Stories that Sell

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Customer Case Studies: More Effective, Loss Costly

Stories that Sell

In a 2011 survey by TechValidate , 126 B2B marketing and sales professionals weighed in on their challenges and strategies for content marketing. Question : Rate the effectiveness of the following types of content for lead generation. Response : 73% of respondents rated case studies as extremely or very effective in their lead generation efforts. Conclusion.

Is B2B Lead Generation Really This Difficult?

The Point

Results are in from a recent survey on B2B Lead Generation by the B2B Technology Marketing Community on LinkedIn ( free report download here ), and the numbers tell a disheartening story. At face value, it’s hard not to conclude based on this data that many B2B marketers are struggling to even measure lead generation success, let alone achieve it.

Building Your Strategic Lead Generation Portfolio

B2B Lead Generation Blog

Tweet To be successful at lead generation, marketers can’t rely on one specific tactic. while ago, I created a mind map of lead generation channels for my book Lead Generation for the Complex Sale. I’ve updated it to include more content marketing and social media channels. Build your lead generation calendar. hope you find it helpful.

The B2B Lead Generation Ecosystem and WPO [Infographic]

Webbiquity

The “Internet Marketing Lead Generation Ecosystem” infographic below was created by the Chicago SEO agency , Straight North. Its purpose is to serve as a blueprint to demonstrate how multiple online marketing channels can be joined to create one online lead generation campaign. And, the bottom portion of the infographic shows the leads collected become a new customer.

Evangelizing a Content Marketing Program

Consider: Content Marketing on the Rise &86% B2B Marketers are now using content marketing in. strategic fashion 77% B2C Marketers 76% 69%& B2B Marketers are creating more content than they. B2C Marketers companies that excel at lead nurturing generate. Do you want to drive more leads? how content marketing helps generate. leads. All rights reserved.

B2B Lead Generation: Publisher Programs

Digital B2B Marketing

Need leads? The more targeting you need, the more expensive those leads become. Over a series of three articles on B2B lead generation, we will look at types of programs or providers, how to measure the success of programs and things you can do to improve the results from your programs. Part 1: Lead Generation Alternatives to a Content Syndication Network.

Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

Tweet Ask most executives and marketers what salespeople need to sell in this economy, and they will say one thing: more leads. That’s why many marketing and lead generation programs tend to focus on quantity. Unfortunately, as little as 5 to 15%  of all marketing inquiries (aka leads) turn out to be truly sales-ready opportunities. challenge. Create a marketing funnel .

31 Tips for Improving Sales and Marketing Lead Generation Alignment

B2B Lead Generation Blog

How does your sales team perceive the leads Marketing produces? They complain about lead quality. They complain about lead volume. The say leads, what leads? Marketing gives us leads? Lead generation is an iterative process that requires consistent closed-loop feedback. Centralize the lead qualification process. Be honest. Be flexible.

6 Best Tactics for B2B Lead Generation

Digital B2B Marketing

You need to generate leads, right? If you are a B2B marketer, particularly one focused on making a complex sale in a large enterprise, the answer is almost certainly a resounding yes. The B2B lead generation landscape has changed tremendously in the last decade. The B2B Lead Generation List. 1. Publisher Lead Generation Programs.

How to Put the Customer First in Lead Generation

B2B Lead Generation Blog

Tweet Putting customers first in lead generation. Complexity found in things like Marketing-qualified leads (MQLs), Sales-qualified leads (SQLs), opportunities, lead engagement scores and other KPIs are helpful to see trends and measure what we deem important to us, but something is often missing. That missing piece is customer empathy. You might also like.

The #1 Reason CEOs Should Care About Lead Generation

ViewPoint

I often say that CEO’s don’t care about leads, they only care about revenue. Unfortunately, unless you, as the CEO of your company, start caring about leads you are going to lose revenue and miss your number. What this means for you is that enterprise sales leads are more important than ever before, and your lead generation strategies must align with your target audience’s needs.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

Contents GOING LONG: HOW 5 B2B TECH BRANDS BUILT VALUABLE AUDIENCES THROUGH HIGH-QUALITY, LONGFORM CONTENT CONTENTLY3 Brands aren’t just publishing. Thirty-one percent identified as B2B marketers, 18. 49 percent work across B2B and B2C businesses. Lead conversion (32 percent) is the most. marketing in B2B tech, even major brands like. B2B marketers. little.

Time to abandon spray-and-pray lead generation

Biznology

A couple of years ago, a client told me he was having some lead quality problems. The company had contracted with a major IT publisher for a webcast that guaranteed 150 leads. But the leads weren’t panning out; the quality was terrible and salespeople were pointing the finger at marketing. B2B publishing houses have long relied upon their subscriber lists for the generation.

