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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.

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.

On Lead Qualification: Turning Web Inquiries into Viable Sales Leads

B2B Lead Generation Blog

A common lead generation practice using B2B inbound marketing includes offering whitepapers, demos, trial software, or other content assets in exchange for registration information. The problem is that many marketers immediately turn these form registrations (aka web inquiries) over to the sales team as "leads." I’ve already written about why lead quality should be emphasized over quantity. Here's a lead qualification process that may help you turn your web inquiries into viable sales leads:  Step 1 - Create a marketing funnel.

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.

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.

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.

CPL 4

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.

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!

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.

What’s Worth More?

ANNUITAS

I’ve recently been involved in an ongoing online discussion regarding marketing automation, lead generation, and lead management (including lead nurturing).  Neither help you get more fresh leads into your database – which is critical because most contact info expires at the rate of 20-30% per year”. Should it be on lead generation, or lead management? 

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

Anything Goes Marketing

During my research, I stumbled upon a great article by the Canadian Marketing Blog called " 2009 B-to-B Demand Creation Trends " eh (Canadian joke). 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. Consider building up a profile of the lead over time.

Sales Lead Management: Thought Leadership with Aaron Ross

Modern B2B Marketing

Getting into lead generation was an accident. Back in 1999-2001, I was CEO of an internet company. I had more ego than understanding about lead generation and professional selling. So, I started literally at the bottom, responding to inbound website and 800# leads. That started my journey into lead generation, marketing & sales. What I like about marketing is that it leads and magnifies what happens in sales. If marketing & lead generation are in the flow, sales is (or has the opportunity to be) in the flow.

Marketing Automation Trends for 2010

LeadSloth

2009 was the year in which Marketing Automation really took off. David Raab , Raab Associates & author, Raab Guide to Demand Generation Systems. The vast majority of leads generated on a website never have a meaningful conversation with a sales rep. If there is no mechanism to pass the lead back to the marketing team (in an automated or semi-automated fashion), the lead is gone forever. If you aren’t recycling leads (and most marketers aren’t), you are wasting a significant percentage of your marketing dollars. Demand Generation?

How To Use Paid Search To Target Buyers By Stage

B2B Marketing Insider

In this post, I will provide an overview of the study and summarize the key actions you should take as a B2B Marketer responsible for driving leads for your business. In this 2 nd phase, released in September, 2009, the companies partnered with research firm OTX to validate their findings but this time they presented the survey respondents with actual search engine results pages.

B2B 3

The New Revenue Engine: Drive Predictable Revenue by Managing Your Revenue Machine

Modern B2B Marketing

Yet according to CSO Insight’s 2010 Sales Performance Optimization study, only 52% of sales reps met quota in 2009, and companies achieved only 78% of their revenue plans.  As a result, CEOs and their executive teams at public and private companies faced tough questions from their boards about their ability to deliver consistent, predictable revenue – and more than a few lost their jobs.