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  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, JANUARY 8, 2013
    [Generation] Top Five Metrics for Revenue Generation Marketers
    myself have just completed a white paper on Top Five Metrics for Revenue Generation Marketers , sponsored by LeadMD , and touched on it in a separate Gleanster study, Revenue Performance Management - The Evolution of Marketing Automation. Marketing measurement is a perennially popular topic. The answer is: not exactly.
  • FEARLESS COMPETITOR  |  THURSDAY, MARCH 7, 2013
    [Generation] The Definitive Guide to BtoB Demand Generation – How to Find New Customers
    'Buffer Need to craft a best-practices sales lead generation program? Check out the Definitive Guide to BtoB Demand Generation : How to Find New Customers. ” Our’s is The Definitive Guide to BtoB Demand Generation : How to Find New Customers. BtoB sellers are struggling to create enough qualified sales opportunities.
  • MODERN B2B MARKETING  |  TUESDAY, JULY 15, 2014
    [Generation] [Report] What Does Demand Generation Mean to You?
    But regardless of what else your marketing strategy needs to accomplish, demand generation (the process of generating promising buyers for the sales team) probably tops the list. But demand generation can mean quite different things to different marketing teams, and companies vary in how they define and measure it.
  • THINK PENNY PACKER  |  TUESDAY, JANUARY 4, 2011
    [Generation] Lead Generation Best Practices
    Content Marketing Thought Leadership Marketing lead generationI recently came across some research from the Information Technology Services Marketing Association and RainToday.com that offers great advice to thought leadership marketers: how successful firms fill their sales pipelines.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, DECEMBER 7, 2010
    [Generation] B2B Lead Generation without Lead Nurturing is Doomed to Fail
    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. Raised win rates on marketing-generated leads by 7% and reduced “no decisions” by 6%.
  • MARKETING ACTION  |  WEDNESDAY, APRIL 2, 2014
    [Generation] 4 Steps for Better Lead Generation
    If you answered “lead generation,” welcome to the club; the majority of us marketers are here with you. The number-one problem for both years was “Generating more leads,” given by 61% and 60% of marketers respectively. Deeper Look into Lead Generation. When asked about the hurdles to lead generation, 63% cited lack of resources.
  • HUBSPOT  |  WEDNESDAY, SEPTEMBER 3, 2014
    [Generation] The Truth About Lead Generation: Busting 5 Common Conversion Myths
    That''s where the "Convert" or lead generation phase of the inbound methodology comes into play. According to our 2013 survey , companies with 30+ landing pages generated 7 times more leads than companies with 1 to 5 landing pages. Clearly, landing pages and lead generation go hand in hand. Lead Generation And it is!)
  • FEARLESS COMPETITOR  |  WEDNESDAY, JULY 6, 2011
    [Generation] Forrester finds b2b marketers lagging with demand generation
    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. Jeff Ogden, President, Find New Customers. Jeff Ernst, Principal Analyst, Forrester Research.
  • B2B MARKETING INSIDER  |  WEDNESDAY, MARCH 30, 2011
    [Generation] How To Measure B2B Demand Generation
    One caveat before you read on: This answer is specific to measuring B2B Demand Generation. My Answer: The best way to measure the success of Demand Generation efforts is Revenue! This is the literal Value of the leads generated. Demand GenerationHow to measure B2B Marketing. This question was asked recently on Focus.com.
  • NUSPARK  |  SATURDAY, JANUARY 21, 2012
    [Generation] The B2B Lead Generation-Demand Generation Book “Hall of Fame”
    B2B lead generation and lead management is a complicated process that can’t be detailed all in one book.  It’s easier said than done which is why firms like mine exist, to implement proper lead generation tactics that build revenue.  General B2B Marketing & Lead Generation. Demand Generation and Lead Process. Ruth P.
  • VIEWPOINT  |  TUESDAY, MARCH 10, 2015
    [Generation] When Bad Things Happen to Good Leads - Part 5
    Lead Generation Lead Nurturing 'Don’t believe everything you read about executives not wanting to talk to vendors. Some years ago I learned that SVP and C-level executives are 2.5 times more likely to respond to quality voicemail and email than their junior reports. was blown away!
  • ANNUITAS  |  TUESDAY, SEPTEMBER 30, 2014
    [Generation] Demand Generation – It’s Not That Easy
    As we go into event season-it’s good to remember that building a Demand Generation Strategy isn’t easy. In reading many of the blogs and listening to some of the webinars and speeches that have been given about Demand Generation one would think that the path to Demand Generation is just a few simple steps away. 
  • ANNUITAS  |  TUESDAY, APRIL 16, 2013
    [Generation] Secrets of Successful Demand Generation Programs
    'Often, I am asked for tips and tricks as it pertains to different areas of demand generation and most of the time, I am more than happy to oblige. Blog B2B Marketing Demand Generation Demand Process Transformation Lead Generation lead nurturing
  • SAZBEAN  |  TUESDAY, OCTOBER 5, 2010
    [Generation] Generating Quality Leads Online
    Building relationships is important and using that same tactic online will help generate quality leads. How do you generate quality leads online? Do you go to networking events just to collect business cards? How many of those sales are willing to refer you to others? Understand Your Value. Remember, people are selfish. Free works.
