SnapApp

JANUARY 22, 2019

We tend to get caught up focusing on more: More sales, more traffic, more leads. And having more leads is also not necessarily better, but having better leads? That’s the key message of a webinar we did about qualified leads recently, and it speaks to a lot of what’s going on in marketing right now.

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Sales Qualified Leads Lead Qualification Lead Ranking Marketing Qualified Leads 96

The Point

OCTOBER 8, 2015

Bear with me as I relate a quick story about lead nurturing: A few months back I became a sales lead. A question: at this point, what kind of lead am I? By my own reckoning, I’m an MQL (Marketing Qualified Lead). Perhaps I was an SQL (Sales Qualified Lead) at one point in the conversation, but no longer.

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Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 100

The Point

MAY 23, 2017

There is a growing trend in the content syndication space, and among Cost Per Lead (CPL) programs in general, for media vendors to offer B2B clients the option of pre-qualified leads. However, over the long term, I’d argue that it’s almost always more cost-effective to qualify your own leads. Here’s why: First, some context.

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Sales Qualified Leads Cost per Lead High Quality Lead CPL 110

The Point

AUGUST 25, 2015

It’s important to recognize that content syndication leads are not like most sales leads. When someone registers to download a white paper or podcast or case study about the business challenge that your product solves, he or she is expressing an interest in that topic, not necessarily in your product.

Autoresponders 100

Autoresponders Lead Marketing Qualified Leads Leads 100

markempa

OCTOBER 6, 2006

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

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BtoB Lead Generation Paper Generation 120

markempa

AUGUST 2, 2016

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.”. I’ve learned it’s not about generating more leads.

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Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 120

The Point

JULY 14, 2015

In an era when “demand generation” and “content marketing” are virtually synonymous, most B2B sales leads are the result of a prospect downloading or requesting content. That latter group becomes fodder for ongoing nurturing, in the hope that further education and brand awareness will ultimately result in conversion to qualified leads.

Sales Qualified Leads 100

Sales Qualified Leads Marketing Qualified Leads Lead Ranking Top of Funnel 100

markempa

AUGUST 17, 2007

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Lead Nurturing 120

Lead Nurturing Lead Generation Tactics Lead Scoring 120

Adobe Experience Cloud Blog

OCTOBER 28, 2010

A great addition to Marketo’s Resources has been the Spear Marketing Group white paper, Top 10 Tips for Lead Nurturing Success , written by Howard Sewell. Not only is it a helpful resource when starting your lead nurturing , it also embodies and reinforces so many Marketo best practices.

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Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 48

markempa

MARCH 17, 2014

Tweet I was recently reading your blog “ Lead Generation: Who knows the customer better – Marketing or Sales? It’s been really fascinating to me to try and figure all this sales and qualifying a lead thing out. I’ll focus on some fundamental questions you should answer as you craft your lead gen program.

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Lead Generation Sales Qualified Leads Lead Ranking Sales Management 120

markempa

AUGUST 11, 2005

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Our sales team is very busy.

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Lead Generation Paper Webinar Metrics Sales Qualified Leads 120

Industrial Marketing Today

DECEMBER 7, 2010

Here’s the shocking reality of B2B lead generation – 79% of marketing leads never convert into sales opportunities. B2B marketing and lead generation experts point to a lack of lead nurturing as the primary cause of this poor performance. Why is lead nurturing important? What is lead nurturing?

Lead Nurturing 60

Lead Nurturing Lead Generation Sales Qualified Leads Marketing Qualified Leads 60

The Point

JANUARY 24, 2013

Key to designing an effective lead nurturing program is taking stock of your current lead management process. Giving sales a voice in the process will help ensure that, as an organization, they feel they have a stake in the new lead management program and won’t feel it’s being foisted upon them by marketing.

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Lead Management Process Work Management Sales Qualified Leads 100

The Point

JULY 23, 2012

In an ideal world, all B2B sales leads would be pre-qualified and ready to buy. One result of that pressure can be a demand for tactical, sales-driven campaigns designed specifically to seek out hot leads, campaigns that lead with so-called “late stage” offers like demos, free trials, or even price discounts.

