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  • FEARLESS COMPETITOR  |  TUESDAY, APRIL 26, 2011
    [Lead] Trust and the Big Lie of Lead Generation
    B2B Lead Generation : Capturing Accurate Information on Forms. provocative post called The Big Lie of Lead Generation. How many leads will you need to make your quota? Jeff Ogden is President of the  B2B lead generation  consultancy,  Find New Customers. Last Friday, someone filled out this form to download content.
  • 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.
  • 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.
  • 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.
  • 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?
  • 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.
  • 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.
  • LEADSLOTH  |  THURSDAY, APRIL 15, 2010
    [Lead] Lead Nurturing Checklist for Marketing Automation
    If you want to make a start with Lead Nurturing, what are the right questions to ask? In this post I present a short checklist of questions to ask before you get started with lead nurturing: Do you want to nurture new leads, existing leads or both? When do you send leads to sales? Segmentation. Content.
  • FEARLESS COMPETITOR  |  TUESDAY, JANUARY 4, 2011
    [Lead] Trends and Challenges in Lead Generation 2011
    David Green of MECLABS I wish I had audio for this great lead generation slide presentation, but anyone who watches it will come to a strong conclusion.
  • B2B LEAD 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?
  • 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.
  • 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.”
  • CRIMSON MARKETING  |  FRIDAY, JUNE 7, 2013
    [Lead] Don’t Waste Time Stressing Over Leads
    I hear this a lot from many VPs of Marketing: “My biggest problem is leads. And my next biggest problem is leads. And the biggest problem after that is leads.”  An important part of the marketing mix is to help the VP of Marketing address this issue by helping him provide the sales organization with leads.
  • LEAD VIEWS  |  THURSDAY, DECEMBER 30, 2010
    [Lead] B2B Marketing & Lead Generation predictions for 2011!
    Lead generation is an intrinsic part of every B2B organization, without this activity it is impossible to keep a business up and running. 2010 saw many interesting trends in the space of B2b online Marketing and Lead generation. All the leading marketing automation solution providers including LeadFormix reported exponential growth.
  • BUYEROLOGY  |  THURSDAY, APRIL 19, 2012
    [Lead] Are Your Lead Generation Tactics Targeting The Wrong Buyer? 4 Steps You Can Take.
    Lead generation today is becoming the art and science of targeting.  A problem facing organizations today is getting a handle on who to target and where to target.  Nearly 30% expressed dissatisfaction with lead conversion to sales.  A recent CSO Insights report indicated that only 20% of organizations understood their buyer’s buying process. 
  • 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?
  • SMASHMOUTH MARKETING  |  MONDAY, AUGUST 3, 2009
    [Lead] Sales Ready Leads: Quality vs. Quantity
    Whether it's inbound marketing or outbound marketing there are costs associated with a lead, there are costs associated with the time and effort needed to convert that lead to an opportunity, and there are costs tied to the quality of those leads and how that impacts conversion rates. As David Greenberg, Sr. Quality Vendor.
  • FEARLESS COMPETITOR  |  THURSDAY, DECEMBER 16, 2010
    [Lead] Outsourced b2b Lead Generation gives 43% better results than In-House
    Click to access the Focus Roundtable on B2B Lead Generation Using outside professionals to help your company implement B2B lead generation gives 43% better results than hiring your own person. Case closed!
  • 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.
  • INBLURBS  |  SATURDAY, FEBRUARY 9, 2013
    [Lead] Lead Generation with Inbound Marketing and PPC Advertising done right!
    In the past years Pay per click marketing has been a quick and easy solution for businesses to generate leads. When you do PPC than you generate leads as long as you pay. When you stop your PPC campaign then you will not generate leads anymore! Why is this inbound marketing such a great way to generate leads? Boosts SEO.
  • FEARLESS COMPETITOR  |  MONDAY, JUNE 20, 2011
    [Lead] B2B Lead Generation | Where Are You Today?
    B2B Lead Generation | Where Are You Today? An SVP of Worldwide Marketing used this to describe where his 1/2 billion software company fit today in B2B Lead Generation. His point: They were primitive – no content marketing, no lead nurturing, no lead scoring, no marketing automation, etc. It’s our gift to you.
  • 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.
  • 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.
  • 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.
