WebMarketCentral

SEPTEMBER 29, 2009

One of the biggest challenges b2b marketers face is what to do with all of those "names" that come into your system that aren't really "leads" yet; contacts collected from white paper downloads, webinar registrations, trade shows and other activities. How do you separate hot leads from long-term leads from tire-kickers?

Marketing Automation Services 20

Marketing Automation Services Work Management Marketing Management Marketing Automation 20

WebMarketCentral

DECEMBER 8, 2008

The challenge, then, is to maximize marketing productivity-to get more leads out of the same number of clicks. lead automation management vendors. The better services also use geo-location filtering to determine which city the visit came from, rather than providing only corporate headquarters information (e.g.,

OpenTracker 20

OpenTracker LeadGenesys LEADSExplorer ReadyContacts 20

WebMarketCentral

DECEMBER 18, 2008

On the other, if you leave your PDF content open, more people will download your materials but you get no information: who are these visitors? On the other, if you leave your PDF content open, more people will download your materials but you get no information: who are these visitors? Are they actually reading your content?

Spyware 20

Spyware Budget Programs Lead Capture Paper 20

WebMarketCentral

NOVEMBER 17, 2009

Although the improved UI is the big change, the new version also adds integration with SalesForce.com for AdWords campaigns and improved lead generation capabilities. Prospects no longer rely on sales people and marketing collateral for information; most of their research is now done before they ever make contact with a sales rep.

Manticore 20

Manticore Marketing Automation Services Marketing Automation Automation 20

WebMarketCentral

APRIL 22, 2009

Greater availability of information requires greater transparency, but also leads to richer conversations. Professional informality —conversations used to fall reasonably neatly into two groups: public communication, which was formal (a press release, a carefully crafted "quote" from an executive, on-the-record interviews, etc.)

PR 20

PR Social Media Web 2.0 Media 20

WebMarketCentral

AUGUST 31, 2009

Doing a better job of training employees and qualifying leads? tags: PromotionWorld Rob Wood TopRank Online Marketing Blog Lee Odden Informal Learning Blog Jay Cross HubSpot Preshant Kaw B2B marketing MediaPost Aaron Goldman Search Insider Summit micro-conversions white paper downloads iMedia Connection J.

Paid Content 20

Paid Content Paid Search Agency Best Practices Advertising Agencies 20

WebMarketCentral

JULY 14, 2008

With that in mind, MarketingSherpa last week presented their Top 10 B-to-B Marketing FastFixes: How to Generate & Nurture More Qualified Leads. Speak Up Speaking engagements are an excellent source of high-quality leads. Test Their Knowledge Quizzes are a relatively inexpensive, easy and fun way to collect leads.

Enterprise Management 20

Enterprise Management Work Management Marketing Management B2B Marketing 20

WebMarketCentral

JANUARY 28, 2009

Case studies are currently the most common way to deliver this information, though there is still a production cost for the vendor and prospective buyers presume that only the happiest customers will have their stories published. Paid membership runs $99 per month plus $100 per accepted lead.

Enterprise Management 20

Enterprise Management Social Media Paid Content Marketing Management 20

WebMarketCentral

SEPTEMBER 2, 2009

Search is for lead generation, or more accurately, name generation. It brings "suspects" into your funnel, contact information for people who may or may not eventually become leads and then customers. Like traditional PR, it is a "top of funnel" tool. It's as much about reaching influencers as prospects.

Social Media 20

Social Media Search Marketing Web 2.0 Social Marketing 20

WebMarketCentral

DECEMBER 3, 2009

What's the real the optimal cost per lead for your SEM program? Finding The Optimal Cost-Per-Lead by Search Engine Land Patricia Hursh makes the case that the lowest cost per lead isn't always best, as this pursuit can cause marketers to leave leads on the table, so to speak. How can you improve conversion rates?

Search Engine Marketing 20

Search Engine Marketing Search Marketing Adwords SEM 20

WebMarketCentral

FEBRUARY 20, 2007

If you are running a search marketing campaign, the measures that top the list for executives, not surprisingly, are leads, cost per lead, and associated trends. A healthy lead-generating B2B website should be drawing a high percentage of new visitors each week and month. Fourth, sources of website traffic and associated trends.

Analytics 20

Analytics Paid Search Agency Cost per Lead Marketing Analytics Tools 20

WebMarketCentral

APRIL 20, 2009

Once you've optimized the list of keywords in your search engine marketing campaign, tweaked the bids and crafted stellar ad text to bring visitors to your site, landing page design is critical to converting those visitors into sales or leads. Here are a few of the best posts about SEM landing page design from last year.

