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B2B Lead Generation Blog: Lead generation modality map for complex sales

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Heres the lead generation modality mindmap that I came up with.

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. Good lead generation and managememnt software out there today.

Outsourced lead generation brings 43% better results than in-house

Fearless Competitor

Since so many firms try to do lead generation in-house, it is useful to share some facts from NewAd white paper. There are some challenges and problems with in-house lead generation: Lack of follow-up on events and telemarketing — in-house resources are rarely, if ever able to follow up on a consistent and effective manner. Feedback from the market is not used – A deep understanding of customers is needed for effective demand generation. Using a unique channel – This is one of the biggest problems with in-house demand generation.

Lead Generation Check list – Part 6: A Multi-modal lead generation approach

B2B Lead Generation Blog

This is the sixth in an eight-part series I’m calling the ‘Lead Generation Checklist. wanted to provide a checklist that helps organizations optimize their lead generation process. We should be smart with our time and learn to recognize the signs that tell us when not to pursue a lead. Are you testing how you can optimize your lead generation results ?

Lose Control: Three Reasons Not to Require Registration for B2B Content

Savvy B2B Marketing

Ah ha moment #2: Marketing often does not have a good plan for the leads they collect. I've read -- and experienced -- the pains in the lead follow up process: marketing collects leads, passes them to sales, sales calls a few and gets no where and declares the leads "junk." I've been thinking a lot of the registration process lately. What's the harm in that?

Lose Control: Three Reasons Not to Require Registration for B2B Content

Savvy B2B Marketing

Ah ha moment #2: Marketing often does not have a good plan for the leads they collect. I've read -- and experienced -- the pains in the lead follow up process: marketing collects leads, passes them to sales, sales calls a few and gets no where and declares the leads "junk." I've been thinking a lot of the registration process lately. What's the harm in that?

How To Build a Lead Nurturing Culture Part I

Anything Goes Marketing

How about new parents? I’m still getting the hang of holding my 2 month old son while I check my emails or read a book. I’m getting much better at this juggling act and on some of those nights when he stays up I’ ve been able to generate some blog post ideas – I just didn ’t have the two hands needed to type until now. :) So here we are. Content is at the core of your lead nurturing efforts.

Lead Generation Check list – Part 7: Effective lead management

B2B Lead Generation Blog

Today I’d like to discuss the aspects of an effective lead management process. I’m not sure why many organizations think it’s acceptable to only get a return on about 20% of their leads when an optimized lead management process can tremendously help to convert more of those hard earned leads in the sales pipeline. Download the marketing sales funnel graphic as a PDF).

Form Length Isn't Everything: 3 Other Ways to Optimize Your Forms for Conversions

Hubspot

These exact questions have been at the center of a hotly contested debate that's been raging on since 2009. Only after considering that context can you test and refine form length to provide higher or lower quality leads. In this post, we'll walk through how to consider the context of your forms, and how you can use dynamic forms to improve quality and lead flow. The result?

Here is my fervent hope. That what does not kill you, makes you stronger

Fearless Competitor

Can getting smoked in a National Championship game lead to greater results? Self Education dealing with adversity Find New Customers Notre Dame football sales lead generation My Alma Mater is the University of Notre Dame. So I was deeply embarrassed to be smoked by the University of Alabama. As the announcer stated “ An over-whelming victory in this BCS game.”

Why Sales Leaders Should Wave the Flag for Sales Lead Generation

Fearless Competitor

Buffer BtoB demand generation (sales lead generation) is the process of earning the trust of prospective customers over time and being the trusted partner when they are ready to buy. In simple terms, those are sales-ready leads. The poor quality of sales leads is the number one problem vexing salespeople today. Higher win percentage ( better batting averages ).

Don’t Hire a Person to Head B2B Demand Generation – Unless He has a Plan like SCORE!

Fearless Competitor

When hiring a B2B demand generation manager, don’t just hire a person – hire a process! Every company of 250 employees or more needs a best practices sales lead generation program. That’s the only way to fill sales funnels with qualified sales leads and deliver on revenue goals. Like SCORE too – Simple, Clear, Optimal Revenue Enhancement!

