The Point

APRIL 22, 2020

I posted recently on LinkedIn that, in the current climate, leads from content syndication and other CPL programs may be an ideal replacement for lost trade shows and other events, and indeed can be an effective way to stay engaged in the marketplace at a time when many buyers are laying low. Photo by Tyler Franta on Unsplash.

Lead Scoring 162

Lead Scoring Lead Ranking CPL Cost per Lead 162

markempa

AUGUST 2, 2016

When I’ve talked with marketers about their b2b lead generation results, I’ve heard statements like, “We’re generating a ton of leads, but they aren’t converting” or “We need to increase lead quantity” or “We need to generate more qualified leads.”. Create a universal lead definition. .

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 120

markempa

MARCH 17, 2014

Tweet I was recently reading your blog “ Lead Generation: Who knows the customer better – Marketing or Sales? It’s been really fascinating to me to try and figure all this sales and qualifying a lead thing out. Is it someone who provides a phone number for a white paper download?

Lead Generation 120

Lead Generation Sales Qualified Leads Lead Ranking Sales Management 120

markempa

AUGUST 17, 2007

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!

Lead Nurturing 120

Lead Nurturing Lead Generation Tactics Lead Scoring 120

markempa

AUGUST 11, 2005

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! So how can we do both?

Lead Generation 120

Lead Generation Paper Webinar Metrics Sales Qualified Leads 120

markempa

JANUARY 12, 2015

Tweet It’s a new year, and you’re likely kicking off marketing and lead generation programs to drive more new leads for 2015. Most new leads go nowhere. I 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.

Sales Qualified Leads 120

Sales Qualified Leads Tips Features Generation 120

SnapApp

JANUARY 22, 2019

Sales qualified leads are worth having a real human salesperson spend time on them. Moreover, because business is so competitive, and because marketers have gotten pretty good at generating lots of leads, qualifying leads is becoming more and more critical. . Many marketers already know they need better leads.

Sales Qualified Leads 96

Sales Qualified Leads Lead Qualification Lead Ranking Marketing Qualified Leads 96

Industrial Marketing Today

DECEMBER 7, 2010

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. Why is lead nurturing important?

Lead Nurturing 60

Lead Nurturing Lead Generation Sales Qualified Leads Marketing Qualified Leads 60

The Point

MAY 23, 2017

Whereas typically, content syndication has meant acquiring leads, at a fixed cost, that are filtered by criteria such as job title, geography, and company size, now many publishers and other lead generation companies are adding the option of BANT criteria such as purchase timeframe. You know your business. Click To Tweet.

Sales Qualified Leads 110

Sales Qualified Leads Cost per Lead High Quality Lead CPL 110

The Point

JULY 1, 2019

For the last decade or more, it’s been an accepted principle – almost a key tenet – of B2B demand generation that business buyers don’t want to talk to a sales rep until the last possible moment. It’s why, for example, we marketers have assumed control for more and more of the lead funnel. Gated & Secondary Offers.

B2B Sales 124

B2B Sales Demand Generation Agencies Top of Funnel Lead Scoring 124

Adobe Experience Cloud Blog

OCTOBER 28, 2010

A great addition to Marketo’s Resources has been the Spear Marketing Group white paper, Top 10 Tips for Lead Nurturing Success , written by Howard Sewell. Not only is it a helpful resource when starting your lead nurturing , it also embodies and reinforces so many Marketo best practices.

Lead Nurturing 48

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 48

markempa

OCTOBER 2, 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!

Lead Nurturing 120

Lead Nurturing Lead Generation Webinar Metrics Sales Qualified Leads 120

The Point

JULY 14, 2015

In an era when “demand generation” and “content marketing” are virtually synonymous, most B2B sales leads are the result of a prospect downloading or requesting content. The best opportunity for converting raw inquiries to sales-ready status is at the very top of the funnel, immediately upon the prospect expressing interest.

