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  • 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.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, JULY 1, 2012
    [Lead] 3 Principles for Effective Teleprospecting that Drove an 839% Increase in Leads
    When I first started teleprospecting with MECLABS (publisher of the B2B Lead Roundtable Blog), I was unsuccessful, to say the least. I was unaware of the real goal of the call, lacked an effective strategy, and was generally unprepared. After about 900 calls, my results were disappointing — I only had one lead! Build a relationship.
  • 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.
  • 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.
  • 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.
  • 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.
  • VIEWPOINT  |  TUESDAY, JULY 29, 2014
    [Lead] He said, “One of us is wrong, and it surely isn’t me!”
    The sales manager, Mark, was adamant that his salespeople were following up the good leads and only ignoring the unqualified, ‘never-gonna-buy’ leads. “They know instinctively,” he said, “who the buyers are, and Marketing isn’t finding enough ‘good’ leads. ” Was he right?
  • LEAD VIEWS  |  FRIDAY, JUNE 17, 2011
    [Lead] Build Lead Personas For Better Lead Nurturing
    Lead nurturing is an important aspect of B2B marketing and plays a pivotal role in the conversion of leads into qualified leads and qualified leads into customers. So what is it that really differentiates a lead nurturing activity from your regular email marketing activity? Developing personas.
  • ANYTHING GOES MARKETING  |  THURSDAY, AUGUST 26, 2010
    [Lead] Lead Scoring Has Drastically Changed – How do You Measure up?
    Tags: marketing metrics data management lead management lead qualification
  • LOOPFUSE  |  TUESDAY, JULY 23, 2013
    [Lead] Accelerate Sales with Lead Nurturing [Video]
    We had a great session Wednesday of last week covering how to accelerate sales with lead nurturing.  We covered the basics of setting up a simple time-based email lead nurturing program and then got into some more advanced scenarios using conditional elements and stages of the sales pipeline pulled from a CRM system. Enjoy!
  • GREAT B2B MARKETING  |  FRIDAY, APRIL 3, 2015
    [Lead] Nine Critical Criteria For Selecting Lead-to-Revenue Technology
    CRM Lead-to-Revenue Marketing Automation lead-to-revenue My team and I write lots of content for our B2B clients. We also keep our own content stream flowing […].
  • 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.
  • LOOPFUSE  |  MONDAY, NOVEMBER 28, 2011
    [Lead] 4 Reasons Why LoopFuse Forms Are The Best Web-to-Lead Solution
    One question that seems to come up time to time is: “How do LoopFuse web forms differ from Salesforce.com’s Web-to-Lead feature?” Web-to-Lead and LoopFuse forms do share a lot of common functions, so I think that is where the initial confusion lies. There is quite a bit more, however, that LoopFuse forms can do for your Lead capture.
  • NUSPARK  |  MONDAY, DECEMBER 5, 2011
    [Lead] The A-Z Guide to B2B Lead Generation
    I thought I’d have fun with this post and attempt to explain key principles of lead generation and inbound marketing in an A-Z glossary format.  Driving clicks to your websites and landing pages do not persuade visitors to become leads unless the right elements are in place to optimize conversions.  What else can G be? 
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, FEBRUARY 21, 2012
    [Lead] The What, Who and Why of Lead Scoring [Video]
    by Jesse Noyes | Tweet this If you work in B2B marketing, there’s a good chance you’ve heard about lead scoring. But maybe you’re wondering what exactly lead scoring means, who are the types of companies using it and why you should do the same. What is lead scoring? Who is using lead scoring? Why do I need lead scoring?
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, JUNE 13, 2014
    [Lead] How to Nurture Contacts Beyond the Inbox
    Marketing automation systems are primarily known for automating email delivery, lead nurturing, database segmentation, and marketing attribution analysis, among other things. Download a free copy of “ The Eloqua User’s Guide to Lead Nurturing Beyond the Inbox.” Lead Nurturing Follow Pete on Twitter @slapschott.