  • FEARLESS COMPETITOR  |  MONDAY, JANUARY 23, 2012
    [Lead] The Awesome Power of B2B Lead Nurturing
    Lead nurturing , done right, offers the “biggest bang for the buck” in B2B today, according to the experts. Power of lead nurturing in B2B. To learn about lead nurturing, please visit Find New Customers Lead Nurturing. Marketing lead-generation lead-nurturing management-best-practices marketing-campaigns
  • BIZNOLOGY  |  FRIDAY, JULY 31, 2015
    [Lead] 5 do’s & don’ts of B2B lead qualification
    Lead qualification is one of the primary jobs for B2B marketers, and a great deal of time and money is spent on this step of the sales cycle. Now that I’ve stated the obvious, I see both good and bad lead qualification processes in the market. Which leads me to 5 Do’s and Don’ts of B2B lead qualification. Wrap-Up.
  • 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.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, APRIL 8, 2013
    [Lead] How to establish your company’s Social Media Lead Team
    One of the most important things a company can do is to create a Social Media Lead Team to help drive the change you need that will support your efforts. By the way, doesn’t “Lead Team” sound a lot better than “committee?” What does a Social Media Lead Team do? How often should the Lead Team meet?
  • LEAD VIEWS  |  FRIDAY, JULY 16, 2010
    [Lead] Blog to Generate Leads
    The importance of Corporate blogging is known to all, but few companies are able to use this medium as a lead generation tool. Yes, corporate blogs are an excellent resource for Lead generation. Talk of any online brand building exercise and Corporate blogs will emerge as the cheapest, most effective and easily manageable solution.
  • 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.
  • 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
  • THE POINT  |  MONDAY, OCTOBER 20, 2014
    [Lead] Research Report: Lead Gen Not as Easy as Marketers Think
    Just look at the sudden influx of companies boasting so-called “predictive analytics” solutions – software that allows marketers to better score leads, acquire new names, target market sectors, and even refine message and content, based on highly sophisticated algorithms. Just when did demand generation get this complicated?
  • VIEWPOINT  |  FRIDAY, JUNE 5, 2015
    [Lead] How to Set Your Outsourced Lead Generation Program Up for Success (pt 3)
    In the first 2 parts of this series we discussed the role of executives and best practices for planning and preparation when outsourcing your lead generation program. Expect two qualified, sales-ready leads per FTE per week. The appointment is NOT a highly qualified sales-ready lead. Did the lead meet the agreed upon criteria?
  • 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.
  • 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
  • B2B LEAD GENERATION BLOG  |  SUNDAY, OCTOBER 21, 2012
    [Lead] Ideal Customer Profiles: 5 steps to ensure your lead generation stays on target
    An ICP is the foundation of your entire lead generation program. It helps you narrow your lead generation universe and provide a standard against which you can prescreen opportunities. The dangers of not having an accurate ICP: If your ICP isn’t spot on, your lead generation will be off and there will be no getting it on track. 
  • INBLURBS  |  MONDAY, SEPTEMBER 12, 2011
    [Lead] 3 Ways how to use Online Video for Business Lead Generation
    So you can create a buzz on the web, get a lot of attention from your target audience, a ton of creative videos online which mention your brand and can lead further interested people to your business. The average internet user is watching 30 minutes of video online daily! These people mostly lookout for entertainment. Tweet this on Twitter!
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, AUGUST 6, 2015
    [Lead] Take Marketing Automation Further and Automate Lead Distribution
    It is what sales teams often say is more important than anything else: Delivering qualified leads! Even with all of the advances we’ve made in marketing automation, many marketing and sales teams are still sharing and tracking leads manually or with “lite” technology. The result? Quality vs. Quantity.
  • 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, 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?
  • 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.
  • LOOPFUSE  |  THURSDAY, JULY 21, 2011
    [Lead] Lead Nurturing with Education
    Filling this gap with strategic marketing automation lead flows in Loopfuse that help the buyer to ask the right questions sets up a qualified lead for your sales team. Lead Nurturing LoopFuse Marketing Automation AscendWorks lead nurturing Loopfuse Success SalesIf you sell a sophisticated product or service, [.].
  • FEARLESS COMPETITOR  |  TUESDAY, FEBRUARY 15, 2011
    [Lead] New “Cheat Sheet” on B2B Lead Nurturing
    Lead nurturing is poorly understood and rarely implemented well. Many people now know how important lead nurturing is today. We wrote a very popular … Continue reading → Demand Generation lead generation Lead Nurturing Lead Scoring Leadership Management best practices Marketing Marketing Automation Sales 2.0
  • B2B LEAD BLOG  |  SUNDAY, OCTOBER 13, 2013
    [Lead] Lead Nurturing, a Pipeline Full of Bluebirds
    That beautiful lead that flies in our door, sales ready, BANT-confirmed, with authority to buy now – and does. But … what if we could change the game , and through lead nurturing, build a Pipeline of Bluebirds. Lead Scoring Let’s consider The Bluebird. Out of our control, out of nowhere. .
