B2B Lead Blog

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New Chapter for the B2B Lead Blog

B2B Lead Generation Blog

Over the next few months, I’ll be starting a business and working on my next book, a sequel to  Lead Generation for the Complex Sale. Back when I started this blog in 2003, I couldn’t find any place where people were sharing ideas related to lead generation and the complex sale. However, at its core marketing, sales and lead generation will always be about building relationships.

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31 Tips for Improving Sales and Marketing Lead Generation Alignment

B2B Lead Generation Blog

Lead generation is an iterative process that requires consistent closed-loop feedback. In addition to implementing Sales and Marketing huddles, here are 31 ideas you can use to improve alignment and collaboration: Train your sales people on how to optimize your lead generation investment and how to give you feedback. Share best-practice lead generation information. Be honest.

Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

That’s why many marketing and lead generation programs tend to focus on quantity. However, according to MarketingSherpa’s data , generating “high-quality leads” is the B2B marketer’s No. You’ll do better by thinking of lead generation as a process of micro-conversions that build an opportunity profile over time. challenge. Create a marketing funnel .

Building Your Strategic Lead Generation Portfolio

B2B Lead Generation Blog

Tweet To be successful at lead generation, marketers can’t rely on one specific tactic. while ago, I created a mind map of lead generation channels for my book Lead Generation for the Complex Sale. I’ve updated it to include more content marketing and social media channels. How do you determine which channels are the best for generating leads and finding future customers?

Evangelizing a Content Marketing Program

B2C Marketers companies that excel at lead nurturing generate. in CMI’s recent survey: ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY14 LEAD GENERATION Through the use of marketing automa- tion software such as Marketo and Sales- force, one can easily track and attribute. how content marketing helps generate. their content marketing efforts—generate. All rights reserved.

Best B2B Lead Posts in 2014: Lead generation, lead nurturing and content marketing

B2B Lead Generation Blog

Topic #1 — Lead generation is king. Lead generation was a huge topic for 2014 and for good reason. Every lead nurturing campaign, every lead conversion, every sale depends on first generating a lead. Develop a strategic lead generation portfolio. The best marketers don’t rely on one specific tactic to generate leads. Put you customer first. The difference?

15 Tips to Generate More Leads in 2015 (Part 1, featuring tips 1-5)

B2B Lead Generation Blog

Tweet It’s a new year, and you’re likely kicking off marketing and lead generation programs to drive more new leads for 2015. find that connecting the marketing and sales funnels together is really a big challenge and that is a big stopgap for most demand generation programs. In the end, this isn’t about generating more leads; it’s about generating actionable leads.

How the Halo Effect Drives Lead Generation

B2B Lead Generation Blog

My dad taught me many lessons growing up, and one that stands out as relevant to lead generation went something like this: He said, “Choose your friends carefully because we become like the people we spend most of our time with, and [like it or not] we’re judged by the company we keep.” In this post I’m going to explain how it applies to lead generation. You might also like.

How to deal with change stress and be a better marketer

B2B Lead Generation Blog

We need to navigate creating more content, generating more leads and achieving more results. As marketers, we deal with a lot of change stress. Seriously. The marketing world is exploding. We’re dealing with an explosion of touchpoints, channels and marketing technology. Even our customer buying process has changed. And, there’s more change inside our companies too. Be more reflective.

Staffing and Launching Your Content Marketing Program

all generated over 1,000 readers and 3,000 atten- tion minutes, just like they do every month. generates about 150 views on the first day, and about. post still generates about 18 views per day. stories generating traffic, which results in compounding. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY31 Whose job is it to generate story ideas? All rights reserved.

Lead Generation: How to speak the language of your prospects

B2B Lead Generation Blog

Lead Generation: Customers are looking for a solution to their problems [More from the blogs]. Lead Generation best practices customer-centric Email marketing lead generation Curious eyes met the screen at those words. This text was not in light gray, hidden in small font at the very bottom of the email. The team could track and monitor the customer’s use there.

Lead Generation: 2 simple tips to determine cost per lead

B2B Lead Generation Blog

Lead Generation Checklist – Part 4: Clear and Universal Lead Definition [More from the blogs]. Lead Generation lead generation lead generation strategy marketing strategy marketing tactics Tweet Getting to the heart of lead cost is not easy. There are a multitude of factors to consider. For example, should you factor in nurturing into the costs? Even then, how much?