How to Create the Perfect Lead Generation Form [Infographic]

Webbiquity

While these activities serve a number of purposes—establishing thought leadership, expanding brand awareness, improving customer retention— lead generation remains the top goal. To maximize the odds that will happen, you need to build the perfect lead generation form. Well…okay, creating the “perfect” lead gen form may be a tall order.

In-Depth Guide: Calculate Your Lead Generation Campaign ROI

Act-On

When was the last time you calculated the return on investment (ROI) of one of your lead generation campaigns? At the end of the day, ROI is one of the best ways to measure the impact of your lead generation campaigns. Say you’re a cable company and you generate $100 from each customer each month and, on average, customers stay with you for four years.

Lead Generation: The power of copy

B2B Lead Generation Blog

In today’s B2B Lead Roundtable Blog post, we’ll take a look at how a one small tweak to the copy on a lead generation page increased conversion and what we can learn from the results. Objective: To increase leads from quote requests. Primary Research Question: Which form messaging will result in the most leads? Tweet Words matter. Words inspire.

Content Methodology: A Best Practices Report

benchmark report, 76 percent of B2B marketers and 77 percent of B2C marketers. and over half of both B2B and B2C marketers are not clear on what a successful. industry metrics such as sales and leads, or. generation Lead generation: Create. high-quality leads. Lead conversions • Avg. leader with industry-leading. Content. Definition II.

Lead Generation: 2 simple tips to determine cost per lead

B2B Lead Generation Blog

Tweet Getting to the heart of lead cost is not easy. In today’s B2B Lead Roundtable Blog post, I wanted to explore cost per lead by sharing a few tips and insights from the panel of industry experts that spoke on the subject at MarketingSherpa Lead Gen Summit 2013. Clearly define what a lead is for your organization. Does each lead cost only a penny?

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

B2B Lead Generation Blog

Read on to find out what B2B Lead Roundtable Blog posts were shared the most as well as the three topics B2B marketers valued most in 2014. Topic #1 — Lead generation is king. Lead generation was a huge topic for 2014 and for good reason. Every lead nurturing campaign, every lead conversion, every sale depends on first generating a lead.

Lead Generation: How to speak the language of your prospects

B2B Lead Generation Blog

Tweet At Lead Gen Summit 2013, Keith Lincoln, Vice President, SmartBear Software, discussed the importance of speaking the language of your customers, and, more importantly, when to say nothing at all. “If you’re ever tired of hearing from us,” the email read, “you can opt out.”. Keith explained that they already captured the lead, and the lead was using a free trial version of the software.

6 Tips for Writing an Effective B2B Lead Generation Email

B2B Marketing Insider

Believe it or not, email is still, by far, one of the most effective ways to generate sales leads. The post 6 Tips for Writing an Effective B2B Lead Generation Email appeared first on Marketing Insider Group. That being said, email is also one of the trickier content marketing channels to master. Send the wrong headline or forget to format correctly and – Bam!

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. its role beyond lead gen.

5 Reasons Your Lead Generation Strategy is Not Working

B2B Marketing Insider

This is especially true in B2B businesses that require a steady flow of leads to stay healthy. So it serves marketers well to know the ins and outs of lead management both for better and for worse. Here are the top five reasons your lead generation campaigns may […]. In business, failure is always an option. Content Marketing

5 Lead Generation Myths: Busted

B2B Lead Blog

Lead generation is about knowing what to do and what not to do. As is the case with many business endeavors, myths tend to take root around what works and what doesn’t work with lead generation. B2B Marketing Ideas Lead Nurturing Lead Scoring Marketing Tips marketing marketing insight

Lead Generation: How using science increased teleprospecting sales handoffs 304%

B2B Lead Generation Blog

There’s something I wish I would have known when I wrote my best-seller, Lead Generation for the Complex Sale. So, I wanted to see if this heuristic could be applied to lead generation through teleprospecting. Here’s the problem we were solving for: What messaging creates increased lead conversion and maximizes return on energy? Uncover a sales-ready lead.

Looking for Surprises in the 2015 B2B Lead Generation Trend Report

Webbiquity

This year’s B2B Lead Generation Report from Holger Schulze of the B2B Technology Marketing Group on LinkedIn was recently published, detailing key trends, best practices, and challenges for B2B marketing professionals. Lack of resources such as staff, funding and time remains the biggest obstacle to successful B2B lead generation.

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. its role beyond lead gen.

Is Content Marketing Still Effective for Online Lead Generation?

B2B Lead Blog

For the past few years, the buzzword in online lead generation was content marketing. B2B Lead Generation B2B Marketing Ideas Marketing and Sales Funnel Marketing Tips content marketingMarketers have blogged about, wrote articles about, developed whitepapers on, and created videos on how to use optimized content to create an inbound marketing engine.

