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  • 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.
  • 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. 
  • 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  |  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.
  • INBLURBS  |  MONDAY, SEPTEMBER 26, 2011
    [Lead] SHOCKING: How to Destroy your Business Reputation? BUY leads!
    It was the group about Online Lead Generation which I am a member of and where I contribute if there is a topic where I can help? But today I went through the posts and I thought OMG, they are talking about buying leads. This provider claimed to „generate thousands of real time leads in just about every vertical” ! You ask why?
  • 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, […].
  • 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  |  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!
  • B2B LEAD BLOG  |  MONDAY, DECEMBER 2, 2013
    [Lead] Learn How to Maximize Lead Generation
    And if you’re extra lucky, she agrees to an interview drawn from her new book “Maximizing Lead Generation.”. What are the biggest challenges for marketer to generate the number of leads they need currently? Learn the key framework from Ruth Stevens to create a lead process and generate more qualified B to B leads. Budget?
  • DIGITAL B2B MARKETING  |  TUESDAY, NOVEMBER 12, 2013
    [Lead] B2B Lead Generation: Publisher Programs
    Need leads? The more targeting you need, the more expensive those leads become. Over a series of three articles on B2B lead generation, we will look at types of programs or providers, how to measure the success of programs and things you can do to improve the results from your programs. It will cost you. Level of seniority?
  • 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?
  • 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
  • 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%
  • 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  |  THURSDAY, DECEMBER 29, 2011
    [Lead] How to Use Lead Scoring to Drive the Highest Return on Your Trade-Show Investment
    Smart marketers apply some type of lead scoring to leads generated from website, SEO, and email initiatives. recommend ranking trade show leads using the point-system outlined below – the higher the ranking, the hotter the lead. 1. Yet, they only ranked fourth in marketing effectiveness, under websites, SEOs, and emails.
  • VIEWPOINT  |  TUESDAY, JUNE 16, 2015
    [Lead] The Quest for Good Leads: Are You Asking the Right Questions?
    What’s a good lead rate? How much should a lead cost? The lead rate for high quality, enterprise opportunity leads has been roughly flat.) That said, for several years the elephant in the room has been inbound marketing and inbound marketing lead rates. have seen inbound lead rates reported as high as 11 – 14%.
  • 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.
  • 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?
  • 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.
  • 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.
  • 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!
  • THE POINT  |  THURSDAY, AUGUST 8, 2013
    [Lead] Top 10 B2B Lead Scoring Mistakes (Part 2 of 2)
    When a client says “We set up lead scoring but sales doesn’t pay any attention,” it’s a sure sign that something is amiss – and more likely the problem doesn’t rest with sales. Here’s Part 2 of our discussion of the most common B2B lead scoring mistakes. Scoring every Web page visit the same.
  • 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.
  • 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.
  • 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).
  • B2B LEAD GENERATION BLOG  |  SUNDAY, JULY 15, 2012
    [Lead] Optimizing the Lead: A data-driven optimization process
    Tweet Last Tuesday, I had the opportunity to share the most exciting aspect of working at MECLABS – Research Partnerships that allow us to test and optimize lead generation processes. It’s thrilling for me to observe lead generation strategy transform into revenue for our Research Partners.
  • 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!
  • FEARLESS COMPETITOR  |  THURSDAY, APRIL 12, 2012
    [Lead] 5 Keys to Successful Lead Nurturing
    The answer: Lead Nurturing. Silverpop and like products from Marketo, Eloqua and others offer wonderful lead nurturing capability, but software alone does not do lead nurturing. But what are the key concepts to keep in mind when crafting lead nurturing programs? Marketing lead-generation lead-nurturing
  • 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!
  • 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.
  • 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 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.
  • 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. 
  • FEARLESS COMPETITOR  |  MONDAY, MAY 9, 2011
    [Lead] The Lead Generation Assessment Service
    B2B Lead Generation | The Lead Generation Assessment Service. “The leads we get from Marketing are crap.&#. The leads they are getting are crap. Is it because our lead nurturing programs aren’t working? This is why most new clients of Find New Customers start with the Lead Generation Assessment Service.