Sales Qualified Leads 100

Sales Qualified Leads Marketing Qualified Leads Lead Ranking Top of Funnel 100

NuSpark Consulting

OCTOBER 27, 2013

Depending on what you read, most research shows that white papers are still the most authoritative content asset, but video marketing continues to grow. Determine goals: sales; leads; brand building; product demonstration; education. Accompany the video with a related white paper as CTA. Other Tips.

Planning 100

Planning Lead Scoring Lead Ranking Lead Generation 100

The Point

AUGUST 25, 2015

It’s important to recognize that content syndication leads are not like most sales leads. When someone registers to download a white paper or podcast or case study about the business challenge that your product solves, he or she is expressing an interest in that topic, not necessarily in your product.

Autoresponders 100

Autoresponders Leads Lead Marketing Qualified Leads 100

The Point

AUGUST 10, 2009

When marketing automation vendor Marketo released their “Definitive Guide to Lead Nurturing” last week (see earlier post) they knew pretty quickly they had a hit on their hands. Think about it: that’s 1,000 sales leads (and make no mistake, that’s what they [.].

SEM 100

SEM Content Marketing Marketing Automation Services Marketo 100

markempa

JULY 10, 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!

B2B Sales 120

B2B Sales Lead Generation Sales Leads BtoB 120

The Point

JULY 23, 2012

In an ideal world, all B2B sales leads would be pre-qualified and ready to buy. One result of that pressure can be a demand for tactical, sales-driven campaigns designed specifically to seek out hot leads, campaigns that lead with so-called “late stage” offers like demos, free trials, or even price discounts.

Demand Generation Agencies 100

Demand Generation Agencies Sales Qualified Leads Leads Lead 100

Mailmunch

MAY 20, 2021

When it comes to lead generation, it is crucial to use and employ different platforms and techniques. billion people use social media worldwide, making it the perfect channel for businesses to reach and generate leads. Let’s delve deeper into how you can leverage social media for effective lead generation. .

Social Media 53

Social Media Lead Generation Generation Lead Scoring 53

Adobe Experience Cloud Blog

JUNE 13, 2011

by Jon Miller Last month I participated in a webinar on Adding the Human Touch into Your Lead Nurturing with Brian Carroll, author of Lead Generation for the Complex Sale and the “godfather” of lead nurturing. Q: What marketing metric(s) should I use to capture lead nurturing effectiveness?

Lead Nurturing 48

Lead Nurturing Sales Management Top of Funnel B2B Sales 48

markempa

APRIL 24, 2009

If you have a great B2B story to tell, think about sharing it with other B2B marketers at MarketingSherpa’s 6th Annual B2B Demand Generation Summit 2009. Here’s what they are looking for: B-to-B marketers to present Case Studies on real-life tests and tactics in demand generation.

Demand Generation Agencies 120

Demand Generation Agencies Case Study Case Studies Demand Generation 120

The Point

JANUARY 24, 2013

Key to designing an effective lead nurturing program is taking stock of your current lead management process. Giving sales a voice in the process will help ensure that, as an organization, they feel they have a stake in the new lead management program and won’t feel it’s being foisted upon them by marketing.

Lead Management 100

Lead Management Process Work Management Sales Qualified Leads 100

Adobe Experience Cloud Blog

MAY 17, 2011

by Carol Fox If your sales leads aren’t receiving lead nurturing efforts from marketing to convert them quickly into business, they ultimately aren’t going to benefit your bottom line. If your team excels in quantity but lacks in quality, try these three methods to improve the quality of your leads.

Sales Leads 48

Sales Leads Lead Scoring Lead Ranking Top of Funnel 48

markempa

JUNE 14, 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!

B2B Sales 120

B2B Sales Lead Generation Lead Scoring Lead Ranking 120

The Point

OCTOBER 14, 2010

The clients we work with are concerned with more basic, day-to-day issues: enhancing sales productivity, converting more inquiries to sales-ready leads (or trial users to paying customers), better leveraging their marketing database, and increasing demand generation ROI. You can’t nurture people exclusively through email.

