• PUREB2B  |  SUNDAY, SEPTEMBER 25, 2016
    [Lead Nurturing, Lead Scoring] Why Businesses Need Marketing Qualified Leads
    In marketing and sales, we’re always on the lookout for leads. However, not all leads are created equal. Leads that have the biggest impact on your bottom line are Marketing Qualified Leads (MQLs). What is a Marketing Qualified Lead? Every business has their own criteria for determining the quality of a lead.
  • CONTENTLY B2B WHITE PAPERS  |  THURSDAY, SEPTEMBER 22, 2016
    [Lead Nurturing, Lead Scoring] Content Methodology: A Best Practices Report
    weekly to evaluate content based on a blended content score, and has a monthly call. industry metrics such as sales and leads, or. generation Lead generation: Create. high-quality leads. Lead conversions • Avg. leader with industry-leading. Content. Methodology: A Best. All rights reserved. Definition II.
  • INFER  |  TUESDAY, AUGUST 30, 2016
    [Lead Nurturing, Lead Scoring] How Belly Aligned Marketing and Sales to Build a Successful Inbound Sales Organization
    Lessons on How Belly Retooled its MarTech Systems and Processes to Increase Leads by 125% and Close Rates by 30%. We de-emphasized cold calls, and invested heavily in Web-based leads for this transition. We have seen a 125% increase in total lead volume over last year, and a 30% improvement in deal close rates.
  • LEAD LIAISON  |  THURSDAY, AUGUST 18, 2016
    [Lead Nurturing, Lead Scoring] Buzzwords in Marketing Automation: Inbound Marketing
    Then, marketers finally woke up and realized that inbound marketing is the way to get qualified leads. Then, you convert visitors into leads. You do this with calls-to-action and lead generation forms on your website. Next, you go for the close with lead nurturing. At one time, outbound marketing was all the craze.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, AUGUST 16, 2016
    [Lead Nurturing, Lead Scoring] 5 Ways to Immediately Boost Account Based Marketing (ABM)
    recently did an interview on CRMRadio.today with Jim Obermayer founder of Sales Lead Management Association and Funnel Media Group. It’s a live streaming weekly program right here on the Funnel Radio Channel for at work listeners brought to you by the Sales Lead Management Association and many others with your host Jim Obermayer, hey Jim!
  • ANNUITAS  |  THURSDAY, AUGUST 4, 2016
    [Lead Nurturing, Lead Scoring] Why Lead Nurturing Isn’t A Score
    Yet so many marketers today refer to “nurturing” as something that happens only when a prospect doesn’t attain a certain score after one or two marketing touches instead of part of a broader Lead Management Framework ℠. It’s not merely a score, but a way to do all of the following: 1. Nurturing isn’t just about prospects.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, AUGUST 2, 2016
    [Lead Nurturing, Lead Scoring] 16 Proven Ways to Get Better Opportunities Now (Part 1)
    When I’ve talked with marketers about their b2b lead generation results, I’ve heard statements like, “We’re generating a ton of leads, but they aren’t converting” or “We need to increase lead quantity” or “We need to generate more qualified leads.”. Create a universal lead definition. . Their motivation.
  • ACT-ON  |  FRIDAY, JULY 22, 2016
    [Lead Nurturing, Lead Scoring] Rethink Marketing Automation – for the CASL-Compliant Marketer
    Influencer relations – Score the actions of press, analysts, and bloggers so you can see who your most engaged and interested influencers Be aware of the pages they visit on your site, what they’re interested in, and the emails (pitches, press releases, events) that they’re engaging with. Caveat: This is not legal advice. Drive Demand.
  • THE POINT  |  THURSDAY, JULY 21, 2016
    [Lead Nurturing, Lead Scoring] Top 10 Marketing Automation Mistakes
    Launching lead scoring too soon. Lead scoring is a core marketing automation functionality, and a key driver for one of the primary benefits of the technology, namely sales productivity. well-planned, well-designed lead scoring schema ensures that sales reps are spending time with the leads that most merit the investment.
  • WEBBIQUITY  |  TUESDAY, JULY 12, 2016
    [Lead Nurturing, Lead Scoring] The 14 Best Marketing Automation Tools
    Marketing automation software tools can be very helpful in making lead nurturing and sales acceleration efforts more effective—even if the category is badly misnamed. Marketing automation tool combining email marketing, lead management, and reporting with sales alignment. Marketing can’t be automated.) Pricing:  free.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, JUNE 22, 2016
    [Lead Nurturing, Lead Scoring] B2B Lead Nurturing Myths That Promote Sales Pipeline Leaks
    Myths are plentiful when it comes to B2B lead nurturing. Let’s step back a minute and ask a key question, “Why is lead nurturing so important?” Lead nurturing works. You Can Nurture a Complex Sales Cycle with Email Alone. What can email nurturing do for you? Forget the myths.
  • INFER  |  TUESDAY, JUNE 14, 2016
    [Lead Nurturing, Lead Scoring] How Marketing Helped Social Tables Increase Leads and Revenue 400+%
    Lessons from Using a Smorgasbord of Approaches including Content Marketing, Social Marketing, Lead Generation, and Predictive Analytics. With our free mobile applications and 14-day free trial on our Website, we had figured out a way to consistently generate about 1400 leads per month. GROWING LEADS WITH CONTENT AND SOCIAL MARKETING.