  • 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?
  • MODERN B2B MARKETING  |  WEDNESDAY, MARCH 9, 2011
    [Lead] My Secret Methods for Turning Marketing Leads into Qualified Sales Leads
    by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. Others refer to this group with different titles: Lead Qualification, Lead Generation, Business Development or even Inside Sales, though I don’t prefer that label since it incorrectly implies the group carries a revenue quota.). Superior data.
  • LOOPFUSE  |  TUESDAY, SEPTEMBER 13, 2011
    [Lead] Increase prospect & lead capture rates. create an "Engagement Zone"
    The percentage of that traffic converted to contacts, prospects, leads and actual business is woeful. Customer Acquisition Inbound Marketing Lead Capture Lead Generation Lead Management Lead Nurturing LoopFuse Marketing Marketing Automation Sales Thought LeadershipWhy is that, and what can we do?
  • 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.
  • LEADSLOTH  |  WEDNESDAY, SEPTEMBER 1, 2010
    [Lead] Learn Holistic Lead Nurturing
    Would you like to learn how Lead Nurturing can turn more of your leads into revenue? On a single afternoon in New York City, Silverpop brings together several expert speakers to discuss Holistic Lead Nurturing strategies. See below for an overview of Holistic Lead Nurturing. What Is Holistic Lead Nurturing?
  • 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.).
  • 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….
  • 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.
  • LOOPFUSE  |  FRIDAY, AUGUST 10, 2012
    [Lead] Replay of email lead nurturing training session [Video]
    Once you have that mapped out, then start with simple lead flow and grow from there.  There is a great deal of flexibility in our lead flows so start with what you know and go from there. Want to get started with email lead nurturing?  Read this post on a  Simple Lead Nurturing Example for Every Business. Enjoy!
  • SMASHMOUTH MARKETING  |  THURSDAY, OCTOBER 1, 2009
    [Lead] Lead Generation Tip - Take 3 Hour Lunches
    There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. For many reps, unless territory comes into play, lead gen exists in a three-time-zone map.
  • 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.
  • SALES CHALLENGER  |  TUESDAY, MARCH 12, 2013
    [Lead] How Not to Lose a Lead
    A successful sale often starts with a well-qualified lead. What’s equally important is the salesperson that nurtures and closes that lead. Because, we all know even a well-qualified lead in the hands of a salesperson that cannot engage the customer is as good as no lead. This has implications for lead assignment as well.
  • MARKETING GENIUS BLOG  |  FRIDAY, APRIL 9, 2010
    [Lead] Broad Reach + Intelligent Lead Nurturing = Increased Revenue
    One Wednesday we hosted a great panel of experts to discuss in depth how to leverage content, lead nurturing and new technologies to build stronger relationships and drive more revenue. Sales generally doesn’t want to spend a lot of time combing through low-quality leads to find the gem. Content needs to be created to drive response.
  • THE POINT  |  TUESDAY, DECEMBER 18, 2012
    [Lead] 3 Models for Gating Lead Generation Content on Your Website
    Ask a group of B2B marketers whether their Websites’ lead generation content (white papers, archived Webinars, case studies, videos, etc.) At one end of the spectrum, there are those that believe gating Web content is the most efficient way to convert Web visitors to actionable sales leads. So the question is: To gate or not to gate?
  • 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 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
  • 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
  • VIEWPOINT  |  TUESDAY, JUNE 2, 2015
    [Lead] How to Set Your Outsourced Lead Generation Program Up for Success (pt 2)
    What makes some lead generation programs fail and others flourish? As an outsourced lead generation company we see a wide array of scenarios, which allows us to offer insight into what clients can do to maximize results. The planning involved in setting up a lead generation program incorporates the same principle. The result?
  • FEARLESS COMPETITOR  |  WEDNESDAY, FEBRUARY 2, 2011
    [Lead] B2B Lead Generation: Outsourced gives 43% better results than In-House
    Using outside professionals to help your company implement lead generation programs gives 43% better results than hiring your own lead generation person and it costs a lot less. Case closed!
