B2B Lead Generation | Guest Post from Joe Pulizzi of the Content Marketing Institute. Good, but not good enough for most organizations, especially when there is a longer sales cycle. For all the talk about email being less effective,  email still works  when it’s relevant and useful, and it can be a great way of providing a “non-sales” touch to your readers and customers on a consistent basis. blog post email is received and then immediately read and shared out via Twitter, Facebook and/or LinkedIn). Full bio follows the post.). Joe Pulizzi. _. Online. Print. MORE >>

Home Marketing Matters About Contact B2B Marketing Store Company Website Using Content to Move Prospects Forward in the Sales Cycle by Achinta Mitra on May 5, 2010 in B2B Lead Generation , B2B Marketing Collateral , Content Marketing , Industrial Marketing Strategies , Sales Strategies We often think of online content as the text on a web or blog page. That however is only part of the solution because if your content doesn’t engage the visitor s/he won’t take a desired action to move forward in the sales cycle. Get Engineers Can Sell white paper now. MORE >>

What makes a lead management process successful? In the real world implementing lead management requires a degree of science, art and consensus. If you are considering implementing a lead management process, here are 6 Stages of Lead Management Implementation to give you a sense of what to expect. The first step in building a sustainable lead management process is a psychological one. When you implement a true lead management system, you are agreeing to more than sales and marketing alignment – you’re agreeing to greater accountability. Facebook. MORE >>

With our latest Facebook campaign, we are doing just that; tying leads generated by Facebook directly into our revenue pipeline via Marketo. We developed a custom Facebook application that generates a special offer and is powered by a Marketo form. Visitors to our Facebook page are prompted to “Like” our page which then lets them select their favorite decal. Here are ten reasons why we love this campaign: Leads go directly into our marketing automation software in real-time. From there the names are added directly into a lead nurture campaign. MORE >>

Long and complex sales cycles mean you need to attract and keep the attention and interest of prospective customers for weeks, months, or even years before they make their way into your sales pipeline. With these essential elements you can create better momentum through the pipeline to drive more sales opportunities for your business.? One Wednesday we hosted a great panel of experts to discuss in depth how to leverage content, lead nurturing and new technologies to build stronger relationships and drive more revenue. included in the scoring as well.&# MORE >>