B2B Marketing Traction
APRIL 12, 2012
B2B marketers need to track lead quality as well as lead quantity. It is important to track the quality of your leads. One way to measure this is by tracking the conversion rate of leads by source. Capture each marketing activity, its cost, leads generated, number of sales and sales revenue generated.
B2B Marketing Traction
MARCH 21, 2012
For a long time marketing departments have focused on TOFU, or top of the funnel lead generation. Now it’s time to also focus on MOFU, middle of the funnel qualified lead nurturing and development. You may have qualified the leads before the great hand-off to sales, who worked with the lead through the sales cycle.
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B2B Marketing Traction
MARCH 9, 2012
You can use traditional marketing to generate leads, but it is probably more cost-effectively used to build brand awareness or build loyalty after the initial lead generation. Once you have qualified leads, then spend the money on traditional marketing to stay in front of them, building brand awareness and loyalty.
B2B Marketing Traction
MARCH 14, 2014
There was an awkward pause, after which the sales man launched into a fast-paced monologue about how he’s using social media to do lead generation. Now sales people should be working on conversions of all those leads marketing has passed to them (or of the leads they generate themselves).
B2B Marketing Traction
APRIL 19, 2013
Results in the way of leads, revenue, brand awareness? In the book, Professional Services Marketing: How the Best Firms Build Premier Brands, Thriving Lead Generation Engines, and Cultures of Business Development Success, authors Mike Schultz and John E. Doerr provide a list of marketing details to avoid.
B2B Marketing Traction
JUNE 14, 2012
Marketing is about getting results , including generating quality leads, engaging prospects and converting leads to clients and sales revenue. Doerr make in their book, Professional Services Marketing: How The Best Firms Build Premier Brands, Thriving Lead Generation Engines, and Cultures of Business Development Success.
B2B Marketing Traction
OCTOBER 17, 2011
“ Your marketing budget does depend on a variety of factors, including your lead generation return rates and lead-to-buyer conversion rates. If you understand your buyer’s buy cycle, you can calculate exactly what you need to spend in order to generate the revenues you need.
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