Page 2 of 215 Previous | Next 
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 27, 2014
    [Lead] 10 Ways to Optimize Your Lead Conversion Rate
    Tweet The ultimate goal of B2B marketing and lead generation is to help the sales team sell. Marketers spend a lot of time and effort creating inbound leads but struggle getting those leads to convert into customers after they hand them off to sales. The more you can humanize your lead follow-up the better. 
  • DIGITAL B2B MARKETING  |  THURSDAY, JULY 11, 2013
    [Lead] The Biggest Missed Opportunity in B2B Lead Generation
    Yet this is exactly how most B2B marketers approach lead generation today! You don’t care about the number of leads your sales team has. Instead you care about the number of marketing sourced leads. The Lead Generation Opportunity Gap. Do you believe B2B marketers will cross the lead generation opportunity gap?
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, JUNE 17, 2012
    [Lead] How Many Lead Nurturing Campaigns Should You Run? [CHART]
    by Egan Cheung | Tweet this Lead nurturing  is a type of automation focused on leads who are not yet ready to buy.  A successful lead nurturing campaign delivers content of sufficient value to your leads that you establish brand preference long before a purchase decision is made. What do you think?
  • 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  |  TUESDAY, MARCH 22, 2011
    [Lead] The 6 Stages of Successful Lead Management
    What makes a lead management process successful? In the real world implementing lead management requires a degree of science, art and consensus. If you are considering implementing a lead management process, here are 6 Stages of Lead Management Implementation to give you a sense of what to expect. There’s no easy answer.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JULY 20, 2011
    [Lead] The Simple Guide to Lead Nurturing
    B2B Demand Generation | Lead Nurturing. created a nice overview of lead nurturing and posted it to Slideshare. Forrester estimates that as few as 1 in 20 companies are doing a decent job of lead nurturing – so simple is good. Where do we build our lead nurturing campaigns? Power of lead nurturing in B2B.
  • ANNUITAS  |  TUESDAY, APRIL 26, 2011
    [Lead] Five Myths of Lead Management
    Lead management continues to be a hot topic in the world of B2B marketing as we turn the corner and head into the second half of 2010.  As a leader in lead management process development, our firm has seen a lot of confusion in the market about what constitutes lead management.  Lead Planning. Lead Routing.
  • CHRIS KOCH  |  FRIDAY, JUNE 11, 2010
    [Lead] Is lead generation killing marketing?
    This was the gist of a very controversial assertion made by a senior marketer from a very well known B2B technology company during dinner at our ITSMA Marketing Leadership Forum (download highlights from the ITSMA Marketing Leadership Forum) when he said: “An overemphasis on leads is damaging our relationship with sales.”. Seems doubtful.
  • MARKETING GENIUS BLOG  |  MONDAY, FEBRUARY 1, 2010
    [Lead] Monday Marketing Term: Lead Scoring
    Put simply, lead scoring is a lead qualification process that helps you “qualify” or rank leads according to their level of buying interest. Lead Score with Marketing Automation. With all that said, the most important thing to think about before getting started with lead scoring establishing a Universal Lead Definition.
  • DIGITAL BODY LANGUAGE  |  WEDNESDAY, SEPTEMBER 23, 2009
    [Lead] Lead Handoff and Sales Measurement - Video
    Scoring leads to determine which are qualified for sales is only valuable if the sales team works with those leads appropriately when they are handed off. Similarly, creating a task for sales for each lead allows very rigorous management of the overall process, as the task completion can be managed and measured very carefully.
  • B2B LEAD GENERATION BLOG  |  MONDAY, FEBRUARY 9, 2015
    [Lead] Content Marketing Tips for Lead Nurturing
    Tweet I was asked by a reader to provide some examples of what lead nurturing touches may look like. Lead nurturing is something that’s fairly easy to understand, but for many, it’s become a frustrating thing consistently execute for two reasons: Lack of content. How do you build your library of relevant lead nurturing content ?
  • MODERN B2B MARKETING  |  MONDAY, JUNE 2, 2014
    [Lead] How Predictive Lead Scoring Takes The Guesswork Out Of Identifying The Leads Most Likely To Buy