  • 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.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, APRIL 28, 2014
    [Lead] Industrial Lead Generation Can’t Happen Without Conversations
    Content Marketing Industrial Lead Generation Industrial Marketing What are the top two things my clients want from their industrial website redesign? It isn’t too difficult to guess, they are: Get found in Google (SEO) Get site visitors [.]. This is only a content summary. Please click on the headline to read the full article.
  • THE POINT  |  MONDAY, NOVEMBER 15, 2010
    [Lead] 5 Ways to Segment Your Lead Nurturing Campaign
    Relevancy is one of the key factors in generating a consistent response from your lead nurturing emails: the more relevant your message to the reader’s job function, industry, interests, and stage in the selling cycle, the more likely he/she will be to respond. Lead source. Don’t dump all inbound leads into the same bucket.
  • B2B LEAD BLOG  |  FRIDAY, NOVEMBER 22, 2013
    [Lead] What is a Lead? What is a Prospect?
    As marketing rapidly evolves with marketing automation and predictive lead scoring , metrics and definitions evolve. Lead and Prospect are two words we hear a lot in marketing and sales roles but very rarely meaning the same thing. Leads can also come in from one of the above sources. That’s it. So what about prospect?
  • LOOPFUSE  |  FRIDAY, AUGUST 10, 2012
    [Lead] Replay of email lead nurturing training session [Video]
    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!
  • PUZZLE MARKETER  |  MONDAY, JUNE 10, 2013
    [Lead] Blogging Leads to Sales
    If that traffic is targeted correctly, then more traffic typically means more leads and more customers. Blogging was recorded as the most effective lead generation category as being “Below Average Cost Per Lead.”. It’s been found that blogging can increase traffic significantly and be another avenue to generate leads.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, MAY 4, 2012
    [Lead] Why Lead Scoring is the New Opportunity Stage
    If you can’t get honest answers, how do you know where to put a lead in the pipeline? To identify serious buyers, you need to understand a lead’s behavior. That’s where lead scoring comes in. Put another way, lead scoring is the new the opportunity stage. For better or worse, those days are over.
  • 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.
  • B2B CONVERSATIONS NOW  |  TUESDAY, OCTOBER 12, 2010
    [Lead] Two Lead Generation Strategies That Work
    The original post can be found here: Two Lead Generation Strategies That Work. At the 2010 Inbound Marketing Summit in Boston, I was on a panel on October 7th on the topic of Driving More Qualified Leads into your Funnel. He said that his lead performance had declined and asked for input on how to address it.
  • B2B LEAD GENERATION BLOG  |  MONDAY, NOVEMBER 24, 2014
    [Lead] Lead Nurturing: What it is, and what it is not
    Tweet Building on my post last week , I was reminded of a conversation I had with a marketer who was meeting with her new boss to explain the need for a new lead nurturing strategy. The problem was that her boss felt their current integrated marketing campaigns qualified as lead nurturing. Examples of what is NOT lead nurturing: 1.
  • 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.
  • FEARLESS COMPETITOR  |  THURSDAY, JUNE 9, 2011
    [Lead] Lead Nurturing Overview
    B2B Lead Generation | Lead Nurturing. “ Lead nurturing is one of the most important, yet poorly understood aspects of B2B lead generation today.&#. Jeff Ogden, President of the B2B lead generation consultancy Find New Customers. 150% increase in contact-to-lead conversion rate. We could not agree more.
  • VIEWPOINT  |  THURSDAY, NOVEMBER 6, 2014
    [Lead] Your Marketing Team Isn't As Good As They Think - Just Ask Sales
    But what if the salespeople are right—they don’t get enough qualified leads? Lead Generation Marketing Strategy Lead Qualification “If we''re going to win the pennant, we''ve got to start thinking we''re not as good as we think we are.” Casey Stengel*. Yes, it was one of Casey Stengel’s best thoughts.
  • 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 7, 2014
    [Lead] 3 Factors that Connect Value Prop to Prospects
    Tweet There is one question at the heart of lead generation that your marketing efforts should clearly answer. “If I am you ideal prospect, why should I buy from you rather than your competitors?”. Lead Generation Check list – Part 4: Clear and Universal Lead Definition [More from the blogs]. Take a moment to write it down.
