| |  Generation + Lead Generation + Lead Management + Marketing Lead | 273 articles |
| Page 1 of 3 | Previous | Next | CHRIS KOCH JUNE 11, 2010 Is lead generation killing marketing? This was the gist of a very controversial assertion made by a senior marketer from a very well known B2B technology company during dinner at our ITSMA Marketing Leadership Forum (download highlights from the ITSMA Marketing Leadership Forum) when he said: “An overemphasis on leads is damaging our relationship with sales.”. How could emphasizing leads not improve the relationship? But his point was that marketers will never be as good at handling leads as salespeople are. Most marketing leads are people who are not ready to buy. | | | | | | |
| | | INDUSTRIAL MARKETING TODAY MARCH 16, 2012 Manufacturers Need Lead Management to Close the RFQ Gap Talking to manufacturers and industrial companies on a daily basis has convinced me that when they say they need help with their lead generation, they really want more RFQ (Request For Quote) opportunities. Generating new leads, qualifying and nurturing them until they turn into a RFQ is too much work for them. For a real-life example of this lead generation disconnect, read my post, Manufacturers: Don’t Start a Lead Generation Campaign without Sales. See my article, “Inbound Marketing Must Set the Table for Industrial Sales.”. | | B2B LEAD GENERATION BLOG JANUARY 15, 2012  Nine Simple Tactics to Drive a Higher Return on Trade Show Investment Tweet In his most recent post , Dave Green pointed out how marketers invest most of their budget on trade shows even though it ranks fourth in effectiveness. He went on to explain how to get a better return on your trade-show investment through lead scoring. Now I’m going to share nine tactics that will drive those lead scores – and your ROI – even higher: Do thorough research. | | | | | | | |
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B2B LEAD GENERATION BLOG | THURSDAY, DECEMBER 29, 2011  How to Use Lead Scoring to Drive the Highest Return on Your Trade-Show Investment
Tweet In the 2012 B2B Marketing Benchmark Report , 1,745 marketing organizations revealed that trade shows took up the biggest chunk of their marketing budget – over 21%. Yet, they only ranked fourth in marketing effectiveness, under websites, SEOs, and emails. Smart marketers apply some type of lead scoring to leads generated from website, SEO, and email initiatives. recommend ranking trade show leads using the point-system outlined below – the higher the ranking, the hotter the lead. Trade-show registration lists. MORE >> -
MODERN B2B MARKETING | THURSDAY, JUNE 16, 2011  Secrets of Lead Generation Superstars
by Carol Fox Why are a few B2B marketing people so effective at producing high quality leads, while a majority seem to just dither around conference tables trying to figure out their next move? Do the lead generation superstars have a special gift, or a bag of tricks the rest of us don’t? It’s clear that the long-term health of any business is contingent on its ability to attract high quality leads for its sales team. The million-plus dollar question is, what separates successful lead generators from the rest? Steve Jobs: Love what you do. MORE >> -
IT'S ALL ABOUT REVENUE | FRIDAY, MAY 4, 2012 Why Lead Scoring is the New Opportunity Stage
If you can’t get honest answers, how do you know where to put a lead in the pipeline? To identify serious buyers, you need to understand a lead’s behavior. That’s where lead scoring comes in. With a lead score you can get an honest representation of a lead’s intentions, whether they’re actually ready to buy, and prioritize those that sales most needs to speak with. You Put another way, lead scoring is the new the opportunity stage. For better or worse, those days are over. The scenario today is far more complex. MORE >> -
GREAT B2B MARKETING | TUESDAY, JULY 27, 2010 Sales Lead Management: Are You a Victim of FTFU (Failure to Follow-Up)?
