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Sales Ready Leads: Quality vs. Quantity

Smashmouth Marketing

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. We wrote a blog post Third Party Vendors for Lead Qualification on this very topic.

Lead Generation Tips - 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 / 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

Is social media effective for B2B lead generation?

Sales Lead Insights

Other B2B companies try to skip the leads-to-salespeople-to-sales process, instead encouraging prospective customers to initiate purchases themselves from print or online catalogs and/or via order forms, e-commerce sites, phone calls or purchase orders. have been working hard, for at least a couple of years now, trying to use social media to measurably move the needle in regard to generating B2B sales leads and driving B2B sales. I’m sad to say I’m not seeing anything beyond anecdotal results, either from my own extensive social marketing efforts, or from those of my clients.

Inbound lead nurturing presentation

B2B Lead Generation Blog

Here's my presentation deck on inbound lead nurturing (CV201) via #IMU for those who missed it. #8 IMU: Inbound Lead Nurturing (CV201) View more OpenOffice presentations from Hubspot Marketing. I had a great time with being a professor at the inbound marketing university. You can check out all the other classes or register at: [link

What Exactly IS Digital Body Language?

Digital Body Language

Much as each facial muscle contributes to our reading of a person's body language, the raw digital information is mainly of use when looked at through the lens of lead scoring to understand whether an individual is ready for sales, or what buyer role they play in the process. I've been using the term "Digital Body Language" on this blog quite a lot for obvious reasons. So what is it?

Winners of the 2009 Markie Awards

Digital Body Language

It was a great night last night in San Francisco with the Markies awards gala being the show highlight at Eloqua Experience. The competition was intense this year with submissions from all sizes of companies, all industries, and all regions of the world.

Lead Generation Checklist - Part 2: Sales and Marketing – One Team

B2B Lead Generation Blog

I’ve started an eight-part series I’m calling the ‘Lead Generation Checklist.’ Each post in the series addresses a step that will help to make your lead generation campaigns work like a well-oiled machine. It can be tough to meld inherently diverse viewpoints, but it is a critical and often overlooked step in the lead generation process. It appears that there is a direct correlation between lead generation ROI and the frequency that sales and marketing huddle together. Sales should never ignore a lead and must send it back if it is not sales-ready.

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.

Top 20 CRM Blogs of 2009

B2B Lead Generation Blog

B2B Lead Generation Blog – Brian Carroll. Read Forecasting Clouds' Top 20 CRM Blogs of 2009 Forecasting Clouds ranked the top 20 CRM blogs based on their content, readability and frequency of posting. I'm honored to have been included on the list. As I read over the list of blogs, I discovered some new ones worth reading along with a number of bloggers I already follow. Here's a partial list of the CRM blogs on their list: PGreenblog and CRM: The Conversation – Paul Greenberg. Beagle Consulting Blog – Denis Pombriant. Brent’s Social CRM Blog - Brent Leary. Jeremy Nedelka. Carfi.

Lead Scoring: Eight Critical Questions to Consider

Digital Body Language

Much of the conversation around how best to set up lead scoring tends to focus around the aspects of the buyer's digital body language that are most interesting. These are all great discussions to have, but there are eight critical questions that need to be contemplated and discussed in order to build a lead scoring algorithm that will truly work in a business environment: 1) What are Your Outputs?: are you using lead scoring to determine who to hand off to sales? If multiple lead scoring dimensions are merged into one, you will likely run into a challenge.

On Lead Nurturing - thinking beyond the send

B2B Lead Generation Blog

The challenge today is not in generating leads, but truly connecting with them. That's why lead nurturing matters. One step leads to another.and another." I agree. Related posts: 5 Lead Nurturing Time Factors to Fine Tune Your Message Content ideas for lead nurturing and tactics to use   Lead Nurturing - Ripening the Right Bananas This is why I found this post by my friend Ardath Albee titled, " Strategy Beyond the Send " helpful. Define that problem from your customer's perspective.

5 tips to build more relevant and engaging lead nurturing emails

B2B Lead Generation Blog

This is hugely important because most marketers rely on email as their main lead nurturing tactic. As B2B marketers, we should have it drilled into our brains that relevance must be an essential part of our lead nurturing touches. If you have a complex sale, the best way to I know how to do this is to combine a human touch to build relationships with your lead nurturing message. Timing factors: Learn about these lead nurturing time factors. Read The Physics of Trigger Events for Lead Generation to get a look at a trigger event mind map. Tip 2. Tip 3. Tip 5.

