The Point

SEPTEMBER 16, 2011

How is it that a quality white paper on a hot topic can still generate bad leads? Even a well-written white paper, by a respected author, on a hot topic of vital interest to your target audience, can still generate leads your salespeople will consider “junk.” It’s got to be the media, right? It’s the offer.

Paper 100

Paper Sales Qualified Leads Lead Scoring Lead Ranking 100

The Point

JULY 18, 2011

Dollar for dollar, white papers continue to be some of the most effective offers for most high-technology marketers. Prospects are usually more likely to download or otherwise register for a white paper vs. a Webinar, free trial, etc. Benefits/Applications/ROI (including case studies, if possible).

Paper 100

Paper Lead Generation Sample Lead Ranking 100

Zoominfo

JANUARY 8, 2021

All eyes are on you, Marketing Manager, to feed the sales team ready-to-close leads. But how do you find leads and prime them for buying? Welcome to lead generation marketing. What is Lead Generation Marketing? Lead gen marketing is what businesses do to attract ideal customers. Read several blog posts?

Lead Ranking 246

Lead Ranking Marketing Qualified Leads Ideal Customer Profiles Lead Generation 246

Only B2B

MARCH 27, 2024

Ah, the never-ending quest for qualified leads! Must Read: MQL vs SQL: Which Lead Matter More & When? As leads express interest and demonstrate fit with your ideal customer profile (ICP) , they progress down the funnel through lead qualification. These are your hottest prospects, most likely to convert into customers.

Sales Qualified Leads 71

Sales Qualified Leads Lead Ranking Marketing Qualified Leads Ideal Customer Profiles 71

Marketing Insider Group

JANUARY 5, 2023

The main goal for Marketing in B2B companies is to generate leads for sales teams and increasingly to deliver direct revenue. Some marketers define anyone who fills out a form or attends an online or physical event as a lead. And we accomplished this by focusing on giving sales what they wanted: truly qualified leads.

Lead Ranking 283

Lead Ranking Sales Qualified Leads Lead Scoring Marketing Qualified Leads 283

NuSpark Consulting

DECEMBER 9, 2012

Well, your firm has written and produced a white paper. A quality white paper can one of the most important content marketing vehicles to generate leads within your internet marketing plan. Your ultimate goals with white papers are typically the following: . . Generate new leads. Now what?

Paid Content 100

Paid Content Paper Lead Generation Promotion 100

Ambal's Amusings

SEPTEMBER 9, 2010

White papers are powerful sources of lead generation. We asked our panel of white paper experts "What are the top 2 components of a white paper that is most effective to generate leads?" He is also the author of the White Paper Pundit blog. Jonathan Kantor.

Paper 100

Paper Lead Generation Enterprise Management Generation 100

NuSpark Consulting

NOVEMBER 4, 2011

Your prospects have access to vast amounts of content, and they want it on their terms. Gone are the days when your prospects would read glossy, image-laden brochures that are all about you. Gone are the days when your prospects would read glossy, image-laden brochures that are all about you. Enter the white paper.

Paper 100

Paper Relevance B2B Thought Leadership Thought Leadership 100

Customer Experience Matrix

MAY 27, 2009

Eloqua yesterday announced Eloqua Prospect Profiler , which makes it easier for salespeople to review prospect behaviors that are captured by the demand generation system. This makes it harder for salespeople to understand prospects and build relationships with them. Back to Eloqua Prospect Profiler.

Eloqua 120

Eloqua Paper Profiling Marketing Automation Services 120

KoMarketing Associates

SEPTEMBER 13, 2018

You are regularly creating content to get traffic and conversions, but is it really turning into the lead and email list numbers that you or your executives are expecting? Require an email address or contact information for big pieces of content, like ebooks and white papers. Gathering Leads for Sales.

Sales Qualified Leads 152

Sales Qualified Leads Top of Funnel Webinar Metrics Lead Scoring 152

The Point

SEPTEMBER 21, 2017

As a sales professional or as a marketer, if you engage with a qualified prospect and that prospect doesn’t convert immediately to an opportunity, there’s every reason to stay in touch with that individual over time. then only the most highly motivated prospects will ever respond. Are you ready to buy yet? Click To Tweet.

Lead Nurturing 224

Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 224

Only B2B

MARCH 20, 2024

Did you know that only 5-10% of marketing qualified leads (MQLs) convert into paying customers? This statistic, highlighted in a Forrester Research report, underscores the crucial role of lead qualification in B2B marketing. But how do you identify leads ready to be handed off to your sales team? Attending webinars or events.

