Trending Sources

Sirius Decisions Thinks Websites Will Generate 71% of All B2B Sales Leads by 2015. I Disagree.

The Point

Sirius Decisions wrote an insightful article last week about the acquisition by Marketo of Insightera (a Web personalization platform), and included was the following projection: “By 2015, we expect to see 71 percent of b-to-b organizations’ new inquiries coming via the corporate Web site.”. Want to guess how many of those leads arrive via our clients’ Websites? Fair enough. doubt it.

Case Study: Segmentation, New Creative Boosts Lead Conversion Rates by 75%

The Point

Sungard AS runs a highly successful demand generation program, an integrated mix of both online and offline campaigns, to generate a consistent flow of leads to the company’s sales force. Spear conducted a thorough audit of the company’s lead nurturing process, and presented a series of recommendations, focused primarily on segmentation, offer strategy, email cadence, and creative.

MobileIron Harnesses End-User Demand to Drive Mobile IT Sales Leads

The Point

If end users want your product, but their IT department makes the purchase decision, can you leverage that demand to drive IT sales leads? That was the question contemplated by the marketing team at MobileIron , a leading provider of mobile device management technology. Here’s how the campaign worked: 1. Typically an ad campaign succeeds when it generates a single response.

Why is Inside Sales So Scared of Lead Nurturing?

The Point

Recent studies tell us while the adoption of marketing automation technology continues to gain momentum, fewer than 20 percent of marketing executives say that they are fully integrating the technology into their current sales and marketing initiatives. Whatever the motivation, any “push back” from Inside Sales to marketing automation and automated lead nurturing/qualification is misplaced.

How to Optimize Google AdWords with Offline Conversion Tracking and Marketo

Modern B2B Marketing

Author: Jon Miller Google AdWords is one of the most important marketing channels for almost every company, and the ability to measure and optimize for conversions is one of its most powerful capabilities. Until now, however, the AdWords conversion tracking tools have only worked for basic online conversions, such as a lead submission (form fill-out) or e-commerce transaction.

3 Ways to Improve the Quality of Your Sales Leads

Modern B2B Marketing

by Carol Fox If your sales leads aren’t receiving lead nurturing efforts from marketing to convert them quickly into business, they ultimately aren’t going to benefit your bottom line. Improving lead quality requires a commitment from sales and marketing to focus on both quality and quantity, not just one or the other. Commit to lead nurturing.

The Importance of Marketing Specialization

Fearless Competitor

At last, Find New Customers is now on the Sales Lead Management Association website with all the other B2B marketing companies. Hope to hear from them soon because I had a great conversation with them this week. I’m proud to have them on my team and great guest speakers for the Business Marketing Association of Tampa Bay, which I founded. Jeffrey L. Joe Pulizzi. ”).

Do You Need Marketing Automation to Do Lead Nurturing? Sort Of.

The Point

Do I need it in order to do lead nurturing?”. My answer: “It depends how you define “ lead nurturing ,” but technically: no, you don’t need marketing automation in order to nurture leads. After all, a simple monthly email newsletter to your database – something you can accomplish with only the most basic email service provider (ESP) – nurtures leads. Certainly.

Are You Lost In A B2B Sales Lead Paradox?

Modern B2B Marketing

They’ve filled the funnel with sales leads.  The sales department followed through on the leads provided but somehow your close-ratios are dropping.  If you are finding issues in your lead generation process, check these 5 reasons why you may be losing opportunities and what you can do to fix it: 1. Your Lead Scoring Is Off The Mark. B2B Sales sales leads

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How Does Lead Response Time Impact Sales?

Modern B2B Marketing

by Carol Fox Allowing time to elapse before sales responds to leads is unfortunately all too common – and costly. Oldroyd at MIT , in conjunction with, showed that waiting even an hour to contact and qualify sales leads can drastically reduce your chances of success. 19 hours, 31 minutes was the average sales response time by email. James B.

