B2B Lead Generation Blog

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Empathetic Marketing: How To Connect With Your Customers

B2B Lead Generation Blog

It’s mostly pictures of my kids and the trips we take, and it’s essentially me putting my best face forward to the world. The natural instinct of the business person is to want to promote itself and put its best face forward. That’s why I love the line that when you help your customers, it’s the best way to help your business. If not, you should.

5 Useful Lead Nurturing Tactics to Get More Opportunities

B2B Lead Generation Blog

The best marketers approach their work like a portfolio manager would run their mutual fund. Lead nurturing is one of those things that’s easy to talk about but hard to do. In this article, I’ll share how to apply lead nurturing to help advance leads through three stages of your lead generation funnel to get more qualified opportunities. Here’s the thing: Our customer’s don’t see our funnels. They only have the aggregate experience of what they see, hear, and feel from us. Yet, it’s helpful to notice that all customer buying cycles fit into three distinct funnel stages. Let me explain.

What can B2B Marketers Adopt from Growth Hacking?

B2B Lead Generation Blog

According to Chip Heath and Dan Heath in their best-selling book, Switch , “The answer may sound strange: You need to create the expectation of failure- not the failure of the mission itself, but failure en route.”. What can you learn from growth hacking and how can it help you develop a mindset to better your B2B marketing? What does this mean? Do you see what’s missing? Heck no. Right?

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4 Ways to Humanize Marketing to Fit Your Buyer’s Journey

B2B Lead Generation Blog

For example, what are the best shows? Where are the best restaurants for each occasion? We need to stop treating our customers like objects and treat them like people. So how do you humanize marketing to fit your buyer’s journey? It starts with us being human first by recognizing their humanity. What if you put your full attention on one customer, one buyer, one potential at a time?

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Secrets to Successful B2B Webinars

This best practice guide covers a variety of elements surrounding successful webinar strategy and execution

How giving useful ideas and secrets builds trust

B2B Lead Generation Blog

That’s why you shouldn’t put your best thinking behind web forms and registration pages. I had coffee with a potential partner, and our conversation ebbed to us talking about business philosophy, marketing, and lead generation. I talked about freely sharing ideas and helping people. They provide too much information freely. ” My response. Study brands like Slack, MailChimp and Drift.

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

B2B Lead Generation Blog

But what’s the best way to optimize your lead gen efforts? The best marketers don’t rely on one specific tactic to generate leads. The best way to build this concept is to approach your marketing strategy in the same way a portfolio manager would approach a mutual fund. Here’s what we’ve learned in 2014 to make content marketing the best it can be.

Tips on how to use LinkedIn for Better Lead Generation

B2B Lead Generation Blog

Take advantage of the powerful LinkedIn database to identify individual prospects, learn what drives them and select the best ones before you reach out to them. Have you ever wondered about how can you use LinkedIn for better lead generation and business. development? In this post, I interview Susan Tatum, Partner at The Conversion Company. Why are you running a LinkedIn program?

Fast Growth Marketing: From 0 to 500,000 Users

B2B Lead Generation Blog

There was a real healthy tension between marketing and sales, where marketing was really pushing and … I would say that the best way to do it just has a way to manage the leads. How can you drive fast growth with marketing? In this interview you’ll hear from Jim Fowler, founder of Owler on what he’s learned to grow fast. images/2016/09/Jim-Fowler-interview.mp3. Transcript. Funny.”

B2B Marketing Trends for 2016

them the best rather than reaching for more eyeballs. the workforce around social business best practices. in training to enable their teams to make the best use of these new capabilities. technology will determine the best time and day to deliver the message. B2B Marketing. processes are fundamentally changing. know which half." Everything is now measurable. Look for.

10 Most Popular B2B Lead Blog Posts of 2016

B2B Lead Generation Blog

According to the CMO Council, “Only 20% of marketers are able to predict the next best action for their customers.” The year 2016 is quickly coming to an end and the holiday season is a time for reflection and preparation. I’ve compiled a list of the 10 most popular and shared posts on the B2B Lead Blog, chosen by marketers, just like you, to help you get ready to have a great 2017.

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6 Ideas to Create More Relevant Lead Nurturing Emails

B2B Lead Generation Blog

If you have a complex sale, the best way I know how to do this is by combining a human touch with your sales pitch to build relationships with your lead-nurturing message. Tweet I’m writing this post while attending the ExactTarget Connections 2014 event. I’ve learned a lot from listening to the sessions and speakers here. Segmentation. Customer focus. Connection. Authenticity.

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Generation Blog

He is an evangelist, speaker, author who wrote the best-selling book – Lead Generation for the Complex Sale. And 20% of their new revenue was coming from the leads that were less than a year old so my point being is that these longer-term accounts that have gone dormant for whatever reason are really the next best place you can find opportunity. Jim: Empathy, huh? Brian: Yeah.