This post involves one of my pet peeves in marketing: the tendency of marketers to spend money and time to generate inquiries and then fail to follow-up (FTFU) on these inquiries. This failure can be fatal to the success of your sales lead management program. So what are the lessons of this example and how do they apply to B2B marketers who are selling more expensive products and services? While a phone call is preferable, sometimes a quick personalized email is a good first step, even if that email is generated via auto-response. MORE >> -
B2B LEAD GENERATION BLOG | FRIDAY, JULY 28, 2006  B2B Lead Generation Blog: MarketingSherpa Data on the Best & Worst Lead Generation Offers for 2006
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 They conducted their third annual study of business technology marketing. They conducted their third annual study of business technology marketing. MORE >>
- How to Use LinkedIn to Generate and Qualify B2B Leads MODERN B2B MARKETING | WEDNESDAY, JANUARY 18, 2012
- Buying software is easy. Fixing lead generation is hard. FEARLESS COMPETITOR | WEDNESDAY, MAY 25, 2011
- 3 Cool Lead Nurturing Programs You’re Not Running IT'S ALL ABOUT REVENUE | FRIDAY, MARCH 2, 2012
- The Lead Generation Assessment | Our most popular service FEARLESS COMPETITOR | MONDAY, APRIL 18, 2011
- Marketing Analytics: 3 steps to help Sales and Marketing improve productivity B2B LEAD GENERATION BLOG | MONDAY, MARCH 11, 2013
- 5 Campaign Ideas for When You Have No Content THE POINT | WEDNESDAY, JUNE 27, 2012
- Does Your Company Focus on Lead Generation or Lead Management? NUSPARK | SUNDAY, SEPTEMBER 26, 2010
- Sales Lead Management: Thought Leadership with Aaron Ross MODERN B2B MARKETING | FRIDAY, JANUARY 9, 2009
- Lead Nurturing & the 80/20 Rule THE POINT | FRIDAY, FEBRUARY 5, 2010
- Increase prospect & lead capture rates. create an "Engagement Zone" LOOPFUSE | TUESDAY, SEPTEMBER 13, 2011
- 12 B2B Marketing/Lead Generation Assessments; Is Your Firm Optimized? NUSPARK | SUNDAY, JANUARY 9, 2011
- A Lead Generation Plan Begins With Content Marketing Strategy NUSPARK | FRIDAY, JULY 15, 2011
- Responsible for B2B marketing or lead generation? Be my guest at B2B University in Boston on May 18th SALES LEAD INSIGHTS | FRIDAY, APRIL 16, 2010
- A Lead Generation Plan Begins With Content Marketing Strategy NUSPARK | FRIDAY, JULY 15, 2011
- B2B Social Media Best Practices for the Integrated Age MODERN B2B MARKETING | FRIDAY, JUNE 1, 2012
- Demand Generation Strategies & Lead Management Processes First VIEWPOINT | THURSDAY, MARCH 1, 2012
- 7 Reasons You Can’t Afford to Ignore Lead Nurturing B2BBLOGGERS | THURSDAY, JANUARY 12, 2012
- The Marketing Skills Gap is Very Real IT'S ALL ABOUT REVENUE | TUESDAY, APRIL 17, 2012
- 4Cs of B2B Marketing: Campaign, Customer, Channel, Content LOOPFUSE | MONDAY, NOVEMBER 1, 2010
- Is Social Media Wasted on PR Agencies? THE POINT | THURSDAY, OCTOBER 8, 2009
- A B2B Marketing-Lead Generation Fable: “The Lead That Jack Sold” NUSPARK | SUNDAY, JANUARY 23, 2011
- Chart: Greatest Challenges for CMO’s FEARLESS COMPETITOR | TUESDAY, JUNE 14, 2011
- 5 Surprising Uses for Marketing Automation IT'S ALL ABOUT REVENUE | FRIDAY, AUGUST 17, 2012
- 6 Tips for Symbiotic Sales & Marketing Lead Management HUBSPOT | MONDAY, MAY 28, 2012
- Nurturing Leads, Intelligently MARKETING LEADERSHIP COUNCIL | WEDNESDAY, JULY 11, 2012
