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SEPTEMBER 26, 2013 [Lead Generation] Lead Qualification: The Secret Sauce of B2B Lead Generation Marketing
The Number One rule in B2B marketing: Never, ever, pass an unqualified lead to your sales force. In this kind of situation, the lead should stay with the marketing team, where the relationship can be developed, and nurtured, until it’s ready to take up a salesperson’s valuable time. Enter the concept known as lead qualification. Industry. Parent company. Behavior.
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MAY 31, 2012 [Lead Generation] Let your B2B content run free–the case against gating
Yesterday, in this very space, my friend Ruth Stevens made the case against “gating content” –placing your best stuff behind a registration or contact form so that you mine your Web visitors for those precious e-mail addresses and hand them off to your CRM system so they can be worked as “leads.” If you miss out on enough extra traffic, you’d need to get a very high conversion rate on those leads for gating to work out to more conversions. Your sales force gets a lot of bum leads to run down. Credit: Getty Images via @daylife.
NOVEMBER 27, 2013 | BIZNOLOGY
[Lead Generation] B2B prospecting data just keeps getting better
NOVEMBER 18, 2013 | BIZNOLOGY
[Lead Generation] How does Vodafone prove digital media’s effectiveness?
OCTOBER 23, 2013 | BIZNOLOGY
[Lead Generation] The Building Blocks of Content Marketing: How to Plan Your B2B Content Library
SEPTEMBER 26, 2013 | BIZNOLOGY
[Lead Generation] Lead Qualification: The Secret Sauce of B2B Lead Generation Marketing
JULY 25, 2013 | BIZNOLOGY
[Lead Generation] How to Create a B2B Content Audit
JUNE 5, 2013 | BIZNOLOGY
[Lead Generation] How to Measure Digital Marketing With Observer Effects
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MAY 30, 2012 [Lead Generation] To Gate or Not to Gate, That Is the B-to-B Content Marketing Question
By applying typical campaign conversion rates, we could predict that of 100 inquiries, 20% will qualify—producing 20 qualified leads. Where I can stand up in court and show a history of my campaign response rates, conversion rates, and cost-per-lead numbers. And most important, where I can reasonably expect to deliver a steady stream of qualified leads to my sales counterparts, who are relying on me to help them meet their quotas. Internet Marketing Social Media Marketing B-to-B marketing B2B marketing Content marketing lead generation sales enablement
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JUNE 5, 2013 [Lead Generation] How to Measure Digital Marketing With Observer Effects
There are attribution models that can help you demonstrate lead generation from awareness marketing. But they are imperfect for a very simple reason: for a large number of leads, we legally cannot track our users with the kind of granularity needed to prove that our efforts cause leads to happen. But it doesn’t tend to lead to accurate brand value measurement.
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OCTOBER 15, 2012 [Lead Generation] Winning The War: Content Marketing Adoption Widens
51% Lead Generation. Internet Marketing Business Content marketing lead generation marketing Marketing and AdvertisingContent page-2 (Photo credit: Wikipedia). Photo credit: jrhode. We’re winning the war. Content marketing is being integrated more frequently and more fully by marketers of every stripe and size. 34% total.) 23% and 7%, respectively.). 29% Sales.