  • 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%
  • NUSPARK  |  SATURDAY, APRIL 28, 2012
    [Lead] Stop the Insanity; A View on Social Media ROI for Lead Generation
    So before we look at calculating ROI of social media let’s understand the following: Social media marketing IS marketing; and that means the goal is leads and sales; no argument there. Social media is conversation, and that conversation leads to more followers and likes, and that means more opportunity to find prospects and alliances. 
  • B2B LEAD BLOG   |  TUESDAY, MARCH 29, 2011
    [Lead] The difference between lead nurturing and lead generation explained in two minutes
    Tweet In the process of working with a leading IT networking organization to help them teach their channel partners about lead nurturing, I developed a series of very short videos to make the concept understandable and accessible. How lead nurturing solves problems by aligning with buying behavior and the goals of sales.
  • 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.
  • SOCIAL MEDIA B2B  |  THURSDAY, NOVEMBER 13, 2014
    [Lead] 9 Steps to Highly Productive B2B Lead Generation
    The challenge of generating high-quality leads looms large in front of business-to-business marketers today. 78% of B2B marketers say lead generation is their biggest challenge. You need to develop a lead generation process, and support it with robust systems and the right people in the right places. 1. Capture the Leads.
  • 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.
  • BUYEROLOGY  |  SUNDAY, APRIL 29, 2012
    [Lead] Can You Predict Your Ideal Scenarios For Lead Nurturing?
    "Sales Checking For Leads" © All Rights Reserved Kenny Madden. Depending on which reports you may read when it comes to lead nurturing, approximately 60% or more of B2B businesses do not have a formalized lead nurturing program.  Which begs the question: why are companies slow to adopt to lead nurturing? Reasons.
  • LEADSLOTH  |  THURSDAY, APRIL 15, 2010
    [Lead] Lead Nurturing Checklist for Marketing Automation
    If you want to make a start with Lead Nurturing, what are the right questions to ask? In this post I present a short checklist of questions to ask before you get started with lead nurturing: Do you want to nurture new leads, existing leads or both? When do you send leads to sales? Segmentation. Content.
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 23, 2013
    [Lead] Lead Generation: 2 questions every marketer should ask themselves about prospect motivation
    Highly motivated prospects can make for highly motivated leads if your landing pages deliver the right message to the right prospect at the right time. Lead Generation customer purchase cycle landing page optimization lead generation online testing prospects Who are my prospects? Researchers have moderate motivation.
  • GREAT B2B MARKETING  |  WEDNESDAY, SEPTEMBER 11, 2013
    [Lead] BANT: Is it Still a Useful Tool for B2B lead Qualification?
    I just read, and commented on, a thought-provoking article titled Lead Gen: A proposed replacement for BANT. For some time, these factors were considered the four criteria that best demonstrated that a specific individual or company was a qualified lead, and not just a raw inquirer or possible future prospect. Always provide options.
  • GREAT B2B MARKETING  |  THURSDAY, OCTOBER 27, 2011
    [Lead] B2B Lead Generation – How Much Information Should You Capture?
    I just read an interesting article at Web Ink Now, titled New B2B Lead Generation Calculus.  What they fail to understand (until we show them the numbers) is that there is an inverse relationship between lead quantity and lead quality. Here are a few factors to consider: How many leads do you need? Your sales process. 
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 14, 2014
    [Lead] Lots of Vendors Can Help You Find Leads on the Web
    Few people would suggest you learn salesmanship from the play Glengarry Glen Ross ,* but its central message rings true: good leads are the lifeblood of a sales organization.** Coverage outside the United States • Information returned beyond names and lead scores, such as recommended treatments and social profiles.
  • 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%. 
  • 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, 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. 
  • LOOPFUSE  |  MONDAY, AUGUST 6, 2012
    [Lead] Are you getting gold medal results from your email lead nurturing efforts?