  • ACQUIRING MINDS  |  TUESDAY, NOVEMBER 30, 2010
    [Generation] Messaging Maximus for Lead Generation
    Buyers react negatively not because lead generation and outbound marketing interrupts their day but because the message is not appropriate and brings no value. Try testing different messages and see which brings the best results for your lead generation. Does your messaging speak to the lowest common denominator? Related Posts.
  • THE POINT  |  MONDAY, JUNE 10, 2013
    [Generation] Does a Demo Ever Make Sense as a Demand Generation Offer?
    'Anecdotally, I’ve been noticing a minor trend in technology marketing circles of late – namely, that a high percentage of demand generation campaigns seem to be presenting a product demo as the primary offer. Of course, designing demand gen campaigns solely to generate highly qualified leads is problematic.
  • VIEWPOINT  |  THURSDAY, FEBRUARY 26, 2015
    [Generation] When Bad Things Happen to Good Leads - Part 2
    'In part 1 of this series we discussed the troubling statistic that 70 – 94% of leads generated by marketing are ignored by sales. Lead Generation Lead Nurturing Part of the problem is the misuse of valuable data that results from marketing contact. The first type of data we’ll look at is what we call the “pipeline” disposition*.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, NOVEMBER 18, 2009
    [Generation] My List of Demand Generation Vendors, and Who They Sell To
    One of the audience members at the B2B Marketing University in Boston asked about demand generation systems for small businesses, and how to distinguish among the vendors in general. The table below presents a reasonably comprehensive list of demand generation (a.k.a. also promised a blog post on the topic. Here it is.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, DECEMBER 1, 2013
    [Generation] How to Generate More Opt-ins With Your Email Marketing Campaign
    An effective way to both generate new and nurture existing email subscribers is offering them a regular newsletter on an interesting topic. How to Generate More Opt-ins With Your Email Marketing Campaign is from Eloqua’s It’s All About Revenue, a Blog Covering Business To Business Marketing. Here are some ideas on how to get started.
  • FEARLESS COMPETITOR  |  MONDAY, FEBRUARY 18, 2013
    [Generation] How to Create Truly Useful Content Maps in BtoB demand generation
    Content is critical in B2B sales lead generation. Author : Buffer, Inc Website : [link] --> The post How to Create Truly Useful Content Maps in BtoB demand generation appeared first on Fearless Competitor. Marketing Self Education buyer personas content marketing Find New Customers sales lead generation Consideration of Options.
  • CRIMSON MARKETING  |  MONDAY, APRIL 28, 2014
    [Generation] Giles House, CallidusCloud’s Sr. VP & CMO: How Marketing Can Work With Sales to Increase Revenue
    'It used to be enough that Marketing departments generated leads and handed them off to Sales. Demand Generation Podcasts The responsibilities and activities of Marketing and Sales departments lived in uniquely different worlds. The post Giles House, CallidusCloud’s Sr.
  • VIEWPOINT  |  MONDAY, JUNE 27, 2011
    [Generation] Outsourcing Lead Generation: A CMO’s Perspective
    There are many factors to consider when deciding whether to do outbound lead generation in-house or to partner with a lead generation services firm. What led you to consider outsourcing lead generation? What for you were the critical success factors you weighed in outsourcing lead generation? Beware.
  • ANNUITAS  |  THURSDAY, FEBRUARY 23, 2012
    [Generation] My Love/Hate Relationship with B2B Events
    Too many organizations look at events as ad hoc marketing activities with no forethought into how live events and shows should be a part of their demand generation strategy.  If you are planning to exhibit at an event, ensure that you can articulate how it will integrate into your demand generation strategy. Demand Generation
  • INBLURBS  |  WEDNESDAY, FEBRUARY 22, 2012
    [Generation] Why to attract Generation Y who increasingly spending more money online
    Generation Y , young, digital-savvy consumers, are the 18- to 34-year-old age group which has grown up with internet and social media. survey done by American Express Business Insights find out that Generation Y increased their spending 31% in 2011 over 2010. They read and write online reviews and are more likely to recommend products.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, MAY 11, 2010
    [Generation] 100 Tips for Trade Show Lead Generation
    Lead generation remains the top reason most companies exhibit at events and tradeshows. came across this helpful post by Mike Thimmesch on 100 Trade Show Lead Generation Ideas that's worth checking out. Related posts: Lead Generation tips for Tradeshows Conferences Use social media to reach more attendees 32.
