As many as 9 out of 10 visitors to your website are not ready to buy, according to expert Brian Carroll of MECLabs (I interviewed Brian for  Mad Marketing TV  too.) The answer: Lead Nurturing. Silverpop and like products from Marketo, Eloqua and others offer wonderful lead nurturing capability, but software alone does not do lead nurturing. But what are the key concepts to keep in mind when crafting lead nurturing programs? The CEO of the content marketing company who got the call was turned off by the pushy approach. Register here. Jeff Ogden. MORE >>

Tweet In the MarketingSherpa 2012 Lead Generation Benchmark Report , we asked 1,915 marketers about traffic volume and traffic that converts. Start with SEO and Email Marketing. We have over 1,500 clients, and they concur with your research findings … a lot of people in the market over the last two years have been asking me about what they should be doing on social media,” said Tracey Voyce, Director, Bloomtools. In our developing markets, paid search still has the highest conversion rate, and in developed markets, it will be email for sure.”. MORE >>

Looking at most B2B marketing, the answer is clearly “no, you don’t.” Instead, you put your trust in your outbound marketing and sales process. Capture leads. If the real goal for a piece of content, the one thing it must do in order to be considered successful, is capture leads, embrace that goal. So embrace its real goal (capturing a lead) and focus your creation and promotion your objective. Leave the primary communication to your followup marketing and sales efforts. Content content marketing lead generation registration MORE >>

For most B2B companies, Lead nurturing is an integral part of their overall marketing program. The time spent nurturing a Lead may vary from company to company and basis the way they score their leads on their response and activities. While as a marketer, it is great to have a detailed and impressive Lead nurturing plan, if not executed with care, it might turn out to be a harrowing experience for a Lead. The case in point is more a B2C context, but the logic applies to B2B too and to every marketer driving a Lead nurturing program. MORE >>

Tweet Last Tuesday, I had the opportunity to share the most exciting aspect of working at MECLABS – Research Partnerships that allow us to test and optimize lead generation processes. It’s thrilling for me to observe lead generation strategy transform into revenue for our Research Partners. You’ll learn how we: Improved the quality of sales-ready leads by attaining better information about prospects and where they are in the buying process. Achieved a 375% increase in sales-ready leads and $4.9 Watch the webinar replay for a behind-the-scenes look at this research. MORE >>