Marketo 100

Marketo Impressions Demand Generation Agencies Lead Nurturing 100

PureB2B

FEBRUARY 26, 2020

Pipeline marketing is more than just generating leads to make a sale. It enables marketers to take a more active role in the lead generation efforts to create revenue for the company [1]. The goal is to connect both marketing and sales to make decisions based on a common goal. Many leads don’t make a sale.

Top of Funnel 68

Top of Funnel Sales Qualified Leads Lead Qualification Marketing & Strategy 68

PureB2B

FEBRUARY 26, 2020

Pipeline marketing is more than just generating leads to make a sale. It enables marketers to take a more active role in the lead generation efforts to create revenue for the company [1]. The goal is to connect both marketing and sales to make decisions based on a common goal. Many leads don’t make a sale.

Top of Funnel 62

Top of Funnel Sales Qualified Leads Lead Qualification Marketing & Strategy 62

markempa

AUGUST 30, 2011

In many industries, for example, executives are scrutinizing much smaller transactions, so lead generation, lead nurturing and sales enablement tactics must address this shift in buying behavior. Use this kind of information to improve white papers, case studies, webinars, or other specific marketing outputs.

Sales Management 120

Sales Management Top of Funnel Ideal Customer Profiles Lead Scoring 120

markempa

SEPTEMBER 4, 2007

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!

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Lead Generation Demand 120

markempa

JUNE 19, 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!

Lead Generation 120

Lead Generation Generation Optimization Leads 120

The Point

SEPTEMBER 20, 2010

First, it should be generating sales leads. If you decrease your media spend and invest those same dollars in a new white paper, or analyst report, or industry survey, or podcast – you name it – it’s highly likely you’ll end up reaping a greater reward. Make the most of the leads you have.

Marketing Budget Creation 100

Marketing Budget Creation Marketing Budget Paid Content Budget Programs 100

B2B Marketing Zone Posts

SEPTEMBER 8, 2009

8 Tips for generating high quality leads that sales people love - B2B Lead Generation Blog , August 13, 2009. What IS and ISN’T Lead Nurturing - B2B Lead Generation Blog , August 26, 2009. Getting Going with Lead Nurturing - Marketing Genius Blog , August 27, 2009.

Lead Nurturing 40

Lead Nurturing Twitter B2B Marketing Lead Ranking 40

ANNUITAS

APRIL 10, 2014

Here are five common mistakes organizations make when automation their marketing and how they can fix them to get more value from their technology investment, as well as a better return on their demand generation. A white paper is developed and marketing decides to launch a “campaign” around the white paper.

Paid Search Agency 100

Paid Search Agency Enterprise Management Marketing Management Automation 100

Valasys

APRIL 10, 2020

Building a personalized account-based marketing strategy has several benefits, including the following: Establishing a well-defined and succinct list of target accounts defined cumulatively by the marketing and sales teams. It helps in developing account-specific insights and in generating specific contacts for those accounts.

Account Based Marketing 52

Account Based Marketing Marketing & Strategy Webinar Metrics Marketing Strategy 52

Ambal's Amusings

MAY 27, 2010

You add in some of your company’s expertise taking a position on the stance of the expert and turn the transcription into a white paper. Feature the white paper on your website and as an email offer. However, streaming lead generation today happens best via content-based marketing. Less is more.

B2B Marketing 100

B2B Marketing Content Marketing B2B Planning 100

ClearVoice

APRIL 2, 2021

Providing a framework for sales activities to guide next steps. Streamlining onboarding for new sales team members. Allowing teams to communicate about and collaborate on sales pursuits. Designing lead nurturing strategies for prospects. Forecasting sales and revenue to support financial planning.

Sales Cycle 59

Sales Cycle Lead Qualification Work Management Marketing Management 59

markempa

JULY 13, 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!

Lead Generation 120

Lead Generation Purchase B2B Thought Leadership Generation 120