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APRIL 8, 2011 [Lead Generation] Interview: Craig Rosenberg Dishes on the Details of Successful Demand Generation
In b2b marketing, effective demand generation requires more than just getting your prospects to respond to one or two emails and then passing them off to your sales team – it’s about constantly being in front of your prospects with the right message at the right time. Formula: Total sales pipeline (in the form or potential revenue) created by leads from your campaign. You know why?
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SEPTEMBER 7, 2010 [Lead Generation] The Business Case for Marketing Automation
CSO Insights’ 2010 Lead Generation Optimization study found that only 37% of marketers using a lead generation management system say their efforts need improvement. DemandGen Report conducted research that identified a 20% increase in sales opportunities generated from leads that were nurtured in comparison to leads that were not. Aberdeen Group found that best in class companies saw double their bid-to-win ratios on nurtured leads, plus a 47% higher average order value. Propensity to buy based on lead scoring models. Sales Pursuit.
DECEMBER 10, 2012 | FUNNEL FOCUS
[Lead Generation] Webinar: Lead Chemistry—the Formula to Fuel Your Funnel
JULY 5, 2011 | FUNNEL FOCUS
[Lead Generation] Marketing and Sales Alignment Award Winner SalesStaff Shares Their Success Story
MAY 12, 2011 | FUNNEL FOCUS
[Lead Generation] Complimentary Webinar: Winning B2B Buyers with your Content Marketing Mix
APRIL 26, 2011 | FUNNEL FOCUS
[Lead Generation] Webinar: 3 Pillars of Marketing Automation Success: Find, Connect, Engage
APRIL 8, 2011 | FUNNEL FOCUS
[Lead Generation] Interview: Craig Rosenberg Dishes on the Details of Successful Demand Generation
FEBRUARY 1, 2011 | FUNNEL FOCUS
[Lead Generation] New Webinar: Lead Nurturing After the Sales Handoff: Accelerate the Buying Process
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OCTOBER 27, 2010 [Lead Generation] No More Losing Leads to Competitors without a Fight
According to Marketing Sherpa, 70% of your leads will end up buying something from you or one of your competitors, but they won’t do it right away. If you’re not experiencing a 70% lead-to-close conversion ratio, you’re losing leads to competitors! This is often due to non-sales-ready leads being discarded because they’re not immediate opportunities – most of those leads will eventually buy from someone, and it’s up to you to be top of mind when they’re ready. To accomplish this, marketers need to shift their focus from lead generation to lead management.
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MARCH 15, 2010 [Lead Generation] Lead Generation is Not Lead Nurturing
Have you ever noticed that the marketing campaigns produced by some companies all feel like lead generation efforts? Lead nurturing should be an evolutionary process designed to build a relationship—not an effort that feels like a continual restart. Lead generation is the act of motivating someone to give their permission for you to contact them. Lead nurturing is based on building a relationship after you gain that permission. Once you’ve gotten the lead to opt in, nurturing begins—or it should. Qualify sales-ready leads.
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NOVEMBER 4, 2010 [Lead Generation] Interview: Mac McIntosh Shares How Marketing Automation Can Impact Your Bottom Line
To help you gain some insight on what it enables you to do and how to use it effectively, I've invited BtoB Sales Lead Expert Mac McIntosh to answer a few questions about the value marketing automation can bring to your business. How can marketers use social media in conjunction with marketing automation to improve lead generation? Good question. The result?
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NOVEMBER 21, 2010 [Lead Generation] Interview: Mac McConnell on How Marketing Automation Benefits Financial Service Companies
This comes in two forms, (1) doing a better job of attracting the contact through valuable content and (2) staying top of mind with prospective buyers through lead nurturing programs that educate slowly over time. Capturing the interest (let alone contact details) during the research phase of any purchase decision will give that firm a lead in the overall buying process.
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FUNNEL FOCUS | THURSDAY, JULY 15, 2010 [Lead Generation] The Quintessential Marketing Automation Guidebook Spotlight: Ardath Albee Suggests Marketers Put Content to Work
The ability to track and score a lead’s activity and behavior—combined with demographics—is necessary for lead prioritization. Why lead scores are much more than a number. The upshot is that content, used strategically, can play an important role in marketing effectiveness that extends way beyond lead generation. Tags: B2B Marketing Lead Nurturing Marketing Automation Marketing Funnel B2B Marketing Tips Marketing Performance Ardath Albee is a B2B Marketing Strategist and CEO of her firm Marketing Interactions, Inc. Download the eGuide today. MORE >>
FUNNEL FOCUS | FRIDAY, OCTOBER 29, 2010 [Lead Generation] Webinar: Social Media Integration into Marketing Campaigns – Does it Drive Leads?