Marketing Strategy to Revenues and Social with three top marketing experts

Fearless Competitor

Two quick video clips kick off a conversation between four sales and marketing experts. One clip features Phil Fernandez, CEO of Marketo and the second clip shows Steve Jobs as he shares his vision for Apple’s new marketing strategy. Two quick video clips kick off a conversation between four sales and marketing experts. SalesOpShop TV description.

Panning For Gold: Capturing the Sales Leads You Really Want

Modern B2B Marketing

Marketers need to be able to quickly sift through incoming leads, identify those ready for sales, and have a plan in place to nurture the rest. Also, marketers need to evaluate which techniques are producing the highest quality sales leads so they will know where to continue panning. Source to Lead Score: Some sources can drive top-of-funnel leads (good!


Lead Nurturing Overview

Fearless Competitor

B2B Lead Generation | Lead Nurturing. “ Lead nurturing is one of the most important, yet poorly understood aspects of B2B lead generation today.&#. Jeff Ogden, President of the B2B lead generation consultancy Find New Customers. We’re discussing this topic on Sales Lead Management Radio today, so we wish to re-share this article.

Lead Nurturing Overview

Fearless Competitor

B2B Lead Generation | Lead Nurturing. “Lead nurturing is one of the most important, yet poorly understood aspects of B2B lead generation today.&#. Jeff Ogden, President of the B2B lead generation consultancy Find New Customers. Lead nurturing is the process of sharing valuable content (to them) over time, earning their trust, till they are ready to buy.

How to Optimize Your Website’s Resource Library for Lead Generation

The Point

A well-designed resource library can be a key factor in converting Website visitors to measurable, actionable sales leads. Conversely, a poorly designed resource library is where old white papers go to die. Comments Steve Reinhardt, Spear’s lead Web designer: “I’m a big fan of WordPress for its consistent updates and vast library of plugins. See thumbnail at right.)

To Call or Email? That is the Question

B2B Lead Blog

Tweet When Brian Carroll and I present webinars on adding the human touch to lead nurturing, like the ones last month for the B2B Lead Roundtable and Marketo , we inevitably get these questions: “How often should we call? First, a phone conversation is a prime opportunity to gain opt-in. In contrast, a thoughtfully planned conversation is the ultimate discovery tool.

B2B Lead Generation without Lead Nurturing is Doomed to Fail

Industrial Marketing Today

Here’s the shocking reality of B2B lead generation – 79% of marketing leads never convert into sales opportunities. B2B marketing and lead generation experts point to a lack of lead nurturing as the primary cause of this poor performance. Why is lead nurturing important? It is a fact of life that the bulk of your site visitors and/or conversions from landing pages are not ready to buy now. According to Kelly Gay, KnowledgeStorm CEO, “79% of all leads generated by marketing are not followed up by sales in a typical technology company.

Marketo’s Greatest Blog Hits of 2011

Modern B2B Marketing

by Jason Miller With 2011 now in the history books I thought it would be interesting to collect Marketo’s most popular blog posts from the past year and revisit them as a Greatest Hits collection. Instead I present to you the most popular Marketo blog posts from 2011 based on views and shares. How Does Lead Response Time Impact Sales? Is Lead Generation on its Way Out?

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12 Marketing-Takeways from the B2B Marketing Manifesto

Fearless Competitor

First Doug and his team combined great content with marketing automation ( Marketo ). This is why Find New Customers also writes for, PostclickMarketingBlog, CustomerCollective, blogs for Marketo, Eloqua, Hubspot, etc.). downloads, conversion rates, inbound links created, all the way to prospect meetings set. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers. Contact Find New Customers by calling (516) 495-9350 or sending an email to sales at Be very specific. Guest blog.

The 9 Parameters of a Lead Lifecycle

Modern B2B Marketing

by Rajiv Kapoor Lead lifecycle refers to how we manage the life of a lead (or contact or prospect depending on your terminology) from the moment it shows up in the system to deal close. The lead lifecycle defines where a lead can live, how a lead moves along, and what we do with a lead at each stage. Leads in your lifecycle must be in one of these stages.

