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31 Tips for Improving Sales and Marketing Lead Generation Alignment

B2B Lead Generation Blog

Tweet More often than not, there seems to be a disconnect between Marketing and Sales. How does your sales team perceive the leads Marketing produces? They complain about lead quality. They complain about lead volume. The say leads, what leads? Marketing gives us leads? Centralize the lead qualification process.

Happy Birthday, sales lead generation company Find New Customers – belatedly

Fearless Competitor

Buffer On February 13, 2009, the sales lead generation company Find New Customers was born. Find New Customers, the demand generation company, is led by the award-winning marketer Jeff Ogden , who’s also the creator of the very popular and highly syndicated online TV show, Marketing Made Simple TV. Email us – sales at findnewcustomers.com.

Lead Generation via Influencers and Experts in 4 Steps

B2B Lead Generation Blog

Tweet Proactively building relationships with influencers and industry experts and is a powerful way to generate leads and positive word of mouth (WOM). Most of us know this as influencer marketing , aka influence development. Increasing your close rate and reducing sales cycle time by earning an influencer’s “seal of approval,” thus leveraging their credibility.

Sirius Decisions Thinks Websites Will Generate 71% of All B2B Sales Leads by 2015. I Disagree.

The Point

The point being made by the article’s author, Jill Stanek, was that Marketo’s acquisition enables that company to extend dynamic, personalized marketing conversations from their current domain (email campaigns) all the way to the Website. By way of context, I happen to work for a B2B marketing agency that helps clients generate, nurture, and convert sales leads.

Writing effective email copy from an expert in B2B marketing, lead generation and lead nurturing

Sales Lead Insights

This is the latest in our ongoing series of tips from some of the experts who provide our sales lead management consulting and training services and our marketing automation and lead-generation agency services. Meryl is a professional writer and editor who specializes in online B2B lead generation and lead nurturing. Click here to learn more.

Sales Lead Generation: The Hub and Spoke Marketing Approach

Fearless Competitor

Hub and Spoke Marketing Plan from Find New Customers, Inc. This Slideshare presentation, with audio (IMHO – a best practice) shares a recommended approach to marketing campaigns by Jeff Ogden of the sales lead generation company Find New Customers. (By the way, Slideshare was re-written in HTML 5 – Google can search inside your slides too. Then you use the spokes to drive traffic and grow your marketing database. Nurturing and Scoring Leads. Sales either closes the deal or kicks it back to nurturing. Keep it simple.

My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

Modern B2B Marketing

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. Some of these best practices include common definitions for a qualified lead between marketing and sales; lead scoring to identify suspected quality leads; a strong lead management process to manage the handoffs; and the use of marketing automation to power the whole thing.

The Critical Importance of Sales Lead Generation today

Fearless Competitor

Sales Lead Generation is a must. His post: Sales as we have known it is dead. This is why companies need to invest in sales lead generation today. This is why smart companies invest in sales lead generation programs including: Finely targeted accounts. Marketing automation software and CRM too. Ongoing content marketing. Lead management process. Lead Nurturing and scoring. If you want to make quote and have your business prosper, invest in sales lead generation and talk to Find New Customers.

The Sorry State of Sales Leads Today

Fearless Competitor

points out the sorry state of sales leads today. Here are two take-aways: What Percentage of Marketing-Generated Leads  do you Feel Fit your Sweet Spot? (i.e. Marketing is missing targets, plain and simple. When one of marketing’s campaigns hits a target, it usually hits the wrong target. Quality leads matter. How do you measure up?

A Follow-Up Strategy for Content Syndication Leads

The Point

It’s important to recognize that content syndication leads are not like most sales leads. If you hand off content syndication leads to your sales force without setting these expectations, your program may be doomed to fail. Here’s an example of a sales email that is adapted specifically for content syndication by doing the following: 1.

Buying software is easy. Fixing lead generation is hard.