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Demand Generation Agencies Sales Qualified Leads Lead Marketing Qualified Leads 100

markempa

JANUARY 12, 2015

Tweet It’s a new year, and you’re likely kicking off marketing and lead generation programs to drive more new leads for 2015. Most new leads go nowhere. It’s not about more leads; it’s about doing better with the ones you already have. Create a marketing funnel, not just a sales funnel. Here’s how.

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Sales Qualified Leads Tips Features Generation 120

The Point

JULY 1, 2019

For the last decade or more, it’s been an accepted principle – almost a key tenet – of B2B demand generation that business buyers don’t want to talk to a sales rep until the last possible moment. It’s why, for example, we marketers have assumed control for more and more of the lead funnel. For example: * Lead Scoring.

B2B Sales 124

B2B Sales Demand Generation Agencies Top of Funnel Lead Scoring 124

markempa

OCTOBER 2, 2006

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Lead Nurturing 120

Lead Nurturing Lead Generation Webinar Metrics Sales Qualified Leads 120

markempa

AUGUST 30, 2011

Tweet Longer selling cycles and stalled deals are impeding sales funnels everywhere. Use these three practices to convert more leads into revenue: Use Funnel-Specific Market Research. Integrate this research into your demand-generation and lead-nurturing framework by making such surveys or interviews automated trigger events.

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Sales Management Top of Funnel Ideal Customer Profiles Lead Scoring 120

Adobe Experience Cloud Blog

MAY 17, 2011

by Carol Fox If your sales leads aren’t receiving lead nurturing efforts from marketing to convert them quickly into business, they ultimately aren’t going to benefit your bottom line. If your team excels in quantity but lacks in quality, try these three methods to improve the quality of your leads.

Sales Leads 48

Sales Leads Lead Scoring Lead Ranking Top of Funnel 48

markempa

JULY 10, 2006

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

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B2B Sales Lead Generation Sales Leads BtoB 120

NuSpark Consulting

OCTOBER 27, 2013

Depending on what you read, most research shows that white papers are still the most authoritative content asset, but video marketing continues to grow. Videos capture attention of your prospects, and if produced right, hold their attention, which can lead to increased engagement and conversion. Other Tips.

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Planning Lead Scoring Lead Ranking Lead Generation 100

The Point

AUGUST 10, 2009

When marketing automation vendor Marketo released their “Definitive Guide to Lead Nurturing” last week (see earlier post) they knew pretty quickly they had a hit on their hands. Think about it: that’s 1,000 sales leads (and make no mistake, that’s what they [.].

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SEM Content Marketing Marketing Automation Services Marketo 100

WebMarketCentral

FEBRUARY 8, 2008

Marketing automation provider Marketo has just released Blind Date to White Wedding: Best Practices for Lead Nurturing that creates B2B relationships, builds trust and increases sales , a white paper on B2B lead nurturing. The Win.").

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Lead Nurturing Paper B2B Thought Leadership Thought Leadership 20

Adobe Experience Cloud Blog

JUNE 13, 2011

by Jon Miller Last month I participated in a webinar on Adding the Human Touch into Your Lead Nurturing with Brian Carroll, author of Lead Generation for the Complex Sale and the “godfather” of lead nurturing. Q: What marketing metric(s) should I use to capture lead nurturing effectiveness?

Lead Nurturing 48

Lead Nurturing Sales Management Top of Funnel B2B Sales 48

PureB2B

JANUARY 19, 2017

This is where marketers and sales professionals, rely on lead generation techniques. Initially, you might just have an inquiry , but this important initial step can easily turn into a lead with the right plan in place. So how do you get that inquiry to turn into a lead? So, you’ve got a new lead. What can you do?