15 Tips to Generate More Leads in 2015 (Part 3, featuring tips 11-15)

B2B Lead Generation Blog

As you’ll see this series isn’t just about getting more leads, but about generating better and higher quality of leads. That will bring a significant improvement in revenue generated from marketing. Lead Generation: How to empower your program like Siemens Healthcare [MarketingSherpa webinar archive]. Marketing Strategy lead generation Lead Nurturing Marketing-Sales alignment

Lead Generation: The power of copy

B2B Lead Generation Blog

In today’s B2B Lead Roundtable Blog post, we’ll take a look at how a one small tweak to the copy on a lead generation page increased conversion and what we can learn from the results. Lead Generation: Does your teleprospecting deliver value to prospects? Lead Generation a/b testing landing page optimization marketing insights online testing testing and measurement

5 New B2B Sales and Marketing Strategies

helps generate qualified leads, but moves customers through the buyer stages. generate quality leads, but to deliver valuable insights along a buyer’s journey. 3. “No matter how the CRM industry evolves, getting the sales and marketing teams. marketing and sales leaders will help generate high-quality leads and maximize. 5 New B2B Sales and Marketing. Strategies. Overground. 2.

6 Ideas to Create More Relevant Lead Nurturing Emails

B2B Lead Generation Blog

Read more on how to put your customers first in lead generation. Read more on The Physics of Trigger Events for Lead Generation  to get a look at a trigger event mind map. Tweet I’m writing this post while attending the ExactTarget Connections 2014 event. I’ve learned a lot from listening to the sessions and speakers here. Segmentation. Customer focus. Connection.

Lead Generation: How using science increased teleprospecting sales handoffs 304%

B2B Lead Generation Blog

There’s something I wish I would have known when I wrote my best-seller, Lead Generation for the Complex Sale. So, I wanted to see if this heuristic could be applied to lead generation through teleprospecting. For me, these tests confirm my curiosity that the Conversion Heuristic would work both online and offline to improve lead generation. Tweet I have a confession to make.

4 Steps to Lead Nurturing: Walking the buying path with your customers

B2B Lead Generation Blog

Tweet Lead generation can take you on a long hike. Research compiled by the MarketingSherpa Lead Generation Benchmark Report showed, “marketing departments with a lead nurturing campaign reported a 45% higher ROI than marketing departments that did not utilize a lead nurturing track.”. The goal of lead nurturing is to help progress leads from initial interest toward purchase intent.

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Generation Blog

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. Do you deliver value and mitigate anxiety? Results.

Content Methodology: A Best Practices Report

generation Lead generation: Create. Content. Methodology: A Best. Practices Report Copyright © 2016 Contently. All rights reserved. contently.com by Rebecca Lieb and Joe Lazauskas 2Content Methodology: A Best Practices Report I. Definition II. Why a Content Methodology Is Needed III. Culture of Content: The Foundation. for Content Methodology IV. Components of a Content Methodology V.

Lead Nurturing: Unique tracks and impactful tests

B2B Lead Generation Blog

global IT leader provided us approximately 50% of their leads generated that year (1,500 leads) that had not engaged with the organization for at least 90 days. Lead Nurturing content marketing lead generation Think relevance. This is the essence of lead nurturing. Without relevance, lead nurturing becomes just another marketing campaign. Sowing + Nurturing = Reaping. Don’t let up.

15 Tips to Generate More Leads in 2015 (Part 2, featuring tips 6-10)

B2B Lead Generation Blog

This post isn’t just about generating more leads; it’s about generating better and higher quality of leads. Most marketers try to generate all the content they send to leads themselves. Lead Generation: How one company increased leads 96% by changing the presentation of incentive content [More from the blogs]. Define lead nurturing — and which leads you should nurture.

Email Marketing: 3 lead nurture paths you should automate

B2B Lead Generation Blog

To learn more about how marketing automation impacts lead generation, you can watch the exclusive MarketingSherpa on-demand replay of “ The Marketing Automation and Autonomy Paradox.”. Lead Generation: 2 simple tactics to determine cost per lead [More from the blogs]. Email Marketing Email marketing lead generation lead nurture paths Lead Nurturing marketing automation Path #1.

How to Use LinkedIn to Generate Leads

B2B Lead Generation Blog

Without some of us even noticing, LinkedIn developed into a useful publishing platform and lead generation tool for marketers and sales people looking to build relationships with prospects. After using LinkedIn to build my own discussion groups, I’ve discovered that using LinkedIn as a lead generator can be a pretty simple process  — if you’re willing to invest a little time sharing your expertise and thought leadership. Here are some ways to make the most of LinkedIn for lead generation: 1. MarketingSherpa Case Study: Using LinkedIn for Lead Generation: 6 Lessons.