    Lead Scoring & STP – Bringing Marketing Basics To the World Of Modern Marketing. So why are we talking about STP in the same discussion with lead scoring?  Marketo describes lead scoring in its Definitive Guide To Lead Scoring as a methodology for ranking leads in order to determine their sales-readiness.
  • 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.
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 6, 2013
    [Lead] 7 Keys to Successful Lead Nurturing Best Practices
    This is how you do lead nurturing best practices. Lead nurturing defined: The process of sharing valuable (to them) information to earn their trust so you become the preferred solution (over time.) Marry lead nurturing with lead scoring to find when they truly become sales ready. What are lead nurturing best practices?
  • LOOPFUSE  |  FRIDAY, APRIL 20, 2012
    [Lead] A simple lead nurturing example for every business
    Looking for lead nurturing examples? One of the most beneficial things you can add to your sales process is an email lead nurturing campaign to engage with prospects through the middle of the funnel. Let’s leave that for later and just focus on a simple registration/sign up lead nurturing flow. Look no further!
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 23, 2013
    [Lead] Lead Generation: How using science increased teleprospecting sales handoffs 304%
    There’s something I wish I would have known when I wrote my best-seller, Lead Generation for the Complex Sale. So, I wanted to see if this heuristic could be applied to lead generation through teleprospecting. Here’s the problem we were solving for: What messaging creates increased lead conversion and maximizes return on energy?
  • 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.
  • SALES LEAD INSIGHTS  |  MONDAY, JULY 18, 2011
    [Lead] B2B lead qualification and scoring
    This is one reason that, on average, only 25% of new leads are sales ready. So you need a way to determine which leads are ready for Sales, and which need to be nurtured. I was thinking about all the lead qualification criteria I’ve seen used in B2B lead generation programs and decided to list them by category.
  • DIGITAL B2B MARKETING  |  THURSDAY, MAY 17, 2012
    [Lead] There Is No Vending Machine For Marketing Qualified Leads
    If you talk to a publisher or lead generation firm, it would seem leads have become a commodity. Nearly every B2B publisher offers lead generation under a broader heading of demand generation. How many leads do you need and when do you need them by? Can Lead Generation Be This Easy? What is your target audience?
  • 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!
  • GREAT B2B MARKETING  |  THURSDAY, OCTOBER 17, 2013
    [Lead] Criteria of a Powerful B2B Lead Generation Engine
    My team and I are always preaching the doctrine the consistent and predictable lead generation “engine.” The system produces a high percentage of qualified leads relative to raw inquires (this is a key conversion metric). You follow up all leads in a timely manner (within 12-24 hours), except those that are obviously unqualified.
  • 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.
  • 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.
  • THE POINT  |  FRIDAY, FEBRUARY 5, 2010
    [Lead] Lead Nurturing & the 80/20 Rule
    The lead nurturing program they implemented included 40+ (yes, forty) separate and distinct tracks of emails, tailored to different audience segments, product interests, and stages in the lead lifecycle. Yes, you can tailor emails to fit every possible unique combination of demographic and behavioral criteria. Not really. doubt it.
  • 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.
  • DIGITAL B2B MARKETING  |  TUESDAY, JUNE 4, 2013
    [Lead] 6 Best Tactics for B2B Lead Generation
    You need to generate leads, right? The B2B lead generation landscape has changed tremendously in the last decade. Today, B2B lead generation relies heavily on digital marketing and this list reflects that switch. The B2B Lead Generation List. 1. Publisher Lead Generation Programs. Inbound or Content Marketing.
  • 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.
  • 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  |  SATURDAY, JANUARY 21, 2012
    [Lead] The B2B Lead Generation-Demand Generation Book “Hall of Fame”
