Biznology

JANUARY 4, 2017

All sales leads are not equal. I know this is something that most sales and marketing leaders understand and it’s why they put lead qualification and validation into most of their sales, marketing, and lead generation programs. Of those 350,000, about half—178,000—were actual sales leads.

Validation 180

Validation Linkedin Sales Qualified Leads Social Marketing 180

Biznology

NOVEMBER 17, 2011

I like to do book reviews once in a while on Biznology, and this one was a natural because I know Ruth Stevens and I know her expertise in B2B marketing, so I needed to pore over her book, Maximizing Lead Generation , for tips–and I found them. Long B2B sales cycles mean that you need a set of techniques to nurture leads.

Lead Generation 80

Lead Generation Lead Ranking Lead Scoring Sales Qualified Leads 80

Biznology

MAY 18, 2017

Here’s some reality: you’re not going to generate many leads this way , and you’re missing a big opportunity–especially on LinkedIn. Why brand maintenance doesn’t generate leads. Most B2B LinkedIn programs don’t generate leads because they’re too passive and lack key components that lead to real results.

Social Media 143

Social Media Sales Qualified Leads Lead Scoring Lead Ranking 143

Biznology

MARCH 2, 2021

With all of that in mind, here are the five leading trends that you should use to your advantage in 2021. It used to be that customer touchpoints in the online and offline world were lead generators and a way to establish a line of communication with the prospect. Capitalizing on omni-channel sales.

eCommerce 163

eCommerce Marketing AI Lead Scoring Lead Ranking 163

Biznology

MARCH 13, 2017

The world has become increasingly busy leading to an explosion in demand for content that can be consumed quickly and efficiently. Couple this with the growing popularity of photo-sharing platforms such as Instagram and the result is a lead generation process that has undergone a fundamental shift.

Lead Scoring 126

Lead Scoring Lead Ranking Advertising Agencies Paid Search Agency 126

Biznology

JULY 12, 2017

How sales, marketing professionals, and social media lead generation companies are focused on only 3% of the target market. They’re focused on lead generation even though most leads go nowhere—when the focus should be on prospect development. However, those sales leads they were delivering sucked!

Sales Management 145

Sales Management Linkedin Top of Funnel Lead Scoring 145

Biznology

AUGUST 19, 2015

Following my last blog on lead qualification, I received some great comments and several questions as to whether lead qualification differs for trade show leads. Yes, it does, and here is a revision of my last blog specifically addressing trade show lead generation and qualification. Speed Kills The Competition.

Trade Show 80

Trade Show Lead Qualification Lead Ranking Sales Qualified Leads 80

Biznology

OCTOBER 28, 2015

When planning a B2B lead generation program, you need to deliver leads to your sales team at an affordable price. A neat way to determine in advance how much you can spend on a lead is to calculate the Allowable Cost per Lead for your campaign. Then, estimate the costs associated with qualifying a lead.

Sales Qualified Leads 80

Sales Qualified Leads Cost per Lead Sales Leads Leads 80

Biznology

JULY 31, 2015

Lead qualification is one of the primary jobs for B2B marketers, and a great deal of time and money is spent on this step of the sales cycle. Now that I’ve stated the obvious, I see both good and bad lead qualification processes in the market. Which leads me to 5 Do’s and Don’ts of B2B lead qualification.

Lead Qualification 80

Lead Qualification Lead Ranking Sales Qualified Leads Lead Scoring 80

Biznology

JANUARY 5, 2022

Ruth advises companies on go-to-market strategy, sales lead generation, customer and prospect data, content marketing and ABM. This month we’re pleased to feature Consultants Collective member customer acquisition and retention consultant, specializing in B2B markets, Ruth Stevens. Who is your favorite fictional hero?

Ideal Customer Profiles 104

Ideal Customer Profiles Consulting Profiling BtoB 104

Biznology

MARCH 23, 2018

Here’s another: Google and Facebook are leading the digital marketing revolution. It’s the daily blocking and tackling of account targeting, sales lead generation, outbound communications, call centers, and data management and building a trusted reputation that drives business growth. Kudos to them. But hold on. Like this post?

B2B Marketing 190

B2B Marketing Work Management Marketing Management Opt-out 190

Biznology

FEBRUARY 23, 2018

I’ve long observed that B2B marketers focus too much on lead generation, and not enough on current customer expansion and retention, which is, after all, where the bulk of profits lie. For years, B2B marketers have focused on demand generation, or top-of-the-funnel activities. This is a mistake. What’s that?

