The Point

JUNE 24, 2022

All this and more is documented and analyzed in an informative new report from TrustRadius: “ 2022 B2B Buying Disconnect: The Age of the Self-Serve Buyer ”, the latest version of an annual survey that reviews changes in business technology buying and selling. ( Visit the TrustRadius blog to read a detailed summary and to access a free download.).

Top of Funnel 130

Top of Funnel Cold Calling B2B Demand Generation 130

The Point

MAY 27, 2014

Those of you who have been subjected to sales training at some point in your careers may remember a technique called “the assumptive close.” It goes something like this: “Would you like the car in red or blue?” ” “Can I deliver that to you this Friday?” To download your free copy, click here.

Copywriting 100

Copywriting B2B Demand Generation Agencies Demand Generation 100

The Point

JUNE 5, 2018

Read more about the survey results on Lori’s blog.). for lead management to 3.35 HJS: Your survey indicates that a clear majority of marketers are engaged across the lead lifecycle, including customer marketing. HJS: You report that only 41% of companies reported marketing and sales working from a common strategy and plan.

Lead Ranking 194

Lead Ranking Forrester Lead Scoring Paid Search Agency 194

The Point

JUNE 7, 2017

And the qualities that make it an effective sales email are lessons for anyone embarking on a sales outreach campaign, or any rep who writes emails, for that matter. The first paragraph references a recent blog post I wrote. Howard, I was intrigued by your position on pre-qualified leads in a recent blog post.

Best Practices 145

Best Practices Lead Ranking Sales Qualified Leads Account Based Marketing 145

The Point

APRIL 19, 2017

No one question will help you create content that drives quality leads – leads that convert more readily to pipeline and revenue – more than this one. In broad terms, early stage content tends to work best for top-of-the-funnel lead generation, when not everyone is interested (yet) in ROI, case studies or vendor comparisons.

Top of Funnel 214

Top of Funnel Demand Generation Agencies Demand Generation Paper 214

The Point

MAY 9, 2017

Earlier this year, he launched The B2B Content Agency to provide clients with buyer research, message strategy and insight-lead sales narratives. The power to convert leads lies in the message – not the software. In the absence of value, sales organizations default to pricing as their primary mechanism for closing deals.

Account Based Marketing 206

Account Based Marketing ABM Marketing Automation Services Lead Scoring 206

The Point

JANUARY 24, 2017

In a previous post, I discussed key strategies for following up with trade show leads. Here are 7 ideas for increasing booth traffic and lead volume at the show: 1. Blogging – Few companies want blog posts to be overtly promotional, but there are still ways to leverage blog content to drive show traffic.

Trade Show 100

Trade Show Traffic Demand Creativity 100

The Point

MARCH 13, 2013

Studies show that responding to new sales leads promptly, literally within minutes, can have a dramatic impact on the rate at which those leads are qualified, and the speed at which they convert to opportunities and, ultimately, deals. Here are 3 keys to crafting a successful autoresponder strategy: 1. Don’t try to do too much.

Autoresponders 100

Autoresponders Effectiveness Trade Show Bandwidth 100

The Point

SEPTEMBER 9, 2014

On a recent conference call with a prospective client, the Vice President of Sales chimed in with a question: “How many touches do you think it takes before someone becomes a lead?”. In fairness to my VP friend, he won’t be the last to ask the question (or its close cousin, “How many touches does it take to make a sale?”)

Demand Generation Agencies 100

Demand Generation Agencies Validation Demand Generation Rules 100

The Point

MARCH 29, 2012

Want a simple way to have your corporate blog show measurable results? Capturing new subscribers is one of the most efficient ways to convert random visitors into loyal readers that you can nurture over time and eventually turn into actionable sales leads. Share this blog! share this blog with. Click on any of the.

RSS 100

RSS Paper Case Study Case Studies 100

The Point

NOVEMBER 16, 2011

In a recent post , the folks over at Silicon Angle applied their usual insightful analysis to the results of an industry survey by marketing automation company Pardot , a survey that reports fully 42 percent of respondents (all B2B Marketers) have failed to generate any leads from their social media campaigns. Here they are, in a nutshell: 1.

Social Media 100

Social Media Demand Generation Agencies Media Leads 100

The Point

NOVEMBER 14, 2014

You can access the complete report on the Software Advice blog – no registration required.). The conclusion that most caught my eye is the one that titles this blog post. Second, let’s consider what the survey respondents most likely meant by “lead quality” in this context.

Trade Show 100

Trade Show Demand Generation Agencies BtoB Lead Scoring 100

The Point

DECEMBER 14, 2012

One of the most frequent questions we’re hearing from clients during this planning season pertains to the balance between pure lead generation on the one hand, and lead nurturing on the other. Even the most sophisticated lead nurturing program, however, depends on a stream of new leads entering the top of the sales funnel.