- Gmail Priority Inbox: the Death Knell for Email as Lead Generation? THE POINT | WEDNESDAY, SEPTEMBER 8, 2010
- How to Make Sure Your Lead Management Strategy is Kick Arse! MODERN B2B MARKETING | FRIDAY, NOVEMBER 18, 2011
- 5 Ways To Incorporate Direct Mail Into Your Marketing Mix THE POINT | TUESDAY, AUGUST 17, 2010
- The Critical Importance of Sales Lead Generation today FEARLESS COMPETITOR | MONDAY, FEBRUARY 18, 2013
- Modern B2B Lead Generation – 5 Key Areas to Manage MODERN B2B MARKETING | MONDAY, JUNE 6, 2011
- My Secret Methods for Turning Marketing Leads into Qualified Sales Leads MODERN B2B MARKETING | WEDNESDAY, MARCH 9, 2011
- 10 Questions: Do You Need Marketing Automation? THE POINT | THURSDAY, MAY 6, 2010
- The New B2B Buyer Dialog: A Conversation with Kathleen Schaub THE POINT | FRIDAY, DECEMBER 17, 2010
- Think Creatively About Your Search Ads With These Top Questions MODERN B2B MARKETING | WEDNESDAY, MARCH 27, 2013
- Mix Up Offer Content to Keep Nurturing Prospects Engaged THE POINT | WEDNESDAY, MARCH 3, 2010
- Marketing Analytics Drill Down: What Referring Sources Can Tell You MODERN B2B MARKETING | MONDAY, JUNE 27, 2011
- Marketing Automation Is No Genie In A Lamp! LEAD VIEWS | FRIDAY, JULY 1, 2011
- Find New Customers is primed and ready for a great 2012! FEARLESS COMPETITOR | THURSDAY, FEBRUARY 2, 2012
- B2B: Involve Your Sales People in Social Media Marketing and CRM Now CONVERSIONATION | THURSDAY, JULY 21, 2011
- From a Challenging Marketing Past to the Most Promising Marketing Future: Top Takeaways from the 2011 B2B Roundtable Webinars B2B LEAD GENERATION BLOG | THURSDAY, DECEMBER 29, 2011
- 2012 Revenue – Making It Happen vs. Hoping It Happens FEARLESS COMPETITOR | THURSDAY, SEPTEMBER 29, 2011
- The New Secret Sauce to Demand Generation MODERN B2B MARKETING | WEDNESDAY, JUNE 9, 2010
- Forrester finds b2b marketers lagging with demand generation FEARLESS COMPETITOR | WEDNESDAY, JULY 6, 2011
- 5 Steps to achieve Lead Generation ROI B2B MARKETING INSIDER | WEDNESDAY, MAY 12, 2010
- True Influence's LeadPAC Offers Pay-Per-Click Email. Think About It. CUSTOMER EXPERIENCE MATRIX | TUESDAY, SEPTEMBER 7, 2010
- Lead Management Optimization 2011 – My interview of Jim Dickie of CSO Insights FEARLESS COMPETITOR | TUESDAY, AUGUST 9, 2011
- Lessons from the CSO Insights 2010 Lead Generation Optimization Study MODERN B2B MARKETING | TUESDAY, AUGUST 31, 2010
- Dialogue Marketing: A Conversation with Maria Pergolino THE POINT | FRIDAY, MARCH 18, 2011
- Unpack Your Sales Funnel MARKETING ACTION | THURSDAY, MARCH 7, 2013
- Marketing in a Downturn Part 3: Aligning Sales and Marketing MODERN B2B MARKETING | FRIDAY, MAY 4, 2012
- Emergence of Demand Generation Role Drastically Alters Marketing Landscape FEARLESS COMPETITOR | MONDAY, MAY 23, 2011
- 5 Ways to Track Leads More Effectively CROSS-CHANNEL CONVERSATION | MONDAY, APRIL 22, 2013
- The Future of Sales Lead Management – An Interview with SLMA’s James Obermayer MODERN B2B MARKETING | THURSDAY, JANUARY 27, 2011
- Panning For Gold: Capturing the Sales Leads You Really Want MODERN B2B MARKETING | THURSDAY, JULY 7, 2011
- The Power of Story-telling in B2B Marketing FEARLESS COMPETITOR | MONDAY, MAY 16, 2011
- Best Practices in Marketing Validation LEAD VIEWS | FRIDAY, JANUARY 7, 2011
