Sales Lead Insights

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A creative director’s take on marketing strategy and tactics

Sales Lead Insights

This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals. Lead generation is a top objective of B2B marketers. Yet when it comes to messaging, offers, and the tactics for generating those leads, marketers are not always as specific as their agencies need them to be.

Writing effective email copy from an expert in B2B marketing, lead generation and lead nurturing

Sales Lead Insights

This is the latest in our ongoing series of tips from some of the experts who provide our sales lead management consulting and training services and our marketing automation and lead-generation agency services. Meryl is a professional writer and editor who specializes in online B2B lead generation and lead nurturing. Use paragraph breaks every three or four sentences.

How to Improve Your Marketing Automation ROI

Sales Lead Insights

It’s not about generating more leads; it’s about identifying the right leads. target market definitions, lead handoff criteria, service-level agreements), lead generators have little choice but to flood the funnel with any prospect who shows the slightest interest. Conversion rates from response to ‘lead’ can range as high as 85 percent. No MAP / No Processes.

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B2B lead qualification and scoring

Sales Lead Insights

This is one reason that, on average, only 25% of new leads are sales ready. So you need a way to determine which leads are ready for Sales, and which need to be nurtured. I was thinking about all the lead qualification criteria I’ve seen used in B2B lead generation programs and decided to list them by category. Lead scoring seems to be on everybody’s mind.

150 Content Marketing Tips

Drive traffic—and leads—with these tips for SEO, social media, content optimization, email marketing, and more

B2B Lead Generation: Getting on the same page

Sales Lead Insights

A lead is a lead. always recommend to my sale lead consulting clients that they create a gloss ary of terms related to their B2B lead generation progra m s. Lead: A broad term used to describe everything from lists to inquiries to tradeshow leads to sales ready opportunities. Marketing Qualified Lead: An inquirer, responder or prospect at a particular company and facility who has been "qualified" as meeting the minimum definition of what represents a sales-ready opportunity. Do you have terms and definitions to add to a BtoB sales lead glossary?

Keep B-to-B marketing strategies and tactics tightly focused on driving leads

Sales Lead Insights

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).

B2B telemarketing: An interview with Michael Brown

Sales Lead Insights

When it comes to using the phone to generate, nurture and qualify leads, there’s nobody better than Michael. Ask before telling and learn before selling. Michael Brown is our “Business to Business By Phone Expert”. With all the developments lately in B2B marketing, telemarketing still has a prominent position and I want to highlight that. Mac: Michael – tell me what you’ve been up to.

Bridging the Content Chasm for B-to-B marketing automation and lead generation

Sales Lead Insights

The Content Chasm represents another major issue affecting the success of marketing automation, and of B-to-B lead generation and lead nurturing. I’ll also be diving deeper into it (pun intended) in future posts. B2B Lead Generation B2B marketing B2B marketing automationThere’s a new marketing term that I’m hearing more and more often - “the Content Chasm”.

Measuring and Managing Marketing ROI: An interview with Jim Lenskold

Sales Lead Insights

This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals. One of the studies surveyed B2B marketers concerning Lead Generation Measurements & ROI. It delivers some interesting findings on the most effective tactics and opportunities for lead nurturing.

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B2B marketing and lead generation campaigns: Expert tips

Sales Lead Insights

B2B marketing , B2B lead generation & B2B marketing automation. Peter turns business and sales objectives into provocative, compelling, and highly focused lead generation campaigns. Worth considering: Need help getting your B2B lead generation and lead nurturing campaigns designed, implemented or improved? This is another in an ongoing series of tips from experts in.

Evangelizing a Content Marketing Program

B2C Marketers companies that excel at lead nurturing generate. 50% more sales-ready leads at a 33% lower cost 15 1,200 Blog posts per month Avg new monthly leads ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 Content marketing's impact also extends to social me- dia, where brands that don't have compelling content to. Do you want to drive more leads? leads.

When it comes to using B2B marketing to generate leads, Nike’s right.