    Below are a variety of books that I consider the cream of the crop in b2b marketing and lead management.  I’ve built my practice utilizing key points made in each book in addition to my own lead generation experiences.  I would look forward to discussion on any books you think should be on my “hall of fame” list.  Lead Nurturing.
  • THE POINT  |  TUESDAY, AUGUST 27, 2013
    [Lead] 10 Tips for Driving Lead Nurturing Success (Infographic)
    When B2B companies invest in marketing automation technology, “lead nurturing” is often one of the key business objectives that spurs those organizations to take the plunge. Here are some tips for driving lead nurturing success. Click on the image below to view full size.).
  • MODERN B2B MARKETING  |  TUESDAY, APRIL 22, 2014
    [Lead] 5 Mid-Funnel Lead Nurturing Mistakes
    Author: Steve Gershik Most marketers have their eyes on many moving targets — lead generation , conversion rates, new customer acquisition, customer retention, and even customer expansion. With that in mind, here are five of the most common mid-funnel lead nurturing mistakes: 1. Lead Nurturing Don’t Forget to Test.
  • 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.
  • 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. 
  • B2B LEAD GENERATION BLOG  |  MONDAY, JULY 15, 2013
    [Lead] Lead Generation: Content among the most difficult tactics, but also quite effective
    Tweet To determine the most used lead gen tactics, and map that to their effectiveness and difficulty, we asked the following questions in the MarketingSherpa 2012 Lead Generation Benchmark Report …. Q. Which of the following lead generation tactics does your organization currently use? Q. Counting in: Solid keyword research.
  • B2B LEAD GENERATION BLOG  |  FRIDAY, FEBRUARY 10, 2012
    [Lead] Email Summit: What’s the best lead generation tactic? All of them
    He explains there’s a lot of ways to acquire leads, but there’s no determining which ones work best without testing. And then  nurture that dialog with a potential customer on an ongoing basis…If you’re doing these three things effectively, you’re doing lead generation well.”. Lead Generation Lead Nurturing Marketing Strategy
  • SMALL MANUFACTURER BLOG  |  TUESDAY, FEBRUARY 4, 2014
    [Lead] A “Lead” Isn’t a Lead Until It’s Been Qualified
    In a new report, The State of B2B Lead Generation: 2013 , the BuyerZone published data stating that the “speed of lead follow up might not be as important as everyone thinks.” Because a person who downloads a white paper or an e-book isn’t a lead, he/she is an inquiry. She’s not a lead. HOWEVER!
  • HUBSPOT  |  TUESDAY, FEBRUARY 3, 2015
    [Lead] The 4 L's of a Successful Lead Generation Strategy
    This means lead generation strategies need to be revamped across the industry to better meet the needs of target markets. The first step in this evolution is to create compelling content, and the second is to use that content to convert visitors into leads. Compelling content plays a huge role in generating leads. Free trial.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, FEBRUARY 5, 2013
    [Lead] Drive Leads, Qualify, Nurture with Personality Tests
    by Amanda Batista | Tweet this Today’s guest post comes courtesy of Seth Lieberman, CEO of SnapApp , a marketing platform used by companies to easily create interactive content to generate leads and drive revenue across the web, mobile, social and email. Drive leads and qualify them more rapidly with personality tests. SnapApp data.
  • 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  |  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.
  • DIGITAL B2B MARKETING  |  MONDAY, DECEMBER 2, 2013
    [Lead] 5 Steps To Improve B2B Lead Generation Program Results
    You are easily spending thousands on lead generation media programs each month. You have carefully chosen your partners, negotiated an effective cost per lead and are diligently measuring your results. The content you should use depends on how the lead generation program is structured. The B2B Lead Generation Series.
  • ANYTHING GOES MARKETING  |  WEDNESDAY, SEPTEMBER 12, 2012
    [Lead] When Lead Scoring Will Fail
    Having worked with B2B marketers for many years, it's typically a no-brainer when someone asks me "should we implement lead scoring?". Lead scoring, which is the process of automating the qualification of leads that you generate, is a key stepping stone to get marketers to the next level.
