B2B Lead Generation Blog

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New Chapter for the B2B Lead Blog

B2B Lead Generation Blog

believe the future of marketing and sales will include machine learning, predictive data analytics, self-optimizing systems and marketing automation technology not yet invented. You may have noticed the B2B Lead Blog has a new look. Image credit: PhotoDune. That’s because it’s my personal blog again. What does this mean to you? That was 13-years ago and so much has changed.

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Marketing Analytics: 3 steps to help Sales and Marketing improve productivity

B2B Lead Generation Blog

Tweet According to MarketingSherpa’s just-released 2013 Analytics Benchmark Report , only 37% of respondents said they routinely used analytics for their marketing planning. Lead Generation lead generation leads marketing analytics marketing automation universal lead definitionShe is able to: Track every penny of her marketing investment and its business impact.

How to Put the Customer First in Lead Generation

B2B Lead Generation Blog

As marketers, we have more ways to observe our customers behavior and can leverage tools like marketing automation, Web analytics and CRM systems to help us manage all this complexity. Tweet Putting customers first in lead generation. That missing piece is customer empathy. We can get so caught up in our systems, tools and investments that we lose sight of empathy. You might also like.

Best B2B Lead Posts in 2014: Lead generation, lead nurturing and content marketing

B2B Lead Generation Blog

When you’re in the trenches, it’s easy to get caught up in marketing acronyms, data and analytics. Tweet The holiday season is always a time of reflection for what we have and what we have accomplished over the past year. However, it is also a time to reflect on all we have learned that can help us improve the blank slate that is 2015. Topic #1 — Lead generation is king.

Content Methodology: A Best Practices Report

Use web analytics to examine which channels. Which content analytics tools do you have in place to measure the effectiveness of. resources Blog, social, email Google Analytics, biannual. editor) Blog, social, email, paid distribution Google Analytics, engagement. depth analytics, conversion. on social Google Analytics, engagement. Content. Definition II.

Marketing Automation: Lessons from 4 case studies

B2B Lead Generation Blog

From there, Crain’s implemented lead scoring, and even utilized analytics coming from marketing automation to influence the ongoing marketing strategy. Tweet Marketing automation technology has become an indispensable tool in the complex sale marketer’s arsenal. Lead generation, lead nurturing and determining the time for the handoff to Sales would be extremely difficult without that technology. Add lead scoring and tracking through that final conversion to sale and the task is flat out impossible without automation. Scalability. Integration with the new CRM system. Results?

B2B Social Media Marketing: Focus on leads, not likes

B2B Lead Generation Blog

Kelly advises using Custom URL Parameters through Google Analytics, a free service, to track how customers came to that landing page. Tweet It’s time to generate revenue. Do you know where your social media is contributing? Unless you can provide an unequivocal “yes” and the figures to prove it, keep reading. They reveal their top tips to help you do the same. How many people converted.

Lead Generation: 81% of marketers use email marketing

B2B Lead Generation Blog

Early analytics from the site shows a significant improvement in traffic and time spent on the site. Tweet We surveyed 1,915 marketers for the 2012 MarketingSherpa Lead Generation Benchmark Report , and asked them about their most widely used lead gen practices. Here is what the data says…. Q. Which of the following lead generation tactics does your organization currently use? part 4.

B2B Public Relations: 7 tactics to pull more leads into the funnel

B2B Lead Generation Blog

good way to learn where your clients are coming from is to talk with whoever manages your website analytics, she notes. They’re going to have the analytics on every webpage to tell you how people are getting there,” she explains. Tweet If your organization’s marketing and public relations teams aren’t working hand in glove, you’re missing a key lead generation opportunity.

Study: How Much of Your Content Marketing Is Effective?

include time, money, and analytics. can open access to the necessary analytic tools and resources, and the right analytics help content marketers devote their time. likely need some of the resources afforded to those best-in-class brands—a stable supply of time, money, and analytics that take the guesswork out of their jobs. Copyright © 2015 Contently. Introduction 4 II.