  • 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.
  • 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.
  • SAZBEAN  |  TUESDAY, OCTOBER 5, 2010
    [Lead] Generating Quality Leads Online
    Building relationships is important and using that same tactic online will help generate quality leads. Target those people online so you get leads that are more likely to be interested. The leads with the highest quality, offline or on, are referrals from your network. How do you generate quality leads online?
  • 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.
  • 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.
  • 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.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, AUGUST 5, 2012
    [Lead] How IntraLinks Used Social Media to Generate Twice as Many Sales-ready Leads as Any Other Channel
    In this high-tech world, social media has revealed itself to be a lead generation goldmine. Twice as many sales-ready leads as any other lead generation channel. In February, Johnson enlisted the help of a B2B social media lead generation agency, to develop a lead generation campaign on LinkedIn. Setting direction.
  • VIEWPOINT  |  FRIDAY, OCTOBER 31, 2014
    [Lead] Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 2)
    The leads are weak? Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The leads are weak! ” Lead Qualification You’re weak! You’re weak!”
  • FEARLESS COMPETITOR  |  FRIDAY, MARCH 1, 2013
    [Lead] Happy Birthday, sales lead generation company Find New Customers – belatedly
    Buffer On February 13, 2009, the sales lead generation company Find New Customers was born. We also have a lot of great content on BtoB marketing, lead nurturing, lead scoring, and more on sales lead generation  - all of which can be found at www.findnewcustomers.com. You can follow Jeff on Twitter at @fearlesscomp. .
  • 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.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, MARCH 4, 2012
    [Lead] Lead Nurturing: Build trust, win more deals by helping prospects – not selling them
    This is what lead nurturing is all about. Here’s the lead-nurturing litmus test : Can prospects benefit from the information you provide regardless of whether they buy from you? Even better, nurturing leads will give you a competitive edge considering a whopping 65% of B2B organizations don’t have any kind of lead-nurturing program.
  • 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.
  • VIEWPOINT  |  THURSDAY, MAY 28, 2015
    [Lead] How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)
    As an outsourced lead generation company, one of the ways we can best serve our clients is to offer insight on what they can do to maximize the results from their program. Over ten years ago I put together a comprehensive list of the top reasons outsourced lead generation programs fail. Lead Generationcannot stress this enough.
  • VIEWPOINT  |  THURSDAY, MAY 7, 2015
    [Lead] The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)
    This topic is of such importance, I reached out to fellow industry leaders and asked them to share their outlook on lead nurturing programs (and processes) and what to expect in the coming year. His lead nurturing program did precisely that. Eleven sales & marketing experts on the importance of lead nurturing. It’s 2015.
  • BUYEROLOGY  |  TUESDAY, APRIL 5, 2011
    [Lead] The Link Between Lead Nurturing and Buyer Experience Marketing
      One approach whose value is on the rise is that of Lead Nurturing.  The approach taken towards lead nurturing could make a huge difference.    With the concept of lead nurturing still in many respects a new one, companies are struggling on exactly what to do and perhaps how to implement lead nurturing. 
  • LOOPFUSE  |  WEDNESDAY, APRIL 25, 2012
    [Lead] A Little Lead Flow Love: Setting Up Your Lead Nurturing Email Program [How To]
    Getting started with marketing automation is fairly simple on the surface: you set up some email campaigns, import your contact lists, and start sending them down lead flows to people when they most benefit from the information. Lead flows can be as complex or as simple as you need them to be. Know where you want prospects to end up.
  • VIEWPOINT  |  WEDNESDAY, OCTOBER 29, 2014
    [Lead] Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 1)
    The leads are weak? Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The leads are weak! ” Lead Qualification You’re weak! You’re weak!”
  • 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.
  • LOOPFUSE  |  WEDNESDAY, FEBRUARY 16, 2011
    [Lead] Keys to Lead Nurturing Success
    Lead Nurturing Thought Leadership Andy Ellicott SMB Lead Nurturing Best Practices
  • LOOPFUSE  |  MONDAY, MARCH 11, 2013
    [Lead] Create a Leads by Score report in Salesforce.com to prioritize sales efforts
    This can all be summarized into a lead score that is a quantitative measure of how engaged (or not) a prospect is and, by extension, how ready they are for sales engagement.  Lead scoring doesn’t have to be complex as a few simple scoring rules will allow the best opportunities to rise the top.
