B2B Lead Generation Blog

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Tips on how to use LinkedIn for Better Lead Generation

B2B Lead Generation Blog

knew this was big, but I didn’t know how to use it until around 2010 when I found a couple of people who were successfully using LinkedIn to generate leads, but they were focused on internet marketers and solo-preneurs. Have you ever wondered about how can you use LinkedIn for better lead generation and business. development? Brian: What inspired you to do your work with LinkedIn?

Want a Bigger Marketing Budget? Send Less Leads to Sales

B2B Lead Generation Blog

If your 2011 marketing budget is tighter than you want it to be, trying giving sales less leads. According to Marketing Sherpa’s just-released 2011 B2B Marketing Benchmark Report , a whopping 80 percent of the 935 respondents said they pass unqualified leads along to sales. That’s a costly mistake. Let me explain why: For every 100 raw leads, only 4 to 7 are ready to buy.

Lead Gen Tactics from 4 MarketingSherpa Case Studies

B2B Lead Generation Blog

150% increase in lead generation from 2010 to 2011. Tweet Our sister publication, MarketingSherpa, publishes three weekly newsletter case studies, and in the B2B beat in particular, those weekly articles routinely feature a story covering marketers tackling lead generation for the complex sale. For this B2B Lead Roundtable Blog post, I want to offer four of those case studies published over the last couple of years addressing that very topic. If you only have a few minutes, this post provides highlights from each case study. What were the results? 1,500% ROI on SEO in 2011.

B2B Marketing: 3 reasons for adopting video content into your marketing mix

B2B Lead Generation Blog

from 2010 to 2016. Tweet Using online video advertising as another channel to support your lead generation efforts can help you craft a global audience of potential leads. Digital video can help keep your brand top-of-mind when it’s time for a purchase decision – if you create content designed for sharing versus selling. Reason #1. The digital video audience is growing. Reason #2. Reason #3.

Gamification: How Siemens got 23,000 engineers to learn about its brand

B2B Lead Generation Blog

Back in 2010, Siemens Industry’s communications team was challenged to do the following: Build brand awareness. Tweet Siemens Industry , Inc., is proving that engineers just wanna have fun. And it’s filling the sales pipeline in the process. In March of 2011, the Siemens team launched Plantville. This online game simulates the experience of being a plant manager. Players are challenged to maintain operation of their plant while improving productivity, efficiency and facility health. That means at almost any time of the day someone somewhere is playing Plantville. Test extensively.

Email Marketing: Where’s the Innovation?

B2B Lead Generation Blog

Yet they claim its effectiveness dropped from 40 to 26 percent from 2010 to 2011. Tweet I always look forward to the announcement of the MarketingSherpa Email Marketing Award winners; they’re a great source of inspiration. In fact, just couple of weeks ago I wrote about how the B2B Best in Show Winner’s unexpected email approach grew its subscriber base by millions.

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Marketers Deserve Attention Too

B2B Lead Generation Blog

It shares the best thoughts, ideas, anecdotes and takeaways from marketers in 2010. Have you had some great marketing successes this year? Then you’ll want to let my colleagues at MarketingSherpa know. They’re compiling their ninth annual MarketingSherpa 2011 Wisdom Report. In fact, even if you've had disappointments, and are willing to share, they’d like to hear from you as well. After all, failure is often the best teacher. Tell us, what are some of the best lessons you learned this year? That effort deserves attention.

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

B2B Lead Generation Blog

Use these timestamps to jump to key points fast. 8:20 – Jen compares B2B Benchmark Report responses between 2009, 2010 and 2011. Tweet Warning: If you watch only the first few minutes of this webinar, you might get discouraged about the state of marketing today. But their other responses point to what’s causing this. What does this mean? View Slides on Slideshare. Both are interdependent.

The New Marketing World: Conversations not Campaigns

B2B Lead Generation Blog

In just a couple of days, I’ll be in Barcelona speaking at the Cisco Partner Velocity Conference. To say I’m looking forward to this opportunity is an understatement. I’m honored to be asked to share my insights with their channel partners from around the world. And I can’t wait to hear firsthand the challenges and opportunities these marketers are dealing with. The timing of this event couldn’t be better. Marketing is undergoing a remarkable evolution at this moment. The multitude of mediums we can use to speak to our marketplace is revolutionizing how we work.