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Lead Nurturing Fundamentals – How to do lead nurturing

Fearless Competitor

B2B Lead Generation | Lead Nurturing. “ Lead nurturing is one of the most important, yet poorly understood aspects of B2B lead generation today.&#. Jeff Ogden, President of the B2B lead generation consultancy Find New Customers. Lead nurturing is the process of sharing valuable content (to them) over time, earning their trust, till they are ready to buy.

5 Ways Sales Will Continue To Evolve

Modern B2B Marketing

by Bill Binch B2B companies don’t have the same luxury that businesses had in former years, when sales controlled consumer behavior. Now the digital marketplace has put the buyer in the driver’s seat and some sales forces behind the eight ball to keep up with consumer habits. As we venture into a new year, we’ll continue to see dramatic changes in the ways sales teams operate. 

21 Tips & Other Impressions from the Marketo User Summit

The Point

Earlier this week, Marketo , the marketing automation company, held its second ever user conference in San Francisco. 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. For one, I can report that no companies are coming to our firm asking us to help them align sales and marketing. Marketo has more than 300 content assets on offer on its Website.). Email?

Is Your Web-based Content Driving Away Sales Leads


Today's guest blogger, Reg Nordman, is the Managing Partner for Rocket Builders , a Vancouver based sales and marketing consultancy for high growth companies. Previously he has worked in direct and channel sales for major firms such as Unisys and Commodore. source: Marketo ). 48% followed industry conversations on topic. So before you redo your sales dept.,

Sales, Big Data, Partnerships & Integration: A Conversation with Henry Schuck of DiscoverOrg and Mark Godley of HG Data


It’s an amazing time to be a consumer of sales data. That is why DiscoverOrg is beating the pack and has emerged as a best-of-class sales intelligence platform. In conjunction with the DiscoverOrg/HG Data partnership announcement, we sat down with DiscoverOrg co-founder and CEO, Henry Schuck,  and HG Data’s Chief Revenue Officer, Mark Godley, to get their perspectives on the role of data and SaaS tools on both the trends and future direction for sales and marketing. What will it deliver to the sales process next to fuel sales? Great, now what? HS: Of course.

Defining the Perfect Sales Lead – 4 Tips to Getting it Right

Modern B2B Marketing

Today’s B2B marketing success revolves around the new spirit of collaboration between marketing and sales, and nowhere is this more important than the point where the sales cycle begins – defining the perfect sales lead. There are myriads of technology choices and philosophies on how to generate, nurture and manage leads. by Andrew Spoeth.

Love Every Lead – 4 Ways Marketing Automation Benefits the Sales Cycle

Modern B2B Marketing

It’s very clear that marketers can now generate, score and nurture leads to a level that was not possible just a few years ago. Lead scoring and nurturing tools ensure that a company can manage the top of the funnel through to marketing qualified leads (MQL). However the technology alone will not bring these leads through to Sales Qualified Leads (SQL) and into pipeline.

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Book Club: Conversations that Win the Complex Sale

Modern B2B Marketing

by Carol Fox We recently reviewed Conversations that Win the Complex Sale , a book aimed at helping sales people rethink their messaging, as part of our B2B Sales and Marketing Book Club. Authors Erik Peterson and Tim Riesterer, who run a consulting company called Corporate Visions, say rethinking your messaging to sales leads is key.

Are You Optimizing the Top and Bottom of the Sales Funnel?

Modern B2B Marketing

by Maria Pergolino In today’s B2B marketplace, revenue cycle management is all about the sales funnel. But if yours is less than streamlined, you may be leaking more leads than you convert. An effective funnel operating with sales and marketing alignment can create the magical mix of leads and effectively convert them to sales. Sales owns the bottom.

