B2B MARKETING INSIDER | MONDAY, DECEMBER 8, 2014
[Lead] What Is The Cost Of A Lead?
The folks at Madison Logic just released an updated infographic that breaks down the cost of a lead across various industries. Lead generation is consistently one of the top priorities of any B2B organization, but there is a big difference between generating leads and generating leads that actually convert to customers and revenue.
NUSPARK | SUNDAY, NOVEMBER 6, 2011
[Lead] Video 2: Benefits of Lead Nurturing and Better Conversion Tactics; a Lead Generation ROI Calculator
This is the second video in an ongoing series on optimizing your marketing and lead management efforts. Related Posts: Video Blog 1: An Introduction to the B2B Buying Funnel Sales Best Practices include Marketing-Sales Alignment The 3 P’s of B2B Lead Generation: People, Process, Platforms.
B2B LEAD GENERATION BLOG | SUNDAY, JUNE 24, 2012
[Lead] Lead Generation: How 64% of marketers starve Sales of opportunity
Unbelievably, most are still sending only raw leads to Sales, and they aren’t making an effort to bring those leads to a place where they’re ready for Sales to bite into. Consider data from a new report released by our sister company MarketingSherpa, the 2012 Lead Generation Benchmark Report (free excerpt at that link).
THE POINT | WEDNESDAY, AUGUST 15, 2012
[Lead] 5 Simple Ways to Take Your Lead Nurturing Program to the Next Level
You know that monthly newsletter you blast to your entire database under the guise of “lead nurturing”? And those Webinar invitations that you broadcast to every trade show lead you’ve generated since 2005? There was a time when lead nurturing was synonymous with simply staying in front of prospects. We need to talk.
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.
FEARLESS COMPETITOR | TUESDAY, APRIL 5, 2011
[Lead] 7 Keys to Successful Lead Scoring
Find New Customers to release the second in a series of great content regarding B2B lead generation. Sales Lead Generation using engaging, bite-sized content. Keys to Successful Lead Nurturing. Keys to Successful Lead Scoring. Follow Jeff on Twitter or download the free white paper on B2B lead generation.
B2BMARKETINGSMARTS | MONDAY, MARCH 4, 2013
[Lead] Step #1 in creating ideal B2B lead generation copy.
Step #1 in creating ideal B2B lead generation copy. B2B Lead Generation B2B Marketing Creative B2B Marketing Messaging B2B marketing lead generation Copy copywriting MessagingAfter a short stint writing copy at an ad agency, I discovered the world of B2B direct marketing. Early on in my B2B marketing [.]
VIEWPOINT | TUESDAY, MARCH 3, 2015
[Lead] When Bad Things Happen to Good Leads - Part 3
There is valuable data in non-lead outcomes that, if properly nurtured, can increase marketing returns substantially. Most recently, in part 2 of this series , we discussed pipeline dispositions*—prospects that are just one or two touches away from being converted to sales-ready leads. Lead Nurturing What a waste!
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, 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. Content Marketing: Consulting firm nets 388% more leads with 4-step strategy [Case study]. Tip #1. Tip #2. You may also like.
B2B LEAD GENERATION BLOG | MONDAY, APRIL 21, 2014
[Lead] Lead Generation: How to establish a connection offline
MarketingSherpa Lead Gen Summit 2014 Call for Speakers. Lead Generation: Does your teleprospecting deliver value to prospects? Lead Generation direct mail lead generation Lead Nurturing multichannel campaign multichannel marketing But in a recent live broadcast, the roles were reversed. The results weren’t ideal.
INBLURBS | FRIDAY, JUNE 1, 2012
[Lead] B2B Marketing Social Networks for more Business Leads
Social Networks have changed the marketing strategies for businesses online with wide range of advantages and quality leads for their business. Social Media is viral and if your business is successfully promoted in social media, you are very much successful in generating quality leads for your business online. Facebook. Google+.
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, MAY 25, 2011
[Lead] Buying software is easy. Fixing lead generation is hard.
