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Learn how to create content that improves your lead gen conversions

B2B Lead Generation Blog

B2B marketing efforts heavily rely on content as a lead generation incentive. To be effective in the lead gen cycle, this content has to be something your prospects yearn to read or view.   During “ How to Create High Conversion Lead Generation Content " marketers will learn how to: Use the 7 Questions Method to create relevant, effective content. Use third-party content for inexpensive lead nurturing programs. Generate how-to content that generate quality leads. Sean is in charge of MarketingSherpa’s newsletters that covers B2B marketing. 

QuinStreet Buys Ziff Davis Enterprise: Is B2B Just Lead Gen Now?

Digital B2B Marketing

” In other words, QuinStreet is a lead generation company. They purchased IT Business Edge in September 2011 and Internet.com in 2009. Are “Leads” the Only Thing Left? With the loss of editorial staff and the purchase by QuinStreet, it seems the value in Ziff Davis Enterprise is just the ability to deliver leads. Today, publishers are integrating lead generation into everything they offer. Online advertising space is packaged as part of a lead generation program for a small premium cost. However QuinStreet may be a newer name.

Sales Ready Leads: Quality vs. Quantity

Smashmouth Marketing

The topic of Quality vs. Quantity in demand gen has been a constant debate. Whether it's inbound marketing or outbound marketing there are costs associated with a lead, there are costs associated with the time and effort needed to convert that lead to an opportunity, and there are costs tied to the quality of those leads and how that impacts conversion rates. 56,000.

Fire your Director of Social Media!

Buzz Marketing for Technology

Why is measuring Lead Gen in Social Media so hard? This isn’t a new problem – how to measure lead. At a recent ANA conference I was interviewing Brian Wallace VP of Digital Marketing and Media for RIM when I heard him say “2 years from now- if I still have a Director of Social Media – I should be fired!&# and after thinking about that I can’t help but agree with him.

Lead Generation Tip - Take 3 Hour Lunches

Smashmouth Marketing

There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. For many reps, unless territory comes into play, lead gen exists in a three-time-zone map. More Lead Generation Tips.

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Rick Short Explains How to Turn Staff Into Prolific Bloggers

delicious b2bmarketing

Blog HubSpot TV Contributors Marketing Kit Internet Marketing Blog The HubSpot Inbound Internet Marketing blog covers all of inbound marketing - SEO, Blogging, Social Media, Landing Pages, Lead Generation and Analytics. cant simply declare that, because blog "A" generates more leads than blog "B" it is better. Submit guest post ideas to rburnes[at]hubspot[dot]com. Wrong. and Italy.

Webinar on Effective Lead Management: How to Convert Marketing Leads into Sales Pipeline

B2B Lead Generation Blog

Research shows that about 80% of leads marketers generate end up getting lost, ignored or discarded. So, instead of continually struggling to find new leads for Sales, marketers should begin focusing on developing effective lead management processes for converting more leads into sales pipeline. In fact, in a recent lead generation poll I conducted through my LinkedIn group, I found that converting leads to pipeline revenue was the biggest challenge for marketers. Sales provided little or no feedback on all the leads.

B2B Lead Gen Low Down: Gist

B2B Lead Blog

As we run across cool companies that are trying to add value to today’s B2B sales and marketing teams  we want to be sure and share them with our B2B Lead readers.  Here's another great idea. Have you heard of Gist?  If not, you should check it out.  It might just

Why is measuring Lead Gen in Social Media so hard?

Buzz Marketing for Technology

This isn’t a new problem – how to measure lead generation from online activity is as old as the web itself. Still others have added click to chat or click to call type of functionality that when combined with a slightly re-engineered process means you can totally measure the leads. Tags: social media Lead Generation

Lead Gen Tips: How to Produce A Successful Webinar

Smashmouth Marketing

and I were both panelists discussing: Linked, Tweeted, and Profiled:Using the Power of Social Media to Generate Sales Leads and Expand Client Relationships Despite a minor glitch from the webinar hosting provider during the first minute, the event was successful due to Richardson's impeccable planning process. Thanks to Richardson for producing a great event and inspiring this contribution to the Smashmouth Lead Gen Tips collection. I had the pleasure today of participating in the Richardson Connect webinar series. Nigel Edelshain of Sales 2.0 Dry Run #1 - Week prior.

Lead Gen Tip: How to Produce A Successful Webinar

Smashmouth Marketing

and I were both panelists discussing: Linked, Tweeted, and Profiled:Using the Power of Social Media to Generate Sales Leads and Expand Client Relationships Despite a minor glitch from the webinar hosting provider during the first minute, the event was successful due to Richardson's impeccable planning process. Thanks to Richardson for producing a great event and inspiring this contribution to the Smashmouth Lead Gen Tips collection. I had the pleasure today of participating in the Richardson Connect webinar series. Nigel Edelshain of Sales 2.0 Dry Run #1 - Week prior.