  • THE POINT  |  MONDAY, JULY 18, 2011
    [Generation] Sample Outline for a Lead Generation White Paper
    White papers that are little more than brochures in sheep’s clothing or do no more than describe your product in technical detail will not be successful as lead generation offers because they presume an explicit interest in your product. Benefits/Applications/ROI (including case studies, if possible). How to choose a solution/vendor. Summary.
  • THE EFFECTIVE MARKETER  |  TUESDAY, DECEMBER 20, 2011
    [Generation] Demand Generation and Lead Management Explained
    Last week Carlos Hidalgo , CEO of the Annuitas Group , shared on the Software Advice blog a nice video explaining two basic concepts that are often used interchangeably by vendors and even analysts in the Marketing Automation space but should in fact be treated as separate concepts: Demand Generation and Lead Management. Nice job, Carlos!
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, MARCH 30, 2010
    [Generation] Generating a Buyer Persona with Facebook Advertising
    I am a big fan of David Meerman Scott’s work and I am in the middle of re-reading his book the New Rules of Marketing and PR 2nd edition ! Translation – it provides a rich target for your marketing, you may even put a name or a face to it as one of his blog post detailed called How Well do you Know your Buyer Personas ? Not any more …. Tweet This!
  • LEAD VIEWS  |  THURSDAY, NOVEMBER 29, 2012
    [Generation] Social Media for Demand Generation: What Have You Done for Me Lately?
    Analytics B2B marketing B2B Social media B2B Social Media Marketing online marketing b2b Demand Generation gartner hype cycle LeadFormix ROI social analytics social media social media channelsAt LeadFormix we deal with many of the same marketing challenges that our customers grapple with. Sometimes. [[ This is a content summary only.
  • VIEWPOINT  |  MONDAY, NOVEMBER 3, 2014
    [Generation] Five Signs You're Missing Sales Opportunities
    Lead Generation Sales Leads 'Available Free for a limited time! am excited to announce that SellingBrew just published my Playbook Diagnostic, “Five Signs You’re Missing Sales Opportunities” and has generously made it available free to readers of ViewPoint for a limited time.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, NOVEMBER 3, 2013
    [Generation] Secret Sauce: 8 Tips from Demand Generation “Master Chefs”
    Sam works with enterprise clients to develop demand generation strategies. Success in demand generation is like cooking: It’s the just-right combination of careful planning, meticulous measurement, and making sure the oven is always set to the right temperature. Here are a few tips: 1) Assemble a winning team.  8) Watch your programs. 
  • ANNUITAS  |  TUESDAY, JUNE 18, 2013
    [Generation] Q&A with Matt Heinz – Content Generation, Social Selling and Beyond
    Blog B2B Marketing content marketing Content strategy Demand Generation Social selling 'The majority of my content comes from conversations with customers and partners. It comes from listening and learning from the market.
  • FEARLESS COMPETITOR  |  THURSDAY, APRIL 28, 2011
    [Generation] Want to learn B2B lead generation? Got $49?
    B2B Lead Generation | Our $49 training course. We believe everyone has a right to affordable knowledge on b2b lead generation. B2B Lead Generation Training Program. 18 Emails on B2B lead generation concepts, delivered over three months. To learn more and order it, visit Demand Generation Training. Just $49.
  • ANNUITAS  |  TUESDAY, NOVEMBER 18, 2014
    [Generation] 3 Key Elements to an Effective Demand Generation Strategy Kick-Off
    You’ve convinced your key stakeholders your company needs a Demand Generation Transformation. There is no “set it and forget it” in Demand Generation Strategy. Keeping these key elements in mind will help you kick-off and guide your Demand Generation Strategy success. 'The time has finally come. It’s time to kick it off.
  • FEARLESS COMPETITOR  |  TUESDAY, APRIL 26, 2011
    [Generation] Trust and the Big Lie of Lead Generation
    B2B Lead Generation : Capturing Accurate Information on Forms. provocative post called The Big Lie of Lead Generation. Jeff Ogden is President of the  B2B lead generation  consultancy,  Find New Customers. Last Friday, someone filled out this form to download content. It’s exactly the theme of this post. What do you think?
  • BIZNOLOGY  |  WEDNESDAY, APRIL 9, 2014
    [Generation] The top 10 tricks for sales lead generation
    This fast-paced session introduces the top techniques for B2B lead generation today, from calculating the right number of leads required and setting qualification criteria, to managing lead tracking and reporting. The top two metrics that are essential to measuring the results of your lead generation investments. Ruth P.
  • SMASHMOUTH MARKETING  |  THURSDAY, OCTOBER 1, 2009
    [Generation] Lead Generation Tips - Take 3 Hour Lunches
    More Lead Generation Tips There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea! Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion.