Three Truths Behind Sales and Marketing Alignment

Modern B2B Marketing

by Bill Binch To create the best lead generation process, you’ve got to keep sales and marketing on the same page.  There is a continuing challenge for marketing to fill the sales lead coffers.  But before marketing can bring in the right leads for sales to close, both need to agree on what constitutes a qualified  sales lead.

Sales Lead Management: Thought Leadership with Aaron Ross

Modern B2B Marketing

I've long been a fan of his blog Build a Sales Machine and I learn something new every time we interact. 1. Getting into lead generation was an accident. Back in 1999-2001, I was CEO of an internet company. I had more ego than understanding about lead generation and professional selling. After that experience, I decided I needed to learn how to build and manage a killer sales organization. So, I started literally at the bottom, responding to inbound website and 800# leads. That started my journey into lead generation, marketing & sales.

3 Actions for Marketers to Take During the Dog Days of Summer

Modern B2B Marketing

But even if the phone’s not ringing, clients are out of town, and nothing much seems to be happening, there are still several important things that marketers can do right now—even during the “slow” time of year—to help boost their sales results. Revisit old business leads and unfinished projects. Here are a few key marketing tips to keep in mind during the slow season: 1.

5 Essential Books to Understand B2B Sales 2.0

Modern B2B Marketing

by Katie Byrnes To effectively build relationships with prospects, sales teams need to learn to leverage evolving sales strategies. Without utilizing social networking, content marketing and other strategies, sales teams are likely leaving money on the table. Sales 2.0. She shows small and large businesses how to use Sales 2.0 book is to embrace Sales 2.0

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How to Drive More Revenue From Your Remote Salespeople

Modern B2B Marketing

by Bill Binch As the economy improves, more companies will start to add to their B2B sales forces.  Many companies will be expanding into and testing new markets by adding remote sales people.  We’ve identified three areas that challenge sales teams and potential solutions to drive more sales from remote salespeople below: 1. steady stream of qualified leads.

How to turn a good white paper into a great lead generation piece

Fearless Competitor

Great content or a great lead generation tool. Do you want a trickle of leads or a flood? To illustrate, let’s look at an example of how to turn a nice white paper into a great lead generation program: Let’s say you hire a company like the B2B lead generation company Find New Customers to write a white paper for you. Quality leads matter. You post it.

Does Your Sales Team Know How to Follow-Up on a Lead?


Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Set sales straight—it’s a win win. Many sales reps lack insights on the best way to follow up on a lead.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]


According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. It's a sales AND marketing strategy supported by a process managed by people and enabled by technology. ABM aligns marketing and sales. Stay tuned!

10 Worst Things to Do With a Qualified Sales Lead

Modern B2B Marketing

Marketers spend a lot of time (and money) delivering leads to sales teams. Of course, one big mistake – or even a series of little ones – can be the end of a potential sale. Ensure you avoid these 10 worst things you can do with a qualified sales lead in your lead nurturing efforts: 1. Not passing information about leads to sales.

50 Statistics About B2B Sales and Marketing (Mis)Alignment

Type A Communications

But if there’s one, at least in the business world, it’s how to fix the chasm between sales and marketing so companies quit bleeding leads (qualified or not) and customers. Well, actually it’s a change management problem, rather than just a sales and marketing alignment problem. Sales reps ignore 50% of marketing leads ( 101 B2B Marketing and Sales Tips from The B2B Lead).

Sales Lead Management Best Practices: Thought Leadership with Barry Trailer

Modern B2B Marketing

Barry is co-founder of CSO Insights , an analyst firm that benchmarks the challenges faced by today's sales and marketing organizations, tracking the trends in the usage of people, process, technology and knowledge to improve sales effectiveness. Barry is also a member of the Marketo Board of Advisors. Barry is also presenting his latest research about marketing and sales alignment at an exclusive webinar titled Using Marketing's Insights to Close More Deals Faster. How did you get into sales and marketing, and what you like most about it? Sign up today! 1.