Sales Lead Insights

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. could easily find myself fiddling with my marketing communications plans, campaigns or materials for months.

B2B Marketing Automation: Crawl, Walk, Run, Win

Sales Lead Insights

B2B marketing automation, if done right, is an efficient and cost-effective tactic for engaging your prospects and helping them move forward in their buying process; ultimately generating more of the qualified, sales-ready leads that your salespeople and channel partners need to meet your company’s sales, revenue and growth goals. Step 1: Score Leads Using Implicit and Explicit Information.

Revenue Performance Management: An interview with Jon Miller, VP Marketing and Co-founder of Marketo

Sales Lead Insights

This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals. Jon Miller is VP marketing and co-founder of Marketo , one of the marketing automation solutions supported by AcquireB2B , our B2B agency specializing in driving more leads and sales with B2B marketing automation.

Email tips from one of our B2B lead generation and marketing automation experts

Sales Lead Insights

This is the first in an ongoing series of tips from experts in B2B marketing , B2B lead generation and B2B marketing automation. We’ll start off with tips from some of the experts who provide our sales lead management consulting , marketing training , marketing automation and lead-generation services. B2B Lead Generation B2B marketing B2B marketing automation

Content Marketing 2016: Staffing, Measurement, and Effectiveness

Lead conversion (32 percent) is the most. budget can lead to more time if you’re able to hire. percent, was lead conversions and sales. ON SITE 7% OTHER 6% 32% LEAD. SALES 20 Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry Results and Analysis It’s reassuring that leads and sales, two elements. Copyright © 2015 Contently.

B2B marketing automation: An interview with Will Schnabel

Sales Lead Insights

This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals. Marketing automation has become a growing issue for B2B marketers as they strive to maximize lead generation efforts and provide personalized touch points for all prospects. Can you tell us about those? Thanks Will.

Nominate your candidate today for the SLMA’s2011 “Top 50? in sales lead management.

Sales Lead Insights

Don't miss your opportunity to nominate someone to be among the fifty most influential people in sales lead management in 2011. The Sales Lead Management Association (SLMA) just opened nominations for this year's most influential professionals in sales lead management. News Sales lead managementWhy not nominate your candidate now? Click here to nominate your candidate.

The top 50 in sales lead management: Who do you pick to be on the 2012 list?

Sales Lead Insights

Don't miss your last opportunity to vote for your top three candidates to be among the "50 most influential people in sales lead management" in 2012. The Sales Lead Management Association (SLMA) is closing the polls at Midnight Pacific Time (UTC-8) on Friday, November 30th! B2B marketing News Sales lead managementSo why don't you click this link to cast your votes right now?

Is social media effective for B2B lead generation?

Sales Lead Insights

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. have been working hard, for at least a couple of years now, trying to use social media to measurably move the needle in regard to generating B2B sales leads and driving B2B sales. I’m sad to say I’m not seeing anything beyond anecdotal results, either from my own extensive social marketing efforts, or from those of my clients.

Marketing Technology: 3 Solutions You Can't Live Without

it’s driving qualified leads to sales, helping sales close those. deals, engaging with leads in new ways and on new channels. help sales teams better manage relationships with leads and. ensure that the leads your marketing team passes off to sales. the two by introducing a standard process and lead scoring. of leads from one to the other. lead generation.

Marketing for leads and sales: What’s working for technology companies today

Sales Lead Insights

This post is based on a transcript of an interview I did with Karl Hourigan , Digital Marketing Strategist for Mediative , immediately following one of the half-day workshops I presented in three cities across British Columbia for the BCTIA entitled, Marketing for Leads and Sales: What's working for technology companies today. Karl asked the questions. The answers are mine. What universal struggles do you see in the marketplace. People aren’t sure what to do with so many choices of media and tactics. Companies have limited resources, so they can’t do it all. These aren’t new issues.