Lead Gen Tip for Q2: Face Time

Smashmouth Marketing

Measuring the effectiveness of lead gen programs is always at the top of a demand gen expert's list of priorities. One of the gating factors happens to be out of their control -- what does the sales team do with a lead once they start working it? I've done it before; in fact, a majority of 2007 through 2009 was spent effectively selling with phone relationships.

Lead Gen: Don’t Go for the Quick Sale

The Point

Here’s an interesting post by Mike Damphousse of Green Leads that I found through Funnelholic (thanks Craig) on how lead nurturing impacts the effectiveness of calling campaigns designed to secure qualified sales appointments. Tags: B2B Marketing Database Marketing Demand Generation Lead Management Lead Nurturing Marketing Automation White Paper Syndication appointment setting funnelholic The conclusion, not surprisingly: that prospects who have been nurtured over time are much more likely (by a factor of 15 [.].

7 Lead Gen Techniques I Learned From My Junk Mail

The Point

Tags: B2B Marketing Creative Demand Generation Direct Mail direct marketing lead generation b2b lead generation

10 BtoB Marketers Predictions for 2010

Buzz Marketing for Technology

Around this time last year I wrote about some Predictions for 2009 and while I would say 8 out of 10 have already materialized and the other 2 are on their way, it has become clear that this year was the year we past the point of no return on Social Media. Recession or not Social Media was on a roll ignited by the visibility of events like Obama’s win and Iran’s election protests. Enjoy!

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Lead Generation Tip - Take 3 Hour Lunches

Smashmouth Marketing

There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. For many reps, unless territory comes into play, lead gen exists in a three-time-zone map. More Lead Generation Tips

MarketingSherpa Marketing Summit, Kim Albee of Genoo Talks Social Media Lead Gen

Smashmouth Marketing

This past week was the first in a series of two great conferences, the MarketingSherpa's 6th Annual B2B Marketing Summit 2009 in San Francisco. Her presentation about using LinkedIn successfully to generate leads was popular with the audience. That's generated a good amount of traffic and leads. Mike: I still wonder about b2b Facebook Fan Pages as a medium for generating leads, but I agree with you that twitter and LinkedIn are an incredible source. If you do good follow-up or lead nurturing, then studies show that you can keep and close more leads.

MarketingSherpa Marketing Summit, Kim Albee of Genoo Talks Social Media Lead Gen

Smashmouth Marketing

This past week was the first in a series of two great conferences, the MarketingSherpa's 6th Annual B2B Marketing Summit 2009 in San Francisco. Her presentation about using LinkedIn successfully to generate leads was popular with the audience. That’s generated a good amount of traffic and leads. Mike: I still wonder about b2b Facebook Fan Pages as a medium for generating leads, but I agree with you that twitter and LinkedIn are an incredible source. If you do good follow-up or lead nurturing, then studies show that you can keep and close more leads.

C-Level Prospects - Make the First Appointment By Phone

Smashmouth Marketing

Being that b2b introductory meetings is Green Leads ' business, we have noticed a trend over the past several years. As some of you know, Green Leads also has a research arm where we conduct market research for clients. Tags: lead gen marketing appointments sales2.0 When I was recently at the Sales 2.0 It has become pervasive, and respected, to do business this way.

Inbound Marketing and Outbound Marketing, by Tony Soprano

Smashmouth Marketing

relevancy -- just a little fun ;) For years the world of b2b marketing has used outbound marketing as a source of lead generation. Services such as appointment setting, lead generation and list development are pervasive and a very common tool in the demand gen arsenal. What many have overlooked is that most inbound leads don't just jump into the boat with a purchase order.

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Inbound Marketing and Outbound Marketing, by Tony Soprano

Smashmouth Marketing

For years the world of b2b marketing has used outbound marketing as a source of lead generation. Services such as appointment setting, lead generation and list development are pervasive and a very common tool in the demand gen arsenal. Our goal as marketers -- get the buyers to find relevant content, then find links to vendors, then capture their name as a lead (eventually).

Hubspot Product Review: Inbound Marketing Methodology, Not Just a Product

Smashmouth Marketing

About 18 months ago, Green Leads embarked on an aggressive plan to increase our inbound marketing activity. The first lead came in during the first six hours of going live. Understand the basics of online lead gen. Conversion -- In the end, it's all about capturing the visitors and converting them to leads. Six hours later the first lead came in. leads.

The Elves Are Making Appointments and Leads

Smashmouth Marketing

We hear this all the time, even from our own reps when they are having a slow week: "December is terrible for lead gen. End of year and the holidays.". True, people have other things on their minds. Some might be closing out the year, but many are willing to help those elves with their heads down making appointments.

10 BtoB Marketers Predictions for 2010

Buzz Marketing for Technology

Around this time last year I wrote about some Predictions for 2009 and while I would say 8 out of 10 have already materialized and the other 2 are on their way, it has become clear that this year was the year we past the point of no return on Social Media. Recession or not Social Media was on a roll ignited by the visibility of events like Obama’s win and Iran’s election protests. Enjoy!