  • ACT-ON  |  TUESDAY, MAY 24, 2016
    [Lead Nurturing, Lead Scoring] Demand Generation 101: 7 Tactics For Generating High Quality Leads
    Demand generation, aka “demand gen,” isn’t just about leads. Demand gen is about creating high quality leads that engage with your brand – and eventually turn into revenue. Successful demand generation programs aren’t just about the sheer volume of leads. successful program is measured by: The quality of your leads.
  • IKO-SYSTEMS  |  THURSDAY, MAY 19, 2016
    [Lead Nurturing, Lead Scoring] Lead Generation Tweaks for Building a Better Sales Pipeline
    In the following post, we’re going to look at how a balance of modern sales can be improved through often overlooked lead generation practices. Exclusive Bonus Content:  Download Here 3 Steps to Calculate your outbound lead generation goal. Outbound and Inbound Lead Generation Realities. Here they are: #1: Narrow the Focus.
  • IKO-SYSTEMS  |  THURSDAY, MAY 19, 2016
    [Lead Nurturing, Lead Scoring] Lead Generation Tweaks for Building a Better Sales Pipeline
    In the following post, we’re going to look at how a balance of modern sales can be improved through often overlooked lead generation practices. Exclusive Bonus Content:  Download Here 3 Steps to Calculate your outbound lead generation goal. Outbound and Inbound Lead Generation Realities. Here they are: #1: Narrow the Focus.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, MAY 17, 2016
    [Lead Nurturing, Lead Scoring] FlipMyFunnel Conference on Account-Based Marketing Comes to Austin on June 7
    The most fundamental is an account-based view of your customer and prospect data: while traditional marketing automation systems are organized around individual leads, ABM demands organization around accounts. Account based lead scoring is also a relatively recent improvement that still isn’t universally available.
  • 3D2B  |  TUESDAY, MAY 17, 2016
    [Lead Nurturing, Lead Scoring] Inbound Lead Conversion Tips You Need to Know
    As a B2B marketer, it’s easy for you to get caught up in lead generation. After all, you often get measured on the number of leads you generate and even the cost-per-lead. But the truth is, none of that matters unless the leads convert. The leads, however, are the starting point. Qualify leads.
  • SNAPAPP  |  TUESDAY, MAY 10, 2016
    [Lead Nurturing, Lead Scoring] The Need-to-Know About Bottom-of-the-Funnel Marketing Content
    Top-of-the-funnel content is where your marketing creates awareness, brand identity, and new leads. Middle-of-the-funnel content is where you continue to nurture leads, score them based on engagement, and identify their specific interests in the product. How Do You Know a Lead Is at the Bottom of the Funnel?
  • WEBBIQUITY  |  MONDAY, APRIL 18, 2016
    [Lead Nurturing, Lead Scoring] The B2B Lead Generation Ecosystem and WPO [Infographic]
    The “Internet Marketing Lead Generation Ecosystem” infographic below was created by the Chicago SEO agency , Straight North. Its purpose is to serve as a blueprint to demonstrate how multiple online marketing channels can be joined to create one online lead generation campaign.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, APRIL 7, 2016
    [Lead Nurturing, Lead Scoring] Don't Let Your Marketing Automation Feel Like a Bad Amusement Park Ride
    As a marketer, that should be your goal for every interaction—a lasting impression that carries a lead from first touch through new business. If your system is full of half-filled records or your nurture streams are misaligned, it might be time for an update. More Effective Lead Scoring. Be honest. Win-win. 2.
  • VIDYARD  |  MONDAY, APRIL 4, 2016
    [Lead Nurturing, Lead Scoring] 4 Ways Video Makes Your Marketing Automation Better
    They’ve become crucial in capturing more leads, but also helping to identify better leads. With features like automated lead nurturing, grooming new business has become a very methodical and exact process. Video gives you more accurate lead scores. Your nurturing campaigns will get better. Last Name*.
  • IKO-SYSTEMS  |  WEDNESDAY, MARCH 30, 2016
    [Lead Nurturing, Lead Scoring] Traditional vs. Predictive Lead Scoring: Hard Math
    Exclusive Bonus Content: Download Here How to Calculate a Lead Score – Without a Calculator. When pursuing new business, lead scoring is a pivotal step in creating a list of qualified leads. Does lead scoring apply to your business? Is Lead Scoring Right for You? So what is it?
  • SALESPREDICT  |  MONDAY, MARCH 28, 2016
    [Lead Nurturing, Lead Scoring] The Three Pillars of Predictive Marketing
    There are three tools that work together to help your sales and marketing teams identify the hottest prospects—the leads and accounts scientifically most likely to buy from you. Predictive marketing provides an objective way of determining which leads and accounts are the best targets to focus on, and why. Marketing Automation System.
  • IKO-SYSTEMS  |  WEDNESDAY, MARCH 23, 2016
    [Lead Nurturing, Lead Scoring] Do You Qualify?: The Leads Test You Must Pass
    Naturally, a question such as this should turn your mind towards your prospecting machine and your capabilities when it comes to harvesting leads and creating conversions with cold emails. So let’s get into the nitty gritty and talk about the fine points of what differentiates a qualified lead from an unqualified lead. Simple.
  • HUBSPOT  |  TUESDAY, MARCH 15, 2016
    [Lead Nurturing, Lead Scoring] 7 Amazingly Effective Lead Nurturing Tactics
    As companies adopt inbound marketing as a way to generate more leads, the importance of having an effective lead nurturing strategy becomes very clear. In most cases only a relatively small percentage of your inbound leads will be ready to make an immediate purchase, leaving upwards of 90% of your inbound leads on the table.
