B2B Lead Generation Blog

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4 Steps to Lead Nurturing: Walking the buying path with your customers

B2B Lead Generation Blog

The journey map is about helping you understanding the key interactions that your future customer will have with the organization. Try to understand what they want and the concerns they’ll have along with peers they’re interacting with. Tweet Lead generation can take you on a long hike. The goal of lead nurturing is to help progress leads from initial interest toward purchase intent.

31 Tips for Improving Sales and Marketing Lead Generation Alignment

B2B Lead Generation Blog

Closing the loop on a regular basis allows you to constantly learn from each interaction. Tweet More often than not, there seems to be a disconnect between Marketing and Sales. Not having these two teams aligned can be a vital — and costly — mistake. How does your sales team perceive the leads Marketing produces? Be honest. They love them — couldn’t be happier! The say leads, what leads?

Lead Nurturing: What it is, and what it is not

B2B Lead Generation Blog

Making calls based on touch point data that adds value to the interaction – being a “plus” to their day. 6. Tweet Building on my post last week , I was reminded of a conversation I had with a marketer who was meeting with her new boss to explain the need for a new lead nurturing strategy. Starting to get my point? Pretty, well-designed fluff is not going to “feed” your prospects.

Best B2B Lead Posts in 2014: Lead generation, lead nurturing and content marketing

B2B Lead Generation Blog

Learn about the importance of putting the empathy back into customer interactions , and then read some simple strategies for achieving empathetic marketing. Tweet The holiday season is always a time of reflection for what we have and what we have accomplished over the past year. You can utilize this information to better inform your 2015 strategy. Topic #1 — Lead generation is king.

Evangelizing a Content Marketing Program

actually choose to read, watch, and interact with is. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 1: Evangelizing Content and Setting Yourself Up for Success Copyright © 2015 Contently. All rights reserved. contently.com By Joe Lazauskas ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY2 I. Introduction 4 II. Why This Guide 6 III. Instead, most.

15 Tips to Generate More Leads in 2015 (Part 1, featuring tips 1-5)

B2B Lead Generation Blog

We reminded them of the interaction they had had and asked if we could be a resource for them. 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. It’s not about more leads; it’s about doing better with the ones you already have. Here’s how. Create a universal lead definition. .

15 Tips to Generate More Leads in 2015 (Part 3, featuring tips 11-15)

B2B Lead Generation Blog

You need to be able to track interactions to be able to determine the program of selling the entire organization. Tweet To kick off the new year I’m sharing 15 ideas on improving your lead management. As you’ll see this series isn’t just about getting more leads, but about generating better and higher quality of leads. Use a single voice when communicating with leads. Are you moving forward?

Lead Generation: How to speak the language of your prospects

B2B Lead Generation Blog

He interacted with his ideal audience every day and learned how to speak the language of his customers. Tweet At Lead Gen Summit 2013, Keith Lincoln, Vice President, SmartBear Software, discussed the importance of speaking the language of your customers, and, more importantly, when to say nothing at all. “If you’re ever tired of hearing from us,” the email read, “you can opt out.”.

A/B Testing: How adding a second CTA increased clickthrough 291%

B2B Lead Generation Blog

The team designed a three-part series of experiments, the first two leading up the interactive live test to launch tomorrow, Feb. Tweet How do you serve “ready to buy” customers and “just looking” prospects on the same page? You don’t want to alienate one group while speaking to the other. VolunteerMatch was selected as the “client” for this year’s Email Summit live test. 24, here at Summit.

Definitive Guide to Planning a New Content Initiative

How long do you need to give your audience to interact with your content before. THE DEFINITIVE GUIDE 1 THE DEFINITIVE GUIDE 2 Introduction For the last decade, DivvyHQ’s founders have been helping the world’s leading marketers. to plan and produce effective content for their respective companies. In that time, we’ve. content initiative planned, launched and firing on all cylinders. target.

15 Tips to Generate More Leads in 2015 (Part 2, featuring tips 6-10)

B2B Lead Generation Blog

The people to be nurtured are generally those with whom you’ve had a direct meaningful interaction via phone or email and who are in companies that fit your preferred profile. The point is to build a relationship with them over time without trying to qualify them during each interaction. 7. These 15 tips (across all three blog posts) will help make your lead management more effective.

Lead Gen: A proposed replacement for BANT

B2B Lead Generation Blog

The key here is finding the answer to one or two questions that give you enough directional confidence to continue interacting with the account, now and in the future. Another 17% ask budget-related questions. suspect marketers do so because they have heard about “BANT qualified leads” and apply these criteria to Web forms. It’s time to move BANT methodology into retirement. And so on.

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Stop Cold Calling and Start Lead Nurturing

B2B Lead Generation Blog

Build trust with each interaction. Become a trusted advisor by adding value with each interaction and sharing relevant information. Tweet Earlier this week, I had a call with a CEO of a small technology company who was wondering how to optimize his lead generation. He called me after two salespeople quit, and he said, “I’m about to give up on cold calling and start doing inbound marketing. think cold calling is dead … what do you think I should do?” ” I thought to myself, ‘It’s no wonder his sales team quit.’ Just be useful.

