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  • FEARLESS COMPETITOR  |  FRIDAY, JUNE 22, 2012
    [Lead] The Awesome Power of Lead Nurturing
    Lead nurturing moves the needle in B2B marketing.” “On average, organizations that nurture their leads experience a 45% lift in lead generation ROI over those organizations that do not.” Here are some of the appearances of sales lead generation expert Jeff Ogden of Find New Customers.
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, MARCH 16, 2010
    [Lead] Social Media Lead flow in B2B Marketing
    In the last post we covered Social Media Listening for B2B Marketing and while providing outstanding customer support is always a good choice when it comes to building a business case that will stand up in the boardroom, another very fertile area to consider is creating a stream of leads from all those conversations out there. Tweet This!
  • SALES LEAD INSIGHTS  |  WEDNESDAY, AUGUST 12, 2009
    [Lead] B2B Lead Generation Checklist: 22 Success Tips
    What do I like best about being a B2B lead generation consultant? The rewarding part is I get to see first-hand what works best (and what doesn’t) when it comes to generating, nurturing and identifying the qualified, sales-ready leads that salespeople, reps, resellers and distributors need. Aim where your prospects are. ?
  • NUSPARK  |  FRIDAY, JUNE 24, 2011
    [Lead] The Statistics of Lead Nurturing for B2B
    You know what lead nurturing is… Here’s my definition.  Lead Nurturing is the process of communicating to a lead on an ongoing basis in order to educate, inform, continue to qualify and build a relationship until the lead is sales-ready.  That means more intricate lead nurturing towards more stakeholders.
  • FEARLESS COMPETITOR  |  SATURDAY, APRIL 30, 2011
    [Lead] Lead Nurturing Overview
    B2B Lead Generation | Lead Nurturing. “Lead nurturing is one of the most important, yet poorly understood aspects of B2B lead generation today.&#. Jeff Ogden, President of the B2B lead generation consultancy Find New Customers. 150% increase in contact-to-lead conversion rate. Hope you find it helpful.
  • B2B LEAD BLOG  |  TUESDAY, SEPTEMBER 25, 2012
    [Lead] My Leads Went Where??! – Lead Generation Horror Story #1
    In the day to day challenge of lead generation, numbers matters. And when lead flow slows to a trickle, this sets off an understandable panic in the marketing corner. The average close rate on hand-raisers from inbound lead forms was around 50%. For a few months, lead flow had become a little soft, but nothing dramatic.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 9, 2011
    [Lead] 7 Keys to Successful Lead Nurturing
    Lead nurturing is the process of sharing valuable content (to them) with prospective customers until they are ready to buy and trust you. According to Forrester Research, companies that excel at lead nurturing are able to generate 50% more sales-ready leads at 33% lower cost per lead. Quality leads matter.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 26, 2015
    [Lead] 15 Tips to Generate More Leads in 2015 (Part 3, featuring tips 11-15)
    'Tweet To kick off the new year I’m sharing 15 ideas on improving your lead management. As you’ll see this series isn’t just about getting more leads, but about generating better and higher quality of leads. And these 15 tips (across all three blog posts) will help make your lead management more effective.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, JUNE 20, 2014
    [Lead] 4 Back to Basics Tips to Improve Lead Quality
    'by Contributor Friendly | Tweet this Editor’s Note: Today’s post comes courtesy of Brenda Stoltz, the CEO and founder of Ariad Partners , which provides provides creative, practical, sales-driven integrated inbound marketing, lead generation and strategy services. Sales complaining they’re getting bad leads from Marketing?
  • ANYTHING GOES MARKETING  |  THURSDAY, AUGUST 26, 2010
    [Lead] Lead Scoring Has Drastically Changed – How do You Measure up?
    Tags: marketing metrics data management lead management lead qualification
  • LOOPFUSE  |  MONDAY, FEBRUARY 14, 2011
    [Lead] Real World Examples of B2B Lead Nurturing
    Finally, we are up to what everybody has been waiting for – examples of B2B Lead Nurturing from Implementing Lead Nurturing – A Practitioner’s Perspective.  We asked Andy Ellicott, a B2B marketing expert, to describe some of his lead nurturing programs. 
  • SALES LEAD INSIGHTS  |  FRIDAY, JULY 22, 2011
    [Lead] Writing effective email copy from an expert in B2B marketing, lead generation and lead nurturing
    This is the latest in our ongoing series of tips from some of the experts who provide our sales lead management consulting and training services and our marketing automation and lead-generation agency services. Meryl is a professional writer and editor who specializes in online B2B lead generation and lead nurturing.
  • LEAD VIEWS  |  FRIDAY, JULY 16, 2010
    [Lead] Blog to Generate Leads
    The importance of Corporate blogging is known to all, but few companies are able to use this medium as a lead generation tool. Yes, corporate blogs are an excellent resource for Lead generation. Talk of any online brand building exercise and Corporate blogs will emerge as the cheapest, most effective and easily manageable solution.