  • VIDYARD  |  TUESDAY, FEBRUARY 23, 2016
    [Lead Nurturing, Lead Scoring] Businesses See 500% Lift in Email Conversion with Personalized Video
    Here are some great examples of how leading B2B companies have used personalized video, and the amazing results they’re seeing. Personalization helped lead to more conversions on our email campaign, but it also kept them engaged longer with the message we were trying to deliver, which is what really matters.”. Get the Guide. Lenovo: 4.5x
  • VIDYARD  |  MONDAY, FEBRUARY 22, 2016
    [Lead Nurturing, Lead Scoring] Businesses See 500% Lift in Email Conversion with Personalized Video from Vidyard
    times and open rates by 400 percent while re-engaging cold, unresponsive leads within their funnel. Personalization helped lead to more conversions on our email campaign, but it also kept them engaged longer with the message we were trying to deliver, which is what really matters.”. Lenovo boosted click-through rates by 4.5
  • WEBBIQUITY  |  TUESDAY, FEBRUARY 16, 2016
    [Lead Nurturing, Lead Scoring] 33 Thought-Provoking B2B Social Media and Marketing Stats
    Lead generation is still a challenge. 68% of B2B marketers rank “generating high-quality leads” as their top priority for this year. But nearly 60% also rank this as their biggest challenge, and just 16% of marketers rate their lead generation efforts as “very” or “extremely” effective.
  • LEAD LIAISON  |  TUESDAY, FEBRUARY 2, 2016
    [Lead Nurturing, Lead Scoring] Mistakes with Marketing Automation – and How to Fix Them
    While marketing automation has become an increasingly popular approach for generating quality leads and driving them through the sales funnel efficiently, it’s not uncommon for marketers to make mistakes in implementing marketing automation tools. Focusing on Selling Instead of Nurturing. Failure to Develop a Documented Strategy.
  • BIZIBLE  |  FRIDAY, JANUARY 22, 2016
    [Lead Nurturing, Lead Scoring] Eight B2B MarTech Leaders Share Their Perspective On Marketing Operations
    The lead hand-off from marketing to sales is seamless.”. It helps marketing ops build a full and complete profile of who customers are, what they’re doing, how you can pass better leads to sales, and how you can move leads down the funnel.”. Let’s just say that it can get a little bit overwhelming.
  • ACT-ON  |  TUESDAY, DECEMBER 22, 2015
    [Lead Nurturing, Lead Scoring] Tips to Improve Customer Loyalty: Necessity is the Mother of Retention
    Extend Your Lead Gen Strategy to Customer Marketing. Download this comprehensive eBook to learn 10 tactics to build a successful lead nurturing campaign in today’s inbound, multichannel, custom-tailored B2B marketing world, including how to re-engage your customers. . 4. Doing lead gen? First, I need caffeine.
  • SYNECORE  |  THURSDAY, DECEMBER 17, 2015
    [Lead Nurturing, Lead Scoring] What Can I Learn By Using Marketing Automation Software?
    Ideally, marketing automation software allows companies to track, analyze, and nurture prospects with highly personalized, useful content that helps convert prospects to customers and turn customers into brand advocates. Lead Quality. Marketing automation software makes this process easy by utilizing lead scoring. Return.
  • VIDYARD  |  TUESDAY, DECEMBER 1, 2015
    [Lead Nurturing, Lead Scoring] Aligning your Video Strategy to the Buyer Journey
    Integrating viewership data captured in Vidyard into your lead scoring and lead nurturing programs in Marketing Automation will help you prioritize and progress your hot leads faster. Travelling as much as I do for work can be tough on my family. They usually don’t take too much interest in my trips.
  • ACT-ON  |  FRIDAY, NOVEMBER 20, 2015
    [Lead Nurturing, Lead Scoring] How to Apply Lifecycle Marketing for Your Agency Clients
    To refine the targeting process further, you’ll want to create “buyer personas” – semi-fictional representations of target buyers that will enable your team to plan effective segmentation, lead qualification, and content creation for your clients. Nurture. Let’s face it, agencies don’t have it easy. Who do your clients sell to? Expand.
  • HUBSPOT  |  TUESDAY, NOVEMBER 17, 2015
    [Lead Nurturing, Lead Scoring] 10 Tactics Marketers Can Take to Improve Their Relationship with Sales
    The effectiveness of the alignment will determine how well your organization attracts leads, converts them into customers, and closes deals. Your relationship with sales isn’t just about a simple lead hand-off—it’s the foundation of your company’s revenue growth. Unfortunately, not every lead you pass on will in actuality be ready.
  • TERMINUS  |  FRIDAY, NOVEMBER 13, 2015
    [Lead Nurturing, Lead Scoring] Confessions of Former Lead Marketers on Switching to Account-Based Marketing
    When it comes to shifting from lead generation – in which marketers produce as many leads as possible before qualifying them later in the process – to account-based marketing, where an organization strategically considers and communicates with prospects, there’s a simple quote to sum it up. It can be really efficient.