B2B Lead Generation | Buying stuff is easy – fixing problems is hard. Unfortunately, there’s no “Wonder Herb in B2B lead generation and marketing either. What does your software purchase do toward fixing your company’s problems with generating quality sales leads? We hope you enjoy it.
IT'S ALL ABOUT REVENUE | TUESDAY, JULY 19, 2011
[Lead] 5 Common Stages of B2B Lead Nurturing
Lead nurturing provides a structural framework for delivering specific types of content that answers buyers’ questions when they ask them. While every lead nurturing program requires some tailoring, we outlined 5 common stages a prospect will go through and the kinds of content you should deliver. Welcome. Progressive. Accelerator.
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.).
THE POINT | MONDAY, FEBRUARY 27, 2012
[Lead] Lead Scores Too High? Maybe They Need An Expiration Date.
In the early stages of a recent client engagement, it became apparent that the schema already in place to determine and assign lead scores was, well: broken. The basic lead scoring recipe is typically a variation on the following: * assign positive scores for desired behavior or demographics (e.g. and so on. download trial version).
INBLURBS | FRIDAY, MARCH 23, 2012
[Lead] How B2B Marketers Can do Social Media Lead Generation the Smart Way
An increasing number of companies like Intuit, Sysco, Cisco, GE Healthcare and AT&T are using social media for effective business lead generation. To do their social media outreach B2B marketers include professional networking sites like LinkedIn which have proven to be an effective way to generate business leads.
INBLURBS | WEDNESDAY, MAY 23, 2012
[Lead] 9 Easy Steps How to Generate Business Leads on Google+
Setup landing pages which specially are dedicated to Google+ so you will know for sure that these leads are from your Google+ Page. inbound marketing landing pages Lead Generation social media marketing generate business leads Google+ lead generation Google+ marketingThis is a 21% increase from February. Automotive. 2.
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.
THE B2B RESEARCH BLOG | TUESDAY, JUNE 12, 2012
[Lead] It’s all about the lead
Two fifths (41%) of B2B marketers report that their single highest marketing priority for 2012 is to generate more of the salesperson’s raw material – leads. It seems that lead generation is not cheap. Around one quarter (28%) of B2B marketers are able to put a figure on how much it costs them to acquire a sales ready lead.
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?
FEARLESS COMPETITOR | WEDNESDAY, JUNE 12, 2013
[Lead] 7 Keys to Lead Scoring Success – for your sales lead generation programs
7 Keys to Lead Scoring Success. How do you separate the good leads from the not so good leads? How do you ensure you don’t give unqualified leads to Sales. The answer: Lead Scoring. Lead scoring is the concept of assigning values to behaviors. Keys to B2B Lead Scoring Success.
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.
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!
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.
IT'S ALL ABOUT REVENUE | SUNDAY, AUGUST 4, 2013
[Lead] 3 Reports Every Marketer Should Run to Measure Lead Scoring Effectiveness
Lead scoring is a widely discussed strategic topic among marketing automation users. Oftentimes the immediate tactical nuances include lead nurturing, content marketing, and dynamic content. Lead scoring isn’t an “old fashioned trick” we used two or three years ago when automation system adoption began to grow rapidly.
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 MARKETING INSIDER | TUESDAY, JULY 2, 2013
[Lead] How To Get Leads With Content Marketing
In marketing, we are always challenged with the question: how to generate more leads for the business. So how do we generate leads with content marketing ? There are 2 simple steps to get leads with content marketing: Create helpful content that attracts an audience. Convert that traffic to leads. And our products.
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%
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.
IT'S ALL ABOUT REVENUE | WEDNESDAY, MAY 22, 2013
[Lead] How To Predict Conversion Rates From Lead to Close With an ‘Exit Criteria’
This dynamic has always been the same: Marketing is frustrated by Sales not following up on their hard-won marketing qualified leads (MQLs), while sales complains that there aren’t enough “good” leads worthy of their attention. The truth is that the measurement linking lead to closed deal is precarious at best. Why You Now?™”,
THE POINT | TUESDAY, DECEMBER 23, 2014
[Lead] Infographic: 17 Tips for Generating Leads from Social PPC Advertising
B2B Marketing Campaign Strategy Demand Generation lead generation Online Advertising Online media PPC Advertising SEM Social Media facebook facebook advertising linkedin linkedin ad tips linkedin advertising social media advertising social PPC twitter twitter advertising Which social media platform makes most sense for your business?
