closed-loop lead management processes report higher return on marketing investment (ROMI) than those that do not, making this a key investment for B2B marketers. The challenge that many organizations face is that their lead management process is a black hole. EST. I'll outline ways to build an operational ‘playbook' with your sales department to better manage and nurture the leads you generate. I'll be answering your lead-gen questions as well. Lead generation playbook: 5 steps to a 375% conversion lift by Hunter Boyle

Let's stop doing random acts of lead generation

B2B Lead Generation Blog

The simple act of a sales and marketing team finding time to think and collaborate together is vital to developing a solid lead generation program. Mike Gospe wrote a great piece for MarketingProfs, " Lead-Generation Blueprints in 30 Minutes." I don't know about you but I seldom meet a B2B marketer who has time to think. And it seems that the pressure keeps building as more of us seek to do more with less. That said, it's vital for us to think before we execute. The ROI results of this approach are truly remarkable.


Podcast: Interview on lead generation with Dave Stein

B2B Lead Generation Blog

Reengaging and optimizing past sales leads. I was was recently interviewed by Dave Stein, CEO and Founder of ES Research Group , and author of How Winners Sell (a great book by the way). During the interview we talk about the following topics: What works to get sales and marketing alignment. How the marketing funnel impacts the sales funnel. Teleprospecting and nurturing tactics. Listen to podcast now. Also, Check out Dave Stein's Blog for Sales Leaders. Whether you're in B2B marketing or sales or mangement, you'll find his commentary on what's happening in the industry relevant

The Word Of The Year Is a #Hashtag

Marketing Action

And in 2008 the WOTY was “bailout”; in 2007 “subprime”; in 2006 “Plutoed”; in 2005 it was “truthiness” Read the whole list.). B2B Marketing Lead Generation Social Media Marketing hashtag social media social media for business social media marketing Twitter This not a fusty group looking backward in nostalgia. The takeaway?

PRMeetsMarketing Weekly Articles: March 11, 2008

PR Meets Marketing

Next Gen Marketing - Richard Karpinski of BtoB Magazine's wrote a recent article about next generation tech marketing. Quality Versus Quantity - Brian Carroll of B2B Lead Generation Blog is an expert on lead nurturing. Carroll brings up the issue of measuring the effectiveness of programs by cost-per-lead. This way, better quality leads are forwarded to sale. Sending quantity doesn't do anything if sales views the leads as "poor." Hence, you may be generating lots of leads and blame the sales team for not following up.

Bulls, Bears, Bernanke and BtoB Lead Generation


We all wish we could predict the future, and for more than ten years PointClear has compared lead rates to the GDP in hopes of finding a way to predict future lead rates and, maybe, the GDP. It would be cool if we could do both, but as you will see it appears that lead rates are the result of GDP, not the other way around. Here are the results for Q1, 2001 through Q2, 2012: The numbers say the following to me: Leads trend in the direction of GDP. When the GDP is up, the lead rate increases, and vice-versa. Lead rates trail the GDP by about a quarter.

Lead generation No Nos: When is a “free download� no longer free?

B2B Lead Generation Blog

Why do we continue to force people into being "leads?" You need to first connect with your potential lead. I've found that calling people is the best way to qualify leads, and if that phone call is conducted correctly it can be the start of a really good relationship. When InTouch handles inquiry/lead qualification for our clients, we typically start off with something like, "A lot of people download our white papers to get their questions answered. Contacts should be established with potential customers to prime them into the lead-nurturing program.

B2B Marketing Lead Generation: Thought Leadership with Amy Hawthorne

Modern B2B Marketing

The next interview in the B2B Marketing thought leader interview series is with Amy Hawthorne, Director of Marketing at B2B lead generation company ReachForce , and frequent contributor to the B2BLead blog. As a long time B2B marketer, Amy is continuously looking for new ways to help companies build their sales pipeline with targeted lead generation initiatives. As a start-up Marketer you very quickly have to learn how to be a jack of all trades – Lead Generation, PR, Events, etc. B2B Lead Generation has changed A LOT over the last 10 years.