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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.

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

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.

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.

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 / 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

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.

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?

LeadSloth

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.

10 Ways to Optimize Your Lead Conversion Rate

B2B Lead Generation Blog

Tweet The ultimate goal of B2B marketing and lead generation is to help the sales team sell. Marketers spend a lot of time and effort creating inbound leads but struggle getting those leads to convert into customers after they hand them off to sales. As I talk to marketers about their lead generation results, I often hear statements like, “We’re generating lots of leads, but they aren’t converting” or “We need to increase lead quantity” or “We need to generate more qualified leads.” The more you can humanize your lead follow-up the better. 

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.

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

LeadSloth

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.

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.

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

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?

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. Tweet This!

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.

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.

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 37

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.

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.

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 31

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.

B2B Email Marketing: Interview with Stephanie Miller

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. This study tracks with Return Path’s Deliverability Benchmark Report on the first half of 2009, which is based on the data Return Path manages for ISPs and corporate system administrators. Stephanie, is B2B lead generation a good application for email? How about lead nurturing and qualification? My guest today is Stephanie Miller , email expert and co-author of Sign me up! Yikes! Yes and yes.

To register or not, revisited: could there be a third way?

EMagine B2B Blog

Tags: B2B Web Strategy Converting Lead generation

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.

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.

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, BtoBbloggers.com. Online visibility, lead generation and brand-building are all important.

SEM 24

Top 10 Triggered B2B Email Marketing Campaigns

Anything Goes Marketing

One of the themes for marketers in 2009 is “doing more with less”. While some marketing teams are facing cut backs and spending freezes or reductions, they still need to hit their goals which may include generating X number of leads, Y amount of influenced pipeline and/or Z amount of influenced sales. A key part of “doing more with less” is automating your email marketing campaigns.

How To Build a Lead Nurturing Culture Part I

Anything Goes Marketing

There are many similarities between the concepts that Jim Collins discussed in his book and lead nurturing. Lead nurturing can mean many different things to may different people. There is no question that lead nurturing has been a proven tactic for B2B marketers. Why are we seeing some companies exceed at lead nurturing over other similar companies? Chad H.

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.

SEO, Meta Descriptions, Content, and Generating Leads

NuSpark

They may be great technicians, but we need help when it comes to writing compelling content that drives leads.  I am NuSpark Marketing’s chief SEO strategist, but I rely on the NuSpark content team to review my content recommendations and implement content within the SEO framework.  An example of our SEO and content director integration is when writing meta tags and meta descriptions.

SEO 107

Sacramento marketing consulting company | B2B marketing consulting specialists | Business Communications Group

delicious b2bmarketing

We help you generate more and better sales leads by integrating inbound internet marketing components such as Web , search , and social media , along with email marketing , PR, and marketing materials in a closed-loop measurement system that delivers business results. Home News Contact Services Marketing ROI Case Studies Company B2B Resources Blog Business to business marketing to accelerate your sales Business Communications Group is the only Sacramento marketing consulting company specializing in business to business (B2B) marketing services. In a competitive process, they stood out."

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 23

How to Make Your B2B Website More Buyer-Centric

Savvy B2B Marketing

Fast SEO Fixes You Can Do to Your Website Today Are You Losing Leads? Recently, I've been spending a lot of time evaluating and writing web copy for clients. Not only have I discovered that I really love this type of work, but I am also seeing common trends of what websites do well and where they could do better. ") Is it written a way so your readers really understand what you do?

Ebooks and White Papers: A Complementary Pair

Savvy B2B Marketing

At the end of the day, your decision to require registration lies more with your objectives (do you need to build a list and nurture leads?) And, according to the 2009 TechTarget Media Consumption Report , white papers and ebooks are also both popular in the awareness and consideration phases of the buying cycle. I have been thinking a lot about ebooks lately.

Paper 21

Ebooks and White Papers: A Complementary Pair

Savvy B2B Marketing

At the end of the day, your decision to require registration lies more with your objectives (do you need to build a list and nurture leads?) And, according to the 2009 TechTarget Media Consumption Report , white papers and ebooks are also both popular in the awareness and consideration phases of the buying cycle. I have been thinking a lot about ebooks lately.

Paper 21

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?