A Follow-Up Strategy for Content Syndication Leads
AUGUST 25, 2015
It’s important to recognize that content syndication leads are not like most sales leads. If you hand off content syndication leads to your sales force without setting these expectations, your program may be doomed to fail. The post A Follow-Up Strategy for Content Syndication Leads appeared first on The Point. references the specific content asset. 2.
Harness it in YOUR business – the power of B2B demand generation
JUNE 11, 2011
B2B Demand Generation | Many need our free B2B lead generation content. Need to learn B2B lead nurturing? Download our totally free and no registration needed cheat sheet, 7 Keys to Successful Lead Nurturing. I was speaking with a good friend at a content marketing company in Boston. They don’t even have marketing automation software.
Forrester finds b2b marketers lagging with demand generation
JULY 6, 2011
B2B Demand Generation | Companies are struggling with demand generation today. From BtoB Magazine Marketers Lagging in Demand Generation. “I find it sad how badly most companies are doing in B2B demand generation today. Instead of complaining about the poor economy, if more invested in quality demand generation programs, they’d put up vastly better results. B2B marketers are doing a poor job with demand- and lead-generation programs, according to a new study from Forrester Research.
Do You Need Marketing Automation to Do Lead Nurturing? Sort Of.
SEPTEMBER 30, 2013
A prospective client asks: “We’re just getting our demand generation programs ramped up, and I’m not sure I’m ready for marketing automation. 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. Certainly.
Doctor, Heal Thyself! Why companies are unable to diagnose their own demand generation challenges
SEPTEMBER 12, 2011
B2B Demand Generation | Why Outside Experts are Needed. Companies lack the ability to diagnose their own B2B lead generation shortcomings and challenges. From a post by Howard Sewell of Spear Marketing Group – talking about a new client: You can read the full post at Segmentation, Social Media Drive Lead Nurturing Success. That is clear.
5 Campaign Ideas for When You Have No Content
JUNE 27, 2012
For today’s B2B marketer, content is the fuel that feeds the demand generation engine. But when lead generation, lead nurturing , customer marketing and social media programs all require a constant feeding of new, compelling content, what do you do when the pace of new programs outstrips your ability to generate that content? Run a survey.
Emergence of Demand Generation Role Drastically Alters Marketing Landscape
MAY 23, 2011
He discusses the growing importance of demand generation in companies today and how that new role is continuing to evolve into a “revenue marketer role. We also invite you to learn more about demand generation at this earlier blog post: 3 Superb Ways to Learn B2B demand generation. _. Emergence of Demand Generation Role Drastically Alters Marketing Landscape. One thing is certain: The demand generation role is a pretty new phenomenon in business and marketing. critical new marketing role was born.
New Research on How B2B Marketers Get More Leads
MARCH 23, 2016
Lead generation, also commonly referred to as lead gen, continues to be one of B2B marketers’ top goals. It’s so important that if you distilled an average B2B marketer’s job description down to two words, they might well be “get leads”. Most marketers struggle to land enough leads, and enough quality leads. Sound good? Conclusion.
Demand Generation Strategies & Lead Management Processes First
MARCH 1, 2012
Lack of clarity and erroneous assumptions about demand generation, lead management and marketing automation are effectively addressed in two recent Software Advice whiteboard videos by Carlos Hidalgo, CEO, Annuitas Group , and Executive Director, Marketing Automation Institute. Nonexistent lead management processes.
BANT Criteria in a Buyer-Centric World? No More
JULY 5, 2016
Everyone in sales and marketing knows what BANT stands for – Budget, Authority, Need and Timeframe. With strategic demand generation, sales and marketing work together to help educate our buyers as they proceed through this buying process. Author: Erika Goldwater CIPP/US @erikawg Vice President, Marketing, ANNUITAS. Blog BANT Lead management
Increasing Conversion Rates – Part 2
APRIL 21, 2015
All modern marketers want to increase conversion rates –it’s just good marketing. By taking a strategic approach in developing a Demand Generation Strategy vs. a tactical approach, marketers can make a bigger impact in their results. Lead Management Process- Crystal Clear Accountability. However, the question is always how to do so? Read it here.
B2B Social Media: How do you measure the ROI of a LinkedIn InMail campaign?
B2B Lead Generation Blog
JANUARY 13, 2014
This is becoming a fairly common question in B2B social media marketing, and it’s understandable given the increasing adoption of InMail as a B2B marketing strategy. Multichannel Marketing: 6 challenges for planning complex campaigns. Lead Management: 4 principles to follow. Tweet How do you measure the return on investment of a LinkedIn InMail campaign?
