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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. 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 compete.com: 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.

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 convinced that one of the best ways to do that is to focus on lead generation. Much like a savvy investor who buys when the market is down, smart marketers can capitalize on this opportunity (and beat competitors), by bringing focus and attention to their lead generation efforts. Lead generation is the top marketing priority for tech marketers this year…”.

The Basics of Inbound Lead Generation

Hubspot

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.

3 Demand Generation Dangers in a B2B Blog Redesign

B2B Lead Blog

A big part of lead gen is content, and the simplest content machine on the web is a blog. Let’s assume you’ve got a great blog, but it’s time for a refresh (like the simple weekend facelift we just had here at The B2B Lead ). But… you just broke part of your lead gen machine. Demand Generation Checklist for Safe Blog Redesigns. By the way, we fixed this one already.

3 Demand Generation Dangers in a B2B Blog Redesign

B2B Lead Blog

A big part of lead gen is content, and the simplest content machine on the web is a blog. Let’s assume you’ve got a great blog, but it’s time for a refresh (like the simple weekend facelift we just had here at The B2B Lead ). But… you just broke part of your lead gen machine. Demand Generation Checklist for Safe Blog Redesigns. By the way, we fixed this one already.

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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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. 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.

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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.

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. Salesforce.com , a CRM tool and other lead generation suites such as Vtrenz , Aprimo and Marketo also crack the top 20 list. media

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.

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

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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. If so, what's been working for you

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Top Lead Generation Tips for New Sellers

B2B Lead Generation Blog

Here's 5 more lead generation tips I'd recommend for new sellers. 1. 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?

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.

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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.

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.

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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.

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. 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. 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

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.   You can click on the Weekly Articles tag for previous issues or subscribe to the Weekly Articles Feed.  . 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.    .  . Enjoy.  . Lost opportunity anyone?  . del.icio.us

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 like the article because it shows how one marketer took time (just 30 minutes) to think out a problem with his sales team and develop a game plan before they executed. I don't know about you but I seldom meet a B2B marketer who has time to think. That said, it's vital for us to think before we execute.

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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

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.

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.

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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?" People download content often to answer questions. 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. If you'll think of Lead Generation as a process of micro-conversions that build opportunity profiles over time, you'll be successful. Contacts should be established with potential customers to prime them into the lead-nurturing program.

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.

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.

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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.

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.

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.

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How to Prevent List Attrition yet Drive Event Attendance

Anything Goes Marketing

The bottom line is that the marketing team needs to promote events but the more emails that are sent may lead to list attrition. hope you have found this useful and maybe inspired you on how to generate posts on your blog as well. Tags: email marketing B2B lead generation enewsletter This is a timely question as I was just reviewing a similar situation last week. Chad H.

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.

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). Finally, getting SEO and marketing assistance from different providers can lead to inefficient duplication of effort. About 5% of online marketing spending is dedicated to SEO.

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The Recession is Here - Time to Become an Eco-Marketer

Anything Goes Marketing

It's been proven that archived webinars can generate more leads then the actual live event. Reuse all of your marketing materials in your lead nurturing efforts. Having the right content for automated lead nurturing programs can be the most difficult part of a lead nurturing campaign. Reduce the amount of time it takes for qualified leads to be followed up with.

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. 1. As a start-up Marketer you very quickly have to learn how to be a jack of all trades – Lead Generation, PR, Events, etc. We all know it takes 5-9 touches for a B2B lead to become a prospect.

Yodle: Managing the Long Tail for the Long Tail!

Buzz Marketing for Technology

Prior to joining Yodle, he held the position of COO at Community Connect, a niche social networking company, where he lead consumer marketing, product management and development efforts. Before that, as SVP/GM of the Marketing Automation group at DoubleClick, he was instrumental in establishing DARTmail as the industry leading email marketing solution.

Marketing’s Customers: an Oxymoron or Reality??

Buzz Marketing for Technology

person who downloads the paper and opts into our database becomes a lead start (notice I didn't say lead). And with the lead nurturing system we have in place we can then develop a lead to the point that they are willing to talk to someone from our sales organization. They may not be the ones you think I mean. mean real customers of marketing.