Social Media Marketing: 6 tips for running a valuable LinkedIn group that attracts prospects

B2B Lead Generation Blog

This consistent social interaction and content sharing can  position your group managers as thought leaders, adds Skotidas. Tweet How easy it is for the mighty to fall. Especially on social media. In early October, the B2B Lead Roundtable Group , this blog’s LinkedIn group, was recognized as one of the top LinkedIn groups for content marketing. It was cringe-worthy. So, what happened?

B2B Marketing Trends for 2016

But as B2B buyers complete more of their journey before ever interacting with a. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. They expect content to be relevant, easy to find, and mobile- friendly.

Lead Generation: Balancing lead quality and lead quantity

B2B Lead Generation Blog

In the health care segment of Siemens, field service engineers interact directly with customers to repair medical equipment. This interaction was a great opportunity to capitalize on generating prospects interested in Siemens products. Tweet Lead generation is somewhat like a tightrope act. Generate too many leads, and the rope between Sales and Marketing breaks. You may also like.

4 Perspectives That Should Shape Your View of Value Propositions

B2B Lead Generation Blog

That strategy should include every nuance of how your business interacts with and benefits customers across your chain. Tweet If you think a value proposition is just a catchy phrase or the elevator speech your salesmen can spout off to customers, consider what Michael Lanning, the creator of the term, has to say. “It should drive what you communicate, but more,”he explained. “It should be the heart of your business strategy — an articulation of how customers will be better off if they do what your business proposes.”. ”). Here’s a summary of what Michael revealed: 1. Michael J.

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B2B Social Media Marketing: Focus on leads, not likes

B2B Lead Generation Blog

Many times, companies only measure that last point of interaction.”. Tweet It’s time to generate revenue. Do you know where your social media is contributing? Unless you can provide an unequivocal “yes” and the figures to prove it, keep reading. They reveal their top tips to help you do the same. Focus on metrics beyond “likes” and “fans”. Not that those are unimportant,” Baggott counters.

Lead Generation: Who knows the customer better – Marketing or Sales?

B2B Lead Generation Blog

We all feel that we have a golden gut to some extent, especially when we’re interacting directly with customers. Tweet I once worked with a field marketing vice president who was calm, cool and collected for every presentation she prepared for. Well, all except one. The only presentation that ever seemed to rattle her nerves – and just ever so slightly – was the annual presentation to Sales leaders, justifying her upcoming budget (and, perhaps, existence). “We talk to the customer every day…”. Let me first say, I am a huge proponent of Sales-Marketing alignment. Data-driven keywords.

B2B Marketing Trends for 2016

But as B2B buyers complete more of their journey before ever interacting with a. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. They expect content to be relevant, easy to find, and mobile- friendly.

B2B Public Relations: 7 tactics to pull more leads into the funnel

B2B Lead Generation Blog

Click on the image to see the entire interactive release. The public relations process will help clarify who your audiences are, where they congregate, what kind of conversations they’re having and how they interact with different types of content,” says Becktold. Tom Becktold, Senior Vice President of Marketing, Business Wire. Journalists don’t have a monopoly on news.

Event Marketing: How a technology start-up made a trade show splash booth-free

B2B Lead Generation Blog

Taking videos of Seymour interacting with attendees and posting them online. 2. They also: Sponsored a reception and an interactive map. Tweet Brickstream , a retail technology company, was too late to rent a booth at the year’s most important industry event where it had to have a strong presence. But, the team turned this marketing nightmare into a marketer’s dream come true.

Lead Generation: It’s all about building relationships

B2B Lead Generation Blog

guess the question is about to the organization; how do you get consensus in your organization that you are going to change the way that you interact with your customers? Tweet “I think at its core, lead generation is really about relationships,” said Brain Carroll, Executive Director of Revenue Optimization, MECLABS. In a recent interview, Brian sat down with Steve Girshik of LeadSpace.com to talk a little shop about the fundamentals of lead generation, what’s new (and unchanged) in the world of the complex sale, and how empathy marketing is the way forward. Steve: That’s crazy!

Email Marketing: 2 campaigns that used innovative creative to generate leads

B2B Lead Generation Blog

The Disaster Recovery/Managed Recovery Program campaign created a 3% increase in click-to-open rates among president and owner titles, and the retargeting email reactivated 2% of contacts who had not interacted with SunGard in six months. Tweet One of the best insights into creativity I’ve ever discovered was scrawled into a Plexiglas window on a subway train. Results. Results.

B2B Marketing Trends for 2016

But as B2B buyers complete more of their journey before ever interacting with a. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. They expect content to be relevant, easy to find, and mobile- friendly.

B2B Marketing: Why Marketing shouldn’t promise BANT qualified leads for Sales

B2B Lead Generation Blog

Even with all of these improvements on the horizon, machines are still no substitute for a highly trained sales professional interacting with a would-be customer. Tweet Many marketers use a model for lead qualification based on these four key characteristics: B = Budget. A = Authority. N = Need. T= Timing. The approach is dubbed BANT. In a recent article, Ardath Albee said, “Salespeople are adamant about these criteria.” She believes the criteria are not customer-centric, and she’s right. They need each other. They can help each other. So, let’s get real. You’ve got a short list.