B2B LEAD BLOG | MONDAY, APRIL 20, 2015
[Lead] Tactics for Optimal Lead Generation: How to Earn the Trust of B2B Clients
You already know that successful online lead generation often starts with bringing potential customers to a targeted, carefully designed landing page. B2B Lead Generation Lead Nurturing Lead Scoring marketing marketing insight The truth is, even if they’re signing up to get something of value for free, […].
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, JUNE 30, 2014
[Lead] Lead Generation: Streamlining the process for quality over quantity
Tweet For her first week on the job, Debbie Pryer, Program Manager, Siemens Healthcare, arrived ready to accept an intimidating challenge: Bring Marketing and Sales together for one common cause – generating quality leads. Marketing Research Chart: Most widely used lead gen tactics [MarketingSherpa Research Chart of the Week].
B2B MARKETING INSIDER | MONDAY, APRIL 20, 2015
[Lead] Hey Marketing: An Inquiry Is Not A Lead
We all agreed that a common understanding of the difference between an inquiry and a lead continues to be one of the biggest mistakes marketing makes. And And we accomplished this by focusing on giving sales what they wanted: truly qualified leads. Definition and clarity around the definition of a lead… An Inquiry Is Not A Lead.
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 | WEDNESDAY, MARCH 16, 2011
[Lead] The Sorry State of Sales Leads Today
points out the sorry state of sales leads today. Here are two take-aways: What Percentage of Marketing-Generated Leads do you Feel Fit your Sweet Spot? (i.e. “The leads marketing gives me are crap and the few that might fit have the wrong people identified. I feel sorry for salespeople. Quality leads matter.
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, MAY 31, 2011
[Lead] The Importance of Lead Nurturing Radio Show
B2B Lead Generation | The Importance of 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. Few companies do it at all, and very, very few do it well.
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.
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!
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.
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.
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
DIGITAL B2B MARKETING | WEDNESDAY, JUNE 12, 2013
[Lead] Why Good Content Delivers Bad Leads
There’s just one little problem: the leads are crap. Embrace the Bad Leads. No, of course you don’t want to focus on just getting more leads that aren’t in your market. Congratulations, you are a B2B content marketer. You have created a great industry blog and library of premium content. As it should.
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….
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.
VIEWPOINT | TUESDAY, MARCH 10, 2015
[Lead] When Bad Things Happen to Good Leads - Part 5
Lead Generation Lead Nurturing Don’t believe everything you read about executives not wanting to talk to vendors. Some years ago I learned that SVP and C-level executives are 2.5 times more likely to respond to quality voicemail and email than their junior reports. I was blown away!
THE POINT | TUESDAY, JANUARY 14, 2014
[Lead] More Evidence That Waiting Even 5 Seconds to Contact a New Sales Lead Can Be Disastrous
In my experience, most of the mental energy and strategic thinking around the practice of lead nurturing and lead management is usually applied to the goal of accelerating prospects through the sales process – from MQL to SQL, from SQL to Opportunity, and so on. And that lack of focus can be a big mistake. Probably not.
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.
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! Ruth P.
LOOPFUSE | FRIDAY, AUGUST 2, 2013
[Lead] 5 Ways to Reignite Cold Sales Leads
It happens to all of us. A hot new lead shows up, does all the right things, scores through the roof, we call and maybe even do a formal sales presentation then nothing. ” Read more about how to map your lead nurturing to your sales pipeline stages here. Use a longer term email lead flow. Send them a hand written note.
B2B LEAD GENERATION BLOG | SUNDAY, APRIL 29, 2012
[Lead] Lead Generation: Phone calls turn first-time webinar into million-dollar leads
Follow the lead of Jeremy Scully and take a high-stakes gamble: Put your reputation on the line to prove marketing’s value. As soon as the webinar was over, a standard email thanking attendees was automatically sent, and Scully commenced his lead-generation efforts. Webinar Replay: Teleprospecting that Drives Sales-Ready Leads.