Landing Pages 20

Landing Pages SEM Best Practices Search Engine Marketing 20

WebMarketCentral

MARCH 4, 2009

Social media "are primarily Internet- and mobile-based tools for sharing and discussing information" according to Wikipedia. It is "the use of technology combined with social interaction to create or co-create value" according to John Jantsch , a "shift in how people discover, read, and share news and information and content.a

Social Media 20

Social Media Web 2.0 Media Wiki 20

WebMarketCentral

OCTOBER 9, 2007

Ultimately, however, what's really important isn't raw traffic, but conversion of that traffic into buyers or B2B leads. For generating B2B leads, ask for minimum amount of information necessary, such as name, company, phone and email address. Dan Briody recently wrote a helpful article for Inc. Keep the contact form short.

SEM 20

SEM Conversion Rate Conversion Adwords 20

WebMarketCentral

JULY 11, 2006

First, Lead Generation for the Complex Sale by Brian Carroll presents a strategic approach to generating profitable leads. And in the age of Tivo and a billion Web sites, useful information has far more power than anything viewed as marketing fluff. Second, Waiting for Your Cat to Bark? Finally, Blogwild! :

Best Practices 20

Best Practices RSS Paid Search Agency Sales Qualified Leads 20

WebMarketCentral

AUGUST 21, 2007

The top goals in website redesign projects were to provide more and better information, increase leads/sales, improve customer service, and build brand loyalty. The conversion rate (of visitors to leads) increased by 20-50%, from an average of 1.5% to somewhere in the range of 1.8-2.25%. Total ROI varied from 70% to 500%.

Forrester 20

Forrester ROI Webcast Marketing Websites 20

WebMarketCentral

FEBRUARY 6, 2009

Similarly, SEOs seek to guide visitors through a website, from initial interest, through information gathering to conversion. He defines a lead as "anyone with a checkbook" and exaggerates product capabilities in order to close more deals. Salesperson B, on the other hand, carefully qualifies leads and sets proper expectations.

SEO 20

SEO Ethics Word of Mouth Sales Qualified Leads 20

WebMarketCentral

FEBRUARY 23, 2007

Dainow is absolutely on target in pointing out that one-shot campaigns such as email blasts (or worse, sweepstakes), while effective at driving short-term traffic spikes, often lead to few if any new sales. There are three things a visitor could do upon hitting your landing page: 1) Convert into a sales lead (ideal).

Analytics 20

Analytics Landing Pages Blast Campaigns PPC 20

WebMarketCentral

OCTOBER 16, 2007

This week I caught up with Dale Underwood, CEO of EchoQuote , an automated lead capture web service provider. EchoQuote enables B2B companies to automatically create customized price quotes based on the requester's email address and distribute lead information to an internal sales team or channel. What's your background?

Lead Qualification 20

Lead Qualification Lead Ranking Sales Qualified Leads Pricing 20

WebMarketCentral

AUGUST 14, 2007

The growth in online advertising, the proliferation of enewsletters, the emergence of new forms of information delivery such as RSS and the emergence of social media sites have all affected CTR, so planning based on current data is crucial. The first step is understanding the average and likely range of CTRs for various programs.

Banner Ads 20

Banner Ads Click Rate CTR Banners 20

WebMarketCentral

SEPTEMBER 6, 2007

I recently received an email from Bill Halpern of Integrateurs International , a telemarketing B2B technology lead generation firm. Audience understanding: it was clear from his message that he understood who my audience is (marketers interested in B2B lead generation, particularly in the technology sector).

Blogger 20

Blogger PR B2B Thought Leadership Telemarketing 20

WebMarketCentral

FEBRUARY 27, 2009

Jared’s focus is on managing the convergence of traditional and new media to effectively influence, inform and engage key audiences. The organization develops and delivers services, information, skill enhancement, and networking opportunities that help its members grow, develop and succeed throughout their marketing careers.

Enterprise Management 20

Enterprise Management Social Media Work Management Marketing Management 20

WebMarketCentral

AUGUST 24, 2006

She notes a number of CRM-related frustrations that will be familiar to marketers and sales reps, such as: - Marketing doesn't think sales reps are adequately following up on the leads they've produced; sales doesn't think the leads are qualified. Is this an effective solution?

einsof 20

einsof CRM RSS Sales Qualified Leads 20

WebMarketCentral

NOVEMBER 5, 2009

Study: Company Blogs Lead Social Media Options by MediaPost Mark Walsh reports that " blogging (is) the most important lead-generation source among social media options, followed by StumbleUpon, YouTube, Facebook, De.lic.ious and Digg " (not a surprising result, considering that those other sites tend to support a corporate blog, not replace it).