    We’ve been enjoying watching all the events here at LoopFuse and it got us to thinking about being a world class performer in things other than swimming or gymnastics.  We decided to take a look at our own email lead nurturing programs and share how some of them have been performing over the past 30 days or so. Average open rate: 31%.
  • HUBSPOT  |  FRIDAY, AUGUST 30, 2013
    [Lead] Generating Leads on Twitter Just Got Easier: Get Started With Lead Gen Cards
    A few months ago, we told you that Twitter was testing out Lead Generation Cards. Yesterday, Twitter opened up its Lead Generation Cards to everyone. You get a Twitter Lead Generation Card! And YOU get a Twitter Lead Generation Card! Leads for everybody! What Are Twitter Lead Generation Cards? until now!
  • MARKETING ACTION  |  FRIDAY, APRIL 25, 2014
    [Lead] 3 Best Practices for Creating a Lead-Scoring Matrix
    They’re funny-looking acronyms that are fun to say and music to the ears of sales and marketing teams who focus on moving leads through the funnel – top, middle, bottom – and clinching the sale. Encouraging your leads to take this journey is hugely dependent on knowing where they are in their buying process. What is Lead Scoring?
  • 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.
  • 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?
  • 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, […].
  • HUBSPOT  |  MONDAY, APRIL 13, 2015
    [Lead] 8 Ways Home Builders Can Use Houzz for Lead Generation
    The challenge lies in maximizing Houzz exposure to convert Houzz users into leads you can actually follow up with. These eight tips will help you go from simply having a Houzz profile to managing a Houzz presence that produces tangible leads. 1) Include Strategic Keywords. It could also lead to new blog subscribers.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, NOVEMBER 5, 2014
    [Lead] Matching Webinar Content to the Buying Cycle: Evaluation and Purchase Stages
    Webinars , like solutions from my company ON24 , are one of the most important tools for marketers to drive demand and nurture new leads. Lead Nurturing Editor's Note: Today's post comes courtesy of Tom Masotto, VP Product Marketing & Business Development at ON24 , a cloud-based webinar platform. You can read part 1 here.
  • MARKETING LEADERSHIP COUNCIL   |  MONDAY, FEBRUARY 13, 2012
    [Lead] 6 Ways to Better Qualify Your Leads
    For many marketers, this seems to be a year-round pain – the leads they so painstakingly manage to generate do not convert to actual purchases. MLC research shows, on an average only 25% of marketing-generated leads result in desired follow up and results. Hill-Rom reported a 6 times increase in their lead generation post such events.
  • 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.
  • ANYTHING GOES MARKETING  |  WEDNESDAY, FEBRUARY 18, 2009
    [Lead] Lead Management and Football
    In one of my meetings these past few weeks I was thinking of an analogy where I could break down the lead management process into much simpler terms so everyone could understand their roles - this is where football comes in. In the lead management process, the defence represents anything that is preventing the offence from scoring touchdowns.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, JULY 21, 2010
    [Lead] Closed Loop Marketing – still a long way to go
    CRM systems, MRM systems, Lead Nurturing systems and the list goes on. How about your partner community and the leads you have given over to them. Tags: Lead Generation Lead Nurturing Yes we forced the loop to close with some great technologies over the last few years. Are they reporting back to you in real time?
  • 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.
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 4, 2015
    [Lead] 5 Little Lead Generation Experiments You Can Run Right Now
    "We need more leads.". The good news is that there are lots of things you can do to generate leads without breaking the bank or working every single weekend. In the SlideShare presentation and post below, we''ll go over five quick and easy methods that can boost your lead flow with very little time investment.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, APRIL 20, 2010
    [Lead] OneSource Survey: Salespeople Accept Value of Leads from Marketing
    Summary: A survey of business-to-business salespeople finds they (still) consider themselves their best source of qualified leads. But marketing-generated leads are gaining increasing respect and salespeople are increasingly looking for help from outside data vendors. Events and trade shows actually rank below all of these.
  • ACQUIRING MINDS  |  TUESDAY, AUGUST 18, 2009
    [Lead] Sales Leads vs. Appointments?