TriComB2B: Smart. Strategic. Technical. - Technically Focused B2B Marketing Agency - formerly TriCom Marketing & Communications

delicious b2bmarketing

The result is attention-grabbing marketing concepts that leverage leading-edge, yet practical tactics that make sense for your target audience. more » News / Press Releases TriComB2B Named as 2009 Best Places to Work Winner. We get it. From writing technical bulletins for your sales force to composing a speech for your CEO, our technically oriented staff of engineers, account managers and marketers will produce deliverables that make sense for your business with results you can measure. Tired of rewriting copy and correcting errors? All Rights Reserved.

Take the Poll: Which aspect of the B2B lead generation process frustrates you the most?

B2B Lead Generation Blog

Which aspect of the B2B lead generation process frustrates you the most? Passing leads to sales. Converting leads to pipeline revenue. Closing the loop on every lead. Getting a volume of names. Figuring out which names are valuable. Take the poll here

Why Are Marketing Automation Managers So Hard to Find?


First of all, in most cases the person is responsible for lead generation , lead nurturing and lead scoring. Even though some vendors have been around for almost 10 years, Marketing Automation is still relatively new. According to Forrester, only  2-5% of B2B firms have invested in full-featured Marketing Automation. But that percentage is rapidly growing. Increasingly, B2B companies realize that Marketing Automation software requires skilled operators. New technology requires people with a new set of skills, nothing new about that. But that’s for web analysts.

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. 

7 Reasons Why Marketing Automation Projects Fail


It can be used for email campaigns, drip marketing, lead nurturing, lead scoring, landing page management and for brewing coffee. Part of a good lead management process is knowing exactly who are involved in the sale. Also, lead scoring only works if you know who you want to target. Not Enough Leads. Okay, I made up the part about brewing coffee.

13 Top Books for CMOs - Recommended by The CMO Club

Smashmouth Marketing

Leading Change. Tuned In: Uncover the Extraordinary Opportunities That Lead to Business BreakthroughsPete Krainik of the CMO Club posted thirteen books that members of the CMO club have recommended. Great list : Breakthrough Marketing Plans: How to Stop Wasting Time and Start Driving Growth. Blue Ocean Strategy: How to Create Uncontested Market Space and Make Competition Irrelevant. Business Stripped Bare: Adventures of a Global Entrepreneur. Clued In: How to Keep Customers Coming Back Again and Again. Crucial Conversations: Tools for Talking When Stakes are High.

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Cold calling and the Complex Sale: observations you can learn from (thanks to my daughter)

B2B Lead Generation Blog

She stumbled across a video that included a recent mention of my book, Lead Generation for the Complex Sale. Instead, we need to make our calls a part of a multi-model and multi-touch approach to lead generation. Generating leads based on conversations that matter - conversations that are intellectual. Related Posts: Seven tips for improving cold calling for lead generation

My List of Demand Generation Vendors, and Who They Sell To

Customer Experience Matrix

Similarly, functionality is generally comparable although they may be less sophisticated at some tasks such as dynamic content generation (automatically altering an email or Web page based on lead characteristics) and branching campaign flows. One of the audience members at the B2B Marketing University in Boston asked about demand generation systems for small businesses, and how to distinguish among the vendors in general. My brief answer was that the biggest difference was less functionality than the target markets the different vendors pursue. also promised a blog post on the topic.

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.

The Content Marketing Workbook | Velocity - the B2B marketing acceleration agency for technology companies

delicious b2bmarketing

Doug Kessler Tuesday, June 9th, 2009 Your prospects are being buffeted by a firehose of information. First Name (required) Last Name (required) Email (valid email required) Company (required) cforms contact form by delicious:days Tags: Add new tag , B2B content marketing , B2B Demand Generation , B2B lead generation , B2B social media Posted in Featured Paper , Papers | Comments The Velocity B2B Content Marketing Workbook | Velocity - the B2B marketing acceleration agency for technology companies says: June 11, 2009 at 2:25 pm [.] Add Comment Click here to cancel reply.

Web Leads - Pounce, Pause, Nurture or Wait?

Smashmouth Marketing

Nigel Edelshain : "My instinct so far is call or email soon with some value-add (since leads go South fast) but not make direct reference to your tracking for fear of scaring them off.". A few weeks ago I published a product review of LeadLander. Since then we've had a great experience using it. For what it touts itself to be, it does a great job. Now, how aggressively do I go after them?

