Acquiring Minds

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Top 5 Reasons to use Segmentation

Acquiring Minds

In understanding what the best prospects look like, marketers can rent lists and purchase media in a much more targeted fashion. By only inviting those prospects with a high potential to convert, a marketer can generate higher quality leads in lower numbers, reducing the cost of sale. There are now more reasons than ever to invest in segmentation. Lower List & Media Costs.

Right Message, Wrong Target – A Field Guide

Acquiring Minds

The response rate is weak: the number of inbound responders or MQLs (marketing qualified leads) is lower than average and the outbound telesales team is spending more time trying to generate SQLs (sales qualified leads) from MQLs and from their own outbound efforts. The prospect is hazy on when it would be best to pick up the discussion. Something has gone awry. Conclusion.

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Savvy Buying of B2B Data

Acquiring Minds

We all know that good targeting drives at least 50% of results in lead generation, but some marketers get so caught up in the other stuff –the offer and the copy/design– that they simply neglect the data. What is the best way to buy data ? What steps would you recommend a client take to appending data ? What are the leading B2B suppliers in this area? Resources.

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Destructive B2B Sales Practices

Acquiring Minds

Better Sales Training - Training on solution knowledge and how best to engage customers are two key training areas for sales. McKinsey calls for a centralization of content development and creation of compelling value propositions. This seems to be a call for marketing and sales to align their efforts better on messaging. Tech Mergers & Acquisitions - In Q1 2010, $68.8 Resources.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.

Comparing B2B Online Data Sources - New Research

Acquiring Minds

My organization, Direct Impact Marketing , maintains a strict privacy policy: no lists are shared between clients, so we often rent lists and then conduct lead generation programs. We often will merge two lists to get the best of both worlds. Once your list is of a reasonable size, you will be best served by focusing on marketing to your house file and growing that list organically. Ask your data provider to stop using the term 'sales leads' - A data provider is in the business of selling suspect records, accounts or contacts but not leads. branches).

Messaging Maximus for Lead Generation

Acquiring Minds

Buyers react negatively not because lead generation and outbound marketing interrupts their day but because the message is not appropriate and brings no value. Try testing different messages and see which brings the best results for your lead generation. Tags: buyer behavior demand generation lead generation messaging outbound marketing trigger marketing Related Posts.

Sales Leads vs. Appointments?

Acquiring Minds

Which to consider: lead generation or appointment setting? Appointment Setting gets you in the door, while Lead Generation not only gets you in the door but gives you the right hot buttons to press with prospects that are actively evaluating solutions. In other words, with Lead Generation you only get appointments with accounts that are pre-qualified when the appointment is being set according to a robust list of qualification questions. Appointment Setting is best deployed against Named Accounts or accounts that you are very sure are a good fit to your value proposition.

The Evolution of Email for Lead Generation

Acquiring Minds

According to our recent survey of B2B marketers, email is widely used for lead generation: 86% of responders deploy email for lead generation. In fact, email was the top online medium for B2B marketers, besting both webinars and paid search. Although it is often suggested that email is best suited for customer retention, this survey of 249 B2B marketers indicates that email is a key tool for customer acquisition. , a CRM tool and other lead generation suites such as Vtrenz , Aprimo and Marketo also crack the top 20 list. media

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.

Bizzuka interviews Robert Lesser on Lead Generation on BlogTalkRadio

Acquiring Minds

Have a listen to this podcast on BlogTalkRadio and hear my perspective on best practices and tools for lead generation, as exemplified by our recent research on LeadGenTools. Tags: podcasts B2B lead generation Paul Chaney , blogger and Internet Marketing Director from Bizzuka read our report on LeadGen Tools and asked me to appear on Bizzuka's internet radio show. John Muncell , CEO and Co-Founder of Bizzuka held a wide-ranging discussion with me for an hour.

Lead Generation through Social Media?

Acquiring Minds

The premise of this blog, Acquiring Minds , is that social media, as with other online media, provide B2B marketers with a stellar opportunity to generate qualified leads and to impact ROI. It almost seems heretical to sabotage social media by attempting to generate leads. However, there are many organizations who have demonstrated that these two goals are compatible by building their business through social media while adhering to best practices (but more on that shortly). tools for lead generation. Tell me - how are you using social media for lead generation?


Sales on the Outbound

Acquiring Minds

This is the third in a series of posts discussing the role of outbound lead generation in the marketing mix. In my first post, I described five buyer types that are best reached through outbound sales and marketing. Tags: inbound marketing inside sales sales lead generation marketing outbound marketing Then I reviewed the benefits that accrue to marketing from outbound marketing: ROI, market insight and a robust database. With [.].