    Which to consider: lead generation or appointment setting? Appointment Setting gets you in the door, while Lead Generation not only gets you in the door but gives you the right hot buttons to press with prospects that are actively evaluating solutions. Lead Generation would be favored in this case. Lead Generation = L.G.,
  • MODERN B2B MARKETING  |  FRIDAY, MARCH 20, 2015
    [Lead] [Board Game] Ready, Set, Play: The Game of Lead Nurture
    The Game of Nurture captures the fun, strategic elements of lead nurturing by turning it into a board game. Not only will you discover who on your team is really  competitive, you’ll get some practical tips to think about incorporating into your lead nurturing strategy. Think you’re a pro lead-nurturer? How To Play.
  • 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!
  • THE POINT  |  WEDNESDAY, OCTOBER 30, 2013
    [Lead] 5 Reasons to Gate Lead Nurturing Content
    A client asks: “I notice that you’re recommending we gate our offer content behind landing pages as part of the lead nurturing campaign. It’s why click-to-lead conversion rates are never 100%, no matter how good your landing page. Why is that necessary when we already know who these people are? Here’s why: 1. click is not a response.
  • DIGITAL BODY LANGUAGE  |  WEDNESDAY, MARCH 25, 2009
    [Lead] Lead Scoring - Thinking of Outputs First
    I was on a webinar with Todd Davison of BullDog solutions the other day, and he had a great way of showing the outputs of lead scoring that I wanted to share as it gives a great conceptual model for how to think about lead scoring and what to do with the scored leads.
  • VIEWPOINT  |  WEDNESDAY, DECEMBER 17, 2014
    [Lead] Stunning Study Reveals How to Increase Sales by 29-49%
    Sales Process Sales Leads Stephen Covey said, “The key is not to prioritize what''s on your schedule, but to schedule your priorities.” Of course, Covey’s message is a good one for all of us, but especially true for salespeople as pointed out in “The Power of Prioritization Report” i published by Velocify (A Sales Optimization Study).
  • MARKETING ACTION  |  FRIDAY, APRIL 18, 2014
    [Lead] Beyond Batch and Blast: Launching Your First Lead Nurturing Program
    This is no truer than in the marketing space, where every lead wooed and converted translates into increased revenue. Essentially, batch and blast is a numbers game, operating with little strategic rhyme or reason and handling leads with a one-size-fits-all approach. Lead nurturing. Getting Started with Lead Nurturing.
  • 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.
  • SALES LEAD INSIGHTS  |  MONDAY, APRIL 4, 2011
    [Lead] Keep B-to-B marketing strategies and tactics tightly focused on driving leads
    In my view, the primary objective of B-to-B marketing is to drive leads and sales. B2B Lead Generation B2B marketingIn other words, branding is a secondary objective. Especially for marketers with limited budgets (and today that’s just about everybody).
  • DIGITAL B2B MARKETING  |  THURSDAY, AUGUST 23, 2012
    [Lead] Why Lead Scoring and Personas Need To Be Connected
    Lead scoring and personas are popular topics in B2B marketing. Until B2B marketers begin talking about personas and lead scoring together they are missing an simple way to identify missed sales opportunities. Your lead scoring is excluding a valuable segment of your audience and you have the information you need to identify the issue!
  • LEADSLOTH  |  MONDAY, AUGUST 17, 2009
    [Lead] What is the ROI of Lead Management?
    Earlier this year I downloaded Silverpop’s lead management workbook , and I planned to write about it. Unfortunately, not enough time… Last week I received a copy of Marketo’s Lead Nurturing workbook. Both books show how you can increase sales by nurturing all leads, from inquiry to opportunity. Lead Scoring.
  • 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
  • NUSPARK  |  SUNDAY, SEPTEMBER 26, 2010
    [Lead] Does Your Company Focus on Lead Generation or Lead Management?
    Where Are Your Leads Going? It’s a little troubling that so many companies don’t have an optimal lead management process, and thus are losing quality sales-ready leads to their competition. 10-25% of leads are sales-ready; 10-25% of leads are not; that means 50-80% of leads are wasted if … [ visit site to read more ].