Near Boston or New York City? Get up to speed on BtoB marketing automation on your way to work

Sales Lead Insights

If your company spends $100,000 a year on lead generation or millions, you can’t afford to miss this! In fact, Aberdeen's research reveals that 58% of Best-in-Class companies use marketing automation to drive more leads and sales! Generate more qualified leads. AcquireB2B – A full-service agency specializing in generating more B2B leads and sales with marketing automation.

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Graphic design tips from one of our experts

Sales Lead Insights

B2B marketing , B2B lead generation & B2B marketing automation. Worth considering: Need help designing your B2B lead generation and lead nurturing campaigns and content? This is another in an ongoing series of tips from experts in. Meet Kim Getker, one of AcquireB2B’s graphic design experts. Here are Kim’s Top Three Design Tips: Looking good is only half the battle.

Managing B2B Leads for Sales Success – 30 minute webinar on June 10 at 11:00 am PST

Sales Lead Insights

B2B Leads for Sales Success. What role does search marketing play in qualifying leads? How does social media fit into lead generation? What will lead gen. Drive revenue for your organization by fully leveraging your B2B marketing and sales teams. Join us for my conversation with Gord Hotchkiss (author of The BuyerSphere Project ) on the current realities of B2B demand generation. June 10, 2010 | Time: 11am PST | Length: 30 min. Register here. look like in 2015? This webinar is recommended for VP's, Directors and Managers in Sales and/or Marketing roles.

Advocate Marketing Creates B2B Relationships That Lasts A Lifetime

Business And Close Deals Referrals deliver higher-quality leads, references. customers get more value out of it,” says David Sroka, Ceo of Point of Reference, a leading. asset in the same manner as leads or press mentions. tapping into customer goodwill has long given B2B marketers an advantage because: › Referrals deliver ready leads in a competitive market. offerings.

How to maximize your online lead-generation conversion rate – a complimentary webinar

Sales Lead Insights

Interested in getting some expert advice about how to optimize the lead-generation conversion rates of your web pages? If so, be sure to attend this complimentary, how-to webinar for B2B marketers: HOW TO MAXIMIZE YOUR ONLINE LEAD-GEN CONVERSION RATE. Two experts on online lead generation will share proven techniques for generate more leads and sales from you web pages, email and PPC landing pages. By attending you'll: Learn about small changes you can test on your web pages and landing pages that will cause big increases in the leads and sales that results.

Learn the secrets to generating more B2B leads and sales for less

Sales Lead Insights

Are you interested in learning how to generate more B2B leads despite your too-small marketing budget and too-few marketing people? Generating sales-ready leads is “easy.&# All you have to do is get the right message to the right person at the right time. B2B Contact - Generating more of the leads you need by combining qualified data with rich media messaging and telemarketing.

B2B Email Marketing: Interview with Stephanie Miller

Sales Lead Insights

This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals. Stephanie, is B2B lead generation a good application for email? How about lead nurturing and qualification? Tags: B2B Lead Generation B2B marketing tools B2B marketing email marketing lead generation My guest today is Stephanie Miller , email expert and co-author of Sign me up! Marketer’s Guide To Email Newsletters That Build Relationships and Boost Sales. Witness your own Junk folder.

50 Most Influential People in Sales Lead Management: 2011 Winners announced

Sales Lead Insights

The Sales Lead Management Association just announced the results of the voting for the Most Influential People in Sales Lead Management in 2011. I am grateful to all of you who voted me into the Top 10 of the list for 2011! B2B sales leads News Sales lead managementThank you!

Content Methodology: A Best Practices Report

industry metrics such as sales and leads, or. generation Lead generation: Create. high-quality leads. Lead conversions • Avg. lead score • Sales-qualified leads (SQLs) • Opportunities • Search traffic • Return visitor rate Lead nurturing: Move leads. leader with industry-leading. Content. Methodology: A Best. All rights reserved. going.

