Is Your Lead Generation Strategy Broken?
FEBRUARY 23, 2016
A broken lead generation strategy could mean trouble for your sales and marketing team, but not just because of the fundamental misalignment between the two departments. If your lead generation strategy is broken, it’s not unreasonable to guess that your revenue goals might be difficult to attain. Lead Generation Marketing StrategyDo you have a service level agreement?
The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click
JUNE 10, 2016
But the majority of the leads you generate will still likely not be ready for your sales team, be ready to buy, or even be the type of customer you want to sell to.”. 3. CMOs are also tasked with growth and demand generation, while finding ways to deliver a cohesive story in a multi-channel environment. Both are working toward different, conflicting metrics. summary: 1. Define a lead.
The #1 Reason CEOs Should Care About Lead Generation
FEBRUARY 19, 2016
What this means for you is that enterprise sales leads are more important than ever before, and your lead generation strategies must align with your target audience’s needs. CEO’s should care about lead generation simply because it will help them create a sustainable company. Marketing for All It’s Worth When an effective lead generation strategy is in place, everyone benefits.
7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)
MAY 10, 2016
Sales measures itself on revenue generated (and sometimes margin). Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. One of my favorite authors and speakers, Mike Weinberg, says the following about the CEO’s role in companies: “As goes the leader, so goes the organization. In his book New Sales. Simplified.
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.
Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]
SEPTEMBER 22, 2015
Is ABM the Holy Grail to lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? Sangram Vajre, Terminus : Think of ABM as revenue generating—NOT lead generating. recently posed this question to fellow industry experts. It's not—it's bigger than that. Stay tuned!
Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]
OCTOBER 1, 2015
Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it? Click here for part 1 , part 2 , and part 3.). You have to bear hug sales.
Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]
SEPTEMBER 24, 2015
Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? have to laugh a bit at the question. “Is Account-Based Marketing the Holy Grail for lead generation or a black box solution?” Lead generation is at its core a numbers game.
Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]
OCTOBER 6, 2015
Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? Here's the thing: Account-Based Marketing is not really about lead generation at all. It’s also more than just lead generation. Click here for part 1 , part 2 , part 3 , and part 4 ).
Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 3]
SEPTEMBER 29, 2015
Is ABM the Holy Grail to lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. Click here for part 1 & part 2.). Total Number of all U.S. 5,686.
How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)
JUNE 5, 2015
In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. Lead GenerationNow as we wrap up, we’ll address appropriate expectations for a program and two essential components for ongoing success: a shared lead definition and accountability between marketing and sales.
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.
4 Things a CMO Should Do to Build Their Marketing Dream Team (Part One)
FEBRUARY 8, 2016
To generate short-term success, CMOs can purchase an expensive list of leads, but Matt warns against that strategy. It’s costly and marketing teams will end up depending on purchased lists to generate pipeline growth in the future. Successful CMOs work towards short-term and long-term success simultaneously by investing in and perfecting their lead generation machine.
Does Your Sales Team Know How to Follow-Up on a Lead?
JUNE 7, 2016
In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales. However, it should take no more than a few minutes of sales time, and it’s the best thing an organization can do to ensure that the budget, effort and resources devoted to lead generation are not wasted.”. Reduction of lead waste.
How to Set Your Outsourced Lead Generation Program Up for Success (pt 2)
JUNE 2, 2015
What makes some lead generation programs fail and others flourish? As an outsourced lead generation company we see a wide array of scenarios, which allows us to offer insight into what clients can do to maximize results. The planning involved in setting up a lead generation program incorporates the same principle. Lead GenerationThe result? The $5 plant gets a $1 hole.
What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer
MAY 13, 2016
One day, in frustration, he offered sales management the following approaches regarding spending $100,000 to generate leads. How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Marketing was creating opportunities for $10,000 deals while sales was only interested in those valued $1 million plus. For whatever reason (was it beneath him?) the CEO failed to step in and act. Define what a lead is.
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.
PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]
JULY 7, 2015
Lead scoring can definitely play an integral role in increasing the value of marketing programs and demand generation, but it needs to be implemented in a more thoughtful way that reflects the progression of intent to move toward actually buying from you. Others are making adjustments such as investing in next generation predictive lead scoring systems that address group buying (vs.
Should You Gate Your Content? Answer These Questions To Find Out.
NOVEMBER 11, 2014
Lead generation today relies heavily on creating quality content aimed at addressing prospects’ pain points and questions as they go through their buyer’s journey. Lead Generation Content Marketing SEO Optimization Fantastic! Now that you, Ms. Marketer, have created all this wonderful content, an important question looms … should you gate it?
The Quest for Good Leads: Are You Asking the Right Questions?
JUNE 16, 2015
It also determines that the price of an inbound generated lead is 3x less than the price of an outbound generated lead, $84 versus $220. In simple terms, how far along is each of those generated leads in the pipeline and what is the value of that lead against the amount you have invested in it so far? Ask: Are the leads I generate driving revenue? Just google them.)
PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]
JULY 9, 2015
Because it has become clear that marketing automation is making it easier than ever to generate poor quality leads. recently read a quote by Jon Miller (Marketo founder and now the founder of the new company to watch called Engagio): "Demand generation [via marketing automation] is a highly efficient model for certain kinds (emphasis added) of businesses." Why did we ask? Part 1.
Advocate Marketing Creates B2B Relationships That Lasts A Lifetime
essential to market to and through your advocates, and not simply generate one-off testimonials, because: › social opens up a new world of advocacy opportunities. During one three-week challenge, we generated. intend to help.1 to generate prized customer testimonials, stop trying to harvest customer generosity. Advocate Marketing Creates B2B Customer. engage with peers. enjoy?”
The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)
MAY 5, 2015
Fact is that most organizations and even many consultants have viewed lead nurturing as a separate event (not part of an integrated Demand Generation Strategy) and in doing so, have made success elusive. Rather, nurturing is a key stage in the overall progression of a holistic Demand Generation Program. This year I've been talking a lot about Nurturing. The impact? The welcome email.
Is Anyone Leading Lead Management?
JUNE 15, 2016
Telemarketing Outbound (qualification and lead generation). Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. Let’s tackle the subject by looking at the elements involved and our recommendations for solving the problem. PR Agency.
Status quo, you know, is Latin for 'the mess we're in.'
JUNE 30, 2015
Lead Generation Lead QualificationThis title is a quote from Ronald Reagan. The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Here’s the problem. Salespeople consistently say that they do not get enough qualified leads. Qualified leads, according to sales, are based on criteria they understand but marketing is in the dark about.
Are You Building a Company or Just Laying “Marketing Brick”?
SEPTEMBER 15, 2015
Are you building a business with your lead generation efforts that drive sales or are you spending the company’s money on tactics that have tepid responses? There’s a quote by Charles M. Schwab that goes like this: Three men were laying brick. The first was asked: "What are you doing?" He answered: "Laying some brick." My question is, which are you? spent eight hours a day at it and no more.
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 sales rep said, “I never got a lead yet that turned into a sale.”
JULY 20, 2015
As I closed my part of the program by projecting an ROI (number of raw inquiries, qualified leads, and projected sales) from our new lead generation program, I innocently asked if there were any questions. Lead GenerationI was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. The room grew quiet; the other hands dropped.
4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!
MARCH 24, 2015
For one thing, inbound marketing alone can never generate enough leads to work and fill a pipeline. Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. Anthony Iannarino (along with Jeb Blount). I was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: Part 2: Tip #2 Commit to It.
4 Revenue Sources Most ROI Calculators Miss (Part 2 of 2)
MARCH 3, 2016
This is Part Two of a two-part blog (read part 1 here) about how to improve accuracy in lead/revenue projections in organizations with a complex sales process: To recap part one, simple lead generation calculators miss these four things: They don’t take critical metrics (like last year’s revenue) into account. They have too much confidence in inbound-only strategies. qualified accounts.
