B2B Lead Generation | Buying stuff is easy – fixing problems is hard. SaaS marketing products like Marketo , Hubspot , Eloqua and the like are very, very easy to buy. Unfortunately, there’s no “Wonder Herb&# in B2B lead generation and marketing either. What does your software purchase do toward fixing your company’s problems with generating quality sales leads? This is not a knock on products from companies such as Marketo, Eloqua, Silverpop, Neolane, and Pardot. So sales will get fewer, better leads.). We hope you enjoy it. MORE >>

A new tool, ReachForce SmartForms, is giving sales operations lead routing teams major speed and productivity gains. Getting inbound leads qualified and routed to the correct sales person can be a time consuming and productivity-reducing exercise – and slow response can contribute to lost opportunities. Customers using ReachForce SmartForms are shaving significant time and in many cases automatically delivering precision-routed leads with no friction and with significant additional information to qualify the sales prospect. About ReachForce. MORE >>

Getting into lead generation was an accident. had more ego than understanding about lead generation and professional selling. So, I started literally at the bottom, responding to inbound website and 800# leads. That started my journey into lead generation, marketing & sales. What I like about marketing is that it leads and magnifies what happens in sales. If marketing & lead generation are in the flow, sales is (or has the opportunity to be) in the flow. If marketing & lead generation aren't t in the flow, sales will struggle. MORE >>

Today, I'm writing about the need to revisit your idea of the pipeline funnel to see if it might have changed without you noticing. Focus.com - thanks to Craig Rosenberg and Sarah Miller - invited 14 Focus Experts to share their picture and definition of the B2B sales and marketing pipeline funnel. My funnel is more of a horizontal cylinder focused on the buyer perspective. Michael Brenner , from SAP, had a more elegant take with his funnel shaped like a champagne flute. Mike Damphousse , from Greenleads, gave his funnel loft by putting it in the cloud of chaos.  MORE >>

B2B Lead Generation | How to Find New Customers. Marketing says Sales does not follow up on leads. Sales says Marketing’s leads suck. The solution to this problem is an agreed definition of a lead and tracking of prospect behavior, so the right content is shared at the right time. Undoubtedly a prestigious award typically leads to well-deserved congratulations and flooding the sales team with copies. Now let’s examine another key principle learned by readers of How to Find New Customers —  lead scoring. What do they consider a lead? MORE >>