But when it comes to using it for demand generation, there are only a few things that are really important: Does it drive leads? The optimal number and frequency of touches for lead nurturing. About the Speaker: Emily is responsible for planning and executing demand generation campaigns and outbound marketing initiatives for Manticore Technology. In Funnel Focus , Emily explores best practices in demand generation, lead nurturing, and online marketing. Prior Tags: Lead Generation Lead Nurturing Social Media Register Now. MORE >>
FUNNEL FOCUS | MONDAY, NOVEMBER 22, 2010 [Lead Generation] Email Marketing – How Many Touches are Enough?
The premise of the guide was simple: Develop a marketing automation best practices eBook with our partner network to drive lead generation and further the message of the importance of process in marketing automation. We also used this latest demand generation effort as a chance to test out a couple of marketing hypotheses. We decided to create 4 different batches to help create a steady, manageable flow of leads for our sales team. Tags: B2B Marketing Email Marketing Lead Generation Marketing Automation you should have seen it by now). RESULTS. MORE >>
FUNNEL FOCUS | MONDAY, MARCH 8, 2010 [Lead Generation] B2B Buyers Looking a Lot Like B2C Consumers
Marketing was all about us finding qualified leads …or so we thought. Consider the following consumer purchasing behaviors and note how they’re being adopted with increasing frequency by B2B buyers: Consulting Reviews: With the advent of user-generated content on product sites, consumers can now consult previous customers’ reactions to the products they’ve purchased with barely a click from the product page. Tags: B2B Marketing Lead Generation Marketing Marketing Funnel b2b marketing Lead Scoring online marketing Social Media Have a question? MORE >>
FUNNEL FOCUS | TUESDAY, FEBRUARY 1, 2011 [Lead Generation] New Webinar: Lead Nurturing After the Sales Handoff: Accelerate the Buying Process
So how can Marketing support the buying process and help drive revenue after passing leads over to sales? lead generation expert Sales Engine International to reveal how Marketing can help accelerate the buying process with 3 powerful, sales-driven lead nurturing programs. You will learn: How to create buying personas and segment leads accordingly. What role Sales and Marketing play in each lead nurturing process. The resources and technology necessary to execute each lead nurture. Join us in this webinar to find out. 10am Pacific/1pm Eastern. MORE >>
- [Lead Generation] Complimentary Webinar: Winning B2B Buyers with your Content Marketing Mix FUNNEL FOCUS | THURSDAY, MAY 12, 2011
- [Lead Generation] Q&A: Finding & Implementing the Right Marketing Automation Platform FUNNEL FOCUS | TUESDAY, MAY 18, 2010
- [Lead Generation] Spotlight: Sue Hay and Cari Baldwin Help You Supercharge Your Demand Generation Programs FUNNEL FOCUS | MONDAY, AUGUST 2, 2010
- [Lead Generation] Marketing Automation Isn’t Easy – White Paper FUNNEL FOCUS | SUNDAY, JUNE 20, 2010
- [Lead Generation] How the Human Touch Impacts Marketing Performance – 5 Questions for Brian Carroll FUNNEL FOCUS | WEDNESDAY, MAY 19, 2010
- [Lead Generation] Marketing and Sales Alignment Award Winner SalesStaff Shares Their Success Story FUNNEL FOCUS | TUESDAY, JULY 5, 2011
- [Lead Generation] A Tactical Approach to Targeted Lead Nurturing Webinar Q & A FUNNEL FOCUS | FRIDAY, APRIL 16, 2010
- [Lead Generation] Webinar: 3 Pillars of Marketing Automation Success: Find, Connect, Engage FUNNEL FOCUS | TUESDAY, APRIL 26, 2011
- [Lead Generation] Use Marketing Automation to Improve Lifecycle Management FUNNEL FOCUS | WEDNESDAY, MAY 5, 2010
- [Lead Generation] Demand Generation Unifies Sales and Marketing FUNNEL FOCUS | TUESDAY, APRIL 20, 2010
- [Lead Generation] 6 Advantages of Progressive Forms for B2B Marketers FUNNEL FOCUS | TUESDAY, JUNE 1, 2010
- [Lead Generation] Webinar: Lead Chemistry—the Formula to Fuel Your Funnel FUNNEL FOCUS | MONDAY, DECEMBER 10, 2012
- [Lead Generation] What Marketers See and Why it Matters FUNNEL FOCUS | WEDNESDAY, SEPTEMBER 15, 2010
- [Lead Generation] Thought Leadership Interview: Sue Hay and Cari Baldwin Expand on Their Demand Generation Trifecta FUNNEL FOCUS | MONDAY, AUGUST 30, 2010
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