  • FEARLESS COMPETITOR  |  SUNDAY, FEBRUARY 24, 2013
    [Lead] Rebuilding a sales lead generation business after a crisis
    My sales lead generation firm Find New Customers was left behind. The business I had left behind, the sales lead generation company Find New Customers , was suffering from neglect. Author : Buffer, Inc Website : [link] --> The post Rebuilding a sales lead generation business after a crisis appeared first on Fearless Competitor.
  • 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.
  • VIEWPOINT  |  TUESDAY, JULY 14, 2015
    [Lead] PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]
    This is the final installment of a three-part series in response to 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 we care about quality leads. Lead scoring models are: Based on assumptions. Part 1.
  • FEARLESS COMPETITOR  |  MONDAY, AUGUST 15, 2011
    [Lead] The Power of B2B Lead Nurturing
    B2B Demand Generation | The Power of Lead Nurturing. We’re honored that Find New Customers is considered experts in B2B lead nurturing and scoring. To learn about the Lead Nurturing and Scoring services offered by Find New Customers, click the highlighted words below.: Lead Nurturing and Scoring.
  • LEADERSHIP  |  TUESDAY, MARCH 24, 2015
    [Lead] Transform Your B2B Lead Generation with Storytelling
    B2B lead generation is touted as the worthy cause for spewing all this meaningless content with the goal of attracting quality leads and converting more leads into sales. The consequence of poor quality content is a high bounce rate and a sales team left scrambling for quality leads with no support from marketing.
  • WORKFACE  |  MONDAY, OCTOBER 17, 2011
    [Lead] Sales Leads Are Best Served Hot
    Leads: every sales person wants more of them and every marketing professional feels pressured to produce them. Not just any leads though. The good leads. As Jack Lemmon would have put it, the Glengarry leads. So, what makes a lead good? But the lead also has to be hot. The qualified ones. You are impressive.’
  • 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, JULY 15, 2011
    [Lead] A Lead Generation Plan Begins With Content Marketing Strategy
    Here’s a sample excerpt of a  digital marketing/ lead generation proposal we did recently I thought I’d share because it really is a compilation of recent blog posts in a way. Our approach to lead generation beings with a message strategy. From there, the lead generation plan is developed, followed by lead nurturing.
  • NUSPARK  |  FRIDAY, JULY 15, 2011
    [Lead] A Lead Generation Plan Begins With Content Marketing Strategy
    Here’s a sample excerpt of a  digital marketing/ lead generation proposal we did recently I thought I’d share because it really is a compilation of recent blog posts in a way. Our approach to lead generation beings with a message strategy. From there, the lead generation plan is developed, followed by lead nurturing.
  • B2B LEAD GENERATION BLOG  |  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  |  TUESDAY, NOVEMBER 4, 2014
    [Lead] Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 3)
    The leads are weak? Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? Lead Qualification You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. The are weak! You’re weak!”.
  • SMASHMOUTH MARKETING  |  THURSDAY, JANUARY 7, 2010
    [Lead] Lead Gen Tips from Yogi Berra
    Ask open ended questions -- leading questions. The more they talk, the less you can get in trouble. "If you don't know where you are going, you might wind up someplace else: " What is your goal of your lead gen activity? Are you trying to do qualified lead gen ? What other quotes can you tie to lead gen tips
  • B2B LEAD GENERATION BLOG  |  SUNDAY, JANUARY 31, 2010
    [Lead] Lead nurturing thoughts to share
    Lead nurturing supports the conversation of the buying cycle. Focus on viable leads first, not your whole database. If your sales team is following up on nurtured leads, give them relevant/related talking points to use. Share your thoughts on lead nurturing in the comments The first impression matters. So does the second.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MAY 4, 2011
    [Lead] How to Prioritize Sales Leads Part 1 – Mac McConnell of Bluebird Strategies
    B2B Lead Generation | How to Prioritize Leads | Part 1 of 3. As the President of the B2B lead generation consultancy, Find New Customers , I’m continually searching for great FREE content to help our clients and fans to improve revenue results. sales challenges sales funnel Sales Leads sales-ready leads
  • MARKETING INTERACTIONS  |  TUESDAY, JANUARY 11, 2011
    [Lead] These B2B Leads Suck! Really?
    How many times has a sales team told a marketing team that the leads they source for them suck? But, even with marketers working harder to qualify leads and develop them to the point of sales readiness, I'm not seeing a huge shift in how sales teams approach them after the handoff. Leads don't suck. CSO Insights).
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