LEAD VIEWS | MONDAY, JANUARY 24, 2011
[Lead] Is your Lead Nurturing Program Alienating your ‘Lead’?
For most B2B companies, Lead nurturing is an integral part of their overall marketing program. The time spent nurturing a Lead may vary from company to company and basis the way they score their leads on their response and activities. So how can you make your Lead nurturing program more Lead friendly? The Solution.
B2B LEAD GENERATION BLOG | MONDAY, NOVEMBER 4, 2013
[Lead] Lead Nurturing: How a social business strategy can help you move from selling to helping your prospects
Tweet At MarketingSherpa Lead Gen Summit 2013 , I had the privilege of sitting in on a session with Todd Wilms, Head of Social Strategy, and Adriel Sanchez, VP, Demand Generation, both of SAP , as they discussed how they use a business model called “social business” to help their teams across the globe engage local audiences. Tip #1. Tip #2.
B2B MARKETING INSIDER | TUESDAY, JUNE 19, 2012
[Lead] Lead Generation: When To Use Registration Forms
And marketers should employ strategies to identify and capture every one of these leads that we can for our businesses. And so the question arises: which content should I make “registration-required” in order to maximize my lead capture while also reaching the largest possible audience of potential buyers? Maybe you do the same?
ENGAGE | TUESDAY, MARCH 22, 2011
[Lead] Lead and I Will Follow: On Writing Good Leads
But a lot of that depends on my lead. The lead for an article can stop a person in his tracks —both the writer who is terrified to start writing the article and the reader who becomes captivated by a great lead. You should aim to write captivating story leads every day. What are your tips for writing your best leads?
B2B LEAD GENERATION BLOG | MONDAY, APRIL 20, 2015
[Lead] 4 Steps to Lead Nurturing: Walking the buying path with your customers
Tweet Lead generation can take you on a long hike. The goal of lead nurturing is to help progress leads from initial interest toward purchase intent. define lead nurturing as consistent and meaningful communication with viable prospects (those that are “a fit” for your solution), regardless of their timing to buy.
B2B LEAD GENERATION BLOG | MONDAY, AUGUST 26, 2013
[Lead] B2B Marketing: Why Marketing shouldn’t promise BANT qualified leads for Sales
Tweet Many marketers use a model for lead qualification based on these four key characteristics: B = Budget. A = Authority. N = Need. T= Timing. Let’s start by creating a common language for lead qualification that makes more sense than BANT. Their critiques of marketing leads are much more fundamental. They need each other.
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, 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, 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…. Q: Which methods have been the most effective at testing your value proposition? Tweet “It is absolutely necessary.
BIZNOLOGY | WEDNESDAY, OCTOBER 28, 2015
[Lead] How much should you pay for a sales lead?
When planning a B2B lead generation program, you need to deliver leads to your sales team at an affordable price. A neat way to determine in advance how much you can spend on a lead is to calculate the Allowable Cost per Lead for your campaign. Then, estimate the costs associated with qualifying a lead. 2,000.
LEAD VIEWS | FRIDAY, MARCH 18, 2011
[Lead] Identify, Engage & Convert Your Web Traffic Into Qualified Sales Leads
Name one place where a Lead or prospect can find all information about your company, its service/product offerings, management etc. Companies spend a lot of money to make their virtual homes engaging and interactive for their visitors, but only a very minuscule percentage of them actually view their websites as a source for generating leads.
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.
GROW - PRACTICAL MARKETING SOLUTIONS | THURSDAY, JULY 11, 2013
[Lead] Twitter leads Fortune 500 social media surge
77% of the Fortune 500 companies have an active Twitter account, leading all other social media platforms. The percent of corporations with Facebook pages varies by industry with Retail (96%), and Telecomm (88%) leading the way. This is an increase over 70% in 2012. of America, O’Reilly Automotive and Omnicare. Corporate Blogs surging.
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.