  • 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.
  • SALES LEAD INSIGHTS  |  MONDAY, APRIL 13, 2009
    [Lead] Is social media effective for B2B lead generation?
    Other B2B companies try to skip the leads-to-salespeople-to-sales process, instead encouraging prospective customers to initiate purchases themselves from print or online catalogs and/or via order forms, e-commerce sites, phone calls or purchase orders. Unfortunately, it does little to quantify any actual leads or sales results.
  • THE POINT  |  MONDAY, SEPTEMBER 30, 2013
    [Lead] Do You Need Marketing Automation to Do Lead Nurturing? Sort Of.
    Do I need it in order to do lead nurturing?”. My answer: “It depends how you define “ lead nurturing ,” but technically: no, you don’t need marketing automation in order to nurture leads. It enables you to deploy lead nurturing programs that are more timely, relevant, and, ultimately, effective. Certainly.
  • 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.
  • 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!
  • LEADSLOTH  |  MONDAY, FEBRUARY 20, 2012
    [Lead] Lead Nurturing for Software Trials
    This week someone asked me about lead nurturing for people who signed up for a 30-day product trial (for a SaaS/Cloud software product). Demand Generation Email Marketing lead nurturing 30-day trial auto-responders email best practices product adoption software trialThey signed up. What now? Tip 1: Start Sending Email Now. Conclusion.
  • 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.).
  • SALES LEAD INSIGHTS  |  WEDNESDAY, MARCH 3, 2010
    [Lead] Are inbound leads really leads? I believe the majority are not.
    What I am talking about is the categorizing of all inbound inquiries as “leads.&#. Ask any salesperson if all inbound inquires are leads, and when he or she stops laughing, you will probably get an earful about how inquiries, unless they have been prequalified, are a waste of salespeople’s time. Don’t believe that?
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, MARCH 21, 2012
    [Lead] 4 Lead Nurturing Campaigns to Run After the Sales Cycle
    by Dan Pecoraro | Tweet this We often talk about lead nurturing campaigns as if they are monolithic. With lead nurturing you can focus the customer’s attention on the competitor’s weaknesses and set high standards for their satisfaction. To get more lead nurturing tips delivered hot off the press, subscribe here.
  • 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 based on personality. The person you are talking to in a lead’s organization might be: 1. little. ?
  • VIEWPOINT  |  MONDAY, NOVEMBER 3, 2014
    [Lead] Five Signs You're Missing Sales Opportunities
    Lead Generation Sales Leads Available Free for a limited time! I 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.
  • 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.
  • 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.
  • DIGITAL B2B MARKETING  |  TUESDAY, NOVEMBER 19, 2013
    [Lead] 4 Metrics You Need To Track In B2B Lead Generation Programs
    Businesses needs to drive growth and lead generation is a key way the business expects marketing to contribute. It can take months, even years, before marketing is able to prove the value of lead generation efforts with revenue. Measuring B2B Publisher Lead Generation Programs. Enterprise B2B marketers face a conundrum.
  • LOOPFUSE  |  THURSDAY, AUGUST 18, 2011
    [Lead] Seven ways not to suck at lead nurturing
    We recently had a discussion with Mac McConnell of Bluebird Strategies about how to do lead nurturing the right way.  Lead Nurturing Webinars best practices Lead Management lead nurturingMac knows a thing or two about his given his previous senior sales experience at Sun Microsystems.
  • FIFTH GEAR ANALYTICS  |  WEDNESDAY, NOVEMBER 3, 2010
    [Lead] Can Lead Generation Become More than “Frosting and Cherries?”
    recently called on a client and he described his vision of lead generation as “frosting and cherries.”  Let me explain.  His view is that the current state of lead generation is dead.  Any leads from marketing would just be a bonus (and hence the frosting and cherries analogy). The Demise of Lead Generation. Kenyon Blunt.
  • FEARLESS COMPETITOR  |  TUESDAY, FEBRUARY 28, 2012
    [Lead] The World’s Simplest Overview of BtoB Lead Nurturing
    Lead scoring-nurturing. Presented by the B2B lead generation and global marketing company Find New Customers. Marketing lead-nurturingView more webinars from Find New Customers, Inc.
