| | | Sales Lead Insights | |  Information | 32 articles |
| Page 1 of 1 | Previous | Next | SALES LEAD INSIGHTS JUNE 17, 2011  B2B marketing automation: An interview with Will Schnabel Asking someone to provide answers to too many questions during their initial interaction, or repeatedly asking for the same information, can lead to form abandonment. This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals. Can you tell us about those? That is a clever feature. | SALES LEAD INSIGHTS APRIL 13, 2009 Is social media effective for B2B lead generation? Although “Generated qualified leads&# and “Helped me close business&# were listed as benefits seen by the users of social media, they were near the bottom of the list of eight choices, and no information was given about actual numbers of leads, sales or ROI. I’m probably biased, but I believe the primary objective of business-to-business marketing is driving sales of the company’s products and services. Yet many of these same companies eventually come to the realization that not every prospective customer is ready to buy now. Not bad! in Boston on May 21. | | | | | |
| SALES LEAD INSIGHTS JULY 14, 2011  Bridging the Content Chasm for B-to-B marketing automation and lead generation There’s a new marketing term that I’m hearing more and more often - “the Content Chasm”. It refers to the ascendance of content marketing (especially in B-to-B), and the differential between the current inventory of quality content that most B-to-B companies have, and the amount they need to have to market effectively. Segmented, well-targeted and relevant communications get much better results. | SALES LEAD INSIGHTS MARCH 3, 2010 Are inbound leads really leads? I believe the majority are not. I think some of the information being touted by companies that have a stake in inbound marketing can be misleading. Now back to my earlier comment: that some of the information being touted by companies with a stake in inbound marketing can be misleading. What I am talking about is the categorizing of all inbound inquiries as “leads.&#. Ask any salesperson if all inbound inquires are leads, and when he or she stops laughing, you will probably get an earful about how inquiries, unless they have been prequalified, are a waste of salespeople’s time. The bottom line? | SALES LEAD INSIGHTS NOVEMBER 16, 2009 B2B Copywriting: Interview with Miller McMillan Then the challenge is to deliver bite-sized information that answers questions and builds confidence, moving the prospect toward action. This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals. Miller McMillan is a copywriter who worked on high-profile accounts at ad agencies in Atlanta and Boston before establishing his copywriting boutique in Los Angeles. Miller has worked with such clients as CNN, Hughes, Nestlé, Avery and Microsoft. Am I right? Absolutely. | SALES LEAD INSIGHTS NOVEMBER 3, 2009 B2B Email Marketing: Interview with Stephanie Miller The Golden Rule of email marketing is to treat your subscribers the way you would like to be treated – only sending them information that is relevant, timely and helpful. This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals. My guest today is Stephanie Miller , email expert and co-author of Sign me up! Marketer’s Guide To Email Newsletters That Build Relationships and Boost Sales. Recent research sponsored by Google and Forbes found that on average 27.6 Yikes! | | | | | | | |
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SALES LEAD INSIGHTS | MONDAY, JULY 18, 2011  B2B lead qualification and scoring
Using the criteria I’ve listed above, plus the information in The Definitive Guide to Lead Scoring published by my friends at Marketo , you’ll be able to design a process that ensures Sales only gets sales-ready leads. The growth of the Internet has changed B2B buyer activity. Buyers don’t wait for a sales person to call them anymore. They get most of their education on the web. As B2B buyers increasingly use online channels to do their research, Marketing meets prospects earlier than ever in the buying process – often long before the prospects are ready to engage with Sales. MORE >> -
SALES LEAD INSIGHTS | WEDNESDAY, FEBRUARY 10, 2010 Increasing B2B Lead Management ROI: 4 Key Performance Indicators
Developing and offering information that meets the needs of your prospects, particularly as they move from awareness to inquiry to consideration and on to purchase, is essential both for getting prospects to identify themselves to you and for helping move your prospects forward in their buying process. Although the findings are not news to me or my clients, a recent research study about increasing B2B sales lead management ROI is worth mentioning. Because it validates some of what I’ve been recommending to my clients for years. Lead scoring. Content. Nurture early-stage buyers. MORE >> -