  • FEARLESS COMPETITOR  |  FRIDAY, FEBRUARY 19, 2010
    [Generation] Improve lead generation with great marketing content
    Jeff Ogden is President of Find New Customers “ Lead Generation Made Simple &#  He’s also the author of the highly acclaimed white paper, How to Find New Customers , considered by many to be the Bible of demand generation. Tags: Lead Nurturing lead generation marketing campaigns marketing funnel sales challenges
  • B2B LEAD GENERATION BLOG  |  MONDAY, FEBRUARY 11, 2013
    [Generation] B2B Sales and Marketing: How a staffing company gained 242 qualified leads in just three months in a new market
    Inspired by a MarketingSherpa article , she decided to outsource a lead generation company to generate leads they could close. The team used a software system that made the progress of the lead generation effort completely transparent. Sources: LeadJen – the outsourced lead generation company TERRA used. she explained.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, SEPTEMBER 18, 2012
    [Generation] How Dreamforce Boosts Lead Generation [CHART]
    With many of our customers using  salesforce.com  AND also an increasing number of marketers attending, we thought it would be great to see what “effect” Dreamforce had on our customers on  lead generation  over the past few years. Well the results were pretty clear.  Considering Dreamforce was held different months each year (Sept.,
  • FEARLESS COMPETITOR  |  TUESDAY, JULY 19, 2011
    [Generation] The Pathetic State of B2B Demand Generation
    generation. Just for kicks, I asked people to give a word or phrase that summarizes their view of the state of demand generation, and the word that appeared most frequently in the responses was “disjointed.&# For more stats and insight into what their plans are, see my report The State Of B2B Demand Generation: Disjointed. __.
  • TRADESMEN INSIGHTS  |  WEDNESDAY, AUGUST 10, 2011
    [Generation] How Are You Generating Social Media Leads?
    Hopefully one of your objectives for social media is to generate new business leads. While it may not be possible to post each day, the more frequently you do, the better your chances of generating leads. Social Marketing edison ressearch elijah young generating social media leads hubspot social media explorer.com
  • FEARLESS COMPETITOR  |  MONDAY, JUNE 20, 2011
    [Generation] B2B Lead Generation | Where Are You Today?
    B2B Lead Generation | Where Are You Today? An SVP of Worldwide Marketing used this to describe where his 1/2 billion software company fit today in B2B Lead Generation. This is why our B2B lead generation site, Find New Customers , is filled with great free content like white papers, ebooks, podcasts, webinars, etc.
  • FIFTH GEAR ANALYTICS  |  TUESDAY, FEBRUARY 8, 2011
    [Generation] Lead Generation: Are You Using Marketing Analytics?
    Most marketers today understand that lead generation is imperative and should be a key element of every sales and marketing organization.  However, “leads” can come in all shapes and sizes.  They come from traffic at a retail location, from a web visitor, from a direct marketing campaign, an event, mobile devices, and contact centers, among
  • SALES LEAD INSIGHTS  |  TUESDAY, MAY 31, 2011
    [Generation] B2B marketing and lead generation campaigns: Expert tips
    B2B marketing , B2B lead generation & B2B marketing automation. Peter turns business and sales objectives into provocative, compelling, and highly focused lead generation campaigns. Worth considering: Need help getting your B2B lead generation and lead nurturing campaigns designed, implemented or improved? Check everything.
  • SMASHMOUTH MARKETING  |  THURSDAY, OCTOBER 1, 2009
    [Generation] Lead Generation Tip - Take 3 Hour Lunches
    More Lead Generation Tips There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea! Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion.
  • ANNUITAS  |  TUESDAY, MAY 6, 2014
    [Generation] Managing the Talent Shortage and Skills Gap of Demand Generation Marketers
    We definitely see similar trends in Demand Generation as it encompasses several of these digital skills (e.g. analytics, social, content marketing) as part of a strong Demand Generation Strategy. For example, on the Demand Generation Strategy team, say we are looking for people with a strong content development background.
  • DIGITAL B2B MARKETING  |  TUESDAY, MAY 17, 2011
    [Generation] What Comes After Lead Generation?
    Two weeks ago, I wrote Five Reasons Lead Generation is on its Last Legs , exploring the reasons why today’s common lead generation tactics are beginning to fail. Underlying the new demand generation activities will be two key changes. What other changes will we see in lead generation? Relevance is the New King.
  • VIEWPOINT  |  MONDAY, SEPTEMBER 16, 2013
    [Generation] PowerMinute: How to Leave Voicemails that Generate Sales Results
    In fact, our experience shows 20% - 30% of all sales opportunities we generate for clients result from leaving a carefully crafted voice message. In today''s PowerMinute you will hear why it is important to leave voicemail messages when prospecting and how to do it successfully to generate a positive response.
  • SMASHMOUTH MARKETING  |  THURSDAY, OCTOBER 1, 2009
    [Generation] Lead Generation Tip - Take 3 Hour Lunches
    More Lead Generation Tips. There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. MIT data shows that that might have been a good idea! Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion.
  • ANNUITAS  |  THURSDAY, FEBRUARY 5, 2015
    [Generation] Demand Generation Strategy Rules NOT to be Broken
    However, when it comes to Demand Generation Strategy there are a few rules that if not followed, will lead to poor results, wasted money and effort, and a frustrated marketer. Blog business intelligence Buyer''s Journey Demand Generation Strategy Metrics '*This post first ran September 11, 2014 in the ANNUITAS blog. Do Your Homework.