High Quality Lead 62

High Quality Lead Lead Ranking Marketing Qualified Leads MQL 62

Marketing Insider Group

AUGUST 25, 2020

Automatic reminders to follow up, scheduling software so customers can meet with you at a time that suits both parties, customer information at your fingertips – all are yours with leading-edge sales automation programs. The technical knowledge they can provide might be the nugget of proof your prospect needs to move him or her to buy.

Automation 275

Automation Sales Qualified Leads Lead Scoring Lead Ranking 275

Webbiquity

JUNE 15, 2021

This is where lead magnets come in, as an integral part of email marketing. What is a lead magnet? A lead magnet is typically a content piece that marketers offer to potential buyers as an incentive in return for contact information. What makes a good lead magnet? The best lead magnets have six features in common.

Paid Content 284

Paid Content Lead Ranking Lead Scoring Sales Qualified Leads 284

Writing on the Web

APRIL 4, 2011

It doesn’t matter what you call your information (white paper/eBook, microsite/landing page), what matters is using information wisely to get found, get known and get clients. Is Your White Paper a Sales Pitch in Disguise? When was the last time you read a white paper that added real value to your research process?

Paper 100

Paper Marketing Automation Services Marketing Management Microsite 100

The Point

JANUARY 23, 2018

Prospects may simply not be ready to engage with sales because either 1) they don’t know such a solution exists, or 2) they may not be aware they have the problem in the first place. Focusing on only the most qualified prospects leaves many potential (albeit, more long term) deals on the table. Look, I get it.

Sales Management 253

Sales Management Sales Qualified Leads Demand Generation Agencies Lead Scoring 253

Zoominfo

JULY 25, 2023

In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. B2B lead generation, often shortened to lead gen, is the lifeblood of a healthy business. Why Invest in B2B Lead Generation?

Ideal Customer Profiles 130

Ideal Customer Profiles Lead Ranking Lead Generation Sales Management 130

Webbiquity

AUGUST 1, 2019

B2B lead generation tools help marketers more effectively develop new prospective sales opportunities. They can help generate a bigger and better lead pipeline across any business and industry. It saves time while helping to generate new leads through the use of templates and tools for follow-up and outreach.

Marketing Automation Services 203

Marketing Automation Services Lead Generation Top of Funnel Lead Scoring 203

Sharpspring

JULY 21, 2020

When you think of prospecting, the first thing that pops into your head may be searching for gold. These “hot leads” are the people who are mostly likely to complete a purchase. In this blog, you’ll find out how to prospect for sales using the most tried and true client prospecting techniques and best practices available today.

Top of Funnel 68

Top of Funnel Best Practices Digital Marketing Funnels Marketing Automation Services 68

The Point

APRIL 22, 2020

I posted recently on LinkedIn that, in the current climate, leads from content syndication and other CPL programs may be an ideal replacement for lost trade shows and other events, and indeed can be an effective way to stay engaged in the marketplace at a time when many buyers are laying low. Quality content = quality leads.

Lead Scoring 162

Lead Scoring Lead Ranking CPL Cost per Lead 162

Ambal's Amusings

AUGUST 5, 2010

Do you know your white paper audience? Are those concerns being addressed in your white papers? We asked white paper experts " How should a white paper that is addressed to a Technical Decision Maker be different from a white paper that is addressed to a Business Decision Maker?

Paper 100

Paper Enterprise Management Work Management Marketing Management 100

Launch Marketing

OCTOBER 18, 2023

Boosting traffic and generating leads should always be top of mind. Whether it is a website redesign or a new launch, gaining traffic is the first step on the path to lead generation and conversion success. There are several crucial steps to take to ensure your website boosts traffic and lead generation. Drives leads?

Lead Generation 127

Lead Generation Traffic Marketing Websites Lead Scoring 127

Only B2B

JANUARY 27, 2022

Lead generation is an important aspect of client acquisition. You’ve definitely heard of lead generation and how entrepreneurs and marketers are all over it, maximizing its power and tailoring it to your exact specifications. But how much do you know about B2B lead generation and its potential to redefine the term entirely?

Lead Generation 117

Lead Generation Marketing Qualified Leads Sales Qualified Leads Lead Ranking 117

Only B2B

FEBRUARY 28, 2024

It goes beyond traditional lead generation methods, capturing online behavior signals that reveal a company’s buying intent. Intent data can reveal who’s still actively researching solutions like yours, allowing you to focus your efforts on high-potential leads. Wondering why people buy? Unsure where to start?

Intent Data 71

Intent Data Intent Intent Signal Sales Qualified Leads 71

SnapApp

JULY 28, 2015

Say you’ve created an amazing white paper that’s jam-packed with important information for your audience. Maybe it’s time to make your white paper interactive. At a basic level, an interactive white paper is a dialogue , whereas static long-form content is a monologue. What Is an Interactive White Paper?