  • SALESFUSION  |  THURSDAY, NOVEMBER 12, 2015
    [Lead Nurturing, Lead Scoring] When an Email Marketing Tool Isn’t Enough
    Marketing automation platforms, on the other hand, allow for significantly more than that, including lead scoring, landing pages, website tracking, social and CRM tie-ins, event and webinar integrations and much more. Helping drive more qualified leads to sales. Prioritizing leads. But, again, that’s it.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, NOVEMBER 9, 2015
    [Lead Nurturing, Lead Scoring] Why Lead Nurturing is Now Marketing’s Domain
    Once upon a time, B2B lead nurturing was strictly the domain of the sales team. Using trade shows, print ads, and occasionally broadcast spots, B2B marketers generated leads, which were passed along to the sales department. This mythical lunch was a part of the lead nurturing process. Marketing Automation
  • IT'S ALL ABOUT REVENUE  |  MONDAY, NOVEMBER 9, 2015
    [Lead Nurturing, Lead Scoring] Why Lead Nurturing Is Now Marketing’s Domain
    Once upon a time, B2B lead nurturing was strictly the domain of the sales team. Using trade shows, print ads, and occasionally broadcast spots, B2B marketers generated leads, which were passed along to the sales department. This mythical lunch was a part of the lead nurturing process. Marketing Automation
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, NOVEMBER 6, 2015
    [Lead Nurturing, Lead Scoring] Oracle Named Leader in SiriusDecisions Marketing Automation 2015 SiriusView Report
    Their 2015 SiriusView Report compares the leading vendors of B2B Marketing Automation Platforms. W hen Sirius conducts its comparison of vendors a broad range of criteria is taken into consideration, such as lead scoring, lead nurturing, web personalization, sales enablement and many more. Product News
  • VIDYARD  |  TUESDAY, OCTOBER 20, 2015
    [Lead Nurturing, Lead Scoring] Vidyard Announces Winners of 2015 Video Marketing Awards
    They also created net new leads for the sales funnel, helped take deals off the table as a result of the conference and drove a high NPS score for the event. Its predictive lead scoring explainer video was 75-percent viewed by 65 percent of viewers. They use video calls-to-action to generate leads. Winner: Zuora.
  • HUBSPOT  |  MONDAY, OCTOBER 5, 2015
    [Lead Nurturing, Lead Scoring] It's Not You, It's Them: 7 Signs Your Lead Is a Terrible Fit
    There's a really big difference between passing off leads to your sales team, and passing off qualified leads to your sales team. While a mixed bag of leads will often leave them tied up on calls that won't translate to much for the business, a list of qualified leads will set them on a path that might actually result in a sale.
  • MARKETING ACTION  |  THURSDAY, SEPTEMBER 24, 2015
    [Lead Nurturing, Lead Scoring] 6 Steps to Fix a Leaky Pipeline
    Lead generation often focuses on one thing above all others – funneling as many leads as possible into the sales pipeline. That’s a good thing; it helps make sure your sales reps have plenty of qualified leads when it comes time to close those deals. But what if your lead pipeline has sprung a leak? Learn the Language.
  • SALESPREDICT  |  MONDAY, SEPTEMBER 14, 2015
    [Lead Nurturing, Lead Scoring] The Black and White of Predictive Lead Scoring
    We call this the “black box” approach, which is how most predictive lead scoring solutions work. Taking predictive beyond lead prioritization Predictive is powerful only inasmuch as it’s being used. couple of those are: Lead Prioritization. Predictive Lead Generation. Prospecting & Lead Nurturing.
  • LEADERSHIP  |  FRIDAY, SEPTEMBER 11, 2015
    [Lead Nurturing, Lead Scoring] A 10-Point SLA for Sales and Marketing
    We have previously analyzed why sales people don’t follow up on the leads provided by marketing. But it doesn’t prove anything and these numbers don’t translate into leads!”. They don’t follow up on the leads we generate – they lose time and don’t convert. You also need to think about what happens if a lead does not convert.
  • FATHOM  |  WEDNESDAY, SEPTEMBER 9, 2015
    [Lead Nurturing, Lead Scoring] Moving the Manufacturing Marketing Needle with Sales & Marketing Alignment
    They have worked to develop an agreed upon buyer personas and buyers’ journeys and lead scoring definitions and workflow.  source ) This will affect how leads are tracked and transferred. In order to effectively track leads through the marketing and sales process, make sure your content and sales platforms are integrated. 
  • HUBSPOT  |  THURSDAY, AUGUST 27, 2015
    [Lead Nurturing, Lead Scoring] Lead Scoring 101: How to Use Data to Calculate a Basic Lead Score
    When most people start implementing inbound marketing, they're primarily worried about getting enough new leads in the funnel. But once you have a lot of leads, you need to figure out who's really interested in your product and who's just starting to look around. That's where lead scoring comes in. Sounds easy, right?
  • MARKETING ACTION  |  TUESDAY, AUGUST 25, 2015
    [Lead Nurturing, Lead Scoring] 5 Keys to Revenue-Boosting Demand Generation
    Treating leads like gold, it moves them from marketing to sales without any of the traditional barriers of a silo, nurturing these leads into long-term business. New analytics tools now allow marketers to decipher digital body language and turn a web visitor into a bona fide lead. Score and Qualify Leads.
  • BIZNOLOGY  |  WEDNESDAY, AUGUST 19, 2015
    [Lead Nurturing, Lead Scoring] 5 Best practices of trade show lead qualification
    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. Don’t Ditch Old Trade Show Lead Lists.
  • BIZNOLOGY  |  FRIDAY, JULY 31, 2015
    [Lead Nurturing, Lead Scoring] 5 do’s & don’ts of B2B lead qualification
    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. Wrap-Up.
  • B2B LEAD BLOG  |  TUESDAY, JULY 28, 2015
    [Lead Nurturing, Lead Scoring] Is Your Marketing Program Set Up for Measurable Success?