  • ANYTHING GOES MARKETING  |  MONDAY, SEPTEMBER 6, 2010
    [Generation] Top 10 LinkedIn Tips for Lead Generation
    I had the pleasure of guest blogging on the “It’s all About Revenue Blog”. Here is a snippet from that post: If you haven’t logged into LinkedIn these days, it’s time to get back in there and see some of the cool stuff that is now available.
  • B2B MARKETING INSIDER  |  TUESDAY, JULY 2, 2013
    [Generation] How To Get Leads With Content Marketing
    'In marketing, we are always challenged with the question: how to generate more leads for the business. When you ask marketing leaders about their biggest challenges, demand generation is almost always at the top of the list. So how do we generate leads with content marketing ? Demand Generation And our products. Yawn!).
  • ANNUITAS  |  WEDNESDAY, APRIL 23, 2014
    [Generation] Enterprise Demand Generation: How Are You Doing?
    There are some great studies out there focusing on content strategy (specifically) or buyer behavior, but nothing that really shines a light on how large companies run Demand Generation … with an emphasis on large. However, the reality in many organizations is that the approach to demand generation is often more tactical than strategic.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 27, 2013
    [Generation] Hiring a person to head BtoB Demand Generation? Don’t just hire a person; Hire a process!
    'Buffer When hiring a BtoB demand generation manager, don’t just hire a person. see lots of listings on LinkedIn looking for BtoB demand generation managers. What’s the process that this new hire will use to craft a best practices btob demand generation program in your company? Hire a process too! C – Clear.
  • HUBSPOT  |  MONDAY, MAY 26, 2014
    [Generation] The Basics of Inbound Lead Generation
    Even though in the 2013 State of Inbound Marketing Report we found that 20% of marketers say increasing total lead volume is their top priority this year, lead generation itself may not be the problem at hand. Often, lead generation problems can be addressed by fixing other problems -- like website traffic, for example. Or a hole.
  • HUBSPOT  |  TUESDAY, JANUARY 21, 2014
    [Generation] What Is Demand Generation? [FAQs]
    There’s one marketing concept, however, that sets the tone for all of this marketing activity -- and it’s called demand generation. hat exactly does demand generation mean, and how is it different from concepts like inbound marketing? What is demand generation? What is inbound marketing''s role in demand generation?
  • FEARLESS COMPETITOR  |  MONDAY, APRIL 18, 2011
    [Generation] The Lead Generation Assessment | Our most popular service
    B2B Lead Generation | The Lead Generation Assessment service. The Lead Generation Assessment  service is far and away our most popular service. That’s our lead generation assessment service. Lead Generation Assessment Service   (to learn more and sign up, just click those words.). Carlos Hildago.
  • FEARLESS COMPETITOR  |  THURSDAY, JULY 28, 2011
    [Generation] The Future of Demand Generation
    The Future of Demand Generation. Great discussion on the realities of B2B demand generation today. Thor Johnson leads Team Thor Marketing, a US-based marketing consulting agency providing strategic planning and implementation guidance to automate demand generation and drive sales force performance. Demand Generationclose.
  • SOCIAL MEDIA B2B  |  THURSDAY, NOVEMBER 13, 2014
    [Generation] 9 Steps to Highly Productive B2B Lead Generation
    'The challenge of generating high-quality leads looms large in front of business-to-business marketers today. 78% of B2B marketers say lead generation is their biggest challenge. You need to develop a lead generation process, and support it with robust systems and the right people in the right places. Lead Generation
  • LEADERSHIP  |  TUESDAY, MAY 13, 2014
    [Generation] 6 Distinguishing Traits of the New Age B2B Buyer —And 6 B2B Lead Generation Tips to Engage
    Then once you do, what changes must you make to your B2B lead generation strategy in order to attract, engage and convert this new, complex buyer? Ask that your lead generation program allows a 360° view so you can keep a close watch and carefully manage return on investment. How do you identify and recognize these traits?
  • FEARLESS COMPETITOR  |  WEDNESDAY, DECEMBER 8, 2010
    [Generation] Focus Experts Roundtable on BtoB Lead Generation
  • ANNUITAS  |  TUESDAY, DECEMBER 3, 2013
    [Generation] Why Buyer Personas are a Potential Obstacle to Demand Generation Success
    Blog B2B Marketing Buyer intersection points Buyer persona Content Marketing Institute Demand Generation Strategy DemandGen report 'What most organizations fail to do is document the buyers approach to the purchase (this is more than just interest, consensus, evaluation, decision).
  • FIFTH GEAR ANALYTICS  |  WEDNESDAY, JULY 7, 2010
    [Generation] There Is No Quick Fix. But Lead Generation Can Get You Off To The Races.
