The Point

AUGUST 15, 2012

You know that monthly newsletter you blast to your entire database under the guise of “lead nurturing”? And those Webinar invitations that you broadcast to every trade show lead you’ve generated since 2005? There was a time when lead nurturing was synonymous with simply staying in front of prospects.

Lead Nurturing 100

Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 100

ViewPoint

JULY 24, 2017

A competitor in the teleprospecting business recently published a list of B2B companies based on how easy or hard they were to work from a lead-generation standpoint. At the bottom of the list were what they called “uncloseables,” meaning these were companies that this competitor was not able to generated leads from.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

The Point

JANUARY 17, 2019

But I would argue that both points are also a business case for the integration of automated lead nurturing and sales enablement campaigns into the SDR process. The second makes the case for fast response times. But how much better if that first outreach is automated? Spoken as someone that never answers his phone, ever.).

Sales Qualified Leads 168

Sales Qualified Leads Tips Lead Nurturing Multi-Channel 168

markempa

JANUARY 4, 2010

To help you start the New Year, I’d like to wrap up my Lead Generation Checklist Series with the secret to successful lead generation – and, for that matter, marketing in today’s B2B space: lead nurturing. At it's core, B2B lead generation is about building relationships. Relevancy is the key.

Lead Nurturing 120

Lead Nurturing Lead Generation Ideal Customer Profiles Lead Scoring 120

The Lead Agency

OCTOBER 23, 2017

Find out how attribution can align your B2B sales and marketing activities to generate more revenue and lower acquisition costs. The B2B customer journey has changed considerably over the past twenty years. Similarly, there are models that work better for B2B and others for B2C. Single Touch Attribution Models.

Marketing Attribution 83

Marketing Attribution Top of Funnel Multi-Touch Attribution Work Management 83

SendX

JUNE 21, 2021

The trick is to saturate the prospect lightly Another useful benefit with multichannel campaigns is that they provide a potential customer with multiple touch points. What’s critical is that a multi touch campaign is used in every piece of outreach. This stems from the fact that some organizations take them too far.

Email Campaigns 195

Email Campaigns Linkedin Ideal Customer Profiles Campaigns 195

Marketing Insider Group

JANUARY 9, 2024

Value is imperative in today’s B2B marketplace. Current marketing practices take customer needs into consideration when producing content for lead generation programs. This same practice needs to be considered for B2B lead generation strategies. It’s not just about converting leads to becoming “marketing qualified.”

Lead Nurturing 150

Lead Nurturing Sales Management Top of Funnel Lead Ranking 150

Hubspot

MARCH 15, 2016

As companies adopt inbound marketing as a way to generate more leads, the importance of having an effective lead nurturing strategy becomes very clear. In most cases only a relatively small percentage of your inbound leads will be ready to make an immediate purchase, leaving upwards of 90% of your inbound leads on the table.

Sales Management 28

Sales Management Lead Nurturing Lead Scoring Lead Ranking 28

Zoominfo

JULY 25, 2018

They notice the landscaping, the décor, the personal touches around a living room, etc. Similarly, lead nurturing requires marketers to have access to the right information in the right place at the right time. They organize many moving parts and data points to help with multi-channel lead nurturing.

Top of Funnel 150

Top of Funnel Planning Buyer Personas Multi-Channel 150

Zoominfo

MARCH 9, 2021

How to Develop a B2B Demand Gen Strategy . When carrying out persona mapping, it is important to understand that there may be multiple decision-makers when it comes to making a B2B purchase decision. According to Gartner , “The typical buying group for a complex B2B solution involves six to 10 decision-makers.”

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Top of Funnel Demand 225

Biznology

JUNE 4, 2019

I recently caught up with Dan McDade , longtime B2B practitioner in lead qualification and nurturing. You’ve been involved in the lead generation world for a long time. Certainly, technology lets us deliver more leads to sales, faster than ever before. But just as often these are bad leads.

Marketing Prospects 126

Marketing Prospects Lead Generation Lead Scoring Lead Ranking 126

Zoominfo

FEBRUARY 25, 2021

Lead generation is by and large a more focused effort toward familiarizing potential customers with a company’s value proposition with the end goal being conversion. While the B2B landscape may always be changing, lead generation will always be important. B2B Lead Generation Sources.