Social Media 20

Social Media Social Marketing Web 2.0 Paid Search Agency 20

WebMarketCentral

JULY 9, 2007

Give your readers a way to respond to you and share your information. And most importantly, give them news and information worth sharing. ** technorati tags: interactive PR, Seana Mulcahy, MediaPost, David Meerman Scott, The New Rules of Marketing & PR, book, Six Pillars blog, social media, Web 2.0

Word of Mouth 20

Word of Mouth PR Buzz Web 2.0 20

WebMarketCentral

JANUARY 16, 2009

They promise to have all resumes reviewed by an experienced recruiter, who then matches skill sets with companies actively recruiting in the candidate's are and provides contact information for the actual decision makers, thereby avoiding "gatekeepers."

Resources 20

Resources PR Tagging Lead Ranking 20

WebMarketCentral

JULY 16, 2007

They asked more than 2,100 IT decision makers about the information sources that were most critical in their buying decisions. Smaller numbers of respondents valued social media for interactivity with peers and accurate information about news and trends.

Social Media 20

Social Media Peer-to-peer Wiki Media 20

WebMarketCentral

JULY 23, 2009

On the b2b side, most campaigns are aimed at generating leads rather than instant sales. What this study indicates, however, is that b2b marketers are starting to measure, and get credit for, secondary "conversions" as well.

Paid Content 20

Paid Content Search Engine Marketing Advertising Benchmark Search Marketing 20

WebMarketCentral

JUNE 3, 2009

SEO: best bang for your buck for generating online leads by E-consultancy Aliya Zaidi summarizes research from E-consultancy showing that while " natural search, email marketing and paid search are still the most commonly used methods for generating online leads," " SEO (is) seen as providing the best value for money."

Branding 20

Branding Brand Identity Marketing & Strategy Best Practices 20

WebMarketCentral

JULY 6, 2005

Feeling a bit under the weather, and hoping to avoid a doctor visit (or at least have some indication of what was wrong with me), I checked out the leading medical Web sites: WebMD , DrKook, er, I mean, DrKoop , HealthCentral , and several others. I was left slightly more informed but a lot more nervous.

Classified Ads 20

Classified Ads Lead Ranking Paper Pricing 20

WebMarketCentral

APRIL 17, 2007

Lee Smith (LS): Prior to starting Persuasive Brands, I was the founder, President, COO and acting CEO of a leading online market research firm. In this capacity, I helped clients across all industries address their business and marketing challenges using information to help shape winning strategies and supporting tactics.

Work Management 20

Work Management Marketing Management Search Engine Marketing Lead Gen 20

WebMarketCentral

JUNE 16, 2008

In other words, technology has enabled your "market" to avoid your message and get information straight from your customers. Traditional" media now follows the blogosphere at least as often as it leads it. Social media enables you, as a marketing or PR professional, to participate in the conversion—but no longer to control it.

Social Media 20

Social Media Media Web 2.0 Blogger 20

WebMarketCentral

NOVEMBER 30, 2007

The most popular test was dynamic pages—changing the information displayed on the landing page to reflect the exact search term. I've had it drilled into me that "PR is NOT lead gen," but one company that linked terms in its press releases to specific landing pages on its site saw a 12.5% conversion rate. Hmm, may be worth trying.

SEM 20

SEM Landing Pages Webcast Marketing Budget Creation 20

WebMarketCentral

AUGUST 20, 2008

GoodSearch/GoodShop One example is GoodSearch.com , a search engine that makes a donation for every search, and it's partner organization GoodShop.com , an online shopping mall with more than 700 leading retailers that directs a percentage of every sale to the user's favorite charity.

Social Media 20

Social Media Ning Media Tagging 20

WebMarketCentral

FEBRUARY 20, 2008

Fortunately, she also serves up guidance on how to effectively cut through your prospective buyer's clutter of emails, phone calls and endless meetings: "Occasionally a savvy marketer or seller captures my attention, gets me to raise my hand asking for more information and even entices me to request a meeting. What are they doing?

Branding 20

Branding Brand Identity Marketing & Strategy Best Practices 20

WebMarketCentral

SEPTEMBER 10, 2009

by Writing On The Web The remarkable Patsi Krakoff presents eight tips for writing blog posts that stand out by both informing and entertaining readers, such as: telling a story; revealing a mistake you made and the lessons learned; or hardest but most valuable of all, rising above cliches and providing a higher level of current thinking.

RSS 20

RSS Best Practices Business Blogger 20

WebMarketCentral

MAY 7, 2007

LinkaGoGo Yet another site where new user registration failed: I continually got a 404 error page after filling in my account information. Previous articles in this series: Web 2.0 Social Tagging Sites, Part 1: Alexa Rankings ** Terms: Web 2.0

Web 2.0 20

Web 2.0 Tagging Validation Work Management 20