The Point
DECEMBER 16, 2013
Sirius Decisions wrote an insightful article last week about the acquisition by Marketo of Insightera (a Web personalization platform), and included was the following projection: “By 2015, we expect to see 71 percent of b-to-b organizations’ new inquiries coming via the corporate Web site.”. Virtually none. I doubt it.
markempa
JUNE 27, 2006
« Podcast: Interview on the Cullinane & Green Report | Main | Time with Best Selling Author Bryan Eisenberg » The B2B Lead Generation Blog Wins Best B-to-B Marketing Blog in MarketingSherpas Readers Choice Awards Thank you all for voting! I won the best B-to-B Marketing Blog in MarketingSherpas Readers Choice Awards!
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
ViewPoint
JUNE 7, 2016
Maybe the rep simply has a hunch the lead’s not good, or has another subjective reason not to follow up. Jay writes: “A formal lead acceptance process (see Truth 6 in this blog series outlining the importance of having a judicial branch in place) is important in b-to-b demand creation for four reasons: Avoiding lead oblivion.
Biznology
MARCH 23, 2018
The theory is that if you post irresistible content to your website, you’ll rise in search rankings and attract interested buyers to find you. Or tell me to shut up and talk about something else. . Here’s an interesting one. Hubspot preaches inbound marketing as a mantra, right? My conclusion? Like this post? Sign up for our emails here.
ViewPoint
FEBRUARY 24, 2016
From Aberdeen Group: "Tele-prospecting is a valued complement to content marketing and inbound marketing and should be a component of any MQI-to-MQL Nurturing program. In fact, Aberdeen research shows that 60% of leads, on average, still come in through outbound marketing efforts – vs 40% from inbound.".
B2B Marketing Directions
NOVEMBER 29, 2015
The diagram below shows the major elements of a marketing communications plan, which is similar in several ways to the B-to-B Marketing Campaign Framework developed by SiriusDecisions. Demand creation programs are primarily designed to acquire new sales leads and nurture those leads until they are ready to engage with sales reps.
Biznology
JANUARY 6, 2016
Jim Obermayer, founder of the Sales Lead Management Association. I’ve known Jim for years as a consultant and author specializing in lead management—a generally under-appreciated subject that Jim uniquely understood to be a critical success factor in business selling. Japan’s foremost lead generation marketing company.
Expert insights. Personalized for you.
100 
Let's personalize your content