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B2B Digital Marketing: How Volvo Construction drove site visits through its email campaigns

B2B Lead Generation Blog

It also needed to contain dynamic content and interactive functionality the customers appreciated, as well as analytics the company could use. Tweet When John Johnston, Director of Digital Marketing, began his journey at Volvo Construction, he knew things had to be completely rebuilt, starting with the website and branching out into everything else.

How Much is Your Address Book Worth?

B2B Lead Generation Blog

From then on, my interactions with the people I have served are warm and friendly. Tweet How much is your address book worth? know that seems like a silly question because very few people even have a little black book that contains all of their contacts’ phone numbers and addresses. I can remember when my father had a sturdy metal rolodex sitting on his office desk that contained all of his priceless contact numbers. would sit at his desk and spin the cards around like I was a contestant on “The Price is Right.” learned this principle when I lived in a very small town.

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2013 Year in Review: Top 6 focus areas for B2B marketers this year

B2B Lead Generation Blog

Grant Grigorian (@GrantG9) November 4, 2013. “We all feel that we have a golden gut to some extent, especially when we’re interacting directly with customers.” – Daniel Burstein, Director of Editorial Content, MECLABS. Tweet As the holiday season quickly approaches an end, and marketers prepare to make 2014 their best year yet, we pulled together the top blog posts on the B2B Lead Roundtable Blog to share the most popular topics, chosen by marketers just like you. In 2012, the top focus for B2B marketers was understanding and leveraging social media. Topic #1. Topic #2. Topic #3. link].

How Technology on the Trade Show Floor Can Help Your Sales Team Work Smarter and Sell More

B2B Lead Generation Blog

And, as we marketers have embraced digital, the value of face-to-face interactions has increased. There really isn’t a digital replacement for shaking someone’s hand or reading their body language and all the other benefits of human interaction. Yet, many companies still measure marketers on cost-per-lead metrics when such metrics are inadequate for measuring face-to-face interactions at trade shows. The real value of trade show interactions. It’s all about building relationships. Optimizing face-to-face conversations at trade shows.

Gamification: How Siemens got 23,000 engineers to learn about its brand

B2B Lead Generation Blog

What the interaction would feel like for the end user. Tweet Siemens Industry , Inc., is proving that engineers just wanna have fun. And it’s filling the sales pipeline in the process. In March of 2011, the Siemens team launched Plantville. This online game simulates the experience of being a plant manager. Players are challenged to maintain operation of their plant while improving productivity, efficiency and facility health. Since that time, 23,000 engineering professionals have spent approximately 14 minutes with the game every time they visit the site. More than 3,500 employees.

B2B Email Marketing: Batch and blast, mobile and other challenges

B2B Lead Generation Blog

MB : I would look at your metrics to see how your customer base is interacting with your emails. While Tweet Earlier this year at MarketingSherpa Email Summit 2013 in Las Vegas, I had the chance to enjoy many conversations with my email marketing industry friends. This post grew out of one of those talks. asked Matt Bailey, President, SiteLogic ; Christopher Donald, CEO and Lead Strategist, Inbox Group ; and Loren McDonald, VP Industry Relations, Silverpop , about comparing “batch and blast” email strategies against some of the more targeted and personalized email approaches.

Optimizing the Lead: 4-step lead generation analysis

B2B Lead Generation Blog

This human interaction might help you uncover that although a certain tactic generates leads that close, they require many more resources from Sales to close the deal, while other leads are much easier to close. If nothing else, the human interactions of a Sales-Marketing huddle shows that you’re actively seeking input from Sales to help serve them better, and not allocating your budget and resources in a vacuum. But, in reality, any marketing process can be optimized. Including lead generation. On a webinar today for ReadyTalk at 1 p.m. Step #1: Review closed deals.

How ECI Telecom Discovered the Surefire Sign that Sales and Marketing Are Aligned

B2B Lead Generation Blog

Everyone signed their names to show they understood their roles, their commitment and how they would interact with leads at each stage. “At the end of the meetings, we would painstakingly make sure everyone understood what we were talking about. Your salespeople are your biggest fans, right? If not, then you’re probably not as aligned as you think. Looked great on paper. Levy says.

Sales and Marketing: The technology behind CRM

B2B Lead Generation Blog

However, the most expansive definition takes a total end-to-end look at every interaction a person has with a company from simply becoming aware of the company at the very top of the sales funnel, all the way through customer service contact after the final conversion to a closed deal. Marketing automation helps the marketing team track prospects’ behavior, such as website visits and social media interaction, and then respond to that behavior with what the prospect is looking for, at the time they are looking for it and on the channel where they are looking.

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Fresh Ideas to Reignite Stalled Leads and Accelerate the Sales Funnel

B2B Lead Generation Blog

If you really want to understand what’s happening with customers at a particular point in your funnel, then you have to ask them while the last interaction with you is relatively fresh in their minds. Tweet Longer selling cycles and stalled deals are impeding sales funnels everywhere. Use these three practices to convert more leads into revenue: Use Funnel-Specific Market Research.