  • GREAT B2B MARKETING  |  TUESDAY, JULY 26, 2011
    [Lead] Where to Find B2B Sales Leads
    The need for fresh sales leads gives a recurring headache to B2B companies and the competition for prospects is only going to get fiercer. The key to success is to constantly supplement your existing lead generation efforts with new sources. Over the next three weeks I’ll give you a couple of dozen lead generation sources to consider.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, FEBRUARY 13, 2012
    [Lead] 5 Lead Conversion Tips That Work for Any Marketing Program
    by Elle Woulfe | Tweet this If you send every “lead” to sales, regardless of quality, they will have to kiss a lot of frogs to find the prince. Lead scoring makes evaluation scalable and automated so the ready prospects go to sales, and others get nurtured. That next touch can help advance leads to the next stage.
  • THE POINT  |  FRIDAY, SEPTEMBER 16, 2011
    [Lead] Why Salespeople Hate Most White Paper Leads
    How is it that a quality white paper on a hot topic can still generate bad leads? When embarking on a content marketing strategy, one of the critical first steps is to determine the types of leads you want to generate. It’s got to be the media, right? Wrong. It’s the offer. Then your offer should have as broad appeal as possible.
  • B2B LEAD GENERATION BLOG  |  MONDAY, FEBRUARY 4, 2013
    [Lead] Lead Generation: How golf sponsorship generates prospect inquiries for a software company
    Lead Generation brand exposure brand identity networking sponsorTweet How can a marketer, in one fell swoop …. Capture the attention of millions of potential prospects? Meet with executives at a Fortune 500 company? Engage with existing customers? Create a centerpiece that enhances employee pride? It was a smart decision. Brand exposure.
  • B2BBLOGGERS  |  WEDNESDAY, NOVEMBER 9, 2011
    [Lead] Five Steps To Better B2B Lead Generation
    This is a mistake that a lot of marketers make when using in social media – Forgetting to include the lead form. good rule of thumb is that if you’ve made ten tweets but haven’t linked to something that could generate leads for you, it’s the perfect time to do so. Network More Efficiently with Followerwonk.
  • LOOPFUSE  |  WEDNESDAY, FEBRUARY 16, 2011
    [Lead] Keys to Lead Nurturing Success
    Lead Nurturing Thought Leadership Andy Ellicott SMB Lead Nurturing Best Practices
  • MODERN B2B MARKETING  |  TUESDAY, APRIL 23, 2013
    [Lead] Staple Yourself to a Lead
    would like to suggest to agencies and companies to “Staple Yourself to a Lead” to understand how a prospect engages with your company.  No Lead Left Behind. Any time a lead is transitioned from marketing to sales, you leave yourself open to losing leads in the hand-off. Staple yourself to a lead
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, FEBRUARY 24, 2012
    [Lead] Manufacturers: Don’t Start a Lead Generation Campaign Without Sales
    Every manufacturing or industrial company that I talk to wants more leads. However, there is a serious disconnect between sales and marketing when it comes to defining a qualified lead. Recently, a manufacturing client retained me to help them improve their industrial lead generation program. This is not a new problem.
  • HUBSPOT  |  WEDNESDAY, NOVEMBER 12, 2014
    [Lead] Inbound Calls: Your Company's Biggest Untapped Lead Resource? [Infographic]
    As a marketer, you’re responsible for driving leads that ultimately convert to revenue. But it''s very possible you may be overlooking a valuable source of leads: inbound calls. Tips for Implementing an Inbound Call Program. 1) Put a phone number prominently on your website, lead forms, emails, content offers, and landing pages.
  • 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.