Intro to Lead Generation: How to determine if a lead is qualified

B2B Lead Generation Blog

Behavioral analytics and lead scoring. Lead scoring (most effective when combined with behavioral analytics) is a more thorough, and therefore more complex, way of determining a qualified lead. The benefit of including behavioral analytics is that you can use the prospect’s actions to help qualify them. Predictive analytics. It has been very useful for me. Firmographics.

How Dissatisfied CEOs Push Marketers into the Future

B2B Lead Generation Blog

This is probably why doing a better job of acting on data to improve marketing performance is the goal of 66% of the 1,260 marketers surveyed as part of MarketingSherpa’s 2013 Marketing Analytics Benchmark Report. Marketing Data: Using predictive analytics to make sense of big data. Tweet I feel very fortunate to work with some of the world’s most progressive marketers.  More revenue.

Marketing 101: How to get started in lead generation

B2B Lead Generation Blog

Web Analytics: 3 basic insights to get you started. Tweet I was recently reading your blog “ Lead Generation: Who knows the customer better – Marketing or Sales? “ on b2bleadblog.com. It’s been really fascinating to me to try and figure all this sales and qualifying a lead thing out. I’ve been employed to do a tough task in a small composite company that doesn’t have the finances to employ specialists. Do you have any advice or books on how to effectively get leads and qualify them and the processes involved in doing so? That was a wake-up call for me.

Lead Generation: 2 questions every marketer should ask themselves about prospect motivation

B2B Lead Generation Blog

For example, if your visitors are coming from an ad on a blog specifically about a review of analytics platforms, they are most likely perusing analytics platforms or some other relative software to try and find the right one. Tweet The most important factor to keep in mind when creating your landing page is your prospects’ motivation. Highly motivated prospects can make for highly motivated leads if your landing pages deliver the right message to the right prospect at the right time. However, it’s the prospects who are not highly motivated that you need to worry about.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

approval workflows, email automation, analytics. for more sophisticated engagement analytics like. marketers think about analytics in relation to ROI. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. 2016 STAFFING, MEASUREMENT, AND. Introduction II. Methodology III. Key Findings IV. Results and Analysis V. But in 2015, a.

B2B Digital Marketing: How Volvo Construction drove site visits through its email campaigns

B2B Lead Generation Blog

It also needed to contain dynamic content and interactive functionality the customers appreciated, as well as analytics the company could use. Tweet When John Johnston, Director of Digital Marketing, began his journey at Volvo Construction, he knew things had to be completely rebuilt, starting with the website and branching out into everything else.

2013 Year in Review: Top 6 focus areas for B2B marketers this year

B2B Lead Generation Blog

Behavioral analytics and lead scoring. Predictive analytics. Tweet As the holiday season quickly approaches an end, and marketers prepare to make 2014 their best year yet, we pulled together the top blog posts on the B2B Lead Roundtable Blog to share the most popular topics, chosen by marketers just like you. In 2012, the top focus for B2B marketers was understanding and leveraging social media. With the quickly evolving nature of this medium, it is no surprise it was also the top category marketers wanted to learn more about in 2013. Topic #1. Anna Lee (@annaleenyc) May 6, 2013.

Sales and Marketing: The technology behind CRM

B2B Lead Generation Blog

Providing performance tracking and analytics on campaigns. Tweet Customer relationship management (CRM) is defined a number of different ways. However, the most expansive definition takes a total end-to-end look at every interaction a person has with a company from simply becoming aware of the company at the very top of the sales funnel, all the way through customer service contact after the final conversion to a closed deal. At the same time, the real engine driving CRM and keeping prospects moving through the sales funnel is technology. Marketing, Sales (and IT) alignment.