  • SALES LEAD INSIGHTS  |  MONDAY, JULY 9, 2012
    [Lead] B2B Lead Generation: Getting on the same page
    A lead is a lead. always recommend to my sale lead consulting clients that they create a gloss ary of terms related to their B2B lead generation progra m s. Lead: A broad term used to describe everything from lists to inquiries to tradeshow leads to sales ready opportunities. Or is it? Also called Response.
  • 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.
  • 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 BLOG  |  WEDNESDAY, SEPTEMBER 5, 2012
    [Lead] Content Marketing – Are You Getting 35 million Inbound Leads?
    B2B lead generation and lead flow are critical to your business. In their keynote address to the Inbound12 conference , they announced that HubSpot customers will see over 35 million inbound leads in 2012 — a 500% increase over 2011. and more than 1 million leads generated from use of the tool. Just build it.
  • B2B LEAD BLOG  |  WEDNESDAY, SEPTEMBER 5, 2012
    [Lead] Content Marketing – Are You Getting 35 million Inbound Leads?
    B2B lead generation and lead flow are critical to your business. In their keynote address to the Inbound12 conference , they announced that HubSpot customers will see over 35 million inbound leads in 2012 — a 500% increase over 2011. and more than 1 million leads generated from use of the tool. Just build it.
  • HUBSPOT  |  WEDNESDAY, APRIL 30, 2014
    [Lead] Not Generating Enough Leads From Your Website? Here Are 7 Easy Fixes
    In order to build a robust database of leads for you or your sales team that you can reach out to at any time, you need to get people to sign up for something on your website -- an ebook, a whitepaper, a webinar, a newsletter, a blog subscription, etc. You might get so many leads that you need extra fields to: Qualify leads.
  • HUBSPOT  |  MONDAY, JANUARY 26, 2015
    [Lead] 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
  • THE POINT  |  MONDAY, JULY 23, 2012
    [Lead] Why Chasing Hot Leads is a Bad Idea
    In an ideal world, all B2B sales leads would be pre-qualified and ready to buy. Of course, in the real world – a world of sales quotas, quarterly revenue goals, and impatient investors – not all stake-holders, especially salespeople, are interested in the notion that the most effective lead generation strategy is a long-term proposition.
  • 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.
  • ANNUITAS  |  TUESDAY, FEBRUARY 4, 2014
    [Lead] Why Organizations Should Stop Focusing on Lead Nurturing Campaigns
    The stats, guides and tips to effective lead nurturing abound in the B2B marketplace and yet with all of this information,  still only a fraction of B2B companies are using or effective in the use of lead nurturing according to MarketingSherpa. This is why fewer than 4% of marketing generated leads are ever converted into sales.
  • INBLURBS  |  THURSDAY, MARCH 22, 2012
    [Lead] How to Master Your Lead Generation Challenge with Social Media
    Social Media has proven to be a source of targeted high quality leads for B2C and B2B. An increasing number of marketers see lead generation as their greatest online marketing challenge. Studies show that companies which relying on online lead generation are two times more profitable than those who do not. Tweet this on Twitter!
  • 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. In this post, I make an attempt to explain the various factors that differentiate Demand Generation from Lead Generation, and why one is important for the other to succeed. valid observation. Industry Vs Company. Do you agree?
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, JULY 24, 2012
    [Lead] Lead Generation: What’s Working – Tactics, Budgets and Preferences
    Summer is a good time to look back at what has worked for lead generation and compare yourself with your peers as you plan for the second half of the year. What were the most effective SEO tactics used for lead generation in 2012? Both marketing tactics produced traffic, leads and new customers. And the survey says….
  • 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.
  • 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.
  • 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. A few years ago, the CEO of the company asked me to manage our sales references.  Tags: Content Conversion Tactics Lead Nurturing Are you still using one-size-fits-all case studies in your marketing? 