  • ACQUIRING MINDS  |  THURSDAY, OCTOBER 21, 2010
    [Lead] The Sales Lead & the Language Police
    The core concept of the definition of a sales lead and its workflow is the subject of endless debate and lack of clarity within B2B organizations. propose that it is not the definition of the lead that matters but rather that sales and marketing agree on that definition.    . An Identity Crisis for the Sales Lead. Photo Credit.
  • THE POINT  |  THURSDAY, AUGUST 1, 2013
    [Lead] Top 10 B2B Lead Scoring Mistakes (Part 1 of 2)
    'Lead scoring has quickly become an integral part of a demand generation marketer’s arsenal. well-planned, well-designed, and optimized lead scoring schema can be a key contributor to sales productivity, sales engagement, and the rate at which inbound leads convert to Sales Qualified Leads, opportunities, and deals.
  • NUSPARK  |  FRIDAY, JULY 15, 2011
    [Lead] A Lead Generation Plan Begins With Content Marketing Strategy
    Here’s a sample excerpt of a  digital marketing/ lead generation proposal we did recently I thought I’d share because it really is a compilation of recent blog posts in a way. Our approach to lead generation beings with a message strategy. From there, the lead generation plan is developed, followed by lead nurturing.
  • NUSPARK  |  FRIDAY, JULY 15, 2011
    [Lead] A Lead Generation Plan Begins With Content Marketing Strategy
    Here’s a sample excerpt of a  digital marketing/ lead generation proposal we did recently I thought I’d share because it really is a compilation of recent blog posts in a way. Our approach to lead generation beings with a message strategy. From there, the lead generation plan is developed, followed by lead nurturing.
  • B2B LEAD GENERATION BLOG  |  MONDAY, FEBRUARY 11, 2013
    [Lead] B2B Sales and Marketing: How a staffing company gained 242 qualified leads in just three months in a new market
    Inspired by a MarketingSherpa article , she decided to outsource a lead generation company to generate leads they could close. In 90 days through teleprospecting, TERRA Staffing had 242 qualified leads, 27 appointments, and closed three deals. Sources: LeadJen – the outsourced lead generation company TERRA used.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JUNE 29, 2011
    [Lead] Lead Nurturing Fundamentals – How to do lead nurturing
    B2B Lead Generation | Lead Nurturing. “ Lead nurturing is one of the most important, yet poorly understood aspects of B2B lead generation today.&#. Jeff Ogden, President of the B2B lead generation consultancy Find New Customers. 150% increase in contact-to-lead conversion rate. We could not agree more.
  • SAZBEAN  |  MONDAY, JANUARY 13, 2014
    [Lead] 7 Benefits of Using Lead Generation Software
    This is where lead generation software can be invaluable. Although it’s likely that your business adopts a multi-channel marketing approach, through elements such as content, email marketing, advertising and social media, lead generation software provides added value. Let’s take a closer look at how this is the case.
  • FEARLESS COMPETITOR  |  THURSDAY, FEBRUARY 17, 2011
    [Lead] Find New Customers – 7 Keys to Successful Lead Nurturing
    Confused about lead nurturing? This week we introduced a new highly graphical “cheat sheet&# on Lead Nurturing. Click on the picture to open 7 Keys to Successful Lead Nurturing. Find New Customers is one of few  lead generation companies in New York. Filed under: Demand Generation , lead generation , Lead Nurturing.
  • B2B LEAD GENERATION BLOG  |  WEDNESDAY, NOVEMBER 23, 2011
    [Lead] Why the Term “Marketing-Qualified Lead” Creates Serious Confusion – Part 2
    Tweet In my post earlier this week , I outlined the challenge presented by SiriusDecisions’ Demand Waterfall taxonomy, specifically with the phrase “Marketing-Qualified Leads” (MQLs). Another problematic phrase is “sales-accepted leads.”. lack of clarity around the term “sales-accepted lead” is the real culprit.
  • B2B CONVERSATIONS NOW  |  TUESDAY, OCTOBER 12, 2010
    [Lead] Two Lead Generation Strategies That Work
    The original post can be found here: Two Lead Generation Strategies That Work. At the 2010 Inbound Marketing Summit in Boston, I was on a panel on October 7th on the topic of Driving More Qualified Leads into your Funnel. He said that his lead performance had declined and asked for input on how to address it.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, AUGUST 26, 2012
    [Lead] Why 75% of Marketers Are Experiencing Lead Generation Pain and How to Stop It Before It’s Too Late
    This is apparently not enough to make marketers and sales professionals embrace change and develop a formal lead generation strategy, considering that 75% of marketers still don’t have a formal lead generation process or guidelines according to  MarketingSherpa’s 2012 Lead Generation Benchmark Report. This tells me they either.