    In a recent MarketingProfs “ Get to the Point ,&#   it was stated that in the rush to grow leads, B2B marketers are often tempted to use “quick-fix&# lead-generation tactics, according to Jep Castelein in a post at the Connected Marketer blog. Rick Volz. Bad idea, he writes. Be where your prospects are. Add value, avoid quick sells.
  • SYNECORE  |  TUESDAY, FEBRUARY 4, 2014
    [Generation] Tips to Boost Your Lead Generation [Infographic]
    'Lead generation. An integral part of integrated digital marketing, generating quality leads is one of marketers’ most important objectives. Follow @jAtkO23. Follow @SyneCoreTech
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 4, 2015
    [Generation] 5 Little Lead Generation Experiments You Can Run Right Now
    The good news is that there are lots of things you can do to generate leads without breaking the bank or working every single weekend. Lead Generation Daily '"We need more leads.". Pretty much every B2B marketer has heard this phrase from their sales team at some point in their career. Results: Conversions increased by 20%.
  • FEARLESS COMPETITOR  |  MONDAY, MAY 9, 2011
    [Generation] The Lead Generation Assessment Service
    B2B Lead Generation | The Lead Generation Assessment Service. This is why outside insights are need and lead generation companies like Find New Customers can help you. This is why most new clients of Find New Customers start with the Lead Generation Assessment Service. “The leads we get from Marketing are crap.&#.
  • FEARLESS COMPETITOR  |  SUNDAY, MARCH 2, 2014
    [Generation] The Next Big Thing in Marketing – Local Marketing
    Filed under: Demand Generation. Demand Generation 'As an award-winning marketing expert, I think a lot about what’s next. Marketo went public. Hubspot is about to go public. Dropbox and Box,com are hoT too. Whos’ next? In my opinion, what’s next is local marketing. He’s also a guest on Marketing Made Simple TV.
  • THE POINT  |  THURSDAY, JANUARY 17, 2013
    [Generation] 3 Demand Generation Goals to Avoid in 2013
    Generate 10 deals per quarter from contacts already in our CRM database. What is about social media that you think will extend and improve your demand generation mix? client of ours was able to show how their new blog generated a 700 percent ROI last year based on opportunities that originated with, or were influenced by, that program.
  • B2B MARKETING INSIDER  |  TUESDAY, NOVEMBER 5, 2013
    [Generation] How Much Does A Lead Cost? [Infographic]
    It’s been a while since I’ve written about Demand Generation techniques, so here’s a definition for those of you new to my blog, new to marketing or new to demand generation. Demand Generation 'The folks at Madison Logic just released an infographic that breaks down the cost of a lead across various industries.
  • B2B LEAD GENERATION BLOG  |  MONDAY, MARCH 11, 2013
    [Generation] Marketing Analytics: 3 steps to help Sales and Marketing improve productivity
    Learn more about that in this article, “ Why 75% of Marketers Are Experiencing Lead Generation Pain and How to Stop It Before It’s Too Late.”) Furthermore, Sales should be focused on closing business and generating revenues, not updating forms.”. Help her marketing team do more in less time. Which ones resulted in revenue.
  • VIEWPOINT  |  TUESDAY, JUNE 7, 2011
    [Generation] Five Reasons Your Lead Generation Campaigns May Not Be Working
    For the past 11 years, I have been advising organizations on how to plan and execute their b2b lead generation campaigns. B2B lead generation is complex, and there is always work to be done. There are some big reasons why lead generation campaigns fail that must be dealt with at the outset, before sweating the small stuff.
  • B2B MARKETING INSIDER  |  MONDAY, DECEMBER 8, 2014
    [Generation] What Is The Cost Of A Lead?
    published their research from last year as well because I think this information is really helpful for brands to benchmark themselves in their demand generation efforts. There is enormous disparity among B2B companies when it comes to lead generation practices. Demand Generation What Is The Cost Of A Lead?
  • SALES LEAD INSIGHTS  |  WEDNESDAY, MAY 25, 2011
    [Generation] Email tips from one of our B2B lead generation and marketing automation experts
    This is the first in an ongoing series of tips from experts in B2B marketing , B2B lead generation and B2B marketing automation. We’ll start off with tips from some of the experts who provide our sales lead management consulting , marketing training , marketing automation and lead-generation services. Altaf Shaikh. Learn more here.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JANUARY 5, 2011
    [Generation] The Aprimo Marketing Summit 2011
    Yes, … Continue reading → Demand GenerationJoin me at the Aprimo Marketing Summit! The Aprimo Marketing Summit 2011, will be held February 27 to March 2 at Amelia Island, FL. And I’m deeply honored to be your host for the B2B track at the event.
  • CLIENT BRIDGE  |  MONDAY, FEBRUARY 8, 2010
    [Generation] SMB Lead Generation
  • THE POINT  |  MONDAY, JULY 23, 2012
    [Generation] Why Chasing Hot Leads is a Bad Idea
    Of course, in the real world – a world of sales quotas, quarterly revenue goals, and impatient investors – not all stake-holders, especially salespeople, are interested in the notion that the most effective lead generation strategy is a long-term proposition. In an ideal world, all B2B sales leads would be pre-qualified and ready to buy.
