ViewPoint

AUGUST 14, 2012

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Over the next four weeks we will talk about all of the statistics on the following table, though today we are going to focus on lead rate: Based on over 60,000 completed company dispositions per year (annualized for 2012).

Lead Generation 120

Lead Generation Sales Qualified Leads PointClear Generation 120

markempa

JULY 15, 2013

Tweet To determine the most used lead gen tactics, and map that to their effectiveness and difficulty, we asked the following questions in the MarketingSherpa 2012 Lead Generation Benchmark Report …. Which of the following lead generation tactics does your organization currently use? Be the resource.

Lead Generation 120

Lead Generation Tactics Effectiveness Generation 120

ViewPoint

FEBRUARY 23, 2012

I really enjoyed one of Bob’s recent posts, Six Strategies for B2B Sales and Marketing in 2012 , in which he shares comments from his strategic partner, Hugh Macfarlane, founder and CEO of the B2B marketing consultancy, MathMarketing. Massively shift costs out of your combined Sales and Marketing engine.

Top of Funnel 120

Top of Funnel Marketing & Strategy Marketing Strategy Advertising Agencies 120

NuSpark Consulting

MARCH 17, 2012

The infographic summarizes key data from a variety of research reports covering B2B and technology lead generation, media strategy, and content marketing trends, from initial solution research to lead nurturing. Chief Marketer’s 2012 Business-to-Business Lead Generation Survey: Your Best Prospects.

Lead Generation 100

Lead Generation Trends B2B Marketing BtoB 100

ViewPoint

JANUARY 15, 2013

Given that I run one of the many lead generation companies it will not surprise you to learn that I believe a 3rd party focused on response management, lead generation and qualification and lead nurturing is capable of doing a much better job of those services than you are likely to find inside most companies.

Paid Search Agency 120

Paid Search Agency Lead Generation Work Management Sales Qualified Leads 120

ViewPoint

APRIL 17, 2012

I responded in saying it is a leadership issue and having sales control the lead generation task without hiring someone to do it (which just drives up sales expense) is not the answer. Tony Tissot of eTrigue remarked that lead generation is the responsibility of marketing, but getting the outcomes agreed upon should be the goal.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Marketing Qualified Leads 120

ViewPoint

SEPTEMBER 11, 2012

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. Based on over 60,000 completed company dispositions per year (annualized for 2012). Managing “No Response” dispositions is not an art, it’s a science.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 120

markempa

JUNE 10, 2013

So, in the MarketingSherpa 2012 Lead Generation Benchmark Report , we asked…. Lead Generation Cold calling Content makreting lead generation Lead Nurturing marketing strategy Value Propostion' But email is just one channel for testing value proposition. Select up to three responses.

Lead Generation 120

Lead Generation Cold Calling Lead Scoring Lead Ranking 120

Digital B2B Marketing

DECEMBER 22, 2011

So to claim my status as a blogger and not put my right to use WordPress at risk, here are my 12 serious predictions for B2B marketing in 2012. Video will come into its own for B2B marketers in 2012. Your Turn What are your predictions for 2012 and where do I have it all wrong? Content Marketing 1. Name recognition will rule.

B2B Marketing 100

B2B Marketing Mobile Advertising Paid Search Agency Marketing Automation Services 100

Adobe Experience Cloud Blog

OCTOBER 5, 2012

by Dayna Rothman The Lenskold Group and The Pedowitz Group recently released their 2012 Lead Generation Marketing Effectiveness Study. The study draws on 373 B2B marketers to discuss the practice of lead generation , marketing automation, ROI, and how they are all interrelated. We would love to hear from you!

Lead Generation 48

Lead Generation Lead Scoring Lead Ranking Effectiveness 48

ViewPoint

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

Digital B2B Marketing

DECEMBER 2, 2011

So to claim my status as a blogger and not put my right to use WordPress at risk, here are my 12 serious predictions for B2B marketing in 2012. Video will come into its own for B2B marketers in 2012. Your Turn What are your predictions for 2012 and where do I have it all wrong? Content Marketing 1. Name recognition will rule.

B2B Marketing 100

B2B Marketing Mobile Advertising Paid Search Agency Marketing Automation Services 100

ViewPoint

JULY 10, 2012

It would be cool if we could do both, but as you will see it appears that lead rates are the result of GDP, not the other way around. Here are the results for Q1, 2001 through Q2, 2012: The numbers say the following to me: Leads trend in the direction of GDP. When the GDP is up, the lead rate increases, and vice-versa.