31 Tips for Improving Sales and Marketing Lead Generation Alignment

B2B Lead Generation Blog

Share best-practice lead generation information. Tweet More often than not, there seems to be a disconnect between Marketing and Sales. Not having these two teams aligned can be a vital — and costly — mistake. How does your sales team perceive the leads Marketing produces? Be honest. They love them — couldn’t be happier! They complain about lead quality. They complain about lead volume.

Six Key Steps to Successful Marketing Automation Adoption

With so many options out there, your success with Marketing Automation depends on selecting the platform that best fits your needs Selecting a Marketing Automation platform can be a daunting task.

Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

So, what’s the best way for B2B marketers to efficiently verify the accuracy of their lead data captured online before turning said inquiries over to the sales force? A good conversation is the best way to assess a company’s interest. Tweet Ask most executives and marketers what salespeople need to sell in this economy, and they will say one thing: more leads. 1 challenge.

3 Good Questions to Align Strategy, B2B Marketing, and Sales

B2B Lead Generation Blog

Brian: W hat are your best tips for getting sales and b2b marketing aligned around strategy? Have you intentionally linked your sales, b2b marketing, and strategy? . If not, you’re in good company. I met Frank while we both spoke at an event in Santiago, Chile. We had a memorable time sharing ideas, and research. Writers Note: I edited this interview for length and grammar only.

4 Steps to Lead Nurturing: Walking the buying path with your customers

B2B Lead Generation Blog

Salespeople often struggle with developing nurturing content without support, but if you’re wondering what kinds of content helps progress leads further, faster, ask your sales team what content works best. Your only job is to make certain you nourish your customer along the way and guide them with a meaningful compass toward the right and best decision for their needs.

How to deal with change stress and be a better marketer

B2B Lead Generation Blog

I’ve made it a special point to eat and sleep well, and get enough exercise – it’s the best mood enhancer. As marketers, we deal with a lot of change stress. Seriously. The marketing world is exploding. We’re dealing with an explosion of touchpoints, channels and marketing technology. We need to navigate creating more content, generating more leads and achieving more results.

B2B Marketing Trends for 2016

them the best rather than reaching for more eyeballs. the workforce around social business best practices. in training to enable their teams to make the best use of these new capabilities. technology will determine the best time and day to deliver the message. B2B Marketing. processes are fundamentally changing. know which half." Everything is now measurable. Look for.

How to Use Trigger Events for More and Better Leads

B2B Lead Generation Blog

I’ve learned it works best to start simple. People aren’t ready to buy when we want to sell. Think about it. . This common statement has big implications if you’re doing account-based marketing (ABM) and lead generation. Why doing more lead generation activity doesn’t help . Unfortunately, I’ve found this does little to help sales people because they get stuck. The physics trigger events.

Lead Nurturing in 6 Simple Steps

B2B Lead Generation Blog

I’ll do my best to resist the urge to elaborate. What is the best way to deliver the message? Tweet What’s the quickest, cheapest way to implement lead nurturing? I get that question frequently when I talk to marketers about lead nurturing. Lead nurturing is pretty easy to understand, but hard to execute when you have little time or budget. In fact, they have been. Step #1. Step #2.

Inbound Marketing: How a B2B company used a content marketing strategy to improve customer experience

B2B Lead Generation Blog

Each industry will demand unique selling points that will best serve the end user. This can best be done by either accentuating the positive elements that they already have or reducing, even possibly eliminating negative experiences. Starting off, attracting the right people and the speaking to the right audience is essential in a B2B inbound marketing campaign. You might also like.

Building Your Strategic Lead Generation Portfolio

B2B Lead Generation Blog

The best marketers approach their work like a portfolio manager would run a mutual fund. How do you determine which channels are the best for generating leads and finding future customers? Tweet To be successful at lead generation, marketers can’t rely on one specific tactic. Rather, they must leverage a portfolio of channels. I hope you find it helpful.

B2B Marketing Trends for 2016

them the best rather than reaching for more eyeballs. the workforce around social business best practices. in training to enable their teams to make the best use of these new capabilities. technology will determine the best time and day to deliver the message. B2B Marketing. processes are fundamentally changing. know which half." Everything is now measurable. Look for.

Lead Generation: How to speak the language of your prospects

B2B Lead Generation Blog

Instead, it was in plain sight, in the body of the email – against best practices. Although the team did test an email following best practices that resulted in a slightly lower opt-out rate (under 1%), they ultimately decided they wanted to ensure that the recipients actually wanted to hear from SmartBear by using the more up-front version, resulting in a 2.5% opt-out rate.

Where’s the Passion in B2B Marketing?

B2B Lead Generation Blog

If used properly, the phone is the single best way to reach decision makers and to begin a dialogue when you have a complex sale. Tweet I’m writing this post at Dreamforce 2014. It’s been an amazing experience, and I’ve loved meeting leaders in sales and marketing from all over the world and being part of this community. According to this study, the U.S., What drives us?