Definitive Guide to Planning a New Content Initiative

generate more leads” aren’t good enough. analytics platforms and look for the pages or posts that have generated the most traffic. Let’s take the first example of generating 2,000 sales-ready leads in 12 months. have 12 months to generate 2,000 leads, it means you really only have 12 opportunities. to plan and produce effective content for their respective companies.

Lead Generation: 5 tips to generate leads faster on LinkedIn

B2B Lead Generation Blog

member of our B2B Lead Generation Roundtable LinkedIn Group was likely dreaming about this when he asked the group for a way to generate leads through LinkedIn that “doesn’t require a lot of time, engagement and endless keyword searches.”. They said it is possible to generate hot leads in a few minutes a day. Lead Generation content lead generation LinkedInTitle.

Lead Generation: Balancing lead quality and lead quantity

B2B Lead Generation Blog

Tweet Lead generation is somewhat like a tightrope act. Generate too many leads, and the rope between Sales and Marketing breaks. If you don’t generate enough leads that turn into sales, your ROI plummets. This interaction was a great opportunity to capitalize on generating prospects interested in Siemens products. When the rope breaks, you get the Wild West.

Lead Nurturing: Why good call scripts are built on storytelling

B2B Lead Generation Blog

Lead Generation: The power of copy [More from the blogs]. Lead Nurturing call scripts Cold calling lead generation teleprospecting Tweet In teleprospecting, it’s not just about what you “ask” prospects; it’s about when you ask them. This is where a lot of teleprospecting gets it wrong. But, I also believe in timing and sequence, as both can make or break conversion. The “ask”.

Introduction to Lead Management

B2B Lead Generation Blog

However, companies continue to spend untold dollars on lead generation efforts ultimately doomed to fail. Here are the 5 major stages of an effective lead management process: Lead capture (Generating inquiries). Marketing automation can’t spontaneously generate collaboration between Sales and Marketing. Lack of lead management impacts lead conversion and ROI. Are they a fit?

Content Marketing Playbook: Strategy and Roadmap

Our blog generated 2 million views. essential to Moz, a company that generates all of their. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 2: Strategy and Roadmap Copyright © 2015 Contently. All rights reserved. contently.com By Joe Lazauskas ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY2 I. Introduction 3 II. Back at GE and in. emerge.

The Most Important B2B Marketing Metrics for CEOs

B2B Lead Generation Blog

the lead generation program in a specific time period)? What is the total cost of your lead generation program during a specific time period? Lead Generation: How using science increased teleprospecting sales handoffs 304% [More from the blogs]. Oftentimes, CEOs’ marketing leaders only have various activity KPIs and some squishy metrics, such as brand recognition.

Lead Generation: How an insurance company reduced acquisition costs in purchased leads

B2B Lead Generation Blog

Tweet Generating leads organically can ease the qualifying process, throwing “bad” leads out that are simply not worth pursuing. George and the Plymouth Rock marketing team categorize bad leads, or leads that do not sell, in terms of how that lead was generated. Best B2B Lead Posts in 2014: Lead generation, lead nurturing and content marketing [More from the blogs].

Lead Generation: Content among the most difficult tactics, but also quite effective

B2B Lead Generation Blog

Tweet To determine the most used lead gen tactics, and map that to their effectiveness and difficulty, we asked the following questions in the MarketingSherpa 2012 Lead Generation Benchmark Report …. Q. Which of the following lead generation tactics does your organization currently use? Q. Lead Generation: B2B content generates $700,000 in leads via email.

Lead Generation: How to establish a connection offline

B2B Lead Generation Blog

Lead Generation: Does your teleprospecting deliver value to prospects? Lead Generation direct mail lead generation Lead Nurturing multichannel campaign multichannel marketing Tweet Typically, we’re the ones asking the hard-hitting questions during our MarketingSherpa webinars. But in a recent live broadcast, the roles were reversed. The results weren’t ideal. It worked.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

OF IMPORTANCE TO YOUR COMPANY By average By first place votes 1 2 3 4 5 6 7 8 LEAD GENERATION (7.5/150) ENGAGEMENT RATE (7.2) Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. 2016 STAFFING, MEASUREMENT, AND. EFFECTIVENESS ACROSS THE INDUSTRY 2Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry I. But brands.

Inbound Marketing: How a B2B company used a content marketing strategy to improve customer experience

B2B Lead Generation Blog

How to Use LinkedIn to Generate Leads [More from the blogs]. Tweet Inbound marketing is typically a term reserved for B2C companies striving to draw customers in with flashy social media campaigns, witty tweets and beautiful infographics. Starting off, attracting the right people and the speaking to the right audience is essential in a B2B inbound marketing campaign. Who are we speaking to?