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Now, Go and Do: Create standardized, well-understood metrics for your organization

B2B Lead Generation Blog

Tweet Last week’s MarketingSherpa Email Newsletter case study – Marketing Analytics: How a drip email campaign transformed National Instruments’ data management – covered an issue that affects many marketers in the digital marketing world: drowning in data that is potentially inaccurate. Analytics: How metrics can help your inner marketing detective [More from the blogs]. Marketing Analytics: 4 tips for productive conversations with your data analyst [More from the blogs]. Marketing Analytics: 20% of marketers lack data [More from the blogs]. Communication is key.

Definitive Guide to Planning a New Content Initiative

We’ve covered this topic before and a quick check of our analytics found that 80%. analytics platforms and look for the pages or posts that have generated the most traffic. Or perhaps it just needs a simple Google Analytics. THE DEFINITIVE GUIDE 34 Web-Based Content If your new content initiative will live on a website, Google Analytics is your best friend. the “what”.

Taking B2B Marketing Mobile: The Pitfalls and Payback

B2B Lead Generation Blog

She will expand on these thoughts with panelists Nick Fuller, Director of Strategy & Analytics, eDialog; Josh Herman, Vice President of Product Strategy, Acxiom Corporation; Kate Williams, Consultant to T-Mobile, and R.J. There’s an immediacy to mobile that captures an audience as they move through their day, especially busy executives. Talyor, Director of Product Marketing, ExactTarget.

Lead Nurturing: Market to personality and behavior, not job title

B2B Lead Generation Blog

How analytical/detail-oriented? ? Now, since we know the decision maker is assertive, let’s say he is also somewhat analytical and highly objective, only considering the bottom line. Tweet In my most recent research project, the MarketingSherpa 2012 Executive Guide to Marketing Personnel , we identified key behavioral and motivational differences between marketing specialists. Much of what we learned applies beyond HR and can improve your lead nurturing and sales efforts. The key to navigating your way to a sales-ready lead is navigating through individual personalities. little.

Marketing Optimization: 3 steps to gain C-suite buy-in

B2B Lead Generation Blog

Analytics and Testing: 3 tips to optimize your testing efforts. Tweet A few months ago in my blog post, “ How Dissatisfied CEOs Push Marketers into the Future ,” I responded to an article reporting that one in five CEOs believe marketers: Provide a return on investment. Have “solid influence” within their organizations. Are candidates for senior management. These marketers have the respect of the C-suite because they connect their efforts to what their leadership wants most: More leads. More sales. Shortened time to revenue. Reduced marketing-to-sales expense. Think that’s too small?

3 Principles for Effective Teleprospecting that Drove an 839% Increase in Leads

B2B Lead Generation Blog

With the use of analytics in the marketing world growing, there is a ton of data supporting methods and ways to optimize. When I first started teleprospecting with MECLABS (publisher of the B2B Lead Roundtable Blog), I was unsuccessful, to say the least. I was unaware of the real goal of the call, lacked an effective strategy, and was generally unprepared. After about 900 calls, my results were disappointing — I only had one lead! Since I was unsuccessful, I lacked confidence in my ability, and that feeling came through on each call. That was an 839% improvement. Build a relationship.

Marketing Optimization Toolkit: The Science behind Marketing Analytics

Marketers are well-versed in the art and science of optimization

From a Challenging Marketing Past to the Most Promising Marketing Future: Top Takeaways from the 2011 B2B Roundtable Webinars

B2B Lead Generation Blog

In April , John Johnston, eBusiness Marketing Manager for Volvo North America, outlined how he streamlined, integrated and automated lead generation for a marketing program for 20 different heavy construction segments for dealers in 125 countries. “We took online marketing activities, leveraged their analytics and optimized – measure, take action and repeat. 65% haven’t nurtured leads.

Can a social media strategy boost your lead generation efforts?

B2B Lead Generation Blog

He uses Google Analytics to track website traffic by copying and pasting Javascript code into the blog page header and then every page on his site is tracked. came across a blog this weekend that reinforced my thoughts. This post, written by Christian Fea , CEO of Synertegic, Inc., started off with a this statistic that he found on compete.com: Twitter had around 3 million people visiting the site in 2008, and it grew 640% between November 2007 and November 2008. Ok, so how do we harness all of social media’s potential and use it to build a lead generation system? Tracking your results.