Lead Nurturing: How a social business strategy can help you move from selling to helping your prospects

B2B Lead Generation Blog

While it would seem intuitive that social business is a social media best practice, that assumption could not be further from the truth. So, what is social business exactly? Or as Todd declared, “The difference between social media and social business is the difference between throwing a bullet and shooting it.”. Sales leads as you know them are changing. From strategy to practice. Tip #1.

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Generation Blog

Although 88% is not ideal compared against the common standard of a 95% level of confidence, you always have to consider the best approach to validity starts with understanding your testing circumstances and using the best option available those circumstances will allow. Tweet Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. Results.

Social Media Marketing: Dell reveals how it turns thousands of brand detractors into fans

B2B Lead Generation Blog

In fact, one in 12 of Dell’s more than 105,000 employees have attended its Social Media & Community University , which encompasses up to 12 hours of training on how to best represent Dell online. Tweet Five years ago, Dell had little presence on social media. Since then, Dell has invested millions of dollars’ worth of time and resources to join those conversations.

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Optimizing Lead Distribution for Higher Conversion

B2B Lead Generation Blog

I was recently asked by someone how to utilize lead distribution to gain the best results. Tweet The management of sales leads is critical to generating marketing ROI. Sadly, sales leads often land on the scrap heap because marketers throw leads over the wall and then expect salespeople to catch them. That’s a complex question when you think about it. Almost every company that has salespeople has those who are strong performers and those who are weaker performers. But when you add sales territories and fairness into the mix, this is far from easy. on a real-time basis.

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. Only focusing on prospects who were the best fit for the client and disregarding the rest. Tweet I have a confession to make. So, I wanted to see if this heuristic could be applied to lead generation through teleprospecting. Below is an outline of how we made it happen.

5 Things You Can Do To Improve B2B Lead Generation

B2B Lead Generation Blog

I’ll be sharing where B2B marketers can focus and what on the “best few” things they can do to improve their b2b lead generation efforts immediately. B2B Lead generation is rapidly changing process for companies with the advent of MarTech. . Join me Thursday, July 28 at 10 am PST for an exclusive webinar. Register for “5 Things You Can Do Immediately to Improve your B2B Lead Generation.” ” In this session you’ll learn what you can do to improve the following: How to get sales and marketing collaborating with these questions. It’s going to be fun.

15 Tips to Generate More Leads in 2015 (Part 2, featuring tips 6-10)

B2B Lead Generation Blog

A job title can give you clues about a prospect’s role in the buying process, but it’s best to determine their role through a phone conversation and a series of questions. Tweet For the new year, I’m sharing 15 ideas on how to make your lead management more effective. This post isn’t just about generating more leads; it’s about generating better and higher quality of leads. ” 8.

A/B Testing: How adding a second CTA increased clickthrough 291%

B2B Lead Generation Blog

5 Traits the Best Calls-to-action All Share in Common [More from the blogs]. Tweet How do you serve “ready to buy” customers and “just looking” prospects on the same page? You don’t want to alienate one group while speaking to the other. However, you still need to offer both sets of customers the next step they need no matter their level of interest. 24, here at Summit. 2 of the series.

10 Ways to Optimize Your Lead Conversion Rate

B2B Lead Generation Blog

By focusing more on the best prospects, your conversion rates will rise. ” I’ve found the best way is to focus on the leads you already have. Tweet The ultimate goal of B2B marketing and lead generation is to help the sales team sell. Marketers spend a lot of time and effort creating inbound leads but struggle getting those leads to convert into customers after they hand them off to sales. Does this sound like you or someone you know? I’m going to share 10 levers you can use to improve your lead conversion right now: 1. Shorten your follow-up time and do it personally.

Social Media Marketing: 6 tips for running a valuable LinkedIn group that attracts prospects

B2B Lead Generation Blog

The best group names are not those containing the company’s brand, but instead are those named in a way that appears to solve your prospects’ core needs. Tweet How easy it is for the mighty to fall. Especially on social media. In early October, the B2B Lead Roundtable Group , this blog’s LinkedIn group, was recognized as one of the top LinkedIn groups for content marketing. What is its size?

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

B2B Lead Generation Blog

SEO and Email: The Best Marketing Efforts You Can Undertake (via WebMaxFormance). 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 …. Which of the following lead generation tactics does your organization currently use? Be the resource.

Lead Capture: How undermining value impacts conversion

B2B Lead Generation Blog

I say this in light of best practices that often argue otherwise. I like this experiment because it illustrates the need for testing best practices to optimize for your audience. Tweet Less is not always necessarily more when it comes to a lead capture process. Before we jump in, however, here are some of the notes on the testing to add some context and perspective on the experiment.