Remove Analytics Remove Customer Remove Generation Remove Sales Lead

Trending Sources

My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

Modern B2B Marketing

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. Some of these best practices include common definitions for a qualified lead between marketing and sales; lead scoring to identify suspected quality leads; a strong lead management process to manage the handoffs; and the use of marketing automation to power the whole thing.

New Chapter for the B2B Lead Blog

B2B Lead Generation Blog

You may have noticed the B2B Lead Blog has a new look. Over the next few months, I’ll be starting a business and working on my next book, a sequel to  Lead Generation for the Complex Sale. Back when I started this blog in 2003, I couldn’t find any place where people were sharing ideas related to lead generation and the complex sale.

Lead 87

Realizing the Promise of Marketing Technology – ITSMA sales lead generation meeting in NYC

Fearless Competitor

Buffer I recently had the pleasure of attending the ITSMA lunch briefing in NYC, where they discussed the sales lead generation topic “Realizing the Promise of Marketing Technology.” Thanks to President Dave Munn for inviting Jeff Ogden of the sales lead generation company Find New Customer s to the event. Photo below.).

A Conversation with Shawn Naggiar About Sales, Lead Generation, and Marketing Automation

Marketing Action

Monique Torres: We know that lead generation and qualification continues to be a number-one concern for all marketers, regardless of the size of their company or the industry they’re in. And then the sales and marketing organization has the ability to segment these prospects by their behaviors, whether it be by lead scoring or a straight behavioral segmentation.

Marketing 101: How to get started in lead generation

B2B Lead Generation Blog

Tweet I was recently reading your blog “ Lead Generation: Who knows the customer better – Marketing or Sales? 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? Experienced lead gen marketers reading this: What did I overlook?

Is Your Business Ready for Predictive Lead Scoring?


Perhaps your sales team is losing confidence in your current lead scoring method because they’re not seeing conversions, or maybe you’re launching a new product and are evaluating how to create the most effective demand generation program so your team can hit the ground running. Then, compare the teams’ conversion rates and lead quality to gauge actual lift.

13 Tried-and-True Lead Generation Ideas (And the Numbers Behind Them)


Filling the top of your sales funnel with leads is tough -- especially when you're relying on traditional methods. So what if I told you that you could still reach your leads quota using methods that actually add value to your prospect's day? This utopia of lead generation is, in fact, a possibility. video plays and 3,946 leads. 3) Create a quiz. Intrigued?

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)


Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. This topic is of such importance, I reached out to fellow industry leaders and asked them to share their outlook on lead nurturing programs (and processes) and what to expect in the coming year. His lead nurturing program did precisely that. It’s 2015. Voice nurturing!

Panning For Gold: Capturing the Sales Leads You Really Want

Modern B2B Marketing

Marketers need to be able to quickly sift through incoming leads, identify those ready for sales, and have a plan in place to nurture the rest. Also, marketers need to evaluate which techniques are producing the highest quality sales leads so they will know where to continue panning. Source to Lead Score: Some sources can drive top-of-funnel leads (good!


B2B Online Video Marketing; Planning to Execution Best Practices for Lead Generation


Like any content development plan, you first need to define what your customer’s pain points are before scripting your video. Videos capture attention of your prospects, and if produced right, hold their attention, which can lead to increased engagement and conversion. Video and the Sales Funnel. Determine goals:  sales; leads; brand building; product demonstration; education.

The 2 Things You Must Nail For Lead-Generating B2B Content

The Forward Observer

Are you overwhelmed with the complexity of creating B2B marketing content that generates leads? Studies show that 60% of the B2B sales cycle is over before a prospect first talks to a salesperson ( Corporate Executive Board ). Now the customer has the power to get nearly all the information they want before finally speaking to a sales person. The linchpins.

Infer Grows Predictive Scoring Customer Base by 150 Percent Quarter-Over-Quarter


Press Release : Hyper-Growth Companies Leverage Infer to Power Data-Driven Sales and Marketing. Infer Inc., a leading provider of predictive applications that help companies win more customers, today announced a 150 percent increase in its customer base over the past quarter. About Infer. News & Announcements Press

16 Proven Ways to Get Better Opportunities Now (Part 1)

B2B Lead Generation Blog

When I’ve talked with marketers about their b2b lead generation results, I’ve heard statements like, “We’re generating a ton of leads, but they aren’t converting” or “We need to increase lead quantity” or “We need to generate more qualified leads.”. In this post, I’ll share proven ways get better opportunities from your lead generation. Because

9 Ways to Make Your Marketing Analytics Actionable


Tracking your marketing analytics can provide a ton of great insight into the performance of your marketing initiatives, show your boss how marketing is faring, and help you to prove that inbound marketing is really paying off. But that's only a small piece of why analytics are valuable. In fact, the true value of your analytics is what you can do with them. Have you ever?