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

B2B Lead Generation Blog

« B2B Lead Generation Blog Adds FeedBlitz for Email Notification | Main | Google Makes Web Analytics Free but will it help your lead generation? B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 agree. This is where lead nurturing fits in.

B2B Lead Blog Starts a New chapter

B2B Lead Generation Blog

The future of marketing and sales will include more technology like machine learning, predictive data analytics, and self-optimizing systems. You may have noticed the B2B Lead Blog has a new look. Image credit: PhotoDune. That’s because it’s my personal blog again. What Does This Mean to Readers? It means I’ll continue to share ideas, strategies, and approaches as I learn.

B2B Marketing Trends for 2016

Embrace new technology: tools like predictive analytics and "marketing stacks" hold great promise but need to be better utilized. B2B Marketing Trends for 2016 28 Embrace New Technology Use Data to Plan Ahead, Not Just Assess Past Activities Thirty percent of B2B marketers use data analytics to evaluate prior. leaders expected to use predictive analytics in the next year, B2B.

Web Analytics for B2B Lead Generation

B2B Lead Generation Blog

So the challenge is connecting our website data (analytics), with marketing data (inquiries and leads) with the sales process and revenue (closing the loop). came across Manoj Jasra post, " B2B Web Analytics: Deeper Dive - Web Analytics World " and thought it was relevant to share. Here are some posts that give more suggestions on analytics. In the complex sale, the length of the buying cycle makes the connection between on-the-web activity and the off-line decision to purchase much more difficult to trace. If so, what's been working for you

B2B Lead Generation Blog: Google Makes Web Analytics Free but will it help your lead generation?

B2B Lead Generation Blog

« Winning the Complex Sales Cycle with Thought leading Content | Main | Embattled CMOs share strategies to improve marketing influence » Google Makes Web Analytics Free but will it help your lead generation? Google (web) Analytics is now free for websites that have less than 5-million page views. If you dont have a analytics tool already, you should check it out.

B2B Lead Generation Blog: On Alignment between Marketing and Finance

B2B Lead Generation Blog

Her article summarizes some new research by the Association of National Advertisers in conjunction with Marketing Management Analytics. Her article summarizes some new research by the Association of National Advertisers in conjunction with Marketing Management Analytics. B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book.

Podcast: Unconventional strategies to reach more clients

B2B Lead Generation Blog

We're not prepping right for the analytical part of the interview. So, you've put a lot of effort into your lead generation process, and you have a great lead in your hand. Now, what can you do to improve your probability of making a profitable sale from it? And I had the opportunity to interview Michael recently to discuss his new book. Michael's new book focuses on ways to make the most of those meetings and appointments in order to improve your chances of making a profitable sale. When to walk away from a lead. We’re not always using our time and resources wisely.

B2B Marketing Trends for 2016

Embrace new technology: tools like predictive analytics and "marketing stacks" hold great promise but need to be better utilized. B2B Marketing Trends for 2016 28 Embrace New Technology Use Data to Plan Ahead, Not Just Assess Past Activities Thirty percent of B2B marketers use data analytics to evaluate prior. leaders expected to use predictive analytics in the next year, B2B.

Lead generation metrics should emphasize opportunities not just leads

B2B Lead Generation Blog

In order to generate leads marketers have to know how to use the analytics. I was asked to write a response to this question, "In what ways have metrics evolved with the increase in digital B2B marketing? Suggest one ROI metric that you have found to be very effective.". Read ClickInsights: What ROI metric should B2B marketers use in this digital marketing era? Here's my response. The use of the Internet, mobile and other interactive channels has certainly increased the number of leads marketers receive today. This increase, however, causes many marketers to focus on the wrong metrics.