  • MARKETING GENIUS BLOG  |  TUESDAY, OCTOBER 5, 2010
    [Lead] Walk Before You Run With Lead Nurturing
    Last week I had the opportunity to co-present on a webinar with the good folks at DemandGen Report and Ian Michiels of Gleanster (Formerly an Analyst at Aberdeen), where we addressed the inherent, but somewhat surprising issues companies are having with adopting technologies and implementing processes for lead management and lead nurturing.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JUNE 11, 2012
    [Lead] Lead Capture Optimized: 201% increase in captured leads with clearer value proposition
    In the case study, Dr. McGlaughlin revealed how one company clarified the value proposition of a landing page for a 201% increase in captured leads. The goal of the page was to capture a lead. The winning treatment generated a 201% increase in captured leads by clarifying the value proposition of the page. Click to enlarge.
  • MARKETING GENIUS BLOG  |  MONDAY, JUNE 21, 2010
    [Lead] How the 80/20 Rules Applies to Lead Nurturing
    Check out tomorrow’s webinar “7 Steps to Finding Untapped Revenue in Your Marketing Database&# where Jep provides key ideas for more powerful lead nurturing efforts. Join Jep on Tuesday, June 22, 2010 11:00 AM PDT where you’ll learn how to generate additional revenue from your existing leads. Or maybe not? Tweet This!
  • MARKETING FINGER  |  MONDAY, JUNE 14, 2010
    [Lead] Lead Scoring Best Practices
    More and more B2B marketers are turning to lead scoring as a way of optimizing lead management. Many of us will remember when we used to process raw Excel lists, handing over hundreds of names with job titles and companies to our sales department, only to find that leads weren’t being followed up on. What is lead scoring?
  • FEARLESS COMPETITOR  |  MONDAY, JULY 30, 2012
    [Lead] The Awesome Power of BtoB Lead Nurturing
    Lead nurturing moves the needle in B2B marketing.” “On average, organizations that nurture their leads experience a 45% lift in lead generation ROI over those organizations that do not.” The Importance of Lead Nurturing – SalesBuzz Radio (The Brooks Group) (see comments on the show below.).
  • FEARLESS COMPETITOR  |  MONDAY, JUNE 24, 2013
    [Lead] Drive Inbound Leads with B2B Marketing Sales Leads
    'B2B Marketing Sales Leads uses a simple “hub and spoke” approach to grow your marketing database with qualified sales leads. They are marketing qualified sales leads for you to nurture and score. The post Drive Inbound Leads with B2B Marketing Sales Leads appeared first on Fearless Competitor.
  • FEARLESS COMPETITOR  |  FRIDAY, AUGUST 9, 2013
    [Lead] 7 Keys to Lead Scoring Success in Sales Lead Generation
    'Combined with a best-practices lead nurturing program, lead scoring helps you “separate the wheat from the chaff” and identify likely buyers at optimal times. “When given fewer, but better leads, salespeople win more deals and drive more revenue.” ” Dan McDade in The Truth About Leads.
  • B2B LEAD GENERATION BLOG  |  MONDAY, NOVEMBER 21, 2011
    [Lead] Why the Term “Marketing-Qualified Lead” Creates Serious Confusion – Part I
    Part of the beauty of the demand waterfall vernacular is that it added descriptive language to the word “lead.” All too often, sales and marketing have very different definitions of what a “lead” is. What Does “Marketing-Qualified Lead” Mean to You? The problem is that “marketing-qualified leads” has two distinct meanings.
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 7, 2014
    [Lead] Lead Generation: The power of copy
    In today’s B2B Lead Roundtable Blog post, we’ll take a look at how a one small tweak to the copy on a lead generation page increased conversion and what we can learn from the results. Objective: To increase leads from quote requests. Primary Research Question: Which form messaging will result in the most leads?
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, APRIL 6, 2010
    [Lead] Could Facebook become a Lead Nurturing platform?
    When you think of lead nurturing platforms you typically think of firms like Eloqua, Marketo, Aprimo, LeadLife, Market2Lead, Silverpop, even Salesforce.com is getting into the lead nurturing space. Element #2 – Email – the most critical element of a lead nurturing platform is email. But Facebook? Tweet This! Digg this!
  • B2B LEAD GENERATION BLOG  |  SUNDAY, FEBRUARY 26, 2012
    [Lead] B2B Lead-Gen: Top tactics for a crisis-proof strategy
    Most lead-generation marketers are not in crisis, but many could use an orderly process to help combat challenges. chatted with Jen Doyle, Senior Research Manager at MECLABS, about her work as lead author of the MarketingSherpa 2012 Lead Generation Benchmark Report (coming out this spring). asks Doyle. Click to enlarge.
  • VIEWPOINT  |  WEDNESDAY, DECEMBER 17, 2014
    [Lead] Stunning Study Reveals How to Increase Sales by 29-49%
    Sales Process Sales Leads 'Stephen Covey said, “The key is not to prioritize what''s on your schedule, but to schedule your priorities.” Of course, Covey’s message is a good one for all of us, but especially true for salespeople as pointed out in “The Power of Prioritization Report” i published by Velocify (A Sales Optimization Study).