Paper 48

Paper Interactive Marketing B2B Marketing Peer-to-peer 48

Ambal's Amusings

DECEMBER 8, 2009

What impact does this have on the readers of our white papers? How do we ensure that our white paper is not only read but also acted upon? Jonathan Kantor addresses this question and more in his new book Crafting White Paper 2.0: Crafting White Paper 2.0 Tell us about The White Paper Company.

Paper 100

Paper Enterprise Management Work Management Marketing Management 100

Zoominfo

OCTOBER 18, 2022

However, investors today expect to see sophisticated user-attraction models and established growth trajectories from even seed-stage startups , making lead generation mission-critical for businesses hoping to secure additional investment. But while the lead-gen-vs.-demand-gen The good news?

Lead Gen 130

Lead Gen Startups Demand Allocation 130

Ambal's Amusings

MARCH 11, 2010

Many companies are producing video white papers as online presentations based on information that would normally go into a printed white paper. We asked our panel of white paper experts "In what scenarios should video white papers be used? What are components of a good video white paper?

Paper 100

Paper Enterprise Management Case Study Case Studies 100

Ambal's Amusings

MAY 6, 2010

Which content should be gated to genereate leads? We asked white paper experts: " How should marketers balance the need for free content (helpful for prospects decision making) Vs. the need to have content that produces a steady flow of good leads (that can directed to sales team)? " Jonathan Kantor.

Paper 100

Paper Enterprise Management Buying Cycle Lead Ranking 100

The ROI Guy

NOVEMBER 4, 2013

Challenge AVNET wanted to deliver thought leadership insights on potential opportunities and solutions to each prospect, and accomplish this without having to develop and maintain separate white papers for each industry. Click here to see a sample of a customized white paper.

Paper 40

Paper Thought Leadership Sample Ideal Customer Profiles 40

The Point

OCTOBER 15, 2019

If your organization is generating plenty of leads but those initial inquiries aren’t converting to sales qualified leads, meetings, or pipeline, a myriad of things could be at fault: 1) sales follow-up may be sub-standard in either cadence, frequency, or message. 2) lead nurturing. 2) lead nurturing. Better Content.

Sales Qualified Leads 138

Sales Qualified Leads Work Management Marketing Management Account Based Marketing 138

thePoint

FEBRUARY 22, 2023

For all of us involved in selling to B2B (particularly manufacturing) prospects, answering the question – What is a lead? That leaves the 90% of leads. These are valid leads if the prospect represents the right target company type and the right persona at that company (one you want to speak with).

Leads 52

Leads Lead Marketing Qualified Leads B2B 52

The Point

APRIL 16, 2019

The key to determining at what point an expensive click becomes TOO expensive is understanding a few key data points: * Maximum Allowable Cost Per Lead (MACPL) * Customer Lifetime Value (LTV) * Customer Acquisition Cost (CAC). Not Doing Everything Possible to Pre-Qualify Prospects. Failure to Nurture Leads Correctly.

Cost per Acquisition 235

Cost per Acquisition Paid Search Agency Campaigns Cost Per Click 235

Ambal's Amusings

FEBRUARY 4, 2010

How do you concisely convey the information you want to present in your white paper? How long should a white paper be to convey information and yet hold readers interest from start to end? We have invited White Paper Experts to shed light on the following question: "What is the ideal length of a white paper?"

Paper 100

Paper Enterprise Management Marketing Management Case Studies 100

The ROI Guy

MARCH 24, 2013

Traditional white papers are likely the staple of your content marketing portfolio, and for good reason. According to a recent IDG survey, 84% of buyers leveraged white papers as a key resource to help them make a purchase decision. Your current white papers just don’t have the same impact as they once had … but why?

Paper 40

Paper Ideal Customer Profiles Marketing Automation Services Eloqua 40

The Point

AUGUST 25, 2015

It’s important to recognize that content syndication leads are not like most sales leads. When someone registers to download a white paper or podcast or case study about the business challenge that your product solves, he or she is expressing an interest in that topic, not necessarily in your product.

Autoresponders 100

Autoresponders Leads Lead Marketing Qualified Leads 100

NuSpark Consulting

FEBRUARY 24, 2018

Understanding the differences between demand generation, lead generation and inbound marketing is paramount for business leaders to make logical decisions about where best to apply marketing dollars. The goal of demand generation is to develop and nurture key prospect and customer relationships over the long term. Lead Generation.

Demand Generation Agencies 206

Demand Generation Agencies Demand Generation Inbound Marketing Lead Generation 206