Webinar on using Kaizen to improve your lead generation process

B2B Lead Generation Blog

I’ve been invited to join Michael Webb, president and founder of Sales Performance Consultants, Thursday, February 5 at 3pm Eastern for a webinar on lead generation entitled “How to Generate and Sustain a 25% Increase in Sales Opportunities in 90 Days or Less” This event is the fourth in a series of webinars that Michael has led demonstrating ways Kaizen, a proven management approach, can enable specific, measurable increases in revenues and reductions in sales and marketing costs in 90 days or less. hope you can join us. and Canada.

B2B Lead Generation Blog: Optimizing Lead Generation - Whats the Payback?

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! percent higher Conversion rate from leads to first calls is 16.5

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.). sales funnel Uncategorized

Lead Management and Football

Anything Goes Marketing

In one of my meetings these past few weeks I was thinking of an analogy where I could break down the lead management process into much simpler terms so everyone could understand their roles - this is where football comes in. I'm going to introduce the players and coaches below and then summarize how the different parts fit together to create a Super Bowl caliber lead management process.

CMO Spotlight: Raja Rajamannar, CMO, Master Card  

LEADership

When worldwide CMO of MasterCard, Raja Rajamannar joined the company in July 2009, he faced the question that many senior executives in a similar position have to answer—“How do you decide what stays, what goes out?” User Generated Content is highly powerful and influential; people form opinions very quickly based on what they see and hear from others. It can’t be easy! Marketing 2.0:

CMO 20

8 Essential Elements of Demand Generation

Fearless Competitor

He said they all suffer from the same problem — a lack of sales-ready leads. Lead nurturing. Lead nurturing is the key. Lead scoring and sales hand-off. How do we know which of our leads is ready to talk to sales? Search for and connect with leading minds. Jeff Ogden, the Fearless Competitor, is President of Find New Customers “ Lead Generation Made Simple.&#  He’s also the author of How to Find New Customers , the highly acclaimed white paper. What are they to do? How can they go about fixing this problem? They all help.

Manticore VII Marketing Automation and Lead Generation Released

Webbiquity

Marketing automation / demand generation software provider Manticore today announced the release of Manticore Technology VII, which includes a fully customizable user interface, email and landing page folders, an email delivery wizard, and drag-and-drop list building functionality. Although the improved UI is the big change, the new version also adds integration with SalesForce.com for AdWords campaigns and improved lead generation capabilities. This has made the marketing funnel longer, and the actual sales process shorter. Share this on del.icio.us. Digg this!

Sales 2.0 and Social Media: Thought Leadership with Anneke Seley

Modern B2B Marketing

The biggest mistake I see sales executives and reps make is to fear social media or dismiss it as a time waster.  We can now point to many examples of social media contributing to a sales manager's monthly quota or filling the pipeline with qualified leads.   We sales people are also susceptible to making the same mistakes in social media that we make face-to-face, on the phone, in e-mail, and any other communications: we talk before we listen.  What are your thoughts on lead nurturing to help sales move leads through the sales funnel? Sales 2.0 In Sales 2.0,

My upcoming guest appearance on SalesBuzz Radio (online)

Fearless Competitor

For companies looking to optimize each marketing campaign in b2b lead generation who wish to improve the way they acquire customers , Find New Customers is the place to go. CSO Insights says companies need to improve the way they generate leads through great  lead generation campaigns and implement processes for business to business lead generation. Tags: Demand Generation Guest appearances Lead Nurturing lead generation marketing funnel

Poll: Demand Gen Experts Use Equal Mix of Inbound & Outbound Marketing

Fearless Competitor

By Michael Damphousse, CEO/CMO of Green Leads , LLC. What is your mix for lead gen? •    Mostly Inbound. •    Mostly Outbound. •    Both Equally. •    Inbound Only. •    Outbound Only. It is not the results of either poll separately that are interesting, we expected the Outbound mix to lead, but the comparison of both the public (random marketing and sales execs) poll to our private network (heavily demand gen focused professionals) shows a clear trend that those of us that focus on demand gen have more of a balanced mix with “Both Equally” leading the pack at 43% in our network.

What’s Wrong with Tech? Taking a strategic approach to acquiring customers.