    As B2B Marketers we spend a lot of time, effort and resources creating lead generation programs that drive engagement, higher lead scores and ultimately sales conversions. Database Marketing Lead Nurturing Marketing and Sales Alignment data driven marketing marketing marketing insight
  • MARKETING ACTION  |  MONDAY, JULY 27, 2015
    [Lead Nurturing, Lead Scoring] Successful Sales and Marketing Alignment, Part 4: When to Pass a Lead to Sales
    Part three outlined the steps to designing a successful lead process. Now we’ll outline what defines a qualified lead. The “qualified lead” definition is the point at which marketing determines that a lead is ready to be handed to sales. It’s good to include information that shows clearly why the lead is ready for sales.
  • MARKETING ACTION  |  MONDAY, JULY 20, 2015
    [Lead Nurturing, Lead Scoring] Successful Sales and Marketing Alignment, Part 3: Designing the Lead Process
    With this post, you’ll find out how to design a successful lead process. The customer journey is rarely a linear path, but it’s important to try to map out what the ideal scenario might be and then come up with plans for any detours your lead may take on the road to conversion. Define the steps. Assign responsibilities.
  • CMO ESSENTIALS  |  MONDAY, JUNE 29, 2015
    [Lead Nurturing, Lead Scoring] Quick Reads: The Content Marketing and Marketing Automation Convergence
    The research shows these marketers generate higher marketing-attributed revenue, more qualified leads, and better content (in terms of driving conversions) than their peers. Well, to list a few items, marketers can: Fuel multi-touch lead nurturing programs with content. The short answer: not as many as there should be….
  • CMO ESSENTIALS  |  TUESDAY, JUNE 23, 2015
    [Lead Nurturing, Lead Scoring] Marketing Automation Integration: Ensuring Critical Connections
    This means that marketing can’t rest on its laurels at lead nurturing alone, but instead, must continue on to a more comprehensive concept like  customer nurturing. When we think of the customer experience , we must think of every point that a brand  touches leads and clients.  Welcome to the age of the customer.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, JUNE 17, 2015
    [Lead Nurturing, Lead Scoring] Interview with Dave Chaffey of Smart Insights
    Most B2B service marketers know the value of tailored landing pages to drive traffic and capture leads for niche B2B buyer personas. This week I had the pleasure of reading a new report from Smart Insights on the State of Digital Marketing 2015 and decided to dig in a bit further with an interview.
  • MODERN B2B MARKETING  |  TUESDAY, JUNE 9, 2015
    [Lead Nurturing, Lead Scoring] Dear Sales, Marketing Automation Is for You, Too!
    Marketing automation supports the sales cycle, ensuring sales teams have access to qualified leads. Sales, Marketing Automation, and the Road to More Leads. Get the Right Leads. Sales teams get frustrated when they spend hours emailing and calling leads who will never buy. Keep Leads on the Line. Keep reading….
  • HUBSPOT  |  FRIDAY, JUNE 5, 2015
    [Lead Nurturing, Lead Scoring] How Marketing Can Work With Sales to Close More (and Better) Leads
    One of the most common issues I hear about is lead flow -- a marketing department generates hundreds of leads per month, but many of them aren't closing. Many sales reps are trained to aggressively go after leads who will close ASAP -- and ignore the ones who won't. Put them into the all-pink text email nurturing campaign.
  • CMO ESSENTIALS  |  THURSDAY, JUNE 4, 2015
    [Lead Nurturing, Lead Scoring] Using Data for Targeted Marketing: Discerning Drivers from Distractions
    The key is in knowing which data points lead to the right decisions, and which are just shiny, twinkling distractions. For those who aren’t ready, you can avoid alienating them with offers of things they can’t have, and even create lead nurturing paths to potentially guide them or help them grow into being ready for your offerings later on.
  • HUBSPOT  |  SATURDAY, MAY 23, 2015
    [Lead Nurturing, Lead Scoring] 6 Tips for Making the Most of Your Retargeting Campaigns
    Much like lead scoring, visitors can be bucketed into different levels of sales readiness according to the specific pages they have visited. Type of Content: Looking to restore their client's faith in retargeting, Add3 tested offering an ebook versus a whitepaper and ended up seeing a 325% increase in leads. Ready? repeat, 2%.
  • MODERN B2B MARKETING  |  MONDAY, MAY 18, 2015
    [Lead Nurturing, Lead Scoring] Shoot for the Stars! 4 Ways to Bring It with Your Marketing Automation Platform
    report from Ascend2 found that 36% of companies that use marketing automation make limited use of the lead generation  tools. Let me get this engine revvin’ by saying that marketing automation is an all-in-one marketing powerhouse, allowing you to generate leads, follow up with consumers, and even demonstrate return on investment.
  • MARKETING ACTION  |  THURSDAY, MAY 7, 2015
    [Lead Nurturing, Lead Scoring] Seriously, Chill on the Cold Calling
    What marketing does with marketing automation: generate and qualify leads. Once that decision is made, they can put the contact into a nurturing program created to give people in this segment more information abut what they appear to be interested in. Score the lead’s behavior. What web pages has the lead spent time on?
  • VIEWPOINT  |  TUESDAY, MAY 5, 2015
    [Lead Nurturing, Lead Scoring] The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)
    This year I've been talking a lot about Nurturing. feel so strongly that nurturing needs to be a focus, I asked a panel of 11 experts to weigh in on the best lead nurturing programs (and processes) and what to expect in the coming year. Lead Reengagement. Personal nurturing. Lead Nurturing
  • MARKETING ACTION  |  WEDNESDAY, APRIL 29, 2015
    [Lead Nurturing, Lead Scoring] 5 Steps to Creating a Successful Lead Scoring Program
    In order to nurture your leads, it’s important to have an idea about where they are in the buyer’s journey. Understanding where your prospects are in the funnel can be as important as understanding who they are, especially when it comes to delivering relevant content that can nurture them along the path to conversion.