LinkedIn B2B Lead Generation Roundtable Group Turns One

B2B Lead Generation Blog

Last year, I launched the B2B Lead Gen Roundtable Group on LinkedIn. It started with a simple goal: to create a group to discuss and share ideas that focus on the many aspects of B2B lead generation such as lead nurturing, lead management, teleprospecting, social media and more. We didn’t start the group to become the biggest; we just wanted it to be the best. Amazingly, in less than a year, the group has grown to over 5,062 members with hundreds of discussions and thousands of helpful comments. In fact, Brooke was written about in this post Go for Brooke by Michael Benidt and Sheryl Kay.

Improve Lead Generation: Top Takeaways from MarketingSherpa's B2B Marketing Summit

B2B Lead Generation Blog

If you didn’t get a chance to attend MarketingSherpa's B2B Summit in San Francisco a last week, you missed an excellent opportunity to gain knowledge you could have used right away for better results. I had a great time. For me, what was most valuable was learning and connecting with fellow attendees and hearing about how they’re driving results for their companies. I’m looking forward to gaining even more insight at the B2B Marketing Summit in Boston, October 25-26. If you haven’t signed up for the B2B Summit, I encourage check it out, since they’re offering a special rate saving you $400.

Lead Generation 2.0 Critical Success Factor #9

B2B Lead Generation Blog

Related Resources Methodology 2010 Online Marketing ROI Tour I recently wrote about the 8 critical success factors for lead generation 2.0. The unofficial #9 came into my inbox earlier today – effectiveness. Simply put, make the most of what you have. Its too easy to fall into the trap of selling everything to everybody, or deluding yourself that the reason for more leads isn’t access to endless resources. just got a copy of the MarketingExperiments Quarterly Research Journal. encourage you to check it. Download your free copy here (no registration required).

Top 20 CRM Blogs of 2009

B2B Lead Generation Blog

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. Think Customers: the 1 to 1. Media Blog – Ginger Conlon, Mila D’Antonio, Elizabeth Glagowski and. Jeremy Nedelka. Carfi.

LinkedIn for lead generation - Are You the Missing Link?

B2B Lead Generation Blog

It takes time and commitment, but LinkedIn has become ideal venue to nurture relationships and generate new leads, especially for sales people involved in a complex sale. On that topic, I wrote an guest article for MarketingProfs, titled " 10 Tips for Using LinkedIn to Generate Leads." MarketingProfs decided to make it a "premium article" so it's available only to paid subscribers. You can read some of the ideas I shared in this summary article published by MarketingProfs. Read Are You the Missing Link?

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5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love

B2B Lead Generation Blog

In a recent post I talked about the most important B2B marketing metrics to CEO’s or what I believe CEO’s should be measuring. All too often Marketing is measuring one thing while the CEO’s are asking a question those measurements don’t answer. The biggest challenge for marketers is the quality vs. quantity tug-of-war. think most realize quality leads are what sales wants (and the ones that will close) but the quantity of leads always seems to be top of mind with CEO’s which force marketers switch focus and bring in lots of leads instead of quality leads. What happens next?

100 Tips for Trade Show Lead Generation

B2B Lead Generation Blog

Lead generation remains the top reason most companies exhibit at events and tradeshows. And B2B marketers are constantly looking for ideas they can use to drive more ROI from their events budget. came across this helpful post by Mike Thimmesch on 100 Trade Show Lead Generation Ideas that's worth checking out. The following is a sampling of Thimmesch's tips that I though were useful: 4. Go to fewer trade shows, but put more effort into booth staff preparation and promotions for each remaining show. 6. Track leads to determine and expand in the shows with the best ROI 9. Don't stop the dialog.

8 Critical Success Factors for Lead Generation 2.0

B2B Lead Generation Blog

The single biggest issue for B2B marketers is effective lead generation. wrote an eight part series on building an effective lead generation program a while back. To help readers who missed the series, I pulled all the posts together in order. Ebook: Start With a Lead: Eight CRITICAL Success Factors for Lead Generation. View more presentations from InTouch. I'd appreciate your input, can you think of other critical success factors I’m missing

Is Social Media Really Living Up to Expectations?