NUSPARK | SATURDAY, MAY 5, 2012
[Lead] SEO, Meta Descriptions, Content, and Generating Leads
You’ll get an idea on how these meta descriptions should be structured for lead generation. Assetpoint - I like the lead generation tactic with the free purchase report, as long as it’s still available. Once clicked, the opportunity for conversion and lead generation begins. You’ll find this interesting.
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.
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.
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.
B2B LEAD GENERATION BLOG | SUNDAY, JULY 22, 2012
[Lead] Lead Optimization: 10 audience questions answered
Tweet A couple of weeks ago, I presented the webinar, “ Optimizing the Lead: A data-driven optimization process that goes beyond lead capture.” ” Lead optimization is the core of revenue optimization – making as much money as possible from your time, energy and resources. If he doesn’t, he’s just an inquiry.
VIEWPOINT | TUESDAY, AUGUST 26, 2014
[Lead] Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:
Is it necessary to pre-qualify inbound leads? Should CMOs feel confident that these leads from marketing automation are ready for sales to close. Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline?
INDUSTRIAL MARKETING TODAY | SUNDAY, DECEMBER 12, 2010
[Lead] SAL is the Glue that Binds Sales and Marketing in Lead Generation
A lead is a lead, right? SAL – Sales Accepted Leads is the bridge between Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL). Clearly defining and understanding the implications of MQL, SAL and SQL are critical to the success of B2B lead generation. Defining qualified leads.
VIEWPOINT | TUESDAY, JULY 7, 2015
[Lead] PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]
Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. A key to this trend is lead scoring. According to SiriusDecisions’ Research Brief 1 , the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input.
THE POINT | FRIDAY, NOVEMBER 14, 2014
[Lead] Report: Trade Shows Generate Highest Quantity & Quality of Leads
And here’s where I think that analysis goes astray: First, demand generation effectiveness is not best measured by which channel generates the highest number of “quality” leads. Second, let’s consider what the survey respondents most likely meant by “lead quality” in this context. Far from it.
B2B MARKETING INSIDER | THURSDAY, JUNE 7, 2012
[Lead] Inbound Marketing Leads Costs Less
Recently I had a conversation with a fellow marketer who challenged the notion that inbound leads costs less. They pointed to the high cost per lead of some paid search (PPC) campaigns as evidence. So in this post, I will make my best attempt to show that inbound leads do indeed cost less. What is Inbound Marketing?
MARKETING ACTION | MONDAY, AUGUST 10, 2015
[Lead] How Important is Lead Scoring?
A lot of marketing teams still guess about when the right time is to pass a lead to sales. Without a consistent framework in place, your MQLs (marketing qualified leads) will be hit or miss, and your sales team will waste a lot of time pursuing leads that don’t convert. Lead Scoring Overview. Inaccurate lead information.
VIEWPOINT | TUESDAY, JULY 17, 2012
[Lead] Which is better in B2B Lead Generation? A $1,000 inbound lead or a $1,000 outbound lead?
Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” That's not to say that inbound leads are less valuable than outbound leads. I asked this question on Focus.com a few weeks ago and got answers that surprised me. &rdquo
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!
INDUSTRIAL MARKETING TODAY | THURSDAY, JUNE 18, 2015
[Lead] Lead Generation for Industrial Companies is a Process not a Campaign
I hear too many manufacturers and industrial companies talking about creating campaigns because they want to pump up their lead generation. Content Marketing Industrial Lead Generation Inbound Marketing Industrial content marketingThis is only a content summary. Please click on the headline to read the full article.
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?
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 | MONDAY, APRIL 14, 2014
[Lead] Lead Qualification: Webinar marketing strategy boosts conversion 500%
After realizing this challenge, Shelby and the team at Adobe put forth the idea that by creating more useful and relevant content to prospects, they could use that data to better qualify leads to Sales and discover where those leads were in the buying process based on what webinar content they consumed. You might also like.
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?