  • CRIMSON MARKETING  |  MONDAY, APRIL 27, 2015
    [Lead Nurturing, Lead Scoring] The New Marketing Rivals: Content Marketing vs. Traditional Advertising [Infographic]
    Companies are using content marketing to help with risk mitigation, lead generation, lead nurturing, and lead scoring. As more companies look to expanding their digital reach, budgets for content marketing are growing and new promotion strategies are being explored. B2B marketers allocate approx. Source: Marketo.
  • B2B LEAD BLOG  |  TUESDAY, APRIL 21, 2015
    [Lead Nurturing, Lead Scoring] 5 Lead Generation Myths: Busted
    Lead generation is about knowing what to do and what not to do. As is the case with many business endeavors, myths tend to take root around what works and what doesn’t work with lead generation. B2B Marketing Ideas Lead Nurturing Lead Scoring Marketing Tips marketing marketing insight
  • B2B LEAD BLOG  |  MONDAY, APRIL 20, 2015
    [Lead Nurturing, Lead Scoring] Tactics for Optimal Lead Generation: How to Earn the Trust of B2B Clients
    You already know that successful online lead generation often starts with bringing potential customers to a targeted, carefully designed landing page. B2B Lead Generation Lead Nurturing Lead Scoring marketing marketing insight
  • THE POINT  |  WEDNESDAY, APRIL 8, 2015
    [Lead Nurturing, Lead Scoring] Survey: Marketing Automation Users Score a “C” in Maturity
    Spear reported that on average, respondents answered only 56% of the questions “correctly” and thus scored a “C” grade. B2B Marketing Lead Management Lead Nurturing Marketing Automation Uncategorized eloqua hubspot marketing automation best practices marketing automation strategy marketing automation success marketo pardot
  • CMO ESSENTIALS  |  TUESDAY, APRIL 7, 2015
    [Lead Nurturing, Lead Scoring] Your Marketing Automation Reality Check: Calculating the Costs of Misuse
    Together, these are the two most direct marketing functions supported by marketing automation – pumping out messaging in emails, and pulling in contacts / leads through forms. You have more data to manage, more leads to dilute your conversion rates, and less insight into marketing’s overall contribution to revenue.
  • MARKETING ACTION  |  TUESDAY, APRIL 7, 2015
    [Lead Nurturing, Lead Scoring] Nurturing Leads With Webinars: Awareness is Just the Beginning
    But how do you guide a lead from the first inquiry to a lifetime of customer loyalty? At ON24 , we know that webinars are key in moving leads from one stage of the sales funnel to the next. The secret to nurturing leads with webinars is delivering the right content at the right time. Awareness. Consideration. Evaluation.
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 6, 2015
    [Lead Nurturing, Lead Scoring] Lead Generation That Converts Leads into Sales Opportunities
    Tweet Ask most executives and marketers what salespeople need to sell in this economy, and they will say one thing: more leads. That’s why many marketing and lead generation programs tend to focus on quantity. Unfortunately, as little as 5 to 15%  of all marketing inquiries (aka leads) turn out to be truly sales-ready opportunities.
  • HUBSPOT  |  FRIDAY, APRIL 3, 2015
    [Lead Nurturing, Lead Scoring] 10 Myths About Lead Quality: Busted
    Your leads are the driver of your business. To grow and to gain customers you need to have quality leads that are actively engaged in your organization’s offerings—leads that are a fit for organizations strategy. Lets take a look at 10 lead quality myths and debunk them using facts derived from industry data.
  • MARKETING ACTION  |  THURSDAY, APRIL 2, 2015
    [Lead Nurturing, Lead Scoring] How PeopleHR Found the Right Marketing Automation Vendor
    It should also help you manage and optimize every stage of the customer experience, track online activity, generate and manage leads, automate campaigns, integrate with customer relationship management (CRM) systems, and much more. When they began looking for a solution, they weren’t looking for help generating more leads.
  • MARKETING ACTION  |  MONDAY, MARCH 30, 2015
    [Lead Nurturing, Lead Scoring] Customer Lifecycle Metrics, Part 3: Nurture, Score, Repeat
    This is part three in a series of five blog posts that examines the metrics you should measure throughout the five stages of the customer lifecycle: attract , capture , nurture, convert, and expand. . Depending on the business you’re in, the lead nurturing road can be a long one. Lead Scoring : Leads are not created equal.
  • MARKETING ACTION  |  WEDNESDAY, MARCH 25, 2015
    [Lead Nurturing, Lead Scoring] Lead Nurturing Basics: How to Nurture the B2B Buyer’s Journey in 5 Steps
    These days, many B2B marketers are getting superior results by using short- and long-term nurturing programs: Forrester Research found that companies excelling at lead nurturing generate 50% more sales-ready leads , at a 33% lower cost. Launching a nurturing campaign can be overwhelming, however. Taking the Leads.
  • B2B LEAD BLOG  |  THURSDAY, MARCH 19, 2015
    [Lead Nurturing, Lead Scoring] You Might Not Know as Much as You Think You Do About B2B Lead Generation …
    There is plenty of “conventional wisdom” when it comes to B2B leads, like that leads come from email marketing, social media, and organic search. Indeed they do, but much of the time, you don’t know exactly where your leads come from.