  • HUBSPOT  |  WEDNESDAY, SEPTEMBER 3, 2014
    [Lead] The Truth About Lead Generation: Busting 5 Common Conversion Myths
    That''s where the "Convert" or lead generation phase of the inbound methodology comes into play. You need them to convert into leads. Without landing pages, you’ll have a much harder time converting your website visitors into leads. Clearly, landing pages and lead generation go hand in hand. Lead Generation
  • 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. So, she gradually increased frequency.
  • 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, 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?
  • 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. 
  • FUNNEL FOCUS  |  WEDNESDAY, OCTOBER 20, 2010
    [Lead] Decrementing a Lead Score: They’re just not that into you
    Similarly, in the sales process, there are often telltale digital signs that a seemingly viable lead is just not that into you. Lead Scoring models help your sales team prioritize leads that are ready for action. Here are a few activities that should signal that a once “hot” lead is just not that into you: 1. No activity.
  • 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.
  • B2B LEAD GENERATION BLOG  |  MONDAY, NOVEMBER 19, 2012
    [Lead] Lead Generation: 43% say organic search drives most traffic, but only 29% say it drives most conversions
    Tweet In the MarketingSherpa 2012 Lead Generation Benchmark Report , we asked 1,915 marketers about traffic volume and traffic that converts. Related Resources: Webinar Replay: How to Integrate Social Media/SEO to Drive More Leads and Increase Marketing ROI. B2B Social Media Marketing: Focus on leads, not likes. Great data.
  • MARKETING ACTION  |  TUESDAY, APRIL 7, 2015
    [Lead] 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. Ready to learn more about lead nurturing?
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 30, 2011
    [Lead] B2B Lead Generation: Social Marketing to the Business Customer
    Do Salespeople want more leads? B2B Lead Generation using social media. Why don’t you download Jeff’s free B2B lead generation white paper , How to Find New Customers, today? Find New Customers is one of few lead generation companies in New York. Quality sales leads matter. Yes, indeed! contact-form].
  • MARKETING GENIUS BLOG  |  TUESDAY, APRIL 20, 2010
    [Lead] Monday Marketing Term: Lead Conversion
    Put simply, lead conversion just means that a prospect or lead has converted into a contact, opportunity or account. With marketing automation , lead scoring will enable conversion of marketing generated leads (from trade shows, the web, etc) to sales-ready leads automatically based on “qualifying behavior.”
  • 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. 3. Wait 2 weeks. 4.
  • 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.
  • 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  |  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.
  • GREAT B2B MARKETING  |  WEDNESDAY, JUNE 22, 2011
    [Lead] Lousy B2B Lead Generation Habits to Avoid
    Here are five habits to avoid in B2B lead generation. When it comes to lead generation, I prefer to have the latter on my team simply because they generate more leads, faster.  Many a marketer has made the mistake of over-promising lead numbers to their sales counterparts. Lousy Habit 2: Not understanding the end game.
  • 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
  • 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.
  • 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.
<< 1 2 3 4 ... 214 215 >>
 

B2B Marketing Zone can personalize the content based on your interests, your LinkedIn profile, what you share on Twitter and LinkedIn, and what content people similar to you are sharing. More on Content Personalization

Sign-in using your social networks so we can begin to personalize your experience.

Sign in with Twitter

Sign in with LinkedIn

or

We need your email and password to allow you to log into your personalization features.

Forgot password?

I don't have an account

 
 

Enter your email address to reset your password. A temporary password will be e-mailed to you so that you may log in.

 
 

Based on...

  • Your interests
  • Your LinkedIn profile
  • What you share on Twitter
          and LinkedIn
  • What people like you are
          sharing

Learn more about Content
Personalization...