Fearless Competitor

This is part of the demand generation series with the Fearless Competitor. For companies looking for best practices in b2b lead generation who wish to improve the way they acquire new customers , Find New Customers is the place to go. CSO Insights says companies need to improve the way they generate leads and implement processes for business to business lead generation. Recording an exciting new podcast on August 14th.  &# What’s Wrong With Tech?&#. free). Subscribe in iTunes (Free). After 30 days, get  it at the Thought Leadership page.

Great new book on how small companies can sell to big companies

Fearless Competitor

You can check out my hit show by clicking  The Importance of Lead Nurturing. And when you find time to browse, head over to Find New Customers , where we believe in Lead Generation Made Simple.  We’ll welcome you with open arms. For companies looking for marketing campaigns in b2b lead generation who wish to improve the way they acquire new customers , Find New Customers is the place to go. Recently I was invited to do an Internet Radio called The  SalesBuzz. Not only was my show a huge hit, but I met a bunch of great sales experts at The Brooks Group.

The 3 ingredients of business success today

Fearless Competitor

Content builds trust (lead nurturing) so businesses turn to your company. Jeff Ogden is the President of Find New Customers , a lead generation company that helps businesses find and acquire new customers. Tags: Lead Nurturing lead generation marketing campaigns marketing funnel In this tough marketplace with companies struggling to make their numbers, I will share a big secret.  It’s the Holy Grail of business today — the three things a company needs to success. A key point here is that you MUST have all three. It works. Try it.

6 Marketing Tips from the Fearless Competitor

Fearless Competitor

Set a basic rule “Don’t be stupid.&#  But by using your whole team, you can generate vastly more links and content, speeding up your flywheel. “Lead Generation made simple&#  He’s also author of the highly acclaimed white paper, How to Find New Customers and the co-author of Prospect-Driven Marketing. Services including universal lead definition , target account definition, value proposition, lead nurturing , lead scoring , appointment setting and more. And I’ll also share a great quote from Brian Halligan CEO of Hubspot.

Demand Generation Trends for 2009

Modern B2B Marketing

Last October, Craig Rosenberg shared some insightful best practices in one of my first thought leadership interviews, titled Lead Generation Best Practices: Thought Leadership with The Funnelholic. He recently turned the tables on me with seven questions of his own as part of his own interview series: Thought Leadership Interview #6: Miller Time: Marketo’s Jon Miller on Lead Generation and Management in 2009. What are the three trends you see emerging in 2009? First, increased focus on the “middle” of the funnel. Here are just a few excerpts: 1.

Interview with The Funnelholic

Digital Body Language

Craig is a great guy, fun to chat with, and smart as a whip when it comes to the challenges of managing the top of the funnel. In many ways, for that generation, Facebook is more important than Google. Everyone assumes as a demand-generation guy, I don’t see the benefits of the entire non-quantifiable marketing mix. They don’t drive leads and cost a lot of money.

Flip the Funnel Book Review « The Effective Marketer

The Effective Marketer

The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking Flip the Funnel Book Review At the San Francisco Marketing Book Club meeting last week we discussed “ Flip the Funnel: How to use existing customers to gain new ones “, by Joseph Jaffe.  What’s the verdict?   Buy the book. We’ll see.

B2B Lead Generation Blog: 7 Tips to Improve Sales Follow-up & Close More Leads

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Do you ever wonder was the lead even contacted? « 9 1/2 Ways.

My Company is Blogging and Tweeting: So Now What Do We Do?

Fearless Competitor

The idea for the interview came from our own ambivalence at Business.com about social media – we started experimenting with blogging and using Twitter for business in late Q4, 2008 but I, like so many other B2B marketers I meet, wanted to get the “big picture” perspective on the B2B social media opportunity from one of the leading researchers in this area. Laura Ramos: Today, most of the B2B social media is buzzing around the front of the sales funnel – about driving awareness. Tags: Marketing Social Networks lead generation sales funnel ShareThis.

B2B Lead Generation Blog: The Difference Between ROI and Marketing Accountability

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Marketers are constantly reminded that more leads are needed.now!

Webinar Replay: 2012 B2B Marketing Benchmark Report Reveals How Marketers Can Transform Mounting Pressure, Challenges into Revenue

B2B Lead Generation Blog

At the beginning of the webinar, Jen Doyle, MarketingSherpa Senior Research Manager and Lead Author of the 2012 B2B Marketing Benchmark Report , revealed that 1,745 marketing organizations are reporting remarkable declines in marketing effectiveness in 2011. In essence, they’re not making the most of the leads they’ve become expert in generating. 65 percent don’t nurture leads.