B2B Ads From the Past

Sales Lead Insights

Tags: B2B Lead Generation

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Top 10 trends in B2B lead generation and how to take full advantage of them

Sales Lead Insights

Join me and your fellow B2B marketers at the Northern California Business Marketing Assocation's Sales Lead Roundtable on Wednesday, November 3rd in Palo Alto, CA at 8:30 am. My presentation is about The top 10 trends in B2B lead generation, and how to take full advantage of them. P.S. If you can't make it to this Sales Lead Roundtable, but would like a copy of the presentation anyway, send me an email from your corporate email address with "Top 10 trends in B2B lead generation" in the subject line to. Tags: B2B Lead Generation News P.P.S.

B2B Lead Generation Checklist: 22 Success Tips

Sales Lead Insights

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. Speaking of what works best, here are 22 tips for getting better results from your B2B lead generation programs: ? Talk second-person (lead with you and your instead of we and our). ? What are some of the secrets to your B2B lead generation success?

B2B Marketing Strategies for Small Companies: An Interview with Dianna Huff

Sales Lead Insights

This is one of a series of occasional interviews with top practitioners on topics of interest to business-to-business lead generation, marketing and new business development professionals. Smart marketers will sit down and plan out strategy based on a stated objective, whether it’s to increase sales, bring in more leads, better nurture the leads they have, lower their costs (i.e., Writing articles and developing a blog are both good marketing tactics for accomplishing such objectives as branding and awareness, but I wouldn’t use them to get leads in the door.

Content Marketing Playbook: Strategy and Roadmap

returned to the company after a 28-month stint leading. And it would lead to GE’s. leads through inbound marketing. “I think it’s almost. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 2: Strategy and Roadmap Copyright © 2015 Contently. All rights reserved. Introduction 3 II. Adopting a Winning Perspective 7 III. Back at GE and in.

Are inbound leads really leads? I believe the majority are not.

Sales Lead Insights

What I am talking about is the categorizing of all inbound inquiries as “leads.&#. Ask any salesperson if all inbound inquires are leads, and when he or she stops laughing, you will probably get an earful about how inquiries, unless they have been prequalified, are a waste of salespeople’s time. blame the mailing list and database compilers for starting the problem by calling the contacts in their databases or mailing lists “leads.&# In my experience, contacts from compiled databases aren’t leads until they have been qualified.

2012?s Most Influential People in Sales Lead Management: Winners announced

Sales Lead Insights

The Sales Lead Management Association just announced the results of the voting for the Most Influential People in Sales Lead Management in 2012. Obermayer, CEO and executive director of the Sales Lead Management Association said, "These are people who have given their time and expertise in the field of lead management and are now recognized by their peers for outstanding work. B2B sales leads News Sales lead managementJames W. They are champions of wealth generation and we thank them for their unselfish efforts.". Thank you!

Increasing B2B Lead Management ROI: 4 Key Performance Indicators

Sales Lead Insights

Although the findings are not news to me or my clients, a recent research study about increasing B2B sales lead management ROI is worth mentioning. The Forrester research study and white paper about sales lead management , commissioned by Silverpop , reports that when it comes to increasing the ROI from B2B sales lead management, there are four key performance indicators (KPIs) that pay off in more qualified leads and sales. Lead scoring. Read my short post titled B2B Sales Lead Generation Is Easy: Four Rights Will Get You There. Content.

Who do you pick to be in the “Top 50? in Sales Lead Management?

Sales Lead Insights

Please click this link to cast your three votes today to be included on the list of the Top 50 Most Influential People in Sales Lead Management 2012. News Sales lead managementAlthough you have to be a member to vote, membership is free and includes access to all the resources on the association's website.). Many thanks to those of you who nominated me to be on the list of candidates.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.

The B2B Lead Generation Benchmark Study Report: Useful data and advice

Sales Lead Insights

Are you looking for data to help justify a bigger budget or more resources for your B2B lead generation programs? Are you looking for advice you can use to make your B2B lead generation programs as productive as they can be? Get the 2009 B2B Lead Generation Benchmark Study Report. It provides metrics and best practices for business-to-business lead generation. Are you interested in knowing how your lead generation budget, tactics and results compare to those of other companies that sell products and services to businesses, institutions or the government?