Having a blast with B2B email?

Acquiring Minds

Otherwise known as Batch & Blast email, B2B marketers have viewed this type of email as best for retention marketing, rather than acquiring customers. The broad market acceptance of lead management and sales enablement applications is paving the way for the widespread use of 1to1 Sales emails and Trigger emails for lead generation, lead nurture and conversion. Upshot: Marketers and sales reps now have robust email marketing tools available for lead generation. Tags: marketing automation lead generation email sales enablement

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.

Sales 2.0 fuels PTC's SMB Expansion

Acquiring Minds

with standard best practices and core selling skills. Tags: lead generation Sales 2.0 As a former paratrooper, Dan Maier’s background has prepared him well for his current assignment: managing a global inside sales team of 75 reps selling a $9,000 solution to hard-hit manufacturers. Dan Maier’s title is as long as it is deep: VP Worldwide Inside Sales & North America Mathcad Sales, PTC (see Dan's photo on the left that I snapped at the Sales 2.0 Conference in Boston ). According to ChannelWeb , 21% of PTC's revenue is driven through 400 global PTC partners. At the Sales 2.0

Lead Generation Best Practices


You may first partner with us because we offer the best partner compensation and benefits in the industry. But, you’ll stay with us because we offer the best partner experience in the industry. The post Lead Generation Best Practices appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Best Practices Lead Nurture

Which Comes First: Lead Nurturing or Inside Sales?

The Point

For a long time, “ lead nurturing ” was thought of as something you did with the leads that sales didn’t want. The theory was: leads come in, the sales team gets the hot ones, and the rest go to lead nurturing. Today, of course, a comprehensive lead nurturing strategy is much more than that. Currently we have a bunch of leads sitting in that “contacted” stage.

The 21 Best Content Curation Tools


Curation can take a variety of forms: Weekly “best of” compilations (example: V3*Broadsuite blog ). Sample review: “A content provider that emphasizes growing revenue and leads with strong, scalable content production. Curate online content by creating focused “bags” containing the best links on your favorite topics. 25: The 28 Best Web Design Tools. #26:

6 Best Tactics for B2B Lead Generation

Digital B2B Marketing

You need to generate leads, right? The B2B lead generation landscape has changed tremendously in the last decade. Today, B2B lead generation relies heavily on digital marketing and this list reflects that switch. The B2B Lead Generation List. Publisher Lead Generation Programs. However, for most B2B marketers, banners don’t drive leads cost effectively.

The 26 Best All-in-One SEO Tool Suites


Best all-in-one SEO tool suites. One is to assemble a collection of best of breed tools; previous posts here have covered tools for competitive intelligence , content planning , keyword research , rank tracking , and special-purpose SEO tools for functions like technical SEO, link research, and video SEO. Which approach is best for your organization depends on a variety of factors.

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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. The difference?

5 Ways to Expand Lead Nurturing Beyond the Inbox

The Point

Email may still be the workhorse in how B2B companies build relationships, maintain awareness, qualify leads and nudge prospects along the sales cycle, but these days, it pays to think about “lead nurturing” as more just an email campaign. The post 5 Ways to Expand Lead Nurturing Beyond the Inbox appeared first on The Point. That’s not because email is going away any time soon.

The 32 Best Twitter Marketing Tools


Analyzes your tweets and your followers’ tweets to show you the best times to be active on Twitter. Sample review: “You can work out the best tweeting times for your followers with Tweroid; this maximizes the exposure of your content. Tweroid can produce reports that reveals the best days and times to tweet based on your followers activity.” I like it.”

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A Simple 2-Step Technique for Improving Lead Follow Up

The Point

In an era when “demand generation” and “content marketing” are virtually synonymous, most B2B sales leads are the result of a prospect downloading or requesting content. Most B2B marketers take for granted that content marketing will, by default, generate a wide spectrum of leads – some of them qualified, perhaps, but most just conducting informal research (the proverbial “tire kickers”).

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The 26 Best WordPress Plugins


Here are more than two dozen of the best WordPress plugins to optimize the performance, appearance, and popularity of your website or blog. 9) Thrive Leads. A lead generation plugin for WordPress featuring A/B testing, customized targeting, and analytics. Sample review: “You can…run various split tests with Thrive Leads. 5: The 23 Best Content Ideation Tools. #6:

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Measure Your Way to Lead Nurturing Success

The Point

Demand Gen Report just published “ Top B2B Marketers Measure Lead Nurturing Effectiveness to Boost Performance ,” a special report in which they address the whys, whats, and how tos of measuring lead nurturing’s true impact. That, ultimately, is what lead nurturing is designed to do – move leads towards opportunity and close. percentage of MQLs that convert to SQL. …

Please Don’t Let Your Sales Reps Nurture Leads

The Point

Bear with me as I relate a quick story about lead nurturing: A few months back I became a sales lead. A question: at this point, what kind of lead am I? By my own reckoning, I’m an MQL (Marketing Qualified Lead). Perhaps I was an SQL (Sales Qualified Lead) at one point in the conversation, but no longer. I’m also a perfect candidate for lead nurturing.