  • 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.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JULY 27, 2015
    [Lead] The 3 Biggest Problems With Lead Nurturing
    Marketing automation and lead nurturing seem to go hand-in-hand. In fact, according to the 2014 B2B Enterprise Demand Generation Study conducted by ANNUITAS, 75% of respondents stated they are using lead nurturing. Marketing Automation Does Not Equal Lead Nurturing. Creating Lead Nurturing Campaigns.
  • B2B LEAD BLOG  |  MONDAY, MAY 4, 2015
    [Lead] Is Content Marketing Still Effective for Online Lead Generation?
    For the past few years, the buzzword in online lead generation was content marketing. B2B Lead Generation B2B Marketing Ideas Marketing and Sales Funnel Marketing Tips content marketingNow, some say content marketing has grown tiresome and it’s time for something new. Is content marketing […].
  • B2B LEAD GENERATION BLOG  |  SUNDAY, MARCH 18, 2012
    [Lead] Lead Nurturing: 9 questions answered on lead qualification, nurturing, and Marketing-Sales alignment
    Tweet A couple of weeks ago, I presented an American Marketing Association webcast , “ The One-Two Punch of Effective Lead Engagement: Accurate Lists and Powerful Content” (a replay of the webcast is posted below). These questions hit on key challenges in lead nurturing today. Map out the process.
  • 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  |  MONDAY, JUNE 10, 2013
    [Lead] How To Put Twitter Lead Generation Cards To Work With Marketing Automation
    Twitter recently announced an addition to its suite of Twitter Cards called Lead Generation Cards. Lead Generation cards allow for Lead Generation activities to happen directly from within twitter (both web and support clients). Create the Lead Gen Card in Twitter. by Joel Rothman | Tweet this. Create Form in Eloqua.
  • 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.
  • 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  |  FRIDAY, DECEMBER 14, 2012
    [Lead] How Much Of My Demand Generation Budget Should I Be Spending On Lead Nurturing?
    One of the most frequent questions we’re hearing from clients during this planning season pertains to the balance between pure lead generation on the one hand, and lead nurturing on the other. Even the most sophisticated lead nurturing program, however, depends on a stream of new leads entering the top of the sales funnel.
  • 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%. 
  • 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.
  • VIEWPOINT  |  THURSDAY, MARCH 5, 2015
    [Lead] When Bad Things Happen to Good Leads - Part 4
    So far over the course of this series we’ve covered how marketing to non-lead outcomes, such as pipeline and nurture dispositions*, can substantially increase return on marketing programs. Yes, we have a problem in that sales has a tendency to ignore leads from marketing. Lead Generation The key is not to give up too early.
  • 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.
  • SYNECORE  |  TUESDAY, MARCH 18, 2014
    [Lead] Don’t Share Leads, Share Lead Intelligence
    Complete Lead Intelligence. Lead intelligence? Is transferring a list of leads not sufficient for the sales team? Through the efforts of the marketing team, leads are generated. The lead list is often limited to basic information such as name, phone number, and email address. Lead Alerts. Marketing to Sales.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, JANUARY 25, 2013
    [Lead] 3 Types of Content that Can Bring In More Leads
    by Jesse Noyes | 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. First you engage, then convince, and finally you can drive leads. Real-Time Content.
  • 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.
  • 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.
  • 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.
  • CLIENT BRIDGE  |  SATURDAY, SEPTEMBER 18, 2010
    [Lead] LinkedIn for Lead Generation
    But is also can be used to generate leads for your business. If these links lead to lead capture pages, this can be a direct source of leads. Make sure to utilize landing pages in your marketing so that you can capture leads from your efforts. Below are a few tips. According to LinkedIn, you can target 7.9M
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 3, 2012
    [Lead] Thriving in the Pressure Cooker: 5 tips for optimize your time, knowledge for better lead gen
    So it is with generating leads – yet, when the funnel needs to be fed now, we toss in more leads, turn up the pressure, and voila! Master the essentials of lead generation.  ( Universal Lead Definition: Why 61% of B2B marketers are wasting resources and how they can stop ). Uncover qualified leads.
  • 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?