B2B Marketing | Business to Business Marketing Information Portal

delicious b2bmarketing

B2B Marketing News SMEs flock to BT Tradespace 10 June 2009, 11:30 GMT BT Tradespace has announced 400 per cent year-on-year growth. Go to the Email Knowledge Bank CASE STUDY: McAfee Global campaign that delivered excellent sales leads CASE STUDY: Cushman & Wakefield Property giant launched its knowledge hub with strategic email campaign HOW TO. Edward Appleton 15 June 2009 Alternative marketing goes mainstream Scot McKee 11 June 2009 Dont hurt me Arch.Im Tap into the resources in the Data section of the Knowledge Bank to get the biggest bang from your data buck.

5 Steps for Brainstorming Your Marketing Plan

B2B Marketing Traction

This process often leads to iterative brainstorming where the participants start feeding off each other’s ideas. 6. Tweet. One of the most fun aspects of marketing planning can be brainstorming. Here are ways to make sure your marketing brainstorming is fun and productive. 1. Invite the right people. Don’t brainstorm in a marketing silo. Clear your calendar. Document the discussion. Worst?

Plan 29

Podcast: Why sellers don’t have the right tools to help buyers buy

B2B Lead Generation Blog

A recent lead generation poll showed that converting leads to pipeline revenue (accelerating sales) was the biggest challenge for marketers. Basically: How do we convert leads to sales? Sales teams tend to focus on gathering data and selling the solution; however, in order to make the most of our leads, sales need to be able to manage the behind-the-scene issues that our buyers face. What are we doing as sellers that keeps us from closing sales? It’s a tough question, and it’s one that gets a lot of feathers ruffled. Morgen has some great suggestions.

B2B PPC Optimization: Thought Leadership with Terry Whalen of CPC Search

Modern B2B Marketing

But for B2B, we are typically only measuring a lead submission via AdWords, and all leads are not created equal. The value of a lead can be all over the map, because some leads are high-quality and some are low-quality. To get at the true value of leads we need to access data beyond AdWords or analytics — we need to go into the marketing automation or CRM system. How do B2B marketing automation and lead management platforms like Marketo influence your decisions when managing a paid search program? How is B2B PPC campaign management different from B2C?

CPC 28

Email Autoresponders 2.0 in B2B Marketing

Anything Goes Marketing

This type of personalization leads to a much stronger and smoother hand-0ff process between the marketing and sales teams which I described in my last post " Lead Management and Football ". If you have a properly defined lead management process, leads should only be passed on to sales for follow up if the prospect has attained a high enough lead score. Chad H.

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. When I was recently at the Sales 2.0 conference, I had several conversations and debates about the value of Face-to-Face meetings versus Con-calls/Web-meetings.

what's your marketing approach?

The Effective Marketer

This entry was posted on Wednesday, July 29th, 2009 at 8:29 pm and is filed under Communication , Marketing Management , Marketing Strategy. The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking What’s Your Marketing Approach? An interesting post by Steve Johnson talks about marketing not being a list, but rather an approach to solving customers problems and helping buyers to buy. As marketers, we sometimes fall victims of the routine day-to-day tactical activities and forget why we are doing them.

The Top 3 Priorities for 2010 Marketing Budgets

delicious b2bmarketing

About | Advertise | Submissions | Write for Us CrowdsourcedFRD Home Advertising Branding Design PR SEO-SEM Social Media Strategy More testchannel AdROCK eBooks Educational Facebook Guest Posts Twitter The Top 3 Priorities for 2010 Marketing Budgets November 2nd, 2009 | By guestblogger By Tom Pick | Online Marketing Executive | KC Associates With a lingering recession, the U.S. Keep up with the leading b2b bloggers by subscribing to the B2B Marketing Zone and regularly visiting this new site, Online visibility, lead generation and brand-building are all important.

SEM 23

Lead Generation Tips: Business Card Data Entry For Free | Dreamforce Special

Smashmouth Marketing

In the bottom of your computer bag If you answer is more than 10 cards, then you have leads laying around that are going untapped. Green Leads has just introduced a new complementary service where the sales reps we support from our appointment setting clients can have up to 100 business cards a month entered into a spreadsheet for free. On your desktop in a pile 2. In a ziplock bag 4.

Developing your Go/No-Go decision tree

Confluent Forms

Companies should always be taking a hard look and evaluating their leads as a way of increasing their win percentage and return on investment (proposal writing), but this is especially important in today's tough economic environment. Your decision tree should not be treated as a simple sales tool; a good decision tree will both help you in determining which leads to pursue because you can win them, but also enable you to target the leads that result in the best projects for your company. The situation: A potentially juicy RFP falls into your lap.

RFP 24

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 / 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.

Stats 11