Read the first post here: “ List Buying: 3 reasons why this tactic can be deadly for marketers.” ” In the previous blog post, Mike Volpe, CMO of HubSpot, exhorted marketers to stop buying lists and start doing their jobs: “Doing marketing right, building relationships and creating love for your company requires some work,” Volpe said. To speed up the process, she has three bits of advice: Find a partner with an audience that matches yours. Inbound Marketing: How a software company generated 190% more leads with a small budget. Tip #1: Just ask. MORE >>

In Needs Awareness and Research phases, the first two stages of the industrial buy cycle (see my earlier post Deconstructing the Four Stages of the Industrial Buy Cycle ) your prospects and customers use a variety of online content to find solutions to their current problems and needs. The chart below shows the variety of content used at different stages of the industrial buy cycle (Source: Understanding the Industrial Buy Cycle: How to Align Your Marketing with Your Customers’ Buying Process from GlobalSpec). of Tiecas, Inc. MORE >>

Put five business-to-business (B-to-B) marketers together in a room and ask them to name the best lead generation medium, then sit back and watch the sparks fly. Another will tell you that it’s Search Engine Marketing (SEM) because 83% of all B-2-B buyers start their buying process online. When developing your lead generation strategy, you need to match the right medium for each job. Each medium delivers a different type of lead, with buyers who are at varying stages in their buying process. The largest of these is LinkedIn. Time to Lead. MORE >>

Cold calling is the process of approaching prospective customers or clients, typically via telephone, who were not expecting such an interaction. Ken Rouge wrote in Predictive Sales Intelligence Will Redefine CRM and the Sales Process that “ InsideView proves that the value of social media increases exponentially when it can be applied directly to the sales/buying cycle. Marketing automation solutions like Eloqua manage opt-ins and content, all directly linked back to lead generation and sales acquisition costs. The Cold Calling Debate. – INC.com. MORE >>

Here’s a sample excerpt of a  digital marketing/ lead generation proposal we did recently I thought I’d share because it really is a compilation of recent blog posts in a way. Our approach to lead generation beings with a message strategy. From there, the lead generation plan is developed, followed by lead nurturing. Generate increased digital visits to your website. Provide ongoing marketing ideas to engage target audiences and generate leads. At the beginning of any lead generation and marketing effort, is the message.  Introduction. MORE >>