  • MARKETING ACTION  |  THURSDAY, FEBRUARY 20, 2014
    [Lead] Optimize the Sales Funnel with Lead Scoring
    I‘ve been in sales for 20 years, and I can say for certain that new sales leads are vital to a company’s continued existence. However, once marketing gets those leads flowing, it soon becomes apparent that there’s more to success than just pure volume. Lead scoring is effective, but it’s also manual and time-consuming.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, FEBRUARY 14, 2011
    [Lead] The 8 Stages Of Lead Nurturing Romance
    So what does dating have to do with lead nurturing ? On this day dedicated to love, we take a romantic romp through eight stages of lead nurturing. If you’re not already, you’ll want to employ a robust lead scoring program to keep track of your lead’s movements and makes sense of his or her behavior.
  • SALES LEAD INSIGHTS  |  MONDAY, AUGUST 31, 2009
    [Lead] Want To Generate More Leads? Leverage Your Prospects’ Five Senses
    If you want your B2B lead generation campaigns to be as successful as possible, you need your lead generating messages to break through the clutter, get your prospects’ attention and provide them with compelling reasons to respond. Tags: B2B Lead Generation B2B sales leads Sales lead generation
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, APRIL 6, 2011
    [Lead] Goldilocks and the 3 Lead Nurturing Programs
    When it comes to lead nurturing some programs start out too hard and some start out too soft, but don’t worry, some are just right. This Lead Nurturing Program is Too Hard. The Papa Bear mistake of lead nurturing is starting out too complex. This Lead Nurturing Program is Too Soft. by Heather Foeh | Tweet this. Facebook.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, SEPTEMBER 8, 2013
    [Lead] Mining The Buyer Perspective: Steps to Lead Routing, Scoring, And Nurturing Success
    by contributor | Tweet this Editor’s Note:  Today’s blog post comes courtesy of  Tony Zambito , a leading authority on buyer personas. Over the past dozen years, Tony has conducted hundreds of buyer interviews and has helped some of today’s leading Fortune 100 companies acquire deep buyer insights.  Perspective.  comes to mind. 
  • 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.
  • 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
  • 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?
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, OCTOBER 27, 2010
    [Lead] 3 More ROIs in Social Media – Conversations Leads and Advocates
    Which leads me to my next ROI …. Leads – Listening for mentions of your brand or product or even competitors brands is a great way to find leads – evidence I have when listening for the competitors of Avaya – if I hear someone say “replace Cisco” – don’t you think that’s a conversation Avaya should be engaged in? Tweet This!
  • NUSPARK  |  THURSDAY, DECEMBER 16, 2010
    [Lead] What Is Lead Management?
    Lead Management is the process of generating, converting, qualifying, and closing sales leads. Lost in the shuffle of all of those marketing tactics you are trying to get a handle on for your business (Twitter, Facebook, Pay-per-click, SEO, email campaigns, website design) is the concept of Lead Management.
  • KOMARKETING ASSOCIATES  |  WEDNESDAY, NOVEMBER 13, 2013
    [Lead] B2B Call Tracking: Get Credit for All B2B Leads By Caring About Phone Calls
    According to a study sponsored by Eloqua, the biggest challenge for B2B marketers is generating enough high quality leads. Converting leads into customers came in 2nd. Generating Enough High Quality B2B Leads. Each landing page had a form for leads to fill out as well as a call tracking phone number at the top of the page.
  • 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.
  • FUNNEL FOCUS  |  THURSDAY, MARCH 31, 2011
    [Lead] Interview: Tibor Shanto Reveals How to Use Lead Nurturing to Prevent Sales Funnel Leakage
    Marketers can provide this by developing lead nurturing programs to support the buying process after prospects have begun to interact with salespeople. EM: How does having an automated nurturing process in place after a lead has engaged with Sales help prevent sales funnel leakage? Generically we look at the following Zones: Lead Zone.
  • SALES LEAD INSIGHTS  |  THURSDAY, MARCH 31, 2011
    [Lead] When it comes to using B2B marketing to generate leads, Nike’s right.
    A B2B lead generation campaign that’s sitting on the drawing board has zero ROI. In my Marketing for Leads and Sales™ seminars and workshops , I like to quote Nike’s slogan: “Just do it”. B2B Lead Generation B2B marketinghave to admit that I’m a bit of a perfectionist. In other words, stop thinking about it. How about you?
  • 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
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