The benefits of marketing automation

Fearless Competitor

suggest three areas: More cost-effective lead generation. Better conversion rates with lead nurturing. Lead Generation: with close loop measurements, you can easily see the effectiveness of each lead generation campaign. You improve your investment-to-pipeline ratio by focusing on the most cost-effective lead generation sources. Lead Nurturing fixes funnel leakage. If you can increase conversion rates from inquiry to marketing qualified lead to sales-accepted lead, you get more marketing-sourced opportunities.

Loose Coupling and Analysis of the Marketing Process

Digital Body Language

When analyzing the flow of leads through your marketing organization, and into your sales organization, how you design the stages in the process has a significant impact on both how you are going to be able to analyze it, and how you are going to be able to optimize it in the future. Your marketing team, for example, may pass marketing qualified leads (MQLs) to your sales team.

SiriusDecisions Reseach: Implications for B2B Marketers

PR Meets Marketing

Key points in the release included: 44 percent to reduce marketing spend for 2009. Focus is moving from lead generation to lead maturation. Refine your definition of a “sales-ready” lead by communicating with your sales team. Create an aggressive lead nurturing program to move prospects through the funnel to deliver “sales-ready” leads to your salesforce. technorati tags: Lead generation Lead nurturing Marketing Research Sales SiriusDecisions. The goal is to position the company for when the economic upswing happens.

Marketing Automation ROI: Efficiency or Revenue?

LeadSloth

Maybe spending on lead generation can be better directed, so unprofitable programs can be cut. suggest three areas: More cost-effective lead generation. Better conversion rates with lead nurturing. Lead Generation: with close loop measurements, you can easily see the effectiveness of each lead generation campaign. You improve your investment-to-pipeline ratio by focusing on the most cost-effective lead generation sources. Lead Nurturing fixes funnel leakage. They are also increased efficiency. Conclusion.

Web Inquiry Management: Interview with Mike Wallen

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. My guest is Mike Wallen , CEO of The Lead Dogs , a B2B lead development company that provides sales lead generation, telemarketing and telesales services. At The Lead Dogs, we define a web inquiry as a completed form on a website or landing page. What is the main thing you want those responsible for B2B lead generation to know? Tell us more about that, Mike.

We need an app for that

Chris Koch

haven’t seen a better articulation of what marketing should be doing in B2B than Brian Carroll’s marketing funnel concept. He differentiates between a marketing funnel and a sales funnel because so many leads are lost in the handover between marketing and sales—94%, according to this report. The marketing funnel helps focus attention on a number of important issues: Qualify leads. Marketing can’t send every lead to sales, nor can it spend too much time qualifying leads. Universal lead definition. Lead scoring. Lead nurturing.

B2B Lead Generation Blog: Peformance Measurement, Corporate Culture and the CMO

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! This leads to a problem that affects 87% of B2B marketers.

We need an app for that

Chris Koch

haven’t seen a better articulation of what marketing should be doing in B2B than Brian Carroll’s marketing funnel concept. He differentiates between a marketing funnel and a sales funnel because so many leads are lost in the handover between marketing and sales—94%, according to this report. The marketing funnel helps focus attention on a number of important issues: Qualify leads. Marketing can’t send every lead to sales, nor can it spend too much time qualifying leads. Universal lead definition. Lead scoring. Lead nurturing.

Sales 2.0 Techniques for the Job Search

Acquiring Minds

Usually I write for the B2B professional who is conducting lead generation programs. The next generation of web applications (aka 2.0) For example, the more activity at the top of the funnel (e.g. applications and interviews with appropriate target companies) should lead to more offers. By setting top of funnel goals it can help keep you focused even if the offers are not forthcoming. SEO Search engine optimization is ranked #1 by B2B marketers for generating quality leads. Tags: lead generation job search

What Happens After the Campaign? – B2B Marketing and Sales Tip #268

B2B Lead Blog

As B2B Marketers we spend a lot of time, effort and resources on creating lead generation programs that drive prospect conversions.  As we become more sophisticated marketers with more promising tools, we are now not only filling the top of the sales funnel but we are also But what happens next?