Lead Nurturing 100

Lead Nurturing Demand Generation Budget Programs Demand 100

The Point

DECEMBER 6, 2010

Without further ado, here are the top 10 most popular blog posts from our blog, “ The Point ” in 2010 (as measured by page views). Blog Makeover Nets Sales Leads for Software Company. Comments after the fold. 26 Must-Have Negative Keywords for B2B PPC Campaigns. 7 Mistakes To Avoid In Your Next Webinar Invitation.

Lead Gen 100

Lead Gen Webinar Metrics Salesforce.com Eloqua 100

The Point

AUGUST 11, 2015

These days it seems to me that you can’t read a marketing blog, attend a marketing conference, listen to a marketing podcast, without hearing someone drone on about the customer journey. Lead nurturing , for example, must now coddle the buyer through every step of his/her journey to customer nirvana. If he visits 5 Web pages?

Sales Cycle 100

Sales Cycle Demand Generation Lead Nurturing Aggregators 100

The Point

OCTOBER 8, 2009

Except awareness and thought leadership represent only a fraction of the potential return from social media, and in fact (I would argue) place well behind the windfall that social media makes possible in the areas of lead generation and lead nurturing. expand company’s leads database and community of followers.

Demand Generation Agencies 100

Demand Generation Agencies PR Social Media Paid Search Agency 100

The Point

SEPTEMBER 6, 2011

When marketers embark on a formal lead nurturing strategy, opportunities for process improvement can arise in unexpected ways. That was the experience for iDirect , a leading provider of satellite IP communications based in Herndon, Virginia. All this presents real challenges for both demand generation and lead management.

Lead Nurturing 100

Lead Nurturing Lead Scoring Sales Qualified Leads Lead Ranking 100

The Point

AUGUST 8, 2011

A recent industry study on Lead Management Optimization, conducted by CSO Insights and conducted in partnership with SMEI and Marketo , sheds insight on the relative budget marketing organizations are investing in areas such as lead nurturing, social media, and lead generation. I have two major issues with the analysis: 1. .&#

Lead Generation 100

Lead Generation Social Media Allocation Marketing Qualified Leads 100

The Point

SEPTEMBER 20, 2010

Sales teams need the push to meet year-end numbers, whilst at other companies, spending marketing dollars in Q4 is simply a matter of “use it or lose it.” Improve your blog. Does your corporate blog contribute to overall marketing ROI in a measurable way? A blog should be the centerpiece of your social media strategy.

Marketing Budget Creation 100

Marketing Budget Creation Marketing Budget Paid Content Budget Programs 100

The Point

MARCH 25, 2016

Try sending last-minute reminders in the form of “forwarded” emails from the assigned sales representative, including the contact’s first name and a personal note (e.g. Use SEM to generate incremental leads outside of your target list. Consider a 4-week paid search (SEM) campaign leading up to the date of the Webinar.

Webinar Metrics 100

Webinar Metrics SEM Marketo Marketing Automation Services 100

The Point

JULY 13, 2012

Which leads to another question: do certain types of campaigns even need an offer in the first place? Take lead nurturing : is it strictly essential that every lead nurturing touch include a specific, gated, call to action? I have my concerns, however, about extending it to lead nurturing and the email medium.

Lead Nurturing 100

Lead Nurturing Lead Ranking Lead Scoring Campaigns 100

The Point

MARCH 3, 2015

It’s always been obvious that agencies were a sensible channel for marketing automation vendors to pursue, but I’m beginning to wonder whether agencies might turn out to be the primary channel for such systems, excepting only direct sales to large enterprises. Perhaps having agencies run them is the real solution instead.”. But, actually: no.

Marketing Automation Services 100

Marketing Automation Services Enterprise Management Paid Search Agency Advertising Agencies 100

The Point

MAY 30, 2014

Over at the IDC Technology Marketing Blog , analyst Sam Melnick posted an article recently with the intriguing title: “Are Ad Agencies Keeping Pace with the Marketing’s (sic) Massive Digital Uptake? Today, that value may be in the form of a winning subject line, the title for a blog post, or an inventive way to repurpose old content.

Demand Generation Agencies 100

Demand Generation Agencies Paid Search Agency Advertising Agencies Ad Agencies 100

The Point

OCTOBER 14, 2010

As a Marketo agency partner, I attended along with colleagues from Spear Marketing Group to greet clients, talk shop, and hear how other companies – including Marketo themselves – are putting technology to use in the service of improved lead management. Including the recipient’s company name in subject lines increases response.

Marketo 100

Marketo Impressions Demand Generation Agencies Lead Nurturing 100

The Point

NOVEMBER 28, 2011

In fact, email newsletters can be a critical part of an ongoing lead nurturing strategy. Host the newsletter as a blog. There are countless reasons to host your newsletter on a blog platform like WordPress. Use Google Alerts, social media, and your PR agency to help spot potential topics. Make it look good.