12 Marketing-Takeways from the B2B Marketing Manifesto

Fearless Competitor

B2B Demand Generation | 12 Marketing Take-Aways. Writing articles for other blogs generates tons of good things, like traffic, backlinks Googlejuice. This is why Find New Customers also writes for, PostclickMarketingBlog, CustomerCollective, blogs for Marketo, Eloqua, Hubspot, etc.). Set up analytics first. Think of what you will want to track so you can include it in Google Analytics. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Be very specific. Create spin-offs.

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

B2B Lead Generation Blog

Some people say I’m an expert in B2B lead generation because I wrote a book on it, but you know what? I am astonished by what I didn’t know then compared to what I know today. This past year has been especially illuminating thanks to the brilliance of smart marketers who are expanding and perfecting the lead-generation concepts I wrote about years ago.

Sales Alignment: Put Theory Into Practice

Marketing Action

Sales alignment” began as an interesting concept. Theory: Develop a strategy across the entire sales and marketing funnel. Firstly, make sure representatives from both marketing and sales are present. Theory: Produce content across the sales and marketing cycle. Theory: Have a well-defined process for lead management and internal team management. Or does it?

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Generation Blog

recently did an interview on with Jim Obermayer founder of Sales Lead Management Association and Funnel Media Group. In the interview, we talk a little shop about the fundamentals of account based marketing, what’s new (and unchanged) in the world of the complex sale, and how empathy marketing is the way forward. Was it re-engaging past leads? Break].

The Definitive Guide to Marketing Metrics by Marketo

Fearless Competitor

B2B Demand Generation | Marketing Metrics. According to The Lenskold Group (Good friends of Find New Customers , by the way), the largest majority of marketers (44%) cannot answer that question. Rock-solid marketing metrics on key measures that drive revenue results, such as (What percentage of marketing source leads closed? What does a business need to answer that question?

Emergence of Demand Generation Role Drastically Alters Marketing Landscape

Fearless Competitor

Earlier today we shared the ugly state of B2B sales and the unfortunate lot of most B2B salespeople. He discusses the growing importance of demand generation in companies today and how that new role is continuing to evolve into a “revenue marketer&# role. We also invite you to learn more about demand generation at this earlier blog post: 3 Superb Ways to Learn B2B demand generation. _. Emergence of Demand Generation Role Drastically Alters Marketing Landscape. Generating more (and better) leads for sales is the most important role of the demand gen team.

New Relic Wins 2016 Demand Program of the Year


It’s always exciting when one of the outstanding predictive innovators in the Infer customer community is recognized for their forward-looking approach. This impressive achievement celebrates their success using predictive analytics over the past four years to create demand for New Relic’s software analytics products. Increased conversion performance by 9.6X for top leads.

Is it Time to Change the Universal Definition of a Lead?


So do we need to revisit the universal definition of a lead in the world of sales and marketing? Here’s What HAS Changed with B2B Lead Generation: Building volume at the top of the funnel is easier. Social media allows organizations to make their brands very interesting and uniquely personal for prospects and customers. Has this changed? Let’s discuss this….

Marketing as a Revenue Engine

Fearless Competitor

B2B Lead Generation : Is Marketing Really a Revenue Engine? Steve Woods , CTO and Co-Founder of Eloqua leads a panel discussion at Dreamforce. The crux of the discussion: Where do we invest a dollar to generate revenue? Hey, Franklin Rios of InfoGroup , who leads the Fortune 1000 sales team, you ought to watch this.). Quality sales leads matter.

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

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! This is where lead nurturing fits in. agree. Is this worth doing?

What Happens When You Turn Curated Customer Data into Intellectual Property?

Sales Intelligence View

While most marketers know that producing adequate sales leads requires thorough data collection and analysis, they must also be mindful of each target account ‘s current business situation (which can change almost daily). If you view IP as the sum of a company’s research, knowledge, patents, processes and the like, then you really should add sales knowledge to your list.

The 100 Year History Lesson On Marketing Operations and MarTech


While the goal and mindset were set in places decades ago, marketers dealt with technological challenges in closing the loop between initial impression and sales. Before point of sales systems and databases, marketers used “bingo cards” (i.e. Marketers could now segment their audiences and track sales. pipeline marketing demand generation marketing operations

CPL 75

The B2B Marketing Manifesto by Velocity Partners

Fearless Competitor

One big change is in measurement and analytics. The six staples in the marketers arsenal are content marketing, analytics, testing, lead nurturing, search, not just bog standard on page SEO, and community – marketers need to engage with the community. Mobile for B2B should be about utility, and helping their prospects and customers to do things better. For

5 Ways Sales Will Continue To Evolve

Modern B2B Marketing

by Bill Binch B2B companies don’t have the same luxury that businesses had in former years, when sales controlled consumer behavior. Now the digital marketplace has put the buyer in the driver’s seat and some sales forces behind the eight ball to keep up with consumer habits. As we venture into a new year, we’ll continue to see dramatic changes in the ways sales teams operate. 

