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.  B2B marketing buyer behavior database marketing demand generation lead generation market research market segmentationThere are now more reasons than ever to invest in segmentation. Lower List & Media Costs. Lower risk of social media flaming.

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. B2B marketing buyer behavior lead generation lead management market segmentation Something has gone awry.

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Savvy Buying of B2B Data

Acquiring Minds

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? Tags: B2B marketing database marketing lead generation Bernice Grossman D&B InfoGroup Jigsaw NetProspex Ruth P. An Interview with Ruth P. Stevens and Bernice Grossman. I am pleased to welcome Ruth P.  The user generated, i.e,

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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.

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

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.

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.

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?

B2B 2

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

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

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.

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?

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. 1. Publisher Lead Generation Programs. To make this list, tactics must be cost effective, measurable and scalable. Email.

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.

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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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. The results were dramatic.

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. 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.

What is a Marketing-Qualified Lead? What MQL Really Means


Definitions were set, processes were tested, sales and executives bought in across the board, and the panacea of the Lead Marketing Funnel brought peace to all. Marketing Qualified Lead (MQL ). Let’s define aspects of the terms MQL, SAL, and SQO in a way that allows you and your team the best chance for success. We have a bias, in terms of Marketing Qualified Leads.

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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 .

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.

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.

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 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. The top challenge identified by marketers in the recent B2B Marketing Trends study was “producing better content.” The upshot of all this is that content marketing success relies on great writing.

The world’s best creativity technique

grow - Practical Marketing Solutions

want to share with you the absolute best, can’t-miss technique for truly breakthrough thinking I have ever used. That sounds like a cheesy affiliate ad or something, but there’s no catch here. 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. Not this one. But it gets better. Always!

Successful Sales Coaching Best Practices


In advance of this event on July 28th, where our very own David Sill will be joining Rich Liu and Steven Broudy of Mulesoft as well as Falon Fatemi from Node as a panelist, we had the opportunity to get deeper insight from several panelists into the sales development best practices that they’ve learned to rely on over the past few years. Best known method for onboarding a new hire.

[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.

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. The best marketers approach their work like a portfolio manager would run a mutual fund. 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.

Tips on how to use LinkedIn for Better Lead Generation

B2B Lead Generation Blog

Have you ever wondered about how can you use LinkedIn for better lead generation and business. knew this was big, but I didn’t know how to use it until around 2010 when I found a couple of people who were successfully using LinkedIn to generate leads, but they were focused on internet marketers and solo-preneurs. Related resources: How to Use LinkedIn to Generate Leads.

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 best salesman ever?


Because one of the problems was that the programmers were not delivering the features clients needed, I asked to tag along on a few client calls, and the company sent me with their best salesman. In fact, they told me that this was the best salesman that they had ever worked with, and that he was responsible for most of the company’s revenue, selling client after client.

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Should your content generate leads or relationships?

grow - Practical Marketing Solutions

His business goal was to generate an ever-increasing number of leads from his company’s blog content and he wanted my ideas on what they might try to kick the number up. “Should your content be aimed at building short-term leads for cold calls, or for building real business relationships?” ” Clearly the Hubspot model is built on leads. ” I asked.

What are the best social media platforms for your business?

grow - Practical Marketing Solutions

Today I would like to introduce a few high level ideas to help you decide where to put your time for the best results for your business. ” This post contains broad generalizations — you still have to use common business sense to determine what fits best for you.  OK? Role of content — Content is the catalyst that leads to awareness on the web. It does not.

5 of the Best Ways to Generate Leads with Video [SlideShare]


You want more leads. Funny thing is, your leads want more video. But you get the gist: use video to get more leads. In other words: use video to generate leads! Of course there are many different ways to generate leads with video (like with any lead capture initiative). Just discovered 5 ways to get leads with video, do you know all 5? Yeah it would.

4 Email Marketing Best Practices


When it comes to leads, the bottom line is that they need to be nurtured. Lead nurturing is the process of forming a relationship with your leads and encouraging them to move through the sales funnel until they reach that “aha!” One of the most effective ways to nurture leads in the digital space is through email marketing campaigns. Critical Tool.

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.”. Instead, it was in plain sight, in the body of the email – against best practices. You may also like.