SALES LEAD INSIGHTS | MONDAY, AUGUST 31, 2009 Want To Generate More Leads? Leverage Your Prospects’ Five Senses
Sight: Many of your prospects process information best visually. It seems I’m always trying to show her something, as I process information best visually. skilled writer can also use written or spoken words to paint mental pictures for those who are more receptive to visual information. If you want your B2B lead generation campaigns to be as successful as possible, you need your lead generating messages to break through the clutter, get your prospects’ attention and provide them with compelling reasons to respond. MORE >> -
SALES LEAD INSIGHTS | MONDAY, MAY 23, 2011  B2B Marketing Automation: Crawl, Walk, Run, Win
Determine the minimum amount of relevant information you need to get up front, planning to get the rest later as you build a sales-winning relationship with prospects. Step 1: Score Leads Using Implicit and Explicit Information. For example – More frequent communications containing information about demos, competitive positioning and pricing might be appropriate for short-term opportunities, but longer-term leads might require less frequent communications which offer information that is more educational in nature. The good news? Integrate data from various sources. MORE >> -
SALES LEAD INSIGHTS | SATURDAY, OCTOBER 30, 2010 Top 10 trends in B2B lead generation and how to take full advantage of them
Use this link for more information or to register: [link]. Join me and your fellow B2B marketers at the Northern California Business Marketing Assocation's Sales Lead Roundtable on Wednesday, November 3rd in Palo Alto, CA at 8:30 am. I'm honored to be the guest speaker. My presentation is about The top 10 trends in B2B lead generation, and how to take full advantage of them. Date: Wednesday, November 3, 2020. Time: 8:30 to 10:30 am. Location: Scott's Seafood of Palo Alto. P.P.S. I'll also be speaking that same afternoon in San Francisco at the. MORE >>
- Email tips from one of our B2B lead generation and marketing automation experts SALES LEAD INSIGHTS | WEDNESDAY, MAY 25, 2011
- Revenue Performance Management: An interview with Jon Miller, VP Marketing and Co-founder of Marketo SALES LEAD INSIGHTS | THURSDAY, MAY 12, 2011
- An Interview With Mike Damphousse About B-to-B Appointment Setting SALES LEAD INSIGHTS | MONDAY, SEPTEMBER 28, 2009
- What B2B marketing automation is all about, and why you should care: An Executive Breakfast Briefing near Boston on June 29, 2010 SALES LEAD INSIGHTS | MONDAY, JUNE 21, 2010
- Webinar Leads Demystified: Free webinar on April 28, 2010 at 2:00 pm EDT SALES LEAD INSIGHTS | TUESDAY, APRIL 13, 2010
- B2B Lead Generation by Phone: An Interview with Michael Brown SALES LEAD INSIGHTS | TUESDAY, DECEMBER 22, 2009
- How to maximize your online lead-generation conversion rate – a complimentary webinar SALES LEAD INSIGHTS | SUNDAY, FEBRUARY 13, 2011
- Graphic design tips from one of our experts SALES LEAD INSIGHTS | THURSDAY, JUNE 2, 2011
- B2B Marketing Summit: Learn what’s really working best in today’s difficult business environment SALES LEAD INSIGHTS | MONDAY, AUGUST 24, 2009
- The B2B Lead Generation Benchmark Study Report: Useful data and advice SALES LEAD INSIGHTS | THURSDAY, AUGUST 27, 2009
- When it comes to B2B marketing, think things through carefully before you act. SALES LEAD INSIGHTS | WEDNESDAY, APRIL 6, 2011
- Planning B2B Lead Generation for 2010? Attend this Webcast on January 27th SALES LEAD INSIGHTS | MONDAY, DECEMBER 21, 2009
- Looking for a roadmap to more revenue? Read this book! SALES LEAD INSIGHTS | TUESDAY, MAY 10, 2011
- Marketing-for-Leads Guide: Step 10 - How will you reach the best prospects? SALES LEAD INSIGHTS | TUESDAY, MARCH 10, 2009
- In British Columbia? Consider attending a live, half-day workshop about driving more leads and sales with marketing SALES LEAD INSIGHTS | FRIDAY, FEBRUARY 18, 2011
- B2B Lead Generation Benchmark Study 2009 SALES LEAD INSIGHTS | MONDAY, APRIL 20, 2009
- Marketing-for-Leads Guide: Step 9 – Who are your best prospects? SALES LEAD INSIGHTS | MONDAY, MARCH 2, 2009
- Marketing-for-Leads Guide: Step 10 – How will you reach the best prospects? SALES LEAD INSIGHTS | TUESDAY, MARCH 10, 2009
- Is social media effective for B2B lead generation? SALES LEAD INSIGHTS | MONDAY, APRIL 13, 2009
- B2B Lead Generation Benchmark Study 2009 SALES LEAD INSIGHTS | MONDAY, APRIL 20, 2009
- Marketing-for-Leads Guide: Step 9 - Who are your best prospects? SALES LEAD INSIGHTS | MONDAY, MARCH 2, 2009
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