B2B Lead Generation Blog

What does surprise me is that of the 2,300 marketers we surveyed at the end of 2010, six percent - 138 - already felt they were producing measurable ROI. Over the holidays, I had some time to really dive into the LinkedIn B2B LeadGen Roundtable discussions. One started by Ann Thornley-Brown , President & CEO, Executive Oasis International, Toronto, caught my attention. She started the discussion in August, yet members continue to provide feedback. Ann wanted to know how happy the group was with the lead generation results of their social media campaigns. she queried. How about you?”.

Most important B2B Marketing Metrics For CEOs

B2B Lead Generation Blog

Today CEOs expect marketers to provide metrics and to be accountable to meeting their numbers just like sales people. They do have a bunch of activity metrics and some squishy metrics like brand recognition. At the same time, most CEOs agree that they aren’t getting enough activity at the top of the sales funnel. Thus their marketers are constantly reminded that more leads are needed.now! When the revenue doesn't immediately materialize, CEOs will lament, why can't I see ROI from marketing? This is what CEOs should be asking?

Need to Know Where to Go for Marketing and Sales Insight? Come to The Blog Tree

B2B Lead Generation Blog

If you’re a follower of marketing and sales blogs beyond just this one, you’ve probably noticed all kinds of blogs and tweets sprouting up today around The Blog Tree , just released by Eloqua and JESS3. And I think the attention is well deserved. Until The Blog Tree. At a glance, you can see the scope of the best content in the marketing and sales blogosphere and how it all works together.

Are Marketers Measuring Their Success or Someone Else’s?

B2B Lead Generation Blog

Everyone’s getting squeezed for ROI. This is nothing new but the pressure is even higher for marketers who are looking at proving their revenue contribution. We've all heard the stories about the accolade-winning marketing campaigns that didn't move the sales needle. CEOs want far more than just awards and pretty brochures. They want proven results. But should they? Image by: j.towbin.

B2B Lead Generation Blog: Podcast: Tradeshow and Event Marketing with Ruth Stevens

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

B2B Lead Generation Blog: Website Landing Pages impact Lead Generation results

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

Is Social Media Really Living Up to Expectations?

B2B Lead Generation Blog

What does surprise me is that of the 2,300 marketers we surveyed at the end of 2010, six percent – 138 – already felt they were producing measurable ROI. Over the holidays, I had some time to really dive into the LinkedIn B2B LeadGen Roundtable discussions. One started by Ann Thornley-Brown , President & CEO, Executive Oasis International, Toronto, caught my attention. She started the discussion in August, yet members continue to provide feedback. Ann wanted to know how happy the group was with the lead generation results of their social media campaigns. she queried.

B2B Lead Generation Blog: Webcast: Closed-Loop Lead Generation & Management

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

B2B Lead Generation Blog: Social Media Pundits Disconnect from B2B Marketing

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0 B2B is more complex.

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B2B Lead Generation Blog: E-mail and the phone have high response rates, DMA report finds

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

B2B Lead Generation Blog: New Book on Corporate Blogging

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

B2B Lead Generation Blog: On building targeted lists for B2B Lead Generation Programs

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

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B2B Lead Generation Blog: Budget Wars: Sales & Finance vs Marketing

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

B2B Lead Generation Blog: Will Writing a Business Book Generate Sales Leads?

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

B2B Lead Generation Blog: Marketing Spend Shifting to Below-the-line

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

B2B Lead Generation Blog: The halo effect and lead generation

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0 The trick?

B2B Lead Generation Blog: Sales and Marketing as a Team: Five Tips to Improve Performance

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

B2B Lead Generation Blog: New Cartoon Series Depicts "Sales Lead Hell"

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0 Get yours here.

B2B Lead Generation Blog: The Lead Generation Advantage for Small Businesses

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0 tend to agree.

B2B Lead Generation Blog: Two new reports on marketing and lead generation

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

B2B Lead Generation Blog: Word-of-mouth marketing gets BtoB people buzzing

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

B2B Lead Generation Blog: Winning the Complex Sales Cycle with Thought leading Content

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0 agree. agree.

B2B Lead Generation Blog: RSS Your Press Room for better search engine visibility

B2B Lead Generation Blog

Recent Posts Learn the New Rules for Selling to Crazy-Busy Prospects BtoB 2010 Lead Generation Guide just published Thoughts on how the human touch impacts marketing performance 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love 100 Tips for Trade Show Lead Generation LinkedIn B2B Lead Generation Roundtable Group Turns One Lead Generation 2.0

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