  • B2B LEAD GENERATION BLOG  |  SUNDAY, APRIL 1, 2012
    [Lead] Lead Nurturing: Market to personality and behavior, not job title
    Much of what we learned applies beyond HR and can improve your lead nurturing and sales efforts. The key to navigating your way to a sales-ready lead is navigating through individual personalities. “Lead nurturing is all about having consistent and meaningful dialog with viable prospects regardless of their timing to buy. 
  • LEAD VIEWS  |  WEDNESDAY, APRIL 27, 2011
    [Lead] 4 Proven Ways For Generating Business Leads On LinkedIn
    The study also found that B2B marketers cited LinkedIn as the most important channel for them and identified lead-generation as the most valuable result of LinkedIn marketing. In this post I will not discuss the report, but how B2B marketers can use the findings of this report to improve their lead generation efforts on LinkedIn.
  • ACQUIRING MINDS  |  WEDNESDAY, JANUARY 26, 2011
    [Lead] Lead Generation: Digital Strategies to Create New Sales Opportunities
    Lead Generation: Digital Strategies to Create New Sales Opportunities. Lead generation is simply the creation of sales opportunities. Although lead generation is most often associated with acquiring net new customers, it can include developing opportunities within existing accounts in new divisions or work teams. Photo Credit.
  • VIEWPOINT  |  MONDAY, NOVEMBER 3, 2014
    [Lead] Five Signs You're Missing Sales Opportunities
    Lead Generation Sales Leads 'Available Free for a limited time! am excited to announce that SellingBrew just published my Playbook Diagnostic, “Five Signs You’re Missing Sales Opportunities” and has generously made it available free to readers of ViewPoint for a limited time.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, JULY 1, 2012
    [Lead] 3 Principles for Effective Teleprospecting that Drove an 839% Increase in Leads
    When I first started teleprospecting with MECLABS (publisher of the B2B Lead Roundtable Blog), I was unsuccessful, to say the least. After about 900 calls, my results were disappointing — I only had one lead! The universal lead definition configures the notes, but attentive listening provides the information. Be knowledgeable.
  • MODERN B2B MARKETING  |  MONDAY, APRIL 9, 2012
    [Lead] Lead Generation: How Do You Balance Quantity with Quality?
    Finding new leads, leads that haven’t yet found you, and preparing them for sales is tough work. good lead generation team keeps your sales team fed and focused on closing deals. The lead generation team members develop unique skills and learn how to carefully track leads to pass only the best to sales.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JUNE 9, 2014
    [Lead] Lead Generation: 2 tips to transform your content marketing
    'Tweet Content marketing can be an effective tactic for lead generation as customers look to your brand as an authority in the marketplace delivering relevant information that is useful to their needs. We decided that we could use content to start qualifying these leads,” Shelby explained. Tip #1. Tip #2. You may also like.
  • THE POINT  |  TUESDAY, APRIL 1, 2014
    [Lead] Why is Inside Sales So Scared of Lead Nurturing?
    One of the reasons for this under-utilization, and the inability of some marketers to deploy, for example, automated lead nurturing at every stage of the selling process, is resistance from the sales organization, and in particular, Inside Sales. Marketo creates task in CRM to remind BDR to call lead 1 week later. Wait 2 weeks.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JULY 13, 2011
    [Lead] How to Nurture Sales Leads
    B2B Lead Generation | Lead Nurturing. “ Lead nurturing is one of the most important, yet poorly understood aspects of B2B lead generation today.&#. Jeff Ogden, President of the B2B lead generation consultancy Find New Customers. 150% increase in contact-to-lead conversion rate. We could not agree more.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, SEPTEMBER 23, 2012
    [Lead] List Buying: 6 tips for buying the most effective lead list
    Learn more about building your ideal customer profile in this article: “ Lead Generation Check list – Part 3: Develop and intensify your Ideal Customer Profile.” This doesn’t work well for ongoing lead generation. Here’s the story in a nutshell: We were doing lead generation for a billion-dollar telecommunications company.
  • BIZNOLOGY  |  THURSDAY, AUGUST 28, 2014
    [Lead] B2B Marketers still struggle with lead nurturing
    'I thought it was widely understood by now that staying in touch with a prospect who has shown some interest in your product or service can triple, even quadruple, lead-to-sales conversion rates.  The post B2B Marketers still struggle with lead nurturing appeared first on Biznology. This is a mistake. 
  • B2B LEAD GENERATION BLOG  |  MONDAY, MARCH 31, 2014
    [Lead] Lead Generation: Does your teleprospecting deliver value to prospects?
    'Tweet Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. My goal for today’s B2B Lead Roundtable Blog post is to hopefully influence your approach to lead generation with a few insights that you can use to determine where to find the most improvement in your teleprospecting efforts.
  • ACQUIRING MINDS  |  TUESDAY, AUGUST 18, 2009
    [Lead] Sales Leads vs. Appointments?