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 18, 2010
    [Generation] Improve Lead Generation: Top Takeaways from MarketingSherpa's B2B Marketing Summit
    If you want to find out what you missed and could use some fresh ideas to immediately improve your lead generation check out the following posts: B2B Marketing Summit ’10 Wrap-up: Seven takeaways to help you engage potential customers, generate high-quality leads and more. had a great time. Register here.
  • FEARLESS COMPETITOR  |  THURSDAY, NOVEMBER 18, 2010
    [Generation] What’s Really Working in BtoB Lead Generation
    I had an opportunity yesterday to host a radio show on business to business lead generation with three top marketing lead generation experts for Focus.com. Mac McIntosh of Mac McIntosh Inc.
  • B2B LEAD BLOG  |  MONDAY, DECEMBER 2, 2013
    [Generation] Learn How to Maximize Lead Generation
    And if you’re extra lucky, she agrees to an interview drawn from her new book “Maximizing Lead Generation.”. What are the biggest challenges for marketer to generate the number of leads they need currently? Learn the key framework from Ruth Stevens to create a lead process and generate more qualified B to B leads. Budget?
  • MARKETING EDGE  |  SUNDAY, JANUARY 20, 2013
    [Generation] Armstrong This Generation’s Nixon For PR
    Lance Armstrong will go down in history for the best PR comeback in a generation. Lordy Lordy, will wonders never cease in the world of public relations. that’s my prediction) The last time. Hitting on a single topic in marketing, social media and business communications. Quick and to the point.
  • MODERN B2B MARKETING  |  MONDAY, JANUARY 27, 2014
    [Generation] Long Live the Music Video! Marketo Debuts “Gotta Get Lead Generation”
    Lead generation, of course! Written and performed by the talented Julie Neumark, “Gotta Get Lead Generation” chronicles a tale that almost any marketer can relate to: your boss (in this case, a sunglasses-wearing mascot) wants you to generate more leads , but you aren’t sure where to start. Demand Generation
  • MI6 MARKETING AGENCY  |  TUESDAY, OCTOBER 19, 2010
    [Generation] CSO Insights Lead Generation Report Summary
    The 2010 CSO Insights Lead Optimization Report is a key research piece we used in our recent Mi6 Briefing: Marketing, Lead Generation and Selling to CIOs. Lead Generation Investment. Related Posts: Mi6 Briefing #2: Marketing, Lead Generation and Selling to CIOs. Author: Chris Herbert. About the survey. Findings. Conclusion.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, NOVEMBER 19, 2014
    [Generation] How Video Drove a 50% Increase in Form Submissions for Oracle Marketing Cloud [Case Study]
    Demand Generation 'You may have “met” our friend, “Modern Mark.” The program started with a research study conducted in tandem with BtoB Magazine to learn about the modern marketer—from our audience’s perspective. Video as the Star. We credit this to multichannel and video combo. PT/1 p.m.
  • FEARLESS COMPETITOR  |  TUESDAY, DECEMBER 21, 2010
    [Generation] Fearless Lead Generation from the Fearless Competitor: Jeff Ogden – by the Funnelholic (via )
    The classic and popular white paper on B2B lead generation is here. did this thought leadership interview on business to business lead generation with Craig Rosenberg of Focus.com early last year, but it was such a good interview with … Continue reading → Demand Generation
  • B2B LEAD GENERATION BLOG  |  MONDAY, MARCH 31, 2014
    [Generation] Lead Generation: Does your teleprospecting deliver value to prospects?
    'Tweet Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. My goal for today’s B2B Lead Roundtable Blog post is to hopefully influence your approach to lead generation with a few insights that you can use to determine where to find the most improvement in your teleprospecting efforts. Results.
  • FEARLESS COMPETITOR  |  TUESDAY, NOVEMBER 16, 2010
    [Generation] What’s Really Working in BtoB Lead Generation Today
    Jeff Ogden, the Fearless Competitor, is President of Fun and Find New Customers “Lead Generation Made Simple” Check out the online show every Friday at 11am ET, “Laugh and Learn with the Fearless Competitor.&#
  • FEARLESS COMPETITOR  |  TUESDAY, MARCH 22, 2011
    [Generation] “If you just do , your lead generation challenges will be over”
    Just buy our (crap) and your lead generation problems are over! They all promise that, if you will only do X, all the lead generation quality issues your salespeople are griping about will be over. As long as they get your money, the sales lead generation problems will magically disappear! Advertise with us. Pay for our service.