Fearless Competitor

B2B Lead Generation | Buying stuff is easy – fixing problems is hard. And every Friday we do a fun B2B marketing show called Laugh and Learn – teaching a key marketing lesson using wit and humor. SaaS marketing products like Marketo , Hubspot , Eloqua and the like are very, very easy to buy. Remember, we need fewer and better leads for sales.).

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Content Marketing Tips for Lead Nurturing

B2B Lead Generation Blog

Tweet I was asked by a reader to provide some examples of what lead nurturing touches may look like. Lead nurturing is something that’s fairly easy to understand, but for many, it’s become a frustrating thing consistently execute for two reasons: Lack of content. No plan for consistency. I’ve found that many marketers get stuck on not having enough good and effective lead nurturing content. My advice is to start accumulating and building your lead nurturing library now. How do you build your library of relevant lead nurturing content ?

Greatest Challenge Facing CMOs Today – Generating High-Quality Sales Leads

Fearless Competitor

“The vast majority of CMO’s in the study indicated that generating high quality leads is their top challenge. Source: MarketingSherpa B2B Marketing Benchmark Study, August 2010 of 297 CMOs. Certainly, marketing automation software helps and plays a key role. Marketing automation is needed, but it’s only a small part of the solution.

Optimizing Lead Distribution for Higher Conversion

B2B Lead Generation Blog

Tweet The management of sales leads is critical to generating marketing ROI. Sadly, Sadly, sales leads often land on the scrap heap because marketers throw leads over the wall and then expect salespeople to catch them. I was recently asked by someone how to utilize lead distribution to gain the best results. But when you add sales territories and fairness into the mix, this is far from easy. So do you invest your hard-won leads on your top performers, or do you try to help your weaker salespeople? Leverage this.

13 Tried-and-True Lead Generation Ideas (And the Numbers Behind Them)

Hubspot

Filling the top of your sales funnel with leads is tough -- especially when you're relying on traditional methods. So what if I told you that you could still reach your leads quota using methods that actually add value to your prospect's day? This utopia of lead generation is, in fact, a possibility. video plays and 3,946 leads. 3) Create a quiz. Intrigued?

Value Proposition: What motivates prospects to buy from you?

B2B Lead Generation Blog

It’s just another way we can look at trying to increase revenue and possibly generate more leads at the same time. Digital Marketing: How to craft a value proposition in 5 simple steps. Email Marketing: Writing powerful email copy boosts CTR 400%. Sales Leads B2B marketing Email marketing lead generation value proposition

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Trust and the Big Lie of Lead Generation

Fearless Competitor

B2B Lead Generation : Capturing Accurate Information on Forms. Job Title : Sales Leader Phone # : sdsd Web Site URL : dsds. provocative post called The Big Lie of Lead Generation. When asked why they put in fake information, almost 3 out of 4 cited “Avoid follow-up sales calls or marketing contacts.&#. What’s the marketing take-away here?

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How to Use Lead Scoring to Drive the Highest Return on Your Trade-Show Investment

B2B Lead Generation Blog

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.

B2B Lead Generation: Outsourced gives 43% better results than In-House

Fearless Competitor

Using outside professionals to help your company implement lead generation programs gives 43% better results than hiring your own lead generation person and it costs a lot less. So many firms try to implement lead generation programs in-house, … Continue reading → Demand Generation Easy lead generation inbound marketing lead generation Lead Nurturing Leadership Management best practices Marketing marketing campaigns marketing funnel marketing sales Sales Leads sales-ready leads Simple lead generation

Nine Simple Tactics to Drive a Higher Return on Trade Show Investment

B2B Lead Generation Blog

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.

Conclusions from study: Sales Speaks – Perceptions and Ponderings on Marketing Leads

Fearless Competitor

According to SiriusDecisions , over the last 4 years, sales quotas increased 33%, while quota achievement dropped by 25%. Conclusion: B2B sales is a lousy job today – at least in most companies. This is why the role of demand generation in marketing is growing by leaps and bounds. Jill Konrath has a great eBook entitled How Marketing Radically Affects Sales.