  • 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.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, JULY 28, 2013
    [Lead] To Score or Not to Score: How Does Your Lead Scoring Strategy Stack Up?
    by Jody Mooney | Tweet this Given that Marketing Sherpa estimates that 79% of marketers have not yet established lead scoring, we thought it would be interesting to see how Eloqua’s modern marketers stack up against the rest of their peers. So, ready to start scoring your leads? What did we find? So why does it matter? 
  • 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.
  • 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!
  • 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.
  • 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 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.
  • 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.
  • 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.
  • 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.
  • 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  |  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?
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, SEPTEMBER 15, 2014
    [Lead] How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies
    I have yet to come across a manufacturer, a distributor or an engineering firm that didn’t ask for more leads. The post How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies by Achinta Mitra appeared first on Industrial Marketing Today. No surprise there! This is only a content summary.
  • 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.
  • 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+.
  • 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.
  • 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.
  • 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.
  • 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 MARKETING INSIDER  |  TUESDAY, NOVEMBER 5, 2013
    [Lead] How Much Does A Lead Cost? [Infographic]
    The folks at Madison Logic just released an infographic that breaks down the cost of a lead across various industries. While Healthcare leads cost almost twice that at $65. Here in the technology industry were closer to the middle at $43 per lead just below HR leads of $45. How Much Does A Lead Cost? What is BANT?
  • 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  |  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.
  • 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.
  • 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?
  • 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.
  • 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.
  • THE POINT  |  FRIDAY, JULY 13, 2012
    [Lead] Do Lead Nurturing Campaigns Always Need an Offer?
    Which leads to another question: do certain types of campaigns even need an offer in the first place? Take lead nurturing : is it strictly essential that every lead nurturing touch include a specific, gated, call to action? have my concerns, however, about extending it to lead nurturing and the email medium. Occasionally?
  • 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  |  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.
  • 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.
  • 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, 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.
  • FEARLESS COMPETITOR  |  TUESDAY, MARCH 8, 2011
    [Lead] How to turn a good white paper into a great lead generation piece
    Great content or a great lead generation tool. Do you want a trickle of leads or a flood? To illustrate, let’s look at an example of how to turn a nice white paper into a great lead generation program: Let’s say you hire a company like the B2B lead generation company Find New Customers to write a white paper for you.
  • 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 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.
  • MARKETING INTERACTIONS  |  TUESDAY, MARCH 8, 2011
    [Lead] Lead Generation is NOT IT
    Time and again, I see lead generation as a top priority goal while lead nurturing comes in at the bottom of the heap - behind web traffic and brand awareness for crying out loud. Lead Generation is a hello and a handshake. Lead Nurturing is the art of building a relationship with purpose. Big difference. Period.
  • VIEWPOINT  |  MONDAY, JULY 20, 2015
    [Lead] The sales rep said, “I never got a lead yet that turned into a sale.”
    As I closed my part of the program by projecting an ROI (number of raw inquiries, qualified leads, and projected sales) from our new lead generation program, I innocently asked if there were any questions. The leads she was getting maybe weren’t turning into a sale for her, and that was a different problem. Lead Generation
  • 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.
  • MARKETING INTERACTIONS  |  MONDAY, MAY 30, 2011
    [Lead] The "Why" for Lead Nurturing
    Lead nurturing is not a one-size-fits-all endeavor. often hear lead nurturing talked about as an email campaign designed to turn prospects into buyers through the use of compelling content over the course of their buying process. That's exactly what lead nurturing should accomplish. And, they're correct.
  • VIEWPOINT  |  THURSDAY, JULY 9, 2015
    [Lead] PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]
    We recently asked top industry experts the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Because it has become clear that marketing automation is making it easier than ever to generate poor quality leads. Part 1.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, APRIL 8, 2012
    [Lead] Lead Scoring: How to pick the right ingredients for high ROI
    Tweet Marketers use lead scoring to slice all the potential deals in their pipelines and serve the sales team what it’s hungry for — leads that are ready to buy. Each attribute and action adds to a lead’s total score. When the score hits a pre-determined threshold, the lead is served to Sales. Watch a webinar?
  • 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. 1.
  • 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?
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