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OCTOBER 23, 2013 [Lead Generation] The Building Blocks of Content Marketing: How to Plan Your B2B Content Library
She also covers the best applications for content in driving toward B2B marketing objectives, like sales lead generation. Thanks to all our sponsors: B2B Marketing Content Marketing Slider Webinars business-to-business content Content marketing Infographic lead generation Ruth P. 'Photo credit: Saad Faruque. Yesterday, Ruth P. Stevens videos white papers
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BIZNOLOGY | THURSDAY, MARCH 28, 2013 [Lead Generation] Push versus Pull Marketing: In B2B, You Need Both
Advertising, online and offline, with a strong call to action to generate a response. To fulfill our mission of market coverage, scalable lead generation, and profitable sales growth, the modern B2B marketer must pull—and push—every possible lever. Photo credit: Aimar (Nidde). The other day, a marketing colleague told me she was feeling under pressure to move all her efforts to inbound, or “pull,” marketing. Outbound is bad,” she said. Well, I guess her feeling is understandable. Inbound Inbound marketing is all the rage today. Hubspot promotes it. Marketo promotes it. Seth MORE >>
BIZNOLOGY | WEDNESDAY, DECEMBER 26, 2012 [Lead Generation] Predictions for B2B digital marketing in 2013
It took a while, but Facebook marketing is now ready for mainstream B2B, in support of branding, lead generation, and customer relationship marketing goals for enterprises of all sizes. In fact, I would argue that B2B has been a leading force in this area, in recognition of the importance of prospect education and thought leadership in the complex selling process. Photo credit: Wikipedia. It’s that time of the year when observers can’t resist making predictions about developments on the horizon. encourage readers to add their own. . I stand corrected. MORE >>
BIZNOLOGY | WEDNESDAY, FEBRUARY 13, 2013 [Lead Generation] Common Content Marketing Mistakes To Avoid
” Concentrating on Lead Generation Rather Than Engagement. But as important as lead generation and resulting sales are to any marketing effort, content marketing is unique in that engagement over the long term can yield much deeper and steadier results. Photo credit: DigitalRalph. You’ve always been marketing. First it was search marketing, then social media marketing, and now you’re looking at the latest thing–the combination of search and social called content marketing. Confusing Channels for Strategies. What are their pain points? MORE >>
BIZNOLOGY | WEDNESDAY, NOVEMBER 27, 2013 [Lead Generation] B2B prospecting data just keeps getting better
B2B Marketing Market Research Offline Marketing Slider B-to-B B2B Data data modeling database marketing lead generation marketing lists propspecting '(Photo credit: Wikipedia). The most reliable and scalable approach to finding new B2B customers is outbound communications–whether one is using mail, phone, or email, or using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size, and job role/title. Self-identifying keywords used on the company website (ALC). MORE >>
BIZNOLOGY | MONDAY, NOVEMBER 18, 2013 [Lead Generation] How does Vodafone prove digital media’s effectiveness?
Generating social signals needs to be a key objective for Vodafone. Moments of truth, when repeatedly resulting in positive outcomes and experiences, lead to customer loyalty. Customer loyalty is a state of being that is defined by behaviors and experiences on BOTH sides of the relationship – vendor and customer – that lead to a state of value creation for both parties. Each stage results in an experience has to be designed in order to lead to the next stage, ultimately resulting in achieving value creation for Vodafone and consumers. '(Photo credit: Wikipedia). MORE >>
- [Lead Generation] 5 Essential Functions for Every B2B Website BIZNOLOGY | WEDNESDAY, MAY 29, 2013
- [Lead Generation] Targeting Content and Calls To Action: Where Are Your Prospects? BIZNOLOGY | THURSDAY, NOVEMBER 15, 2012
- [Lead Generation] B2B Marketing Myth-busting, Redux BIZNOLOGY | WEDNESDAY, OCTOBER 31, 2012
- [Lead Generation] B2B: Where Social Media Meets Direct Marketing BIZNOLOGY | MONDAY, SEPTEMBER 24, 2012
- [Lead Generation] All SEO Service Providers Are Not Created Equal BIZNOLOGY | WEDNESDAY, JULY 6, 2011
- [Lead Generation] How to Create a B2B Content Audit BIZNOLOGY | THURSDAY, JULY 25, 2013
- [Lead Generation] Book Review of Ruth Stevens’ Maximizing Lead Generation BIZNOLOGY | THURSDAY, NOVEMBER 17, 2011
- [Lead Generation] Five Ways to “Get Real” With B-to-B Social Media BIZNOLOGY | WEDNESDAY, FEBRUARY 29, 2012
- [Lead Generation] Are SMBs Slowing Down on Social Media Usage? BIZNOLOGY | FRIDAY, SEPTEMBER 24, 2010
- [Lead Generation] Why won't certain companies adopt social media? BIZNOLOGY | THURSDAY, JUNE 3, 2010
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