    Which to consider: lead generation or appointment setting? Appointment Setting gets you in the door, while Lead Generation not only gets you in the door but gives you the right hot buttons to press with prospects that are actively evaluating solutions. Lead Generation would be favored in this case. Lead Generation = L.G.,
  • BIZNOLOGY  |  WEDNESDAY, APRIL 9, 2014
    [Lead] The top 10 tricks for sales lead generation
    'Yesterday’s webinar with Ruth Stevens and me was about making sure the leads you send to your sales team are qualified and the process of how to qualify them. The productivity of a sales force or distributor improves dramatically with a steady supply of qualified leads. And your sales counterparts will thank you for that!
  • LEAD VIEWS  |  THURSDAY, JULY 8, 2010
    [Lead] Why ‘Sales Ready’ is Important in Lead Generation Equation
    Ask Marketing folks what ’sales ready Leads’ really mean and you will find a smirk on their faces. Every marketing & sales guy has his own definition of what makes a Lead ’sales ready’ Perhaps this is the single most important factor contributing to the great sales & marketing divide.
  • NUSPARK  |  FRIDAY, JANUARY 14, 2011
    [Lead] Calculating the ROI of B2B Lead Nurturing and Marketing Automation
    I’ve written consistently and have spoken on the benefits of b2b lead nurturing and marketing automation with regard to ROI.  This post will go into my views on how to measure the ROI of lead nurturing. Lead Nurturing Marketing Automation Marketing Strategy
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 16, 2013
    [Lead] 3 Important Lessons for Lead Gen and Life
    People look to me as an expert at lead generation because I wrote a book and speak about it. This is more complex than standard lead generation – we’re not trying to sell. Learn more about our experience with that here: “ Lead Generation: How using science increased teleprospecting sales handoffs 304%.”. With the right message.
  • THE EFFECTIVE MARKETER  |  THURSDAY, JUNE 9, 2011
    [Lead] When Leads Go Cold
    It seems with all the systems we have today to generate, score, and nurture leads, it all comes down to sales. The amount of time it takes for a sales person to follow up with a lead can determine whether the deal is closed or not. These results are especially shocking given how quickly online leads go cold – HBR.
  • FEARLESS COMPETITOR  |  MONDAY, JANUARY 23, 2012
    [Lead] The Awesome Power of B2B Lead Nurturing
    Lead nurturing , done right, offers the “biggest bang for the buck” in B2B today, according to the experts. Power of lead nurturing in B2B. To learn about lead nurturing, please visit Find New Customers Lead Nurturing. Marketing lead-generation lead-nurturing management-best-practices marketing-campaigns
  • GREAT B2B MARKETING  |  TUESDAY, JULY 26, 2011
    [Lead] Where to Find B2B Sales Leads
    The need for fresh sales leads gives a recurring headache to B2B companies and the competition for prospects is only going to get fiercer. The key to success is to constantly supplement your existing lead generation efforts with new sources. Over the next three weeks I’ll give you a couple of dozen lead generation sources to consider.
  • LEAD VIEWS  |  FRIDAY, JULY 22, 2011
    [Lead] Demand Generation Necessary For Lead Generation!
    Demand Generation and Lead Generation, can be easily voted as the most used words in the B2B Marketing space. am often asked by clients on what is the difference between Demand Generation and Lead Generation when the end goal for both activities is to increase sales and revenue for a company. valid observation. Marketing Vs Sales.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, AUGUST 30, 2011
    [Lead] Fresh Ideas to Reignite Stalled Leads and Accelerate the Sales Funnel
    Use these three practices to convert more leads into revenue: Use Funnel-Specific Market Research. In many industries, for example, executives are scrutinizing much smaller transactions, so lead generation, lead nurturing and sales enablement tactics must address this shift in buying behavior. Here’s how you can go about it: 1.
  • B2B LEAD GENERATION BLOG  |  MONDAY, MARCH 11, 2013
    [Lead] Marketing Analytics: 3 steps to help Sales and Marketing improve productivity
    They would be wise to follow the lead of Aimee Miller, Vice President of Marketing,  AppFolio , a property management software company. The consultant helped by using marketing automation to enhance AppFolio’s lead-lifecycle performance reporting. The steps AppFolio took to achieve its lead-management goals. Downloading content.
  • FOLLOW THE LEAD  |  TUESDAY, JULY 27, 2010
    [Lead] Lead nurturing needs more nurturing
    Despite the constant drumbeat on improving lead-gen practices, 44% of b-to-b marketing executives responded they did not know if hypothetically asked by the C-suite how much they could increase profits with a 10% increase in budget, according to a recent report. Subscribe to RSS.
  • FOLLOW THE LEAD  |  TUESDAY, JULY 27, 2010
    [Lead] Lead nurturing needs more nurturing
    Despite the constant drumbeat on improving lead-gen practices, 44% of b-to-b marketing executives responded they did not know if hypothetically asked by the C-suite how much they could increase profits with a 10% increase in budget, according to a recent report. Subscribe to RSS.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, DECEMBER 7, 2010
    [Lead] B2B Lead Generation without Lead Nurturing is Doomed to Fail
    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?