  • DIGITAL B2B MARKETING  |  TUESDAY, DECEMBER 3, 2013
    [Generation] 9 Crippling Mistakes B2B Search Marketers Make
    For years paid search has been one of the most cost-effective media channels for B2B lead generation. Instead of continuing to invest in other lead generation programs, marketers put more money into search and expand search programs to include the display network (what used to be called the content network). Forget About Negatives.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 24, 2011
    [Generation] Moving from Demand Generation to Revenue Performance Management
    We had no more announced the subject of our last B2B Lead Generation Roundtable Webinar – 2011 Lead Generation Trends and Challenges , presented by our own selling expert and Director of Best Practices, Dave Green – when Eloqua posted this blog about the “next frontier of competitive advantage.”. What a synchronicity. Register now
  • PUZZLE MARKETER  |  TUESDAY, APRIL 10, 2012
    [Generation] 5 Offers to Drive Lead Generation
    Many companies try to double-dip their lead generation tactics by putting up a pay wall or going straight for the sale in exchange for their content. offers that add value and drive lead generation: Live or video demonstrations. Lead Generation b2b conversion crm lead generation roi strategyInformational whitepapers.
  • HUBSPOT  |  FRIDAY, OCTOBER 17, 2014
    [Generation] The Sophisticated Marketer's Guide to Generating More Leads With SlideShare
    We''ve compiled an in-depth guide to generating leads with SlideShare, showing you how to design, optimize, and promote your presentations to get more traffic and leads. So if you’re using SlideShare as a lead generation tool, this could be hindering your efforts. Content Creation Lead Generation 1) Title. Include Numbers.
  • THE POINT  |  MONDAY, DECEMBER 16, 2013
    [Generation] Sirius Decisions Thinks Websites Will Generate 71% of All B2B Sales Leads by 2015. I Disagree.
    In fact, I’ll make almost the exact opposite prediction: “By 2015, the percentage of B2B leads that arrive via corporate Websites will shrink dramatically as marketers maintain multiple, distinct online channels that are optimized for demand generation.”. But effective to the point that they generate 71% of all sales leads? doubt it.
  • CRIMSON MARKETING  |  WEDNESDAY, JANUARY 21, 2015
    [Generation] Shafqat Islam, NewsCred CEO: Build a Content Marketing Machine like the World’s Most Profitable Brands
    With this in mind, content marketing platform NewsCred’s CEO Shafqat Islam says that brands should treat their content marketing as a horizontal foundation for all of the brand’s aspirational storytelling, rather than as an isolated vertical demand generation channel. Demand Generation Podcasts
  • FEARLESS COMPETITOR  |  THURSDAY, JUNE 25, 2009
    [Generation] The state of lead generation today with Jim Dickie of CSO Insights
    Jim Dickie, Managing Partner of CSO Insights sat down with the Fearless Competitor to share insights and takeaways from their recent Lead Generation Optimization study in which they surveyed 525 companies. Sales leaders told CSO Insights their most important objective is Optimizing Lead Generation. The data was shocking.
  • FEARLESS COMPETITOR  |  WEDNESDAY, FEBRUARY 9, 2011
    [Generation] The Eloqua Grande Guide to the Social CMO
    told Jill of something … Continue reading → Demand GenerationAre you ready for the social media tsunami? Most companies are laggards when it comes to adapting to change. Months ago, I had breakfast with the sales expert Jill Konrath of Selling to Big Companies.
  • FEARLESS COMPETITOR  |  WEDNESDAY, AUGUST 20, 2014
    [Generation] The Importance of Marketing Awards for a B2B Demand Generation Agency
    'We recently published  Florida gets its own BtoB demand generation agency – Find New Customers. B2B demand generation B2B lead generation b2b lead generation companies Find New Customers lead generation Lead Nurturing Lead Scoring Management best practices Marketing Awards Marketing Metrics Sales Leads sales-ready leads
  • NUSPARK  |  SATURDAY, MAY 19, 2012
    [Generation] Generating Leads from a Facebook Fan/Business Page Engagement Strategy
    Facebook and B2B lead generation.  Have you considered Facebook as a channel for lead generation?  That gets audiences to your website, and that means potential for website engagement and lead generation. This tab includes multiple opportunities for lead generation.  Understand EdgeRank.  Original content.  Social Media
  • FEARLESS COMPETITOR  |  TUESDAY, FEBRUARY 21, 2012
    [Generation] Breaking Out of the Funnel: A Look Inside the Mind of the New Generation B2B Buyer
    ” I think you should learn as much as you can about B2B lead generation  and related topics. Jeff Ogden is President of the  B2B lead generation consultancy,  Find New Customers. We help companies with between 150 and 5,000 employees who sell complex products to businesses to implement world-class  lead generation programs.
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 14, 2013
    [Generation] Lead Generation: Who knows the customer better – Marketing or Sales?
    However, when things go south, Marketing receives the blame for not keeping the pipeline full, not generating enough leads, oh, and if they are generating enough leads, it’s not enough of the right people … these aren’t decision makers! Well, all except one. We talk to the customer every day…”. We talk to them every day.”.
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