Mad Marketing TV with the “God-Father” of B2B demand generation – Mac McIntosh
FEBRUARY 8, 2012
Mac McIntosh is one of the most highly respected and experienced practitioners of b2b demand generation and lead management. So the show host, Jeff Ogden , President of Find New Customers was thrilled to have him as our guest on Mad Marketing TV. Here are the two shows we did with Mac: Creating Compelling Offers in B2B demand generation.
Why sales isn’t off the hook for generating referral leads
OCTOBER 29, 2015
Marketers get it, too, and they’re ready to help sales teams generate more referrals and follow up on the great leads. Equally important, marketing has the tools to streamline the sales process so that every single client becomes part of your team’s referral network. Referral automation software delivers what marketing promises: qualified leads.
Do Lead Nurturing Campaigns Always Need an Offer?
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? As further context, the 4-1-1 Rule that Jon references is a principle intended for Twitter and credited to Tipping Point Labs and Joe Pulizzi of the Content Marketing Institute. Jon wrote the book on lead nurturing ( literally ) but, personally, I have concerns about extending Twitter rules into the realm of email marketing.
My Secret Methods for Turning Marketing Leads into Qualified Sales Leads
Modern B2B Marketing
MARCH 9, 2011
by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. Some of these best practices include common definitions for a qualified lead between marketing and sales; lead scoring to identify suspected quality leads; a strong lead management process to manage the handoffs; and the use of marketing automation to power the whole thing.
Is Your Organization Likeable? Are You Attracting the Right Buyers?
MAY 2, 2012
While there is much focus given to demand generation, content marketing, lead generation, lead management, and opportunity pipeline management, recent significant changes in buyer behaviors calls for serious examinations of whether organizations are attracting the right buyers. Can You Predict Your Ideal Scenarios For Lead Nurturing?
Sales Lead Management Association Announces Winners of the 2011 “50 Most Influential People in Sales Lead Management” Election
DECEMBER 27, 2011
Jeff Ogden, President of the B2B demand generation company Find New Customers wishes to congratulate all the winners, and to say that we are honored to be included with so many B2B marketing experts. Obermayer, executive director of the Sales Lead Management Association, announced the results of the voting for the Most Influential People in Sales Lead Management in 2011.
Buying software is easy. Fixing lead generation is hard.
MAY 25, 2011
B2B Lead Generation | Buying stuff is easy – fixing problems is hard. And every Friday we do a fun B2B marketing show called Laugh and Learn – teaching a key marketing lesson using wit and humor. SaaS marketing products like Marketo , Hubspot , Eloqua and the like are very, very easy to buy. Remember, we need fewer and better leads for sales.).
Interesting Infographics: It’s All About The Leads
AUGUST 28, 2015
Much like how the Nature vs. Nurture argument in scientific circles has evolved into an acceptance that both sides play a role, both quality and quantity are important when it comes to lead generation and management. You may have a stable full of leads but may not be nurturing them properly, which could hurt your chances of converting those leads into sales.
The 14 Best Marketing Automation Tools
JULY 12, 2016
Marketing automation software tools can be very helpful in making lead nurturing and sales acceleration efforts more effective—even if the category is badly misnamed. Marketing can’t be automated.) Recent research shows that 63% of B2B companies that are growing faster than their competitors use marketing automation. ” — Marketing Insider Group.
Your Lead Scoring Blind Spot: The Internet
Digital B2B Marketing
OCTOBER 6, 2011
Marketers have a huge blind spot when it comes to nurturing and lead scoring. It does not matter if you have built a sophisticated lead management and nurturing system, driven by content consumption, engagement and response. The potential of these prospects is not reflected in your lead score. work with B2B clients on media and integrated marketing programs.
6 Steps to Defining Your Value Proposition from MarketingSherpa
It's All About Revenue
SEPTEMBER 26, 2011
That’s how Dr. Flint McGlaughlin, Managing Director and CEO of MECLabs , kicked off the MarketingSherpa B2B Summit 2011 today – and appropriately so. B2B marketing lives or dies based on your value proposition. Almost self-explanatory, but worth repeating – like any piece of marketing, you’ll want to test various value proposition examples. Nevertheless, it’s often neglected.
5 Ways To Incorporate Direct Mail Into Your Marketing Mix
AUGUST 17, 2010
Yet many B2B marketers continue to be allergic to the idea of using direct mail, simply because it seems such a throwback in our mobile-social-online era. Old fashioned, yes, but used smartly and effectively, direct mail can play a vital role in a well-rounded, integrated marketing plan. Here are 5 areas that make ideal candidates for including direct mail in the marketing mix: 1.
