The challenge, then, is to maximize marketing productivity-to get more leads out of the same number of clicks. lead automation management vendors. These vendors are quick to point out that you've already paid for the traffic to your site through PPC, SEO, interactive PR , banner advertising or other activities; their services simply help you learn more about the 97% of visitors who don't immediately convert into a lead. They aren't so much "lead generation" as they are "lead extraction" services. What's key is how this information is used. Was that you? MORE >>

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. 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. Lead scoring also separates the successful and less successful organizations. The data was shocking. MORE >>

With all these new technologies and mediums such as social media marketing , lead nurturing through marketing automation and search engine marketing , many marketers and companies forget that it's less about the product and more about the user. While there are many lessons we can learn from Steve Jobs here are three that can help your Business-to-Business lead generation programs: Lesson 1: It’s About Your Prospects Not Your Product. ” The same is true when you are developing your lead generation strategy. Figure it out.” MORE >>

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. Reset this, generate a new sitemap in WordPress and submit the new sitemap to Google. Your B2B Lead Generation can be hit –  hard — if you can’t analyze your content. Maybe not. Ours didn’t. MORE >>

Once you've optimized the list of keywords in your search engine marketing campaign, tweaked the bids and crafted stellar ad text to bring visitors to your site, landing page design is critical to converting those visitors into sales or leads. Lead Generation Form Optimization Tips and Tricks - Google Analytics by VKI Studios Darcy Foster explains how to use Google Analytics and Omniture for conversion rate measurement, then provides tips for testing different approaches to improving conversions. Here are a few of the best posts about SEM landing page design from last year. MORE >>