B2B Lead Generation Blog: Improve your online sales lead tracking

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Use a Web analytics tool to monitor your Web visitors. 3.

Don’t Underestimate Industrial Marketing’s Contribution to Sales

Industrial Marketing Today

The more I talk to manufacturers and industrial companies, the more I’m convinced that RFQs and sales conversations are all that matter to them. I get it that industrial marketing must be held accountable and I firmly believe that it should make a direct contribution to growing sales and revenues. However, ignoring industrial marketing’s role in creating sales opportunities is a fallacy in my opinion. See Manufacturers Need Lead Management to Close the RFQ Gap ). They are accustomed to customers calling them for RFQs/RFPs. Marketing keeps you in sales.”

B2B Lead Blog Starts a New chapter

B2B Lead Generation Blog

You may have noticed the B2B Lead Blog has a new look. Over the next few months, I’ll launch my new company and while I work on my next book, a sequel to  Lead Generation for the Complex Sale. Back when I started this blog in 2003, I couldn’t find resources and practical ideas related to lead generation for complex sale. Image credit: PhotoDune.

A simple strategy to convert blog visitors into sales leads

grow - Practical Marketing Solutions

But one thing that rarely comes up is how B2B blogs help businesses convert readers and traffic into sales. If you’ve drunk the business blogging Kool-Aid and worked hard over time to build a strong, vocal community on your blog you might well find that repeat visitors don’t convert into sales. Google Analytics tells us this, but so do our customers when we ask them.

You talking to me? 6 Tips for Channeling Voice of Customer to Boost Content and Social Media Marketing Efforts

WindMill Networking

In previous posts I have talked about the importance of producing content that grabs the attention of your customers and prospects and engages them or inspires action.  How do you speak in the language of the customer, connect with their concerns and choose topics that are of greatest interest? But how does one do this in practice?  They might not always be the most obvious words. 

How to Use Quizzes to Ramp Up Your Lead Database

Modern B2B Marketing

Author: Josh Haynam How do you capture the attention of a demand generation marketer? Tell them you have a new way of generating quality leads! They are visual, fun to take, and can be a great lead generation tool. This blog will help you learn more about this lead generation strategy and how you can create engaging quizzes : Step One: Create a Captivating Quiz.

5 Reasons to Outsource Marketing Today

Fearless Competitor

Should you reach out to outside firms for marketing help, like Bulldog Solutions , PointClear , AcquireB2B or Find New Customers ? And most are doing a poor job with marketing analytics – as what gets measured gets done. Frankly, the way companies struggle with social media measurement and analytics points to the need to reach out to outside experts as well.

POS 31

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

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! If you dont have a analytics tool already, you should check it out.

Joint Forrester, ITSMA, and VisionEdge Marketing Survey Finds Marketers are Operationally Proficient but Strategically Stalled

Fearless Competitor

Editor’s Note: Laura Patterson  (click name to follow Laura on Twitter) of VisionEdge Marketing is a good friend of Jeff Ogden of  Find New Customers and a past guest on Marketing Made Simple TV too. Find New Customers is also a member of ITSMA. You can also sign up for free bi-weekly market tips from Find New Customers here. Failing – 35%. What do you think?

An Act-On Conversation: Jay McBain and Atri Chatterjee Discuss Best Practices in Channel Marketing Communications (35 Types of Media Required)

Marketing Action

Jay spent almost 20 years in various executive sales, marketing and strategy roles within IBM and Lenovo. And he told us how to build a channel and how sales and marketing can work together to maximize the opportunity through the channel. What sort of things should they be looking at as the leading indicators of doing things successfully? JAY : Well thank you, Atri. Here’s how.

5 Power Players You Need On Your Lead Management Team

Marketing Action

If you could diagram the complexity of modern marketing and sales operations the intersecting lines of software, social, content, design, email and data would turn into a morass of cross hatching. Sales is no longer cold calling. Think of the sales lead process as a five-step system: Attract : Content and SEO are the magnets here. But there’s good reason for that.

Best Email Marketing Tips, Tactics and Metrics of 2010


It’s direct, cost-efficient, and, done properly, still an effective channel for lead generation, nurturing and sales. For example, Helen Leggatt reports that “the inclusion of social media sharing buttons in email generated click-through rates around 30% higher than email sent with no sharing options.&#. How can you grow the size of your email marketing list?