CPC 8

Interview of Me: Good Data and Lead Generation - on ReadyContact's Blog

Smashmouth Marketing

Check out the interview of me discussing how having good data impacts lead generation success on ReadyContact's Blog. Tags: data lead gen interviews demand marketing sales2.0 sales

Inbound Marketing, The Über List for Outbound Marketers

Smashmouth Marketing

These are inbound leads. Inbound leads come from whitepaper downloads, free trials, blog subscriptions, you name it. From the surface, it sounds like the best lead you'll ever get. Inbound Leads = Über List = Outbound Success Outbound marketers should embrace all this and consider the leads coming from inbound marketing efforts as the Über List. Use lead scoring.

Leads Don't Suck - Good Leads Are.

Smashmouth Marketing

When I was on my conference road trip this spring, I heard publicly, from speakers and audience alike the same comment, "Leads Suck". I was suprised that I heard such a jarring statement at multiple venues, but I did. What if you could get your sales team to NEVER say "Leads Suck"? There are lots of terms describing leads. Is it a common trend across the b2b industry?

B2B Sales Leads from Data Services - Smashmouth Review

Smashmouth Marketing

When we're selling our outbound marketing demand gen solutions, we get asked all the time, where can I find inexpensive b2b sales leads ? So below is a collection of data sources we've used in our lead generation work. We obviously try to sell up to our high level appointment setting service , but not all companies are ready for that. Although, see Jigsaw, below.

B2B 2

B2B Appointment Setting - Best if Nurtured First

Smashmouth Marketing

37% of prospects that were nurtured move on to further sales activity from an introductory meeting -- 12% hig her than those not nurtured As you all know, Green Leads is in the b2b appointment setting business. Inbound leads as a result of the nurturing campaign were routed to their inside sales team. So X meetings for $Y. Last year some stats started changing.

MarketingSherpa Marketing Summit, Top 20 Posts from Day 1

Smashmouth Marketing

TJMcCue : RT @ MarketingSherpa The 5 levers for improving lead-gen performance: [link] #sherpab2b09 amberjwallace : RT @juliepower : Best viral marketing campaigns by b2b and b2c from Sherpa [link] ajdun : Great stat from Sirius Decisions via #sherpab2b09 80% of leads DQ by sales go on to buy in 24 mos MktgExperiments : @brianjcarroll : study shows 28% of early-stage leads take 100+ days to become sales-ready. what can I do here? why should I do it? sherpab2b09 mvolpe : Quick Landing Page Tips from #sherpab2b09 [link] alanorourke : Clarity trumps persuasion!

Sales 2.0? Not Just For Sales Execs Anymore - Marketing is Mandatory

Smashmouth Marketing

Let's look at the agenda : Sales Lead Management (ok, has the word "Sales", but who owns Lead Gen ?) Yours Truly and Green Leads will be the Chief Tweeting Officer for the day. Tags: lead gen marketing appointments events b2b sales2.0 Next month is Sales 2.0 in Boston. May 21 at the Fairmont Copley Plaza. It should be another great day of insights, interraction and networking from the industry's 2.0 pundits. Why, you ask, is Smashmouth Marketing interested in Sales 2.0? With the crossover of sales and marketing, the Sales 2.0 conference. sales

MarketingSherpa Marketing Summit, Top 20 Posts from Day 2

Smashmouth Marketing

There is no such thing as the average web surfer #sherpab2b09 Thought provoking: MarketingSherpa : Audience poll #sherpab2b09 : Majority of marketers using lead scoring can’t quantify the value they’re getting from it. kimalbee : Look at the big pic 4 success - metrics: # visits > #leads - initial > #leads - more info > #sales-ready leads > Sales closed #sherpab2b09 viewstream : #sherpab2b09 Julie Wisdom, Babcock: content is KING, but expensive. SO leverage content, and find inexpensive ways to produce. sherpab2b09 [link].

The Flaw in Calculating Inbound Marketing vs. Outbound Marketing Cost Per Lead?

Smashmouth Marketing

It also determines that the price of an inbound generated lead is 3x less than the price of an outbound generated lead, $84 versus $220. accept that, and I truly believe there is a place for inbound marketing in all of our marketing budgets. I do, however, challenge the value of that inbound lead versus the value of the outbound lead, and that was not discussed. What is the equity value of those leads - the lead equity ? For argument's sake, let's just say it takes 10 inbound leads to get one pipeline opportunity, and 3 outbound leads to do the same.

SEO 2

SiriusDecisions' Joe Galvin on Sales & Marketing Trends In A 2.0 World

Smashmouth Marketing

Mike: With all the buzz and budget around inbound marketing, outbound marketing and demand gen in general, what can a quota carrying sales rep do on their own to help get that all important discussion with a real prospect? Joe: First, they should take advantage of and capitalize on every qualified lead sent to them by marketing. It’s not uncommon for sales people to ignore qualified leads simply because the first couple they called didn’t work out. Sales reps need to work closely with their teleprospecting resources to help them optimize lead generation capabilities.