  • B2B LEAD GENERATION BLOG  |  MONDAY, JUNE 10, 2013
    [Lead] Lead Generation: How well do you really know what your customers want?
    He reinvented his lead funnel based on this insight, changing everything from his company’s landing pages to his team’s call scripts. So, in the MarketingSherpa 2012 Lead Generation Benchmark Report , we asked…. Lead Generation Cold calling Content makreting lead generation Lead Nurturing marketing strategy Value Propostion
  • B2B LEAD GENERATION BLOG  |  MONDAY, JULY 1, 2013
    [Lead] Lead Generation: How Lithium Technologies uses webinars to grow its customer database
    'Tweet If you’re looking for a consistent way to build a list of highly qualified leads – then you might want to pay closer attention to what Bonnie Thomas, Director of Content Strategy, Lithium Technologies, is doing. Significant percentages of the 1,000-plus people who attend are new leads. a social software company. Step #1.
  • SALES LEAD INSIGHTS  |  MONDAY, AUGUST 31, 2009
    [Lead] Want To Generate More Leads? Leverage Your Prospects’ Five Senses
    If you want your B2B lead generation campaigns to be as successful as possible, you need your lead generating messages to break through the clutter, get your prospects’ attention and provide them with compelling reasons to respond. Tags: B2B Lead Generation B2B sales leads Sales lead generation
  • LOOPFUSE  |  TUESDAY, SEPTEMBER 13, 2011
    [Lead] Increase prospect & lead capture rates. create an "Engagement Zone"
    The percentage of that traffic converted to contacts, prospects, leads and actual business is woeful. Customer Acquisition Inbound Marketing Lead Capture Lead Generation Lead Management Lead Nurturing LoopFuse Marketing Marketing Automation Sales Thought LeadershipWhy is that, and what can we do?
  • FEARLESS COMPETITOR  |  TUESDAY, FEBRUARY 7, 2012
    [Lead] Almost 3 out of 4 B2B leads are NOT sales-ready. Better crank up Demand Generation
    In a Marketing Sherpa Case Study  The Complex Sale: Lead scoring effort increases conversion 79%  (click the link for the full case study) But we summarize here. It was found that almost 3 out of 4 leads (73%) being passed to sales are not sales-read y. By implementing Lead Scoring , the number of leads went down and revenues went up.
  • LOOPFUSE  |  TUESDAY, MARCH 13, 2012
    [Lead] 3 Tips On Getting Started with Lead Nurturing Emails
    One of the places you will see the biggest impact from stepping up to a marketing automation approach is putting together a thoughtful and buyer-centric email lead nurturing program. This is not about sending emails every few days leading to frustrated buyers, potentially negative brand impact, and disappointing open/click performance.
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, JULY 11, 2012
    [Lead] Nurturing Leads, Intelligently
    To regain control of the midfunnel, Marketing must nurture its leads well.    With technologies like marketing automation, it is now quite easy to send emails to prospects and customers.  Citrix found that its traditional, quarterly newsletter program was not generating the quantity or quality of leads Sales and Marketing needed. 
  • NUSPARK  |  SATURDAY, OCTOBER 16, 2010
    [Lead] Using Customer Stories to Nurture Leads
    Here are some secrets that will help you write better case studies for lead nurturing and content marketing. Tags: Content Conversion Tactics Lead Nurturing Are you still using one-size-fits-all case studies in your marketing?  You might be causing your sales efforts more harm than good. 
  • INBLURBS  |  FRIDAY, MAY 11, 2012
    [Lead] Who get you more business leads Google+ or Pinterest?
    Inbound marketing experts are now planning to use these social media sites for business lead generation. All these social media marketing promotions for lead generations are only started after indepth analysis by marketing experts online. Generating business leads with Google+ and pininterest. million users as on February 2012.
  • GREAT B2B MARKETING  |  WEDNESDAY, JULY 10, 2013
    [Lead] Lead Retargeting – How to Revitalize Your B2B Contact List
    'I write a lot about how to generate B2B leads.  Usually, the context is to target new prospects, individuals or companies who have not previously responded to a lead gen offer. In future posts I will discuss some of the specific techniques you can use for lead retargeting.  Past qualified leads. Lapsed customers.
  • VIEWPOINT  |  TUESDAY, JULY 29, 2014
    [Lead] He said, “One of us is wrong, and it surely isn’t me!”
    'The sales manager, Mark, was adamant that his salespeople were following up the good leads and only ignoring the unqualified, ‘never-gonna-buy’ leads. “They know instinctively,” he said, “who the buyers are, and Marketing isn’t finding enough ‘good’ leads. ” Was he right?
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 17, 2012
    [Lead] B2B Lead Roundtable Blog: Our 10 most popular blog posts of 2012
    compiled a list of the top 10 most-tweeted blog posts from the B2B Lead Roundtable Blog. Here’s an at-a-glance analysis that could provide a glimpse of the most pressing issues lead generation professionals have faced in 2012: Understanding and leveraging social media. This interest is also reflected in lead generation budgets.