BtoB 120

BtoB PointClear Lead Generation Terms and Conditions 120

markempa

AUGUST 26, 2012

This is apparently not enough to make marketers and sales professionals embrace change and develop a formal lead generation strategy, considering that 75% of marketers still don’t have a formal lead generation process or guidelines according to MarketingSherpa’s 2012 Lead Generation Benchmark Report.

Lead Generation 120

Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

SEPTEMBER 29, 2015

Is ABM the Holy Grail to lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? Today in part 3, we hear from James Obermayer , Executive Director of the Sales Lead Management Association. 50-250 beds.

Account Based Marketing 120

Account Based Marketing Lead Generation Marketing Management ABM 120

Everything Technology Marketing

JANUARY 31, 2012

As every year, I asked the 25,000 marketing professionals in the B2B Technology Marketing Community on LinkedIn about their B2B marketing priorities for 2012. And here are the results: 1 - Integration of social media Social media remains the #1 topic in 2012. What marketing areas are becoming relatively less important in 2012?

Marketing Automation Services 100

Marketing Automation Services B2B Marketing Lead Ranking Marketing Management 100

markempa

JUNE 24, 2012

Unbelievably, most are still sending only raw leads to Sales, and they aren’t making an effort to bring those leads to a place where they’re ready for Sales to bite into. Consider data from a new report released by our sister company MarketingSherpa, the 2012 Lead Generation Benchmark Report (free excerpt at that link).

Lead Generation 120

Lead Generation Top of Funnel Sales Qualified Leads Marketing Qualified Leads 120

markempa

FEBRUARY 4, 2013

Despite ranking below 170 on the World Golf Rankings at the start of 2012, Piercy now holds the 41st spot at the end of the season. After winning the 2012 RBC Canadian Open, Piercy was eligible to participate in the Bridgestone Invitational. It was a smart decision. For KeyedIn, this has paid off in many ways …. Brand exposure.

Lead Generation 120

Lead Generation Lead Scoring Lead Ranking Software 120

NuSpark Consulting

APRIL 13, 2012

Where SEO connects prospects to websites for further research, paid search connects prospects to specific landing pages and microsites, designed specifically for lead generation. This area is one of the most crucial, but often misunderstood elements of lead generation. Paid Search. Now, back to the typewriter. .

Paid Content 100

Paid Content Top of Funnel Marketing Funnels Lead Generation 100

Industrial Marketing Today

JULY 24, 2012

Summer is a good time to look back at what has worked for lead generation and compare yourself with your peers as you plan for the second half of the year. You could use some of these findings to validate your own industrial marketing strategy and/or find some new ideas to fine-tune it for the remainder of 2012.

Lead Generation 60

Lead Generation Tactics Peer-to-peer Generation 60

NuSpark Consulting

FEBRUARY 25, 2012

A sound content marketing plan is critical to the success of your lead generation efforts. Introducing my brand new eBook on content marketing, called The 38 “Let’s Do It” Content Marketing Templates for Lead Generation-The Workbook. If you’re a content marketer, then you know the challenges you face.

Lead Generation 100

Lead Generation Template Top of Funnel Planning 100

markempa

NOVEMBER 19, 2012

Tweet In the MarketingSherpa 2012 Lead Generation Benchmark Report , we asked 1,915 marketers about traffic volume and traffic that converts. Q: Which of the following sources generates the GREATEST VOLUME of traffic coming to your site? Here’s what the data revealed ….

Organic Leads 120

Organic Leads Lead Generation Traffic Peer-to-peer 120

Biznology

SEPTEMBER 26, 2013

a manufacturer in Norwalk CT, relies heavily on exhibiting at trade shows for their lead generation. As you can see from this example, it’s a good idea to match your lead qualification criteria to the way your customers do business. If you get on top of lead qualification, you will be way ahead of your competition.

Lead Qualification 80

Lead Qualification Lead Generation Lead Scoring Lead Ranking 80

Webbiquity

JANUARY 2, 2013

This post, along with 79 Remarkable Social Media Marketing Facts and Statistics for 2012 and 87 More Vital Social Media Marketing Facts and Stats for 2012 previously published here, provide a solid foundation for that understanding. What’s the key to generating more inbound marketing leads? ( Marketing Charts ).

Paid Content 100

Paid Content Stats Social Media Paid Search Agency 100

ViewPoint

JULY 19, 2012

Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group, Technology Group and Training Group. Brian is also CEO of InTouch and author of Lead Generation for the Complex Sale.

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120

Hubspot

JUNE 20, 2017

And it’s one of the most underutilized lead generation tools we marketers have in our quiver. Sure, it has a paid lead capture form, but even without it, organic calls-to-action (CTA) work beautifully. These are Relevance.com conversion rates since November of 2012 for social media channels. How would I know this?