6 Best Practices for Setting Up a Lead Nurturing Program


To paraphrase an old saying: You can lead a prospect to your website, but you can’t make them buy. On the other hand, you can improve your chances considerably with a lead nurturing program, helping your prospects every step of the way. Easily 50 percent of the leads that your marketing team unearths are not yet sales-ready ‒ but rather than dumping that half of those prospects in the rubbish bin, nurture them to increase your haul of sales qualified leads. But here’s the problem: Creating a successful lead nurturing program can be a bit overwhelming. Heinz).

The 28 Best Influencer Marketing Tools


Because “influencer marketing is more cost-effective than paid advertising and leads to more credible brand recommendations, which 92% of consumers are more likely to trust.” Here are 28 of the best tools for influencer research and outreach. This was the 13th post in the Best Online Business Tools series. #1: 1: Best Online Business Tools Series Kicks Off Today. #2:

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The Best Marketing Automation Software


The post The Best Marketing Automation Software appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Best Practices Email Marketing Website Tracking

The 24 Best Interactive Websites of 2015


These are some of the best and brightest stars in a constellation of excellent interactive websites (we’re spending a lot of time in the dark this time of year—apologies for using a ridiculous metaphor). Best interactive qualities: Dynamic backgrounds lead into video segments documenting Kelly’s travel and work. Inform or entertain. Time: A Year In Space. OK, fine. Yikes.

5 Reasons to Gate Lead Nurturing Content

The Point

A client asks: “I notice that you’re recommending we gate our offer content behind landing pages as part of the lead nurturing campaign. It’s why click-to-lead conversion rates are never 100%, no matter how good your landing page. If you score clicks as “responses,” you risk over-inflating the value of leads who may only have passing interest in your content. Here’s why: 1.

The 24 Best Online Writing Tools and Apps


It follows then that emotional headlines are most important for landing pages, sales pages, case studies, and reviews—any type of content that would ideally lead to a transaction. This was the sixth post in the Best Online Business Tools series. #1: 1: Best Online Business Tools Series Kicks Off Today. #2: 2: The 12 Best Competitive Intelligence and Benchmarking Tools. #3:

12 of the Best Facebook Post Ideas for Facebook Lead Generation


But what about using Facebook for lead generation? Attracting new leads using Facebook -- leads that might eventually turn into paying customers -- is one of the most intriguing reasons to use Facebook in your marketing. And yet, we find that only about half of marketers use Facebook to source leads. The 2 Types of Leads You Can Capture on Facebook. Direct Leads.

How to Get More Leads From Social Media


What’s your impression of how hard it is to generate leads on social media? My impression used to be that social media lead generation is unusually hard—much harder than content marketing. Effectiveness vs. Difficulty for Lead Generation. We’ve seen it in a couple of places before: Lead quality is now more of a priority than lead quantity. In this last survey, lead quality beat out quantity by 36%. Goals vs. Barriers for Lead Generation. This suggests that marketers are having an easier time with lead generation. So, what’s changed?

[Infographic] 10 Ways to Generate More Leads from Your Business Blog

The Point

Most of those same blogs, however, do little to generate leads, subscribers, or any other kind of measurable engagement or ROI. Here are 10 tips for generating more leads from your blog, drawn from this earlier post. The post [Infographic] 10 Ways to Generate More Leads from Your Business Blog appeared first on The Point. Click on the infographic to view full size.

The world’s best creativity technique

grow - Practical Marketing Solutions

I want to share with you the absolute best, can’t-miss technique for truly breakthrough thinking I have ever used. I am simply giving you one of my best leadership ideas. This is also the best documented business case for workplace diversity I have ever seen. Then have the participants go back to their original idea, read the entire page and circle the best idea on the page.

The Best of the Best: 2016 Video Marketing Awards


Best Personalized Video Campaign – Reltio. Recognizing the potential of personalized video, they launched a targeted campaign to more than 10,000 leads to increase awareness and identify their most engaged prospects. Best Use of Video for Sales Prospecting or ABM – MongoDB. Best Online Video Presence for a B2B Brand – SolarWinds. Sangram here!”

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