Lead Generation is Crippling Demand Generation

Digital B2B Marketing

Lead generation and demand generation, although related, are at odds with each other. When many B2B marketers say demand generation, they mean lead generation, and the program will be measured on leads and the value of those leads. The direct outcome of lead generation is new contacts available for sales or marketing.

How to select the right lead generation media mix

Biznology

Most B2B lead generation campaigns involve multiple touches via multiple media channels. But how do you decide which media are optimal, and more to the point, how they work together to generate a qualified lead?  It’s an iterative process. Can you get enough leads from this channel to satisfy your requirements? Lead flow requirements. Cost/lead.

Lead Generation: Balancing lead quality and lead quantity

B2B Lead Generation Blog

Tweet Lead generation is somewhat like a tightrope act. Generate too many leads, and the rope between Sales and Marketing breaks. If you don’t generate enough leads that turn into sales, your ROI plummets. This interaction was a great opportunity to capitalize on generating prospects interested in Siemens products. But something went wrong.

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. its role beyond lead gen.

The Biggest Missed Opportunity in B2B Lead Generation

Digital B2B Marketing

Yet this is exactly how most B2B marketers approach lead generation today! You don’t care about the number of leads your sales team has. Instead you care about the number of marketing sourced leads. In many enterprise B2B organizations, only 25% to 30% of leads are attributed to marketing, and many will say those numbers are high.

Criteria of Efficient B2B Lead Generation Processes

Great B2B Marketing

My team and I are always preaching the doctrine of the consistent and predictable lead generation engine as a key […]. The post Criteria of Efficient B2B Lead Generation Processes appeared first on Great B2B Marketing. B2B Leads Lead Generation Lead-to-Revenue lead-to-revenue

How Mobile Marketing is Changing the World of B2B Lead Generation

bizible

In many ways, smartphone access is responsible for B2B marketing’s growth. Lead generation has been boosted by mobile’s astounding data connection, and multiple industries are taking charge with innovative marketing approaches. Below, we examine B2B lead generation from the mobile angle. Lead generation doesn’t happen overnight.

Why Technology Marketers are Leading the Way in Lead Generation

B2B Lead Blog

recent survey on B2B content marketing technology found that technology marketers were standouts in lead generation. B2B Lead Generation Lead Nurturing marketing marketing programs Technology marketers are ultimately in the business of solving customer problems using technology. It makes sense, […].

Lead Generation: Content among the most difficult tactics, but also quite effective

B2B Lead Generation Blog

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 …. Q. Which of the following lead generation tactics does your organization currently use? Q. Lead Generation: B2B content generates $700,000 in leads via email.

Lead Qualification: The Secret Sauce of B2B Lead Generation Marketing

Biznology

The Number One rule in B2B marketing:  Never, ever, pass an unqualified lead to your sales force.  Because they’ll hate you in the morning…  But seriously, if the role of B2B marketing is to provide leverage to sales, then burdening a sales rep with a prospect who is not a realistic potential buyer is no help.  Enter the concept known as lead qualification.

Tactics for Optimal Lead Generation: How to Earn the Trust of B2B Clients

B2B Lead Blog

You already know that successful online lead generation often starts with bringing potential customers to a targeted, carefully designed landing page. B2B Lead Generation Lead Nurturing Lead Scoring marketing marketing insight And why wouldn’t people fill in the form to get your case study video or download a white paper?

Lead Generation: 5 tips to generate leads faster on LinkedIn

B2B Lead Generation Blog

Tweet Wouldn’t it be great if you could just collect hot leads by spending a few minutes a day on LinkedIn? member of our B2B Lead Generation Roundtable LinkedIn Group was likely dreaming about this when he asked the group for a way to generate leads through LinkedIn that “doesn’t require a lot of time, engagement and endless keyword searches.”. Guess what?

Lead Generation: How to establish a connection offline

B2B Lead Generation Blog

MarketingSherpa Lead Gen Summit 2014 Call for Speakers. Lead Generation: Does your teleprospecting deliver value to prospects? 2013 Year in Review: Top 6 focus areas for B2B marketers this year [More from the blogs]. Lead Generation direct mail lead generation Lead Nurturing multichannel campaign multichannel marketing It worked.

Lead Generation: 81% of marketers use email marketing

B2B Lead Generation Blog

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. Which of the following lead generation tactics does your organization currently use? To help you improve your own lead generation efforts, here are some insights and tips from our audience….

5 Steps To Improve B2B Lead Generation Program Results

Digital B2B Marketing

You are easily spending thousands on lead generation media programs each month. You have carefully chosen your partners, negotiated an effective cost per lead and are diligently measuring your results. From content to process to branding, here are five steps you can take to improve the results from your publisher lead generation programs. 1. Sponsored Content.