  • LEAD VIEWS  |  SATURDAY, AUGUST 7, 2010
    [Lead] Decode Your Online Leads
    Lead generation and Lead management programs are only as good as the rate of conversions they ensure for a company, and the most difficult part is, there is no set formula to guarantee conversions. This post tries to decode some of these clues, which provide greater insight on a visiting Lead. Finding Visitor Type.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, APRIL 13, 2012
    [Lead] 6 Lead Nurturing Strategies for Beginners
    by Jesse Noyes | Tweet this This article comes courtesy of Joe Cordo , Chief Marketing Officer at Extraprise , an Eloqua partner and lead generation services firm. There are tons of articles, posts, even graphics about lead nurturing out there. Here are six strategies to review before you launch into lead nurturing.
  • LEAD VIEWS  |  FRIDAY, JUNE 17, 2011
    [Lead] Build Lead Personas For Better Lead Nurturing
    Lead nurturing is an important aspect of B2B marketing and plays a pivotal role in the conversion of leads into qualified leads and qualified leads into customers. So what is it that really differentiates a lead nurturing activity from your regular email marketing activity? Developing personas.
  • FEARLESS COMPETITOR  |  THURSDAY, FEBRUARY 10, 2011
    [Lead] Find New Customers: The Lead Generation Assessment
    Feeling lousy? Go to the doctor and get a checkup – for you Business feeling lousy? sales challenges sales funnel Sales-Marketing Alignment
  • LOOPFUSE  |  THURSDAY, JULY 21, 2011
    [Lead] Lead Nurturing with Education
    Filling this gap with strategic marketing automation lead flows in Loopfuse that help the buyer to ask the right questions sets up a qualified lead for your sales team. Lead Nurturing LoopFuse Marketing Automation AscendWorks lead nurturing Loopfuse Success SalesIf you sell a sophisticated product or service, [.].
  • FEARLESS COMPETITOR  |  SATURDAY, APRIL 27, 2013
    [Lead] A TweetChart Analysis of our Keyword “Sales Lead Generation”
    Sales Lead Generation is one of the two main keywords we use at Find New Customers, around which we designed a cornerstone page. That explains why we selected “ digital marketing ” and “ sales lead generation ” for Find New Customers. Why is this so? Their only leisure time to do research is on the weekend.
  • FEARLESS COMPETITOR  |  TUESDAY, JANUARY 4, 2011
    [Lead] Trends and Challenges in Lead Generation 2011
    David Green of MECLABS I wish I had audio for this great lead generation slide presentation, but anyone who watches it will come to a strong conclusion.
  • B2B LEAD BLOG  |  FRIDAY, NOVEMBER 22, 2013
    [Lead] What is a Lead? What is a Prospect?
    'As marketing rapidly evolves with marketing automation and predictive lead scoring , metrics and definitions evolve. Lead and Prospect are two words we hear a lot in marketing and sales roles but very rarely meaning the same thing. Leads can also come in from one of the above sources. That’s it. So what about prospect?
  • LOOPFUSE  |  FRIDAY, AUGUST 10, 2012
    [Lead] Replay of email lead nurturing training session [Video]
    We had a great session yesterday covering a quick product overview and then a deep dive into email lead nurturing.  If you want to skip the product overview, the lead nurturing training starts right around 16:00 in the video below. Once you have that mapped out, then start with simple lead flow and grow from there.  Enjoy!
  • B2B LEAD GENERATION BLOG  |  SUNDAY, MARCH 4, 2012
    [Lead] Lead Nurturing: Build trust, win more deals by helping prospects – not selling them
    This is what lead nurturing is all about. Here’s the lead-nurturing litmus test : Can prospects benefit from the information you provide regardless of whether they buy from you? Even better, nurturing leads will give you a competitive edge considering a whopping 65% of B2B organizations don’t have any kind of lead-nurturing program.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, MAY 7, 2012
    [Lead] Does Automation Impact Lead Conversion Rates? [CHART]
    by Paul Teshima | Tweet this We have been tracking lead conversion rates from campaigns for the past 3 years, and when we did an analysis to compare  campaigns with automation , to those without, we were not surprised to see that automated campaigns on average have a >200% higher conversion rate. But you may be asking yourself why? 
  • B2B LEAD GENERATION BLOG  |  MONDAY, NOVEMBER 24, 2014
    [Lead] Lead Nurturing: What it is, and what it is not
    'Tweet Building on my post last week , I was reminded of a conversation I had with a marketer who was meeting with her new boss to explain the need for a new lead nurturing strategy. The problem was that her boss felt their current integrated marketing campaigns qualified as lead nurturing. Examples of what is NOT lead nurturing: 1.
  • CHRIS KOCH  |  FRIDAY, OCTOBER 22, 2010
    [Lead] Why Lead Management Automation Really Matters
    We should care more about lead management automation in B2B marketing. That’s why lead management automation is important. It’s too difficult to track that relationship and know when someone is ready to do more than just read your white papers unless you have a process for lead management and can automate it. What do you think?