  • MARKETING ACTION  |  TUESDAY, MARCH 3, 2015
    [Lead Nurturing, Lead Scoring] Don’t Let Prospects Get Lost: Create a Customer Journey Map
    The B2B customer journey is generally seen to have five stages: Attract, Capture, Nurture, Convert, and Expand. Learn essential ways to use content to attract top-of-funnel leads, with our eBook “ Attraction 101: Content Marketing.” Nurture. What’s driving up lead scores? Stations Along the Way. Expand.
  • FEARLESS COMPETITOR  |  THURSDAY, FEBRUARY 26, 2015
    [Lead Nurturing, Lead Scoring] The Power of B2B Lead Nurturing
    eventually and I want to educate you on this important marketing topic of lead nurturing. Lead Scoring ). Unfortunately, few companies do lead nurturing at all, and those who do tend to do it poorly. The data shows that very, very few are doing lead scoring either. Great move by Slideshare!).
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, FEBRUARY 25, 2015
    [Lead Nurturing, Lead Scoring] Will New Marketing Automation Tools Let Sales Climb Back Up The Funnel?
    For some reason, I suddenly saw a connection of this to external data: if vendors like NetProspex and InsideView could provide sales people with prospects and vendors like MDC provide tools to nurture those prospects, then sales people really don’t need marketing to do either of those things. That''s pendulum swinging with a vengeance.
  • CMO ESSENTIALS  |  FRIDAY, FEBRUARY 20, 2015
    [Lead Nurturing, Lead Scoring] Skeptical, Informed Buyers vs. Excited, Uninformed Buyers – A Tale of Two Journeys
    Let’s play a quick, marketing-themed game of “would you rather…” Would you rather pass a skeptical but well-informed buyer along as a lead to your sales team, or an excited but uninformed buyer? Another 29% of Best-in-Class lead scoring practitioners base their scores solely on behavioral content consumption data.
  • MARKETING ACTION  |  TUESDAY, FEBRUARY 10, 2015
    [Lead Nurturing, Lead Scoring] How PeopleHR Went From Lead Overload to Record-Setting Revenue
    Lead Overload. The marketing team at PeopleHR has rarely had a problem when it comes to generating inbound leads. Each campaign is designed to provide an asset through lead capture forms on their web site. The system has been working quite well, delivering a high volume of early-stage leads. Want to know how they did it?
  • THE POINT  |  THURSDAY, JANUARY 29, 2015
    [Lead Nurturing, Lead Scoring] Key B2B Demand Generation Strategies for 2015
    Recently I sat down with Amanda Nelson, Director of Marketing at RingLead , a leading provider of cloud-based data solutions that make it easy to analyze, remove, merge and prevent duplicates in Salesforce. We discussed what’s new, what’s working, and what’s on the horizon in B2B Demand Generation. Or both? 2015 is no exception.
  • HUBSPOT  |  MONDAY, JANUARY 26, 2015
    [Lead Nurturing, Lead Scoring] 5 Attributes of an Effective Lead Management Process
    When we implement it for a company here at Imagine Business Development, we will typically see a 2 to 7 times increase in lead generation in the first year and a 5 to 10 times increase in future years. 2013 study identified generating high quality leads as the number one challenge for B2B marketers. Lead Management
  • CMO ESSENTIALS  |  WEDNESDAY, JANUARY 21, 2015
    [Lead Nurturing, Lead Scoring] 10 Quick Competitive Advantages for Modern Marketing
    Lead Scoring: Marketing effectiveness research shows that the majority of Best-in-Class marketing organizations (68%) actively leverage lead scoring. If you want to ensure that marketing’s contributions turn into revenue through sales, lead scoring is a critical edge. 2. It’s tough. CMO Insights Trending
  • CMO ESSENTIALS  |  FRIDAY, JANUARY 16, 2015
    [Lead Nurturing, Lead Scoring] Lead Scoring’s Worst Enemy: “Stuff Marketing”
    Lead scoring is a marketing science in the purest sense – it makes calculated predictions based on consistent demographic and firmographic data paired with objectively tracked behaviors. This mix is why content marketing often effectively supports lead scoring, as both share the same units of measurement – namely, conversions.
  • FEARLESS COMPETITOR  |  MONDAY, JANUARY 12, 2015
    [Lead Nurturing, Lead Scoring] Top 10 Reasons NOT to talk to Find New Customers
    The B2B lead generation consultancy, Find New Customers is not for everyone. We can’t handle any more business Stop give us leads! ”. 8. Jeff Ogden is President of the  B2B lead generation  consultancy,  Find New Customers. We tried to think up some reasons why it’s not for you. And we wanted to have some fun with it too.
  • MARKETING ACTION  |  MONDAY, JANUARY 5, 2015
    [Lead Nurturing, Lead Scoring] 87 New (Really) Marketing Automation Stats
    Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. Lead & Relationship Management. Forrester Research, The Forrester Wave™: Lead-To-Revenue Management Platform Vendors, Q1 2014 , Jan 2014 ). Aberdeen Group, Marketing Lead Management Report , Jul 2012).
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 5, 2015
    [Lead Nurturing, Lead Scoring] Lead nurturing via email series and content marketing
    Tweet Lead nurturing involves a number of activities and channels such as “under the hood” tracking and scoring of prospects behavior and engagement with your campaigns as well as follow-up telephone at times whenever that tactic fits into an overall lead nurturing program. Background on the campaign.