Lead Generation 72

Lead Generation Top of Funnel Generation Leads 72

markempa

OCTOBER 21, 2011

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. 61 percent send leads directly to sales. • Both are interdependent.

Advertising Benchmark 120

Advertising Benchmark Webinar Metrics Marketing Report Top of Funnel 120

markempa

OCTOBER 12, 2011

Jen Doyle, MarketingSherpa Senior Research Manager and Lead Author of the 2012 B2B Marketing Benchmark Report , will reveal key takeaways from this just-released publication, which is based on a survey of marketers from 1,745 B2B organizations. We weren’t surprised by their responses. Tuesday, October 18, 2011. PST, 11 a.m.

Advertising Benchmark 120

Advertising Benchmark Webinar Metrics Marketing Report Peer-to-peer 120

ViewPoint

MAY 3, 2012

The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the success of B2B lead generation investments. In the second post, we looked at elements of a complex sale that impact B2B lead generation costs. Not seeing the forest for the trees.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Ranking Lead Generation 120

NuSpark Consulting

NOVEMBER 16, 2011

So I was reading with some interest the 2012 B2B Marketing Benchmark Report from Marketing Sherpa because I always like to see B2B marketers’ top challenges in their businesses, which not surprisingly, is generating quality leads. 78% of their biggest challenge is generating quality leads. Generate Leads: 46%. .

Paid Search Agency 100

Paid Search Agency Lead Generation Lead Scoring Lead Ranking 100

NuSpark Consulting

APRIL 28, 2012

Now back to analytics and getting ready to measure social media ROI for lead generation. Related Posts: Focus Roundtable Recap: Optimizing Landing Page Conversion Rates A new eBook; Content Marketing Templates for Lead Generation Survey Results: Improving Content Marketing is the #1 Priority for 2012 Lead Generation.

Lead Ranking 100

Lead Ranking Social Media Paid Search Agency Lead Generation 100

markempa

AUGUST 5, 2013

Tweet Content marketing is one of the most effective and widely used lead generation tactics, according to the MarketingSherpa 2012 Lead Generation Benchmark Report. Event Recap: MarketingSherpa B2B Summit 2012. Content Marketing: Your questions on B2B online lead gen, metrics, content from SMEs and more.

Marketing Budget 120

Marketing Budget Lead Gen Paid Search Agency Marketing Management 120

Tomorrow People

OCTOBER 7, 2011

Add to this by investing in specialist knowledge and skills to stay ahead and establish yourself as a leading force in your marketplace. For effective revenue performance management and to get your inbound marketing and your lead generation working truly in sync, you need to apply all the different aspects at the right time.

Work Management 120

Work Management Marketing Management Paid Search Agency Inbound Marketing 120

Adobe Experience Cloud Blog

JANUARY 13, 2012

For B2B marketers, social media marketing ranks seventh in terms of budget importance trailing old-fashioned postal direct mail according to 2012 B2B Marketing Benchmark Report conducted by Marketing Sherpa and sponsored by Marketo. Where is social media marketing fit into your plans for 2012? 1. Weak U.S.

Social Media 48

Social Media Social Marketing Planning Media 48

markempa

FEBRUARY 26, 2012

Most lead-generation marketers are not in crisis, but many could use an orderly process to help combat challenges. I chatted with Jen Doyle, Senior Research Manager at MECLABS, about her work as lead author of the MarketingSherpa 2012 Lead Generation Benchmark Report (coming out this spring). asks Doyle.

Lead Gen 120

Lead Gen Tactics Sales Qualified Leads Trade Show 120

markempa

SEPTEMBER 16, 2013

Tweet “One of the most important things you can do for your sales team is to generate qualified sales,” Kelly Harman, Vice President, Marketing, Carousel Industries, said at B2B Summit 2012. Sales-Marketing Alignment: Marketing-qualified lead lift of 25%, lead rejection reduction of 20% with data-driven marketing strategy.

B2B Sales 120

B2B Sales Lead Gen B2B Marketing Marketing Qualified Leads 120

EMagine B2B Blog

SEPTEMBER 17, 2013

As a B2B lead generator, I am intrigued with Social Media, especially Twitter. As of June 2012 the highest Outreach Level anyone has reached is 12. Our Social Media Strategist here at eMagine gave me the adventurous task of trying out some free Twitter tools. Friend or Follow.

Lead Generation 40

Lead Generation Twitter Lead Scoring Lead Ranking 40