7 Amazingly Effective Lead Nurturing Tactics

Hubspot

As companies adopt inbound marketing as a way to generate more leads, the importance of having an effective lead nurturing strategy becomes very clear. In most cases only a relatively small percentage of your inbound leads will be ready to make an immediate purchase, leaving upwards of 90% of your inbound leads on the table. So you are probably wondering….

Outsourced b2b Lead Generation gives 43% better results than In-House

Fearless Competitor

Click to access the Focus Roundtable on B2B Lead Generation Using outside professionals to help your company implement B2B lead generation gives 43% better results than hiring your own person. So many firms try to do b2b lead … Continue reading → Demand Generation Easy lead generation inbound marketing lead generation Lead Nurturing Leadership Management best practices Marketing marketing campaigns marketing funnel marketing sales Sales Leads sales-ready leads Simple lead generation

The Current State of B2B demand generation

Fearless Competitor

B2B Lead Generation | Study Findings by Act-On Software. I was recently invited as a guest speaker for Act-On Software for a webinar entitled “Stop Marketing in the Dark.&# But I just saw the results of a study by Act-On and the verdict is clear. Most companies continue to market in the dark. These are unqualified, non-nurtured leads. Lead nurturing.

How to turn a good white paper into a great lead generation piece

Fearless Competitor

Great content or a great lead generation tool. Do you want a trickle of leads or a flood? Since we’re just about to start a new white paper for a top marketing automation software firm, this is a timely post. We craft a great white paper, like our highly acclaimed white paper on sales lead generation How to Find New Customers , sponsored by  Marketo.

Sales Lead Management Association Announces Winners of the 2011 “50 Most Influential People in Sales Lead Management” Election

Fearless Competitor

Jeff Ogden, President of the B2B demand generation company  Find New Customers wishes to congratulate all the winners, and to say that we are honored to be included with so many B2B marketing experts. Obermayer, executive director of the Sales Lead Management Association, announced the results of the voting for the Most Influential People in Sales Lead Management in 2011.

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:

ViewPoint

Is it necessary to pre-qualify inbound leads? Over the course of this three part series, you’ll hear from 15 leading voices in the world of sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score? Should CMOs feel confident that these leads from marketing automation are ready for sales to close.

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Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:

ViewPoint

Is it necessary to pre-qualify inbound leads? Over the course of this three part series, you’ll hear from 15 leading voices in the world of B2B sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score? Should CMOs feel confident that these leads from marketing automation are ready for sales to close?

View 93

Do You Need Marketing Automation to Do Lead Nurturing? Sort Of.

The Point

A prospective client asks: “We’re just getting our demand generation programs ramped up, and I’m not sure I’m ready for marketing automation. Do I need it in order to do lead nurturing?”. My answer: “It depends how you define “ lead nurturing ,” but technically: no, you don’t need marketing automation in order to nurture leads. Certainly.

Harness it in YOUR business – the power of B2B demand generation

Fearless Competitor

B2B Demand Generation | Many need our free B2B lead generation content. Need to learn B2B lead nurturing? Download our totally free and no registration needed cheat sheet, 7 Keys to Successful Lead Nurturing. I was speaking with a good friend at a content marketing company in Boston. They don’t even have marketing automation software.

What do B2B salespeople think of their company’s lead generation?

Fearless Competitor

B2B Lead Generation : Looking for better results. Here’s a summary: What percentage of your marketing-generated leads fit your sweet spot? If you’re company scores leads, how accurate is the scoring? B2B lead generation is in terrible shape today. What are you doing to dramatically improve your B2B lead generation?

“If you just do , your lead generation challenges will be over”

Fearless Competitor

Just buy our (crap) and your lead generation problems are over! Everyone seems to have the answer to the lack of quality sales leads problem. Use our marketing automation software. They all promise that, if you will only do X, all the lead generation quality issues your salespeople are griping about will be over. Quality leads matter.

The Lead Gen Mistakes Marketers Are Making

Kapost

When it comes to lead generation, you may be unknowingly sabotaging your sales pipeline with these seven common lead generation mistakes. However, lead conversions suffer  when tactics aren’t anchored into a bigger, long-term and purpose-driven marketing strategy. . Getting Real About Lead Generation . Who should follow up, when?