  • FEARLESS COMPETITOR  |  THURSDAY, JUNE 9, 2011
    [Lead] Lead Nurturing Overview
    B2B Lead Generation | Lead Nurturing. “ Lead nurturing is one of the most important, yet poorly understood aspects of B2B lead generation today.&#. Jeff Ogden, President of the B2B lead generation consultancy Find New Customers. 150% increase in contact-to-lead conversion rate. We could not agree more.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, MARCH 18, 2014
    [Lead] 3 Newer Types of Content Tactics To Support Lead Gen
    'by contributor | Tweet this Editor’s Note : Today’s post comes courtesy of  Josh Haynam , the co-founder of Interact, a platform for creating lead capture quizzes. In an ideal world, your content marketing efforts would yield droves of leads that stream in endlessly. What kinds of content have you found effective for lead generation?
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 25, 2014
    [Lead] Lead Gen Tactics from 4 MarketingSherpa Case Studies
    'Tweet Our sister publication, MarketingSherpa, publishes three weekly newsletter case studies, and in the B2B beat in particular, those weekly articles routinely feature a story covering marketers tackling lead generation for the complex sale. Case Study #1 – Local B2B Marketing: 150% boost in lead generation. What were the results?
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 5, 2015
    [Lead] 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. Lead Nurturing: Pilot campaign increases conversion 32.6%
  • SALES LEAD INSIGHTS  |  WEDNESDAY, FEBRUARY 10, 2010
    [Lead] Increasing B2B Lead Management ROI: 4 Key Performance Indicators
    Although the findings are not news to me or my clients, a recent research study about increasing B2B sales lead management ROI is worth mentioning. By understanding your customers and using them as a model for the right prospects to target with your lead generation activities, and by targeting those right prospects, you will get a better ROI.
  • FEARLESS COMPETITOR  |  THURSDAY, SEPTEMBER 15, 2011
    [Lead] The Importance of Lead Nurturing (Radio Show)
    B2B Lead Generation | The Importance of Lead Nurturing. This radio interview I did back on B2B lead nurturing back on 9/ 17/2009 for SalesBuzz Radio is a classic. The Importance of Lead Nurturing. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers.
  • FEARLESS COMPETITOR  |  FRIDAY, JULY 26, 2013
    [Lead] How to Create Content Maps That Actually Work in Sales Lead Generation
    Content is critical in B2B sales lead generation. Jeff Ogden , the Fearless Competitor, is an award-winning marketing expert and President of the sales lead generation company Find New Customers. The post How to Create Content Maps That Actually Work in Sales Lead Generation appeared first on Fearless Competitor. Evaluation.
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 28, 2013
    [Lead] B2B Marketing: What a 11% drop in conversion taught a live audience about lead gen
    'Tweet Recently, we ran a live test for our audience at MarketingSherpa Lead Gen Summit 2013 and as I discovered, this isn’t the easiest thing to do. The greatest difficulty rests in thinking about lead generation and optimization in new ways – and hoping those ideas produce significant results. Live test background. Control. Results.
  • LEADSLOTH  |  THURSDAY, APRIL 15, 2010
    [Lead] Lead Nurturing Checklist for Marketing Automation
    If you want to make a start with Lead Nurturing, what are the right questions to ask? In this post I present a short checklist of questions to ask before you get started with lead nurturing: Do you want to nurture new leads, existing leads or both? When do you send leads to sales? Segmentation. Content.
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 29, 2014
    [Lead] 6 Ideas to Create More Relevant Lead Nurturing Emails
    lead-nurturing tactic. Read more on how to put your customers first in lead generation. If you have a complex sale, the best way I know how to do this is by  combining a human touch with your sales pitch to build relationships with your lead-nurturing  message. Segmentation. Customer focus. Connection. Authenticity.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 16, 2012
    [Lead] 6 Ways Marketing Can Help Generate Early Leads for Sales
    What does sales want more,” he asked, “qualified leads or early leads?”. Getting to prospects is paramount, but so is focusing on the most qualified leads. Marketers need to include a capabilities matrix, competitive matrix and an FAQ document as early in the lead nurturing process as possible.  My answer: Both.
  • NUSPARK  |  SATURDAY, DECEMBER 31, 2011
    [Lead] 32 Resolutions to Prepare for Your 2012 B2B Lead Generation Program
    Thought I’d give it a shot as well, running through a master list of “resolutions” as preparation for improving your inbound marketing and lead generation strategies for 2012 and beyond.  Process: Set your lead generation campaign goals. How many qualified leads. Cost-per-lead. Inquiry-to-lead conversion rate. 
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, MARCH 3, 2013
    [Lead] Checking the Health of Your Lead Scoring Model [CHART]
    In Modern Marketing, the health of your lead scoring model has a big impact on your ability to score leads, and determines the effectiveness of your revenue engine as you pass those leads over to sales. For example: If a lead scoring model only has A1 leads, it has a Score Diversity of 1 / 16 or 6.25%. 
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