Newsletter 100

Newsletter Tips Paid Search Agency Ad Frequency 100

The Point

MARCH 3, 2010

The conclusions drawn in the article hold particular relevance for marketers engaged in lead nurturing, especially when those nurturing programs are constrained by a perceived lack of relevant offers. It’s the working assumption of B2B marketers that prospects don’t want to be sold to.

Lead Scoring 100

Lead Scoring Lead Ranking Lead Nurturing Webcast 100

The Point

APRIL 4, 2024

The lead generation experts at NetLine just released their “ 2024 State of B2B Content Consumption & Demand Report ,” a meaty 38-page guide based on data from more than 6 million content registrations. YOY, up 77% since 2019, a contradiction for those who would have us believe that forms are a thing of the past. hours to 31.2.

Trends 299

Trends B2B Thought Leadership B2B Content 299

The Point

DECEMBER 12, 2014

Testimonials of this type can detract from the primary offer and create the aura of a sales pitch for your company that runs counter to the information of value the reader is searching for.”. So, for example, in that earlier post I wrote: “Be cautious with customer logos, award icons, and gushing quotes of praise for your company or product.

Landing Pages 100

Landing Pages Lead Ranking Lead Scoring PPC 100

The Point

FEBRUARY 22, 2010

However, in my experience, it’s participation in these areas – and not just simply joining groups and connecting with peers and colleagues – that can be a prime source of referrals, connections, and sales opportunities. Set up alerts for questions in your area of expertise.

Linkedin 100

Linkedin Peer-to-peer Tips Advertising Agencies 100

The Point

APRIL 23, 2020

Lead to MQL) and identify emails or even entire tracks that might need a refresh. Fix your blog. Corporate blogs are some of the most neglected marketing assets in a company’s arsenal. With the right design, frequency, and content, however, a blog can be a key driver for SEO and lead generation. Talk to sales.

Budget Management 263

Budget Management Spending Work Management Marketing Management 263

The Point

FEBRUARY 14, 2024

True, if you generate survey data through a third-party service, you generally won’t receive those responses as leads, or know how specific individuals answered specific questions. To generate true thought leadership and brand awareness and sales leads, a survey needs careful planning, from choosing a topic to marketing the data.

Customer Surveys 278

Customer Surveys Marketing Budget Creation Planning B2B Thought Leadership 278

The Point

MAY 30, 2023

However, simply slashing spend – while quick and dramatic – can have a detrimental effect on leads, pipeline, and revenue. Webinars and white papers can be reinvented as infographics, checklists, blog posts, even video. Make your blog work harder. A blog is the most neglected asset in a company’s marketing toolbox.

Marketing Budget Creation 147

Marketing Budget Creation Budget Programs Marketing Budget Paid Search Agency 147

The Point

SEPTEMBER 20, 2016

The following is an excerpt from an interview I conducted recently with the folks at TechnologyAdvice , a leading online provider of information resources to help IT professionals make informed buying decisions. For the complete interview, see the TechnologyAdvice marketing blog. Are leads shared or re-sold?

Paid Search Agency 0

Paid Search Agency Demand Generation Agencies Advertising Agencies B2B Marketing 0

The Point

AUGUST 25, 2022

These days, Webinars are a tougher sell than ever, especially for “first touch” lead generation. Most CPL publishers and other lead generation companies won’t even promote live events. Webinars generate substantially fewer leads, all things being equal, compared to on-demand content covering the same topic. Click To Tweet.

Webinar Metrics 52

Webinar Metrics Demand Generation Agencies Top of Funnel Paid Social Agency 52

The Point

JANUARY 30, 2018

Here are some of the key lessons I’ve learned for how even the smallest company can find success generating leads, opportunities, and customers: 1. And, moreover, any time, energy or resources invested in defining or promoting that brand distracts from activity that would be better served generating leads, engagement, and customers.

Demand Generation Agencies 168

Demand Generation Agencies Demand Generation Demand Generation 168

The Point

JANUARY 17, 2013

Launch a lead nurturing program. Don’t get me wrong: lead nurturing is a worthy investment for most companies, but making lead nurturing a goal for the new year is akin to saying you want to do more marketing. Lead nurturing is a means to an end, a program in the service of a goal. Ask yourself: why lead nurturing?

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand Generation 100

The Point

FEBRUARY 23, 2016

I’ve been working in B2B marketing long enough to remember when Webinars first burst onto the scene as a lead generation device. Surveys have long been a popular lead generation tactic, primarily because they create their own content, content that in turn can be used for inbound marketing, lead nurturing , PR, social media, etc.

Customer Surveys 100

Customer Surveys Campaigns Tips Peer-to-peer 100