Your sales lead just got promoted. What should you do?

Sales Intelligence View

Anytime a sales lead has an interesting moment, it’s an […]. CRM Intelligence customer intelligence Customer Success outbound prospecting prospect outreach Prospecting Relationship Management Sales 2.0 Sales Intelligence Sales Strategy Social Selling Tips and Tricks B2B b2b sales CRM customer 2.0 Enterprise 2.0

Find New Customers: What the heck’s a Sales Lead anyway?

Fearless Competitor

What’s a Sales Lead? If you are like most salespeople, your response is “The sales leads that Marketing gives me are crap.&# And most likely, you’re exactly right. suggest, … Continue reading → Business relationships Buyer Personas Buying Process Demand Generation Fearless Competitor inbound marketing lead generation Lead Nurturing Lead Scoring Leadership Lessons Management best practices Marketing Marketing Automation Sales-Marketing AlignmentThey are crap.

Content Marketing: 4 stages to mapping your content strategy

B2B Lead Generation Blog

Tweet Effective content marketing starts with listening to customers to truly understand them, and then identifying the personas of your audience, according to Ninan Chacko, CEO, PR Newswire. In his keynote at MarketingSherpa Lead Gen Summit 2013, Ninan explained the five steps to effective content marketing. How to discipline content marketing to influence decisions.

7 Keys to Successful Lead Scoring

Fearless Competitor

Find New Customers to release the second in a series of great content regarding B2B lead generation. Sales Lead Generation using engaging, bite-sized content. Keys to Successful Lead Nurturing. Keys to Successful Lead Scoring. Follow  Jeff on Twitter or download the  free white paper on B2B lead generation. Quality sales leads matter.

The Lead Generation Assessment | Our most popular service

Fearless Competitor

B2B Lead Generation | The Lead Generation Assessment service. The Lead Generation Assessment  service is far and away our most popular service. Here’s why: Carlos Hilgado of The Annuitus Group  wrote this about setting up a lead. Go though your lead management steps and determine where you are with you data, lead planning, metrics, etc.

Find New Customers | Great content on B2B demand generation and always FREE

Fearless Competitor

B2B Lead Generation | Free content at Find New Customers. The elevation principle says that great content combined with other people and without marketing messages will help your business rapidly grow. The Elevation Principle: Great Content + Other People – Marketing Messages equals Success. free Education section on B2B demand generation. What do you think?

Content Marketing: How a technology company used its employees to generate quality content [Video]

B2B Lead Generation Blog

Tweet Content marketing is one of the most effective and widely used lead generation tactics, according to the MarketingSherpa 2012 Lead Generation Benchmark Report. Although it is one of the most difficult forms of marketing, second only to trade shows, 62% of marketing budgeters expect an increase for content marketing, according to the same report.

B2B Lead Generation without Lead Nurturing is Doomed to Fail

Industrial Marketing Today

Here’s the shocking reality of B2B lead generation – 79% of marketing leads never convert into sales opportunities. Source: Marketing Sherpa/ KnowledgeStorm). 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? This is because of the prevalent trend of industrial buyers using online resources to go deeper and deeper into their buying cycle before engaging with your sales people. What is lead nurturing?

Buying software is easy. Fixing lead generation is hard.

Fearless Competitor

B2B Lead Generation | Buying stuff is easy – fixing problems is hard. SaaS marketing products like Marketo , Hubspot , Eloqua and the like are very, very easy to buy. Unfortunately, there’s no “Wonder Herb&# in B2B lead generation and marketing either. Want to hear what it’s really like to buy marketing automation?

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Forrester finds b2b marketers lagging with demand generation

Fearless Competitor

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. Instead of complaining about the poor economy, if more invested in quality demand generation programs, they’d put up vastly better results.&# B2B marketers are doing a poor job with demand- and lead-generation programs, according to a new study from Forrester Research. Cambridge, Mass.— What do you think?