Top of Funnel 205

Top of Funnel Work Management Marketing Management Churn Rate 205

Biznology

MARCH 27, 2015

As a marketer, I’m always looking for new ways to engage prospects and drive leads for my sales team. That’s why webinars become interesting as a lead generation tactic. That’s why you see webinars rated as one of the top lead-gen tactics today (source: Placester ). Have webinars been successful in your lead-gen efforts?

Lead Gen 80

Lead Gen Webinar Metrics Lead Ranking Marketing Qualified Leads 80

Biznology

SEPTEMBER 27, 2018

Indeed, the more focused your content is –– across channels –– the better chance you have of garnering leads and increasing your digital footprint. Experienced professionals recognize that when you reach a lead is often as important as how you engage with them. Increased Lead Generation. Better Timing.

Marketing Strategy 126

Marketing Strategy Marketing & Strategy Content Marketing Paid Search Agency 126

Biznology

JULY 2, 2018

Lead generation is a major preoccupation of the typical B2B marketing department. Indeed, most B2B marketers report that leads—with an emphasis on quality leads—are their primary goal. So, let’s review the top prospecting tools and techniques that are working for B2B marketers today.

Ad brokers 190

Ad brokers B2B Lead Ranking Best Practices 190

Biznology

APRIL 3, 2014

One key to successful B2B lead generation programs is to calculate exactly the right number of qualified leads to provide to sales—as part of your campaign planning. If you generate too many leads, you’ll be wasting precious marketing dollars. The conversion rate from qualified lead to sales.

Sales Qualified Leads 80

Sales Qualified Leads Generation Leads Lead 80

Biznology

JUNE 3, 2020

Marketing is no longer just about advertising, brand and leads. We already see upticks in virtual engagement, AI-driven programs for both lead generation and point-of-contact engagement. It is involved in every stage of the customer relationship. So, where is this heading? I believe Covid-19 will drive further change.

B2B Marketing 166

B2B Marketing B2B Thought Leadership B2B Marketing Management 166

Biznology

APRIL 3, 2014

One key to successful B2B lead generation programs is to calculate exactly the right number of qualified leads to provide to sales—as part of your campaign planning. If you generate too many leads, you’ll be wasting precious marketing dollars. The conversion rate from qualified lead to sales.

Sales Qualified Leads 80

Sales Qualified Leads Generation Leads Lead 80

Biznology

JULY 7, 2020

The pandemic has taken away one of B2B marketing’s steadiest, most reliable sources of lead generation and customer engagement, on a global basis. What’s to be done? It’s not easy to replace a marketing channel that represents on average 20% of our marketing mix—with many marketers devoting as much as 60% of their budgets to events.

B2B Marketing 166

B2B Marketing Marketing & Strategy Webinar Metrics Marketing Strategy 166

Biznology

MAY 5, 2021

So, most B2B marketers are desperate to get their hands on good quality prospecting data in other regions, for sales lead generation. 1 Stop Data Based in Ireland, and led by Pauline Murphy , 1 Stop Data offers not only prospecting data but also lead generation and multilingual call center services. This is not easy.

B2B 118

B2B Marketing Prospects Sample Opt-in 118

Biznology

JUNE 23, 2021

Still, according to a 2021 Forrester study , most marketers admit to having a tough time replicating the “compelling storytelling and lead-generating aspects” of in-person events. Little or no T&E expense. Better audience analytics. Well, of course. Reusable marketing assets.

Forrester 171

Forrester Personalization Trade Show Webinar Metrics 171

Biznology

DECEMBER 2, 2019

B2B marketers are expanding their roles from just cranking out lead generation campaigns to stepping in as managers of the prospect and customer relationship, in partnership with their sales counterparts. As messaging app usage soars, leading providers Facebook Messenger and WhatsApp offer business solutions.

Enterprise Management 143

Enterprise Management Work Management Marketing Management B2B Marketing 143

Biznology

JULY 11, 2019

Many businesses struggle with lead generation, qualifying leads and converting them to sales. About 73% of a business’s potential leads aren’t sales-ready. This high number indicates that too many leads are pushed through the sales funnel before they’re ready to convert and make a purchase. Your Leads Aren’t Valid.

Top of Funnel 130

Top of Funnel Sales Qualified Leads Digital Marketing Funnels Advertising Funnels 130

Biznology

SEPTEMBER 14, 2020

We can also measure business metrics like the volume and quality of leads generated. These aren’t quite as useful as revenue and profitability metrics, but are far more valuable than process metrics like clickthrough rates.

Email Marketing 104

Email Marketing Clickthrough Effectiveness Open Rate 104

Biznology

JANUARY 19, 2018

Michael Brenner was SAP ’s pioneer in developing the powerful Internet marketing strategy of building a website community to serve the information needs of top-of-the-funnel business buyers, to generate leads and “own the category.” Highly recommended! Journalists love it for the hard data that fuels great stories.