Lead Scoring 81

Lead Scoring Lead Ranking Sales Qualified Leads Lead 81

markempa

JUNE 14, 2006

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

B2B Sales 120

B2B Sales Lead Generation Lead Scoring Lead Ranking 120

Mailmunch

MAY 20, 2021

When it comes to lead generation, it is crucial to use and employ different platforms and techniques. billion people use social media worldwide, making it the perfect channel for businesses to reach and generate leads. Let’s delve deeper into how you can leverage social media for effective lead generation. .

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Social Media Lead Generation Generation Lead Scoring 53

B2B Marketing Zone Posts

SEPTEMBER 8, 2009

8 Tips for generating high quality leads that sales people love - B2B Lead Generation Blog , August 13, 2009. What IS and ISN’T Lead Nurturing - B2B Lead Generation Blog , August 26, 2009. Getting Going with Lead Nurturing - Marketing Genius Blog , August 27, 2009. Lead Nurturing (42).

Lead Nurturing 40

Lead Nurturing Twitter B2B Marketing Lead Ranking 40

The Point

OCTOBER 14, 2010

As a Marketo agency partner, I attended along with colleagues from Spear Marketing Group to greet clients, talk shop, and hear how other companies – including Marketo themselves – are putting technology to use in the service of improved lead management. Including the recipient’s company name in subject lines increases response.

Marketo 100

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PureB2B

FEBRUARY 26, 2020

Pipeline marketing is more than just generating leads to make a sale. It enables marketers to take a more active role in the lead generation efforts to create revenue for the company [1]. The goal is to connect both marketing and sales to make decisions based on a common goal. The Alignment Between Sales and Marketing.

Top of Funnel 67

Top of Funnel Sales Qualified Leads Lead Qualification Marketing & Strategy 67

PureB2B

FEBRUARY 26, 2020

Pipeline marketing is more than just generating leads to make a sale. It enables marketers to take a more active role in the lead generation efforts to create revenue for the company [1]. The goal is to connect both marketing and sales to make decisions based on a common goal. The Alignment Between Sales and Marketing.

Top of Funnel 62

Top of Funnel Sales Qualified Leads Lead Qualification Marketing & Strategy 62

PureB2B

JANUARY 19, 2017

This is where marketers and sales professionals, rely on lead generation techniques. Initially, you might just have an inquiry , but this important initial step can easily turn into a lead with the right plan in place. So how do you get that inquiry to turn into a lead? So, you’ve got a new lead. What can you do?

Top of Funnel 62

Top of Funnel Lead Scoring Lead Ranking Sales Qualified Leads 62

The Point

SEPTEMBER 20, 2010

First, it should be generating sales leads. Take a hard look at your average cost per lead or cost per conversion. If you decrease your media spend and invest those same dollars in a new white paper, or analyst report, or industry survey, or podcast – you name it – it’s highly likely you’ll end up reaping a greater reward.

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markempa

JUNE 19, 2006

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Lead Generation 120

Lead Generation Generation Optimization Lead 120

Smashmouth Marketing

SEPTEMBER 23, 2009

There is no such thing as the average web surfer #sherpab2b09 Thought provoking: MarketingSherpa : Audience poll #sherpab2b09 : Majority of marketers using lead scoring can’t quantify the value they’re getting from it. sherpab2b09 andrewspoeth : Picture of today's crazy, complex sales funnel according to Forrester. sherpab2b09 [link].

Lead Scoring 100

Lead Scoring Lead Ranking Webcast Lead Gen 100

ClearVoice

APRIL 2, 2021

Providing a framework for sales activities to guide next steps. Streamlining onboarding for new sales team members. Allowing teams to communicate about and collaborate on sales pursuits. Designing lead nurturing strategies for prospects. Forecasting sales and revenue to support financial planning.

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Sales Cycle Lead Qualification Work Management Marketing Management 59

Ambal's Amusings

MAY 27, 2010

You add in some of your company’s expertise taking a position on the stance of the expert and turn the transcription into a white paper. Feature the white paper on your website and as an email offer. Leading Lights: Marketing and PR Strategist David Meerman Scott – video interview. Maria Pergolino.

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B2B Marketing Content Marketing B2B Planning 100