Sales Management 240

Sales Management Lead Generation Lead Ranking Sales Qualified Leads 240

Valasys

JULY 1, 2021

The Ultimate Guide to the B2B Marketing Automation Solutions. Marketing automation solutions have become a must-have for modern B2B marketers particularly as the marketers are headed to explore new avenues alongside the dawn to the next normal. The marketers using B2B automation solutions tend to outperform those who don’t.

Enterprise Management 52

Enterprise Management Marketing Management Marketing Automation Services Marketing Automation 52

Contently

JUNE 29, 2017

Instead, in the spirit of Contently’s accountable content series , let’s talk about something much more practical: how to use B2B content to drive leads. So, how do you—or others—use article content to influence leads in the B2B process? Shares are often overlooked in B2B marketing, but they’re crucial.

Top of Funnel 134

Top of Funnel Lead Ranking Lead Scoring Multi-Touch Attribution 134

Hubspot

AUGUST 7, 2014

Lead nurturing is a critical part of a marketer’s job, especially in the B2B space. Forrester suggested that a B2B buyer’s journey could be anywhere from 65-90% complete by the time he or she contacts the vendor to move forward with a sale. This is where multi-channel nurturing comes in.

Lead Nurturing 28

Lead Nurturing Sales Qualified Leads Lead Ranking Marketing Qualified Leads 28

Valasys

OCTOBER 18, 2023

Let’s delve into the intricacies of using GA4 for lead generation, exploring event tracking for lead acquisition, strategic approaches to harness GA4’s potential, and specific tips for optimizing B2B lead generation campaigns. Craft personalized messages and offers to bring them back into your lead funnel.

Lead Ranking 52

Lead Ranking Lead Generation Lead Scoring Sales Qualified Leads 52

markempa

NOVEMBER 3, 2014

I think the major cause for poor lead conversion and ROI is the lack of lead management, also known as passing unqualified leads, or marketing qualified leads (MQLs), directly to sales reps. MarketingSherpa captured some of the key lead management issues in the 2012 B2B Marketing Benchmark Report.

Sales Management 120

Sales Management Lead Management Lead Ranking Marketing Qualified Leads 120

Valasys

FEBRUARY 26, 2020

B2B marketing thrives on the principle of reaching the right people in the right company well ahead of your competitors & deliver the right message every time. Businesses across the globe have successfully implemented account-based advertising; the following are some of the key benefits of account-based advertising for B2B brands: 1.

Advertisements 59

Advertisements Advertising Account Based Marketing B2B 59

Oktopost

JANUARY 11, 2024

2) Oktopost Oktopost is built specifically for B2B marketing teams, enabling you to streamline social media management with one platform. Best For: B2B marketing leaders who want to streamline their social media plan and tie social media directly to lead generation and marketing KPIs. And receive notifications if it fails.”

Demand Generation Agencies 62

Demand Generation Agencies Demand Generation Marketing Automation Services Demand 62

Valasys

JANUARY 17, 2020

B2B marketers need to learn to prioritize Customer Experience Management (CEM) to stay close to their customers and to develop an all-inclusive marketing strategy that strikes a perfect balance between creative demands, budget limits & channel decisions of the marketers. B2B marketing has evolved.

B2B Marketing 64

B2B Marketing Marketing AI Marketing Management B2B 64

Valasys

NOVEMBER 11, 2019

B2B advertising world is dynamic & multi-channel. With the New Year around the corner “How to Generate B2B leads using Facebook in 2020” is a question that will be on the top of the head of every B2B marketer. Learn more: 10 Powerful B2B Marketing Strategies to Optimize Sales Conversions.

Facebook 55

Facebook Generation Lead Scoring Lead Ranking 55

Valasys

OCTOBER 11, 2019

The whole idea behind an account-based everything approach requires B2B enterprises to think of sales in terms of individual accounts based on targeting the most important decision-makers of those accounts. Why B2B Brands Need to Focus on Account-Based Sales Development (ABSD) or Account-Based Selling. people on an average.

B2B Sales 40

B2B Sales B2B Marketing Enterprise Management Ideal Customer Profiles 40

ViewPoint

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

Zoominfo

FEBRUARY 25, 2021

Lead generation is by and large a more focused effort toward familiarizing potential customers with a company’s value proposition with the end goal being conversion. While the B2B landscape may always be changing, lead generation will always be important.