7 Resolutions B2B Marketers Shouldn’t Make
It's All About Revenue
DECEMBER 30, 2011
B2B marketers are no different. But while improving your marketing efforts is a laudable and necessary goal, some resolutions can lead you down a bad road when not completely thought out. Today, we spotlight 7 wholesale New Years resolutions your marketing team should avoid. 1. We’re Going to Pass More Leads to Sales! Your first priority should be delivering better leads to sales, complete with data on how those leads have responded to your marketing efforts along with tools to help sales close deals. Attract leads? And Twitter!
3 Cool Lead Nurturing Programs You’re Not Running
It's All About Revenue
MARCH 2, 2012
by Jennifer Talcott | Tweet this I’ve been in the marketing automation community for about 7 years. In that time, I’ve seen lead nurturing go from “nice to have” to a hard-set business requirement for major, fast-growing businesses. While there’s something to be said for the standard use case meant to educate prospects, lead nurturing can do so much more. Not only does it automate marketing processes , but it also alleviates some of the pain sales feels when trying to build relationships. Why not use lead nurturing programs to help differentiate your solution?
“Change Before You Have To”…Think Conversion NOW
OCTOBER 8, 2013
Over the past 5 years or so, marketers have largely been obsessed with ways to drive more traffic online. It’s still like that for a majority of companies even in the B2B space where demand generation is a completely different beast than it is in B2C. Remember these Key Steps in Your B2B Content Marketing. Simplify Your Content Marketing in 10 Easy Steps.
3 Ways to Use Lead Scoring Within Your Marketing Automation Programs
Customer Experience Matrix
JULY 1, 2012
I wrote last week about the difficulty of linking marketing leads to sales results. One reason the topic was on my mind is I’m also thinking a lot these days about lead scoring. The practical use of lead scoring is to decide which leads to pass from marketing automation to sales, or, even more pragmatically, to predict which leads will be accepted by sales.* But the ultimate goal is to identify the leads most likely to generate revenue. For all the reasons I discussed last week, that lead-to-revenue connection is hard to make.
6 Lead Management Tips | B2Bbloggers.com - B2B Social Media and.
JULY 1, 2010
thought I would join in the fun and continue his list of 67 lead management tips with six more. Six Lead Management Tips Be extremely careful that your automated lead nurturing messages are for *someone* not *everyone* – (it’s not one size fits all – use your buyer personas and give your messages a personal tone). Listen. Can we get to 100 tips?
Lead Nurturing & the 80/20 Rule
FEBRUARY 5, 2010
A couple of months ago, in a respected marketing Webzine, there appeared a case study detailing a software company that had gone to impressive lengths to make the most of their investment in marketing automation. The truth is – it’s not required to develop anywhere near 40 emails, never mind 40 separate tracks, to build a highly effective lead nurturing program. Not really.
The Marketing Skills Gap is Very Real
It's All About Revenue
APRIL 17, 2012
by Christina Pappas | Tweet this Marketing might be in my blood. My father was a marketer before me, back in the 80’s and 90’s on the cusp of the personal computer and the birth of the Internet. But fast-forward 10, 15 years and those same marketers we’re now trying to figure out SEO strategy, adopting marketing automation to track buyer behavior and deliver timely content, and parsing social media for lead generation opportunities. There’s a lesson here: The marketing skills gap is very real. Marketing isn’t a young person’s game.
Dialogue Marketing: A Conversation with Maria Pergolino
MARCH 18, 2011
ideas for weaving social media into lead generation and lead nurturing programs. whether marketing automation can be a fit for small companies. • a common mistake to avoid in designing lead nurturing campaigns. • the outlook for Revenue Performance Management and marketing in general. You can view the entire interview below.
Chart: Greatest Challenges for CMO’s
JUNE 14, 2011
Lead Generation Companies | Biggest Challenges for CMOs. A few months ago, MarketingSherpa asked this question of 287 Chief Marketing Officers. “Which of the following marketing challenges are currently most pertinent for your organization?. Generating high quality sales leads is the single biggest challenge in business today.
5 Surprising Uses for Marketing Automation
It's All About Revenue
AUGUST 17, 2012
by Christina Pappas | Tweet this What’s the first thing that springs to mind when you hear the words ‘ marketing automation ’? For me, it’s email campaigns, lead nurturing, lead scoring, lead generation and lead management. But there are so many other ways to get more out of your marketing automation investment, from smoothing out the recruiting process to pushing real-time info to sales. Let’s take a look at five less common uses for marketing automation. 1. Event Management. Onboarding New Hires. Stuck Opportunities.