- Sales Lead Management Association Announces Winners of the 2011 “50 Most Influential People in Sales Lead Management” Election FEARLESS COMPETITOR | TUESDAY, DECEMBER 27, 2011
- Sales Lead Generation – by Christopher Ryan GREAT B2B MARKETING | MONDAY, APRIL 5, 2010
- Ending the Sales & Marketing Blame Game LEAD VIEWS | WEDNESDAY, OCTOBER 6, 2010
- A Simple Technique for Reducing Bounces & Unsubscribes THE POINT | THURSDAY, APRIL 8, 2010
- Developing an Integrated Content Marketing Strategy that Works – Guest Post FEARLESS COMPETITOR | WEDNESDAY, JULY 6, 2011
- Free vs. Paid Content Marketing – How to Choose? MODERN B2B MARKETING | TUESDAY, JUNE 14, 2011
- 3 Tips to Stop Leads from Falling Through the Cracks MODERN B2B MARKETING | THURSDAY, MARCH 3, 2011
- Book Review: Essential Marketing Automation Handbook THE POINT | FRIDAY, MARCH 26, 2010
- Doctor, Heal Thyself! Why companies are unable to diagnose their own demand generation challenges FEARLESS COMPETITOR | MONDAY, SEPTEMBER 12, 2011
- Harness it in YOUR business – the power of B2B demand generation FEARLESS COMPETITOR | SATURDAY, JUNE 11, 2011
- B2B Demand Generation expert Mac McIntosh – Interviewed by Find New Customers FEARLESS COMPETITOR | WEDNESDAY, AUGUST 3, 2011
- Is Your Organization Likeable? Are You Attracting the Right Buyers? BUYEROLOGY | WEDNESDAY, MAY 2, 2012
- Why do content marketing? FEARLESS COMPETITOR | MONDAY, APRIL 25, 2011
- Q&A: Finding & Implementing the Right Marketing Automation Platform FUNNEL FOCUS | TUESDAY, MAY 18, 2010
- Marketing Automation Isn’t Easy – White Paper FUNNEL FOCUS | SUNDAY, JUNE 20, 2010
- 5 Secrets to Marketing Automation Success FEARLESS COMPETITOR | WEDNESDAY, APRIL 21, 2010
- What’s in the Title LEAD VIEWS | FRIDAY, SEPTEMBER 17, 2010
- Why I unsubscribed to Hubspot FEARLESS COMPETITOR | FRIDAY, MAY 20, 2011
- Why do some companies prosper – despite a terrible economy? FEARLESS COMPETITOR | THURSDAY, JULY 14, 2011
- Social Media and Inbound in B2B Marketing: Evolutions and Challenges CONVERSIONATION | THURSDAY, MAY 19, 2011
- Buying software is easy. Fixing lead generation is hard. FEARLESS COMPETITOR | FRIDAY, MAY 27, 2011
- Turn Inbound Leads into Customers MODERN B2B MARKETING | WEDNESDAY, JANUARY 20, 2010
- Marketing Leads: Quality Vs. Quantity B2B MARKETING INSIDER | THURSDAY, AUGUST 12, 2010
- Does Your Drip Marketing Leak Leads? MODERN B2B MARKETING | FRIDAY, FEBRUARY 25, 2011
- What 5 IT buyers would do if they were the CMO at a Technology Company by Kenny Madden & 5 Technology buyers FEARLESS COMPETITOR | MONDAY, JULY 18, 2011
- What do you think of the content at Find New Customers, Hunter? FEARLESS COMPETITOR | FRIDAY, JULY 8, 2011
- What Sales REALLY Needs From Marketing FEARLESS COMPETITOR | WEDNESDAY, JUNE 8, 2011
- Be my guest at B2B Marketing University in Dallas on June 23, 2010 SALES LEAD INSIGHTS | THURSDAY, JUNE 10, 2010
- Find New Customers | Great content on B2B demand generation and always FREE FEARLESS COMPETITOR | TUESDAY, JUNE 28, 2011
- Demandbase: A New Twist In The Lead Management Automation Market DELICIOUS B2BMARKETING | FRIDAY, JULY 31, 2009
- Outsourced Marketing: Manage your marketing differently FEARLESS COMPETITOR | THURSDAY, MAY 19, 2011
- Giving Credit Where Credit is Due FEARLESS COMPETITOR | THURSDAY, JULY 7, 2011
- What Sales Really Needs from Marketing FEARLESS COMPETITOR | TUESDAY, AUGUST 2, 2011
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