  • CMO ESSENTIALS  |  WEDNESDAY, DECEMBER 31, 2014
    [Lead Nurturing, Lead Scoring] 2015 Content Marketing Countdown: 10 Second Tweetable Takeaways
    Download the full, free report here. 8 out of 10 Leading marketing firms can track content performance for specific assets. < Tweet this! Download the full, free report here. 7 out of 10 Leading marketing firms cite fueling lead nurturing as a top content marketing pressure.  < Tweet this!
  • IT'S ALL ABOUT REVENUE  |  MONDAY, DECEMBER 29, 2014
    [Lead Nurturing, Lead Scoring] Predictive Analytics and Modern Marketing: Q&A with Mintigo’s Atul Kumar
    The most recent addition to this list is Mintigo’s latest Oracle Marketing AppCloud application that brings predictive lead scoring and data enrichment capabilities directly within Eloqua. With this, Oracle Marketing Cloud has become a leading open modern marketing platform. Marketing Measurement
  • HUBSPOT  |  TUESDAY, DECEMBER 23, 2014
    [Lead Nurturing, Lead Scoring] How and When to Follow up With All Types of Leads
    In the sales and marketing world, there are few issues that are getting more attention than the issues surrounding lead management and follow up. In my experience, clarity around lead management, qualification and response times are the crucial linchpin to align sales and marketing efforts. The Four Components of Lead Classification.
  • ANNUITAS  |  THURSDAY, DECEMBER 18, 2014
    [Lead Nurturing, Lead Scoring] Nurture Content Failure
    successful MAS instance has a lot of moving parts to consider – from the process-oriented questions of lead management and the handoff to sales, data quality and data management questions associated with new lead records (and old ones), CRM integration, and more – so it not surprising that most Enterprises struggle with marketing automation.
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 1, 2014
    [Lead Nurturing, Lead Scoring] Marketing Automation: Lessons from 4 case studies
    Lead generation, lead nurturing and determining the time for the handoff to Sales would be extremely difficult without that technology. Add lead scoring and tracking through that final conversion to sale and the task is flat out impossible without automation. Scalability. Integration with the new CRM system.
  • FEARLESS COMPETITOR  |  WEDNESDAY, NOVEMBER 26, 2014
    [Lead Nurturing, Lead Scoring] Content Marketing = Sales $, otherwise, Don’t Do It
    Jeff Ogden, the Fearless Competitor , is President of Find New Customers “ Lead Generation Made Simple.” He’s also the author of three highly acclaimed white papers. The award-winning marketing expert, Jeff Ogden of Find New Customer s finds a lot of marketing content on BtoB sellers websites. Some of it is pretty good. including us). Thanks.
  • B2B LEAD BLOG  |  FRIDAY, NOVEMBER 21, 2014
    [Lead Nurturing, Lead Scoring] 2015 Planning: 9 Webinars to Help
    Leapfrog Lead Scoring: Get Ahead With Predictive Preparedness. Top 10 Lead Nurturing Tips. Lead Nurturing: How NOT to screw it up. B2B Lead Generation B2B Marketing Ideas Database Marketing Email Marketing Lead Nurturing Lead Scoring Marketing Automation Marketing Tips marketing insight webinar marketing
  • MARKETING ACTION  |  THURSDAY, NOVEMBER 20, 2014
    [Lead Nurturing, Lead Scoring] Lead Scoring Strategies for Agencies: Best Practices
    How can agencies help businesses develop lead scoring strategies that get results? To find out, I talked to Sam Boush, President of Lead Lizard, a marketing automation agency (and Act-On partner ) based in Portland, Oregon.  Settling the Score. It’s an approach that drives better lead response. More Ways to Score.
  • FEARLESS COMPETITOR  |  WEDNESDAY, NOVEMBER 12, 2014
    [Lead Nurturing, Lead Scoring] Great News for companies in Tampa/St Petersburg, Florida – the BMA is coming
    You have to register for the Sales Lead Management Association , but it’s free and you vote for up to three, Paul Dunay. Petersburg area because they will be able to attend local meetings with the leading marketing experts in the USA, like Paul Dunay , who’s a great speaker. on marketing topics. Petersburg area.
  • FEARLESS COMPETITOR  |  TUESDAY, NOVEMBER 11, 2014
    [Lead Nurturing, Lead Scoring] One Company I Never Want to Hear from Again Ever
    You have to register for the Sales Lead Management Association , but it’s free and you vote for up to three, Either link works. I do not work for free, so please do not ask me to work for you and not pay me. B2B marketing | Sales lead generation | Consultant | Speaker | Educator | Outside director | @RuthPStevens. Ruth Stevens.
  • FEARLESS COMPETITOR  |  WEDNESDAY, NOVEMBER 5, 2014
    [Lead Nurturing, Lead Scoring] Jeff Ogden of Find New Customers is proud to be a nominee for SLMA Marketing Award
    Filed under: B2B demand generation , B2B lead generation , b2b lead generation companies , Fearless Competitor , Find New Customers , Florida , lead generation , Lead Nurturing , Lead Scoring , Marketing Awards. Jeff Ogden nominated for the 2015 SLMA Marketing Award. Hi Jeff! Best, Leeyen Rogers.
  • B2B LEAD GENERATION BLOG  |  MONDAY, NOVEMBER 3, 2014
    [Lead Nurturing, Lead Scoring] Introduction to Lead Management
    Tweet If Sales and Marketing were a manufacturing operation starting with raw materials — leads — and ending up with 5% to 20% in deliverable product — won sales — it would soon be shut down to determine what is wrong. However, companies continue to spend untold dollars on lead generation efforts ultimately doomed to fail. Processes.
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