IT'S ALL ABOUT REVENUE | TUESDAY, JULY 8, 2014
[Lead] The State of B2B Lead Nurturing [New Benchmark Research]
Bizo recently released a survey that found lead nurturing is a critical tool for marketers, but at the same time, there is plenty of room for optimization, particularly when it comes to email. Some of the key findings of the survey, “The State of B2B Lead Nurturing,” are included in the infographic below. Lead Nurturing
VIEWPOINT | TUESDAY, MAY 5, 2015
[Lead] The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)
feel so strongly that nurturing needs to be a focus, I asked a panel of 11 experts to weigh in on the best lead nurturing programs (and processes) and what to expect in the coming year. To be clear, lead nurturing is not an isolated activity or stand-alone “campaign” as so many in the industry have described it. Lead Reengagement.
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.
GREAT B2B MARKETING | TUESDAY, JUNE 16, 2015
[Lead] Criteria of Efficient B2B Lead Generation Processes
My team and I are always preaching the doctrine of the consistent and predictable lead generation engine as a key […]. The post Criteria of Efficient B2B Lead Generation Processes appeared first on Great B2B Marketing. B2B Leads Lead Generation Lead-to-Revenue lead-to-revenue
B2B LEAD GENERATION BLOG | MONDAY, SEPTEMBER 8, 2014
[Lead] Stop Cold Calling and Start Lead Nurturing
Tweet Earlier this week, I had a call with a CEO of a small technology company who was wondering how to optimize his lead generation. Your lead-nurturing program is all about having consistent and relevant communication with viable prospects (those that fit with your product or service), regardless of their timing to buy.
IT'S ALL ABOUT REVENUE | FRIDAY, MAY 16, 2014
[Lead] New Benchmark Conversion Rates for Lead Stages [Infographic]
by Eloqua | Tweet this Maribeth Ross, Chief Content Officer and Marketing Effectiveness and Strategy analyst at the Aberdeen Group, recently released new research on how Best-in-Class companies are measuring and reporting conversion through lead stages. How do you benchmark lead stages and track your success? Marketing Measurement
NUSPARK | SUNDAY, SEPTEMBER 9, 2012
[Lead] Online Display Advertising, Targeting, and Capturing Leads
A Look at Online Display Advertising for Lead Generation. Lead generation and lead nurturing both can be done via a targeted display campaign. Lead Capture and Lead Nurturing. After the placement plan is developed and negotiated, banners now need to generate leads to your landing pages. Retargeting. Summary.
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.
VIEWPOINT | TUESDAY, AUGUST 19, 2014
[Lead] Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:
Is it necessary to pre-qualify inbound leads? Should CMOs feel confident that these leads from marketing automation are ready for sales to close? Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline?
NUSPARK | SATURDAY, JUNE 9, 2012
[Lead] Retargeting; An Internet Marketing Tactic to Increase Conversions Rates & Leads
For lead generation, conversion optimization, and lead nurturing strategies, retargeting may be the overlooked child, but there’s no question it can be very effective and an efficient tactic to bring prospects back to your website or content. Company C: Lead Nurturing. Lead management process. Let’s talk retargeting.
MODERN B2B MARKETING | WEDNESDAY, FEBRUARY 18, 2015
[Lead] [Infographic] Nurture Your Leads with Narrative
Author: Dayna Rothman Lead nurturing is the process of building effective relationships with potential customers throughout the buying journey. Lead nurturing happens across multiple channels, and for your communications to be effective, you need to tell a story. Infographic Lead Nurturing b2b good story.
IT'S ALL ABOUT REVENUE | THURSDAY, MAY 21, 2015
[Lead] 5 Ways to Reactivate Lost Leads Using Marketing Automation
When a lead expires, what do you do? Most companies move on to the next lead, forgetting about these leads entirely. After a few years have passed, this once insignificant pile of expired leads can look more like a mountain of missed opportunity. First, though, let’s dissect what a lost lead actually is.
ANNUITAS | THURSDAY, OCTOBER 30, 2014
[Lead] Why Cost Per Lead Can Be a Bad Metric
A recent study by Ascend2 shows that 25% of respondents state that their cost per lead (CPL) is increasing. For years marketers have been keen to show cost per lead (or in the words of Jon Miller from Marketo – investment per lead) as a metric that has meaning. 14%) to get a lead that could drive a deal of $125,000.