Time to Stop Making Sales & Marketing Excuses in 2015
JANUARY 27, 2015
Lead Generation Sales & Marketing Management “If only I had a qualified lead!”. “I get too many leads!”. “I don’t get enough leads!”. Salespeople never close out the leads!”. “No one likes the CRM system, so no one uses it!”. Excuses from both employees and managers can fill a book, and most are bogus.
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.
Dead is Dead! (At Least in Sales and Marketing)
MAY 19, 2015
Lead GenerationHave you noticed how many things are dead these days? Cold calling is dead. Outbound marketing is dead. Many say that even marketing as a whole is dead. grew up during a time when it seemed like a lot of things were dead: Paul was dead. Thankfully, Sir Paul is still very much alive. Soon after, poetry was dead. Followed by chivalry. Yikes, is Batman dead? I don’t think so.
When Bad Things Happen to Good Leads - Part 2
FEBRUARY 26, 2015
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.
How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)
MAY 28, 2015
As an outsourced lead generation company, one of the ways we can best serve our clients is to offer insight on what they can do to maximize the results from their program. Over ten years ago I put together a comprehensive list of the top reasons outsourced lead generation programs fail. Lead GenerationThose kinds of relationships really suck.). After all … we’ve seen it all.
The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How
AUGUST 20, 2015
These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers? Today she serves as Managing Partner of Homeport Marketing , a B2B lead-to-revenue firm in Atlanta that builds and rebuilds lead-to-revenue strategies and processes that align marketing and sales to generate consistent revenue growth.
Lead Generation Lies That are Wreaking Havoc with Your Sales
JANUARY 9, 2014
Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Voicemails are a waste of time. Outbound calling is interruption marketing. Write it and they will come. Automated systems accurately score (prioritize) leads. Give up after 1 – 2 calls. You are better off calling someone who actually wants to talk with you. More leads are better than fewer leads. Here’s what they had to say: Ardath Albee | Marketing Interactions.
Your Marketing Team Isn't As Good As They Think - Just Ask Sales
NOVEMBER 6, 2014
Lead Generation Marketing Strategy Lead Qualification “If we''re going to win the pennant, we''ve got to start thinking we''re not as good as we think we are.” Casey Stengel*. Yes, it was one of Casey Stengel’s best thoughts. How often do we think we are good enough, or better than our competitors, and yet our market share isn’t growing, or the competitors are gaining on us?
Pipeline Priorities: Don’t Leave Potential Customers Flapping in the Wind
JANUARY 20, 2015
Lead Generation Prospect Development Lead Nurturing You’re a sales person. On Tuesday morning, 45 sales "leads" come your way through a variety of sources. Terrific! In due time, you figure out that three of them are real opportunities and want to take the next step in learning about your services, twelve of them are bogus opportunities, and the rest of them are … well … up in the air.
Lead Nurturing: Triple Your Marketing Return
JUNE 2, 2016
Today we will discuss how lead nurturing can triple the return on most marketing campaigns: Nurturing is essential for successful lead generation—both inbound and outbound. Generally speaking, nurturing programs increase the lead rate significantly: Standard B2B lead-generation programs produce an average 5% lead rate. Advanced lead-generation programs (which include nurturing) produce an average 15% lead rate—a whopping three times higher. Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know.
B2B Marketing Trends for 2016
The first generation of digital natives expects to be able to complete most of their selection process. preference, lead generation) isn't new, just more intense. inbound lead generation with more targeted, proactive campaigns. ABM to become a standard part of any B2B marketer’s demand generation. CEO can understand, including revenue generation, client acquisition and.
Follow the Money: The Primary Responsibility for CMOs
AUGUST 11, 2015
Generate Demand. Branding has gotten a lot of attention in B2B over the last ten years or so, as traditional agencies, to generate more revenue, jumped on the band wagon of brand measurement and improvement for B2B. Generating demand (the easiest chore) can be a money pit, if the results are not guiding the 2-15% of a company’s yearly revenue spend (on marketing). Bibliography.