Top of Funnel 166

Top of Funnel B2B Marketing Lead Ranking Digital Marketing Funnels 166

Biznology

JULY 17, 2017

Over the years I’ve found that social media objectives generally come down to one or, more commonly, a combination of the following: Lead generation – driving unidentified potential new customers/clients to a website or landing page where they are offered free information in exchange for their contact info.

Social Media 167

Social Media B2B Thought Leadership Media Customer Satisfaction 167

Biznology

FEBRUARY 9, 2016

Over the past few months, I have gotten a number of calls from individuals who are seeking new sales leads for their company. The 4 Elements of a B2B Lead Generation Campaign: Much like a golf swing – if you don’t know the basics (stance, backswing, and downswing) you won’t hit the ball, and even if you do, it won’t go straight or far.

Direct Marketing 80

Direct Marketing Marketing Management B2B Marketing Paid Search Agency 80

Biznology

APRIL 27, 2016

Businesses that start using online video content marketing in their daily sales and marketing process stand to gain significant tangible benefits across their entire lead generation and sales cycle. How to start thinking about content ideas to drive your lead gen and sales cycles. Thanks to all our sponsors! Like this post?

Video Marketing 80

Video Marketing Business Webinar Metrics Lead Scoring 80

Biznology

FEBRUARY 2, 2017

When he sold it to Harte Hanks in 1994, Gary went on to thrive as an executive there, and is now CEO of Aberdeen Group , supervising its transformation from industry analyst firm into a really smart marriage of data and content for lead generation. Plus, Gary is one of the nicest guys you’d ever want to meet.

Enterprise Management 80

Enterprise Management B2B Marketing PointClear Advertising Agencies 80

Biznology

AUGUST 8, 2019

Third, a larger role for marketing, as active members of inside sales and lead qualification teams. Martin: A shared vision between sales and marketing about the entire demand generation and sales process. There is a post-grad program in B2B marketing offered at ITBA, one of our leading engineering schools.

Demand Generation Agencies 106

Demand Generation Agencies Enterprise Management Marketing Automation Services B2B Marketing 106

Biznology

AUGUST 2, 2021

So, dear CEOs, if there is friction between your sales and marketing leads, it’s up to you to make a change. Set metrics like cost-per-lead, and lead-to-sales conversion rates by campaign, by channel, by product and other variables, where marketing can hold its head high and deliver on what it can actually control.

B2B Sales 197

B2B Sales Account Based Marketing B2B Marketing Cost per Lead 197

Biznology

DECEMBER 21, 2020

Couple that with the fact that building your online visibility is the best way to improve online lead generation and conversions, and you can understand why investing in SEO is so important. Measures how often users experience unexpected layout shifts that lead to poor UX. First Input Delay. Cumulative Layout Shift.

Lead Scoring 197

Lead Scoring Lead Ranking SERP Mobile Marketing 197

Biznology

MAY 22, 2017

Alongside lead generation and data hygiene calling, she offers GDPR compliance services. One helpful resource is Pauline Murphy , managing director of 1 Stop Data Limited , in the UK. She specializes in B2B prospecting, and operates a multi-language call center in Ireland that calls into the EU and the Middle East.

Privacy 139

Privacy Data Hygiene Marketing Management Paid Search Agency 139

Biznology

SEPTEMBER 8, 2020

Plus the outbound marketing that gets prospects started on the journey to become buyers, namely lead generation. And informing sellers about all that at a general level, but also for specific leads. You can think of marketing as a kind of concierge that helps build the basis for the seller-buyer relationship.

Work Management 151

Work Management Marketing Management B2B Sales Vendors 151

Biznology

JANUARY 13, 2020

Lead Generation. On the technology side, make sure that your user experience is strong, both on desktop and mobile. Here’s where that 20% bump in page speed can be a benefit.) So can improved use of H1 and related tags and other structural signals.

Marketing Websites 156

Marketing Websites Budget Programs Planning Tools 156

Biznology

MARCH 31, 2016

Or are you in a lead-generation business and want them to provide contact information? If you’re using lead generation tactics, what’s a lead worth? (If If you don’t know the answer to that, think about what a customer is worth, then multiply by the rate you convert leads to paying customers.

Top of Funnel 80

Top of Funnel Practices Digital Marketing Funnels Lead Scoring 80

Biznology

MARCH 4, 2016

Most B2B lead generation campaigns involve multiple touches via multiple media channels. But how do you decide which media are optimal, and more to the point, how they work together to generate a qualified lead? Can you get enough leads from this channel to satisfy your requirements? Lead flow requirements.

Lead Generation 80

Lead Generation Lead Scoring Lead Ranking Sales Qualified Leads 80