Sales Management 177

Sales Management Lead Generation Lead Ranking Sales Qualified Leads 177

Lead Forensics

DECEMBER 13, 2023

Does your email marketing platform help you achieve your lead nurturing objectives? Attribution Models: Mapping the Treasure Hunt Attribution models are the maps that help marketers discover which campaigns lead to X marking the spot—where ‘X’ is a sale or conversion.

Work Management 52

Work Management Marketing Management ROI Software 52

Zoominfo

OCTOBER 5, 2021

How to Develop a B2B Demand Gen Strategy After establishing initial alignment within internal teams and doing the necessary research, businesses can begin the process of generating demand in a planned and data-driven way. According to Gartner , “The typical buying group for a complex B2B solution involves six to 10 decision-makers.”

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Top of Funnel Demand 130

Zoominfo

OCTOBER 21, 2021

What makes the difference between a high-performing sales funnel and one that isn’t ready for the needs of a modern B2B sales motion? Brace Yourself We’ve got millions of verified B2B contacts — ready for you to close. Buyer Personas : The average size of a B2B purchasing committee is quickly approaching double digits.

Sales Management 130

Sales Management Top of Funnel Sales Qualified Leads Work Management 130

ViewPoint

APRIL 14, 2011

Ingenix required a lead generation and lead nurturing team with specialized knowledge of the healthcare sector and experienced professionals who could. Download the success story from Gleanster, an advisory and resource service for companies planning or implementing B2B business initiatives and technologies.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Lead Scoring 120

Belkins

FEBRUARY 10, 2020

According to a study by Harvard University, it takes around 7 months to close a B2B deal. Another study revealed that the length of an average B2B sales cycle has increased by 22% in the last 5 years. But how does it work with modern lead nurturing standards? What should you do then? Establish your benchmark.

Sales Cycle 57

Sales Cycle B2B Sales B2B Lead Scoring 57

Valasys

OCTOBER 24, 2019

B2B marketing can be a bit boring if you have been doing it the same way for quite some while now. To revitalize a tired B2B Strategy, creative ideas are required or B2B marketing can lose its original essence & can become a bit lackluster if the strategies aren’t split-tested for a while.

Marketing AI 40

Marketing AI Creativity B2B Marketing Marketing & Strategy 40

Valasys

JUNE 19, 2020

Email marketing has always been an indispensable part of the B2B marketing landscape and is a way for businesses to communicate with their potential customers fast, incurring a minimum cost, and in an accessible and replicable manner. Focus on Optimizing the Digital Touch-points for now.

Email Marketing 71

Email Marketing Work Management Planning Word of Mouth 71

Valasys

OCTOBER 14, 2019

In a fiercely competitive B2B world, where delivering phenomenal customers’ experience is paramount to optimizing purchases, having an inveterate strategy for omnichannel reputation management can help the businesses stand out in the fiercely competitive race for branding – by establishing immaculate brand resonances.

Marketing Management 58

Marketing Management Word of Mouth Brand Identity Branding 58

Lead Forensics

JANUARY 18, 2024

The key to bountiful lead nurture lies in ensuring each prospect gains an individual buyer journey, perfectly suiting their business requirements and product needs. Discover popular methods for curating an effective lead nurturing strategy, driving exceptional business results.

Lead Nurturing 52

Lead Nurturing Lead Ranking Lead Scoring Leads 52

The Point

MAY 14, 2012

The keys to marketing automation ROI lie not in features but in strategy, collaboration, metrics, and the development of more sophisticated, multi-touch, triggered campaigns. “When we implemented (marketing automation) the first time, we jumped in without planning and found that it was not the best way to drive leads to sales.”

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Marketing Report Automation 100

Valasys

OCTOBER 7, 2019

B2B marketers swear by the philosophy of agile these days, whether it is about developing their human resources or optimizing their marketing strategies, content marketing being no exception. lead generation , account-based marketing , lead nurturing , event promotion services , list building services & content syndication services.

Enterprise Management 63

Enterprise Management Planning B2B Marketing Content Marketing 63

Hinge Marketing

JUNE 9, 2020

The Hinge Research Institute realizes that the playing field has changed and has produced a new, actionable playbook with dozens of proven plays, coaching tips, and research facts to help those in B2B and professional services bring their “A-game” moving forward. It is entitled, “Getting Back In The Game.”.

Co-Registration 122

Co-Registration Multi-Touch Attribution Marketing Automation Services Terms and Conditions 122

markempa

JULY 9, 2007

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!

Lead Generation 120

Lead Generation B2B Sales Marketing Analytics Tools Leads 120