The Point

JANUARY 27, 2016

Demand Gen Report just published “ Top B2B Marketers Measure Lead Nurturing Effectiveness to Boost Performance ,” a special report in which they address the whys, whats, and how tos of measuring lead nurturing’s true impact. That, ultimately, is what lead nurturing is designed to do – move leads towards opportunity and close.

Lead Nurturing 100

Lead Nurturing Lead Ranking Marketing Qualified Leads Sales Qualified Leads 100

The Point

MAY 28, 2020

(I’ve written elsewhere in this space that one of the reasons ABM became so popular is because companies are just really bad at lead nurturing.). A strategy based on generating engagement from buying groups (and the way large corporations make purchase decisions) vs. individual leads. However, times have changed.

Demand Generation Agencies 162

Demand Generation Agencies Demand Generation Ideal Customer Profiles Lead Ranking 162

The Point

OCTOBER 8, 2020

It can be tempting, as marketers working in a world of intent data and ABM and AI, to buy into the hype that any short cuts are possible, that sales cycles are made to be compressed, and that sales-ready leads can be created on demand. Running “always on” campaigns (social media, SEM, display) that make your company findable.

Demand Generation Agencies 173

Demand Generation Agencies Paid Search Agency Advertising Agencies Marketing Agencies 1 173

The Point

JANUARY 7, 2020

Spoiler alert: no amount of Q4 spend – not even with intent data, ABM, conversational marketing (chat), content experience and any other bells and whistles you might have at your disposal – will enable you to suddenly make up for leads and opportunities that should have been developed weeks and months ago. Chances are: not likely.

Account Based Marketing 130

Account Based Marketing Top of Funnel Demand Generation Agencies Paid Search Agency 130

The Point

AUGUST 27, 2019

LinkedIn’s big advantage over its key competitor – and the reason it’s now cannibalizing so many marketing budgets previously reserved exclusively for paid search (SEM). – Or opt for LinkedIn’s Lead Gen Forms, which generate a pre-populated contact form inside the app. Stale Creative. business) email address. Audience Size.

Paid Content 241

Paid Content Advertising Agencies Linkedin Advertisements 241

The Point

SEPTEMBER 17, 2014

Sungard AS runs a highly successful demand generation program, an integrated mix of both online and offline campaigns, to generate a consistent flow of leads to the company’s sales force. Design, build and launch a “Welcome” email program designed to improve follow-up and response to new leads. Spear is a Marketo agency partner.)

Conversion Rate 100

Conversion Rate Marketing Qualified Leads Demand Generation Agencies Lead Ranking 100

The Point

FEBRUARY 24, 2015

Are you trying to generate downloads, registrations, page views, sales leads, qualified leads, sales? Don’t stop tracking at clicks, because you’ll have no idea how those clicks are converting into leads. The foundation of a strong search campaign is knowing what you want to achieve. Your search campaign should measure: 1.

Paid Search Agency 100

Paid Search Agency Cost Per Click SEM Adwords 100

The Point

SEPTEMBER 11, 2017

At our agency , we’re seeing great results across a broad swath of clients from LinkedIn Sponsored Updates in particular, at a cost per lead similar to, or sometimes better than, traditional search marketing. The result is fewer unqualified leads from people who would never buy your product.

Paid Search Agency 187

Paid Search Agency Linkedin Demand Generation Agencies Ads 187

The Point

AUGUST 9, 2012

A client asks: “I know I can filter our Pay-Per-Lead ( content syndication ) leads on geography and company size. Can I also limit leads to certain job titles?”. My response: To best answer the question, let’s discuss what lead filters are and how they work. What if I want to filter to specific regions or states?

Cost per Lead 100

Cost per Lead Sales Qualified Leads CPL Campaigns 100

The Point

MARCH 25, 2016

Doing so not only eliminates tiresome manual transfer of registration data, but also gives you greater flexibility in the design and branding of campaign assets like registration pages, leading to increased conversion rates and more registrations. Use SEM to generate incremental leads outside of your target list.

Webinar Metrics 100

Webinar Metrics SEM Marketo Marketing Automation Services 100

The Point

JANUARY 29, 2015

Recently I sat down with Amanda Nelson, Director of Marketing at RingLead , a leading provider of cloud-based data solutions that make it easy to analyze, remove, merge and prevent duplicates in Salesforce. So many of the trends in B2B marketing in the last decade have been towards inbound marketing – think SEM, content syndication , etc.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand Generation 100

The Point

SEPTEMBER 20, 2010

First, it should be generating sales leads. Make SEM work harder. There are few B2B companies who don’t invest some consistent percentage of their quarterly marketing budget in paid search advertising (SEM). There are fewer still who do SEM well. Take a hard look at your average cost per lead or cost per conversion.

Marketing Budget Creation 100

Marketing Budget Creation Marketing Budget Paid Content Budget Programs 100

The Point

AUGUST 10, 2009

When marketing automation vendor Marketo released their “Definitive Guide to Lead Nurturing” last week (see earlier post) they knew pretty quickly they had a hit on their hands. Think about it: that’s 1,000 sales leads (and make no mistake, that’s what they [.]. Within 6 hours, 1,000 people had registered and downloaded the guide.

SEM 100

SEM Content Marketing Marketing Automation Services Marketo 100

The Point

OCTOBER 11, 2012

In the business of Search Engine Marketing (SEM) , this strategy is sometimes referred to as “ego bidding” – that is, securing the top position (or one of the top 3 positions) for a particular search term, regardless of cost or efficiency.

Positioning 100

Positioning Paid Search Agency Cost Google 100

The Point

JULY 28, 2009

Tags: B2B Marketing Landing Pages Lead Management Lead Nurturing Marketing Automation Offer Strategy SEM b2b demand generation b2b lead generation marketing offers search engine marketing.

SEM 100

SEM Landing Pages Demand Generation Search Engine Marketing 100

The Point

OCTOBER 7, 2014

While LinkedIn Ads placed in a page rail are often best suited for lead generation, Sponsored Updates lend themselves to both lead generation and more viral branding and content sharing. Anything else will distract potential leads from clicking through to your intended offer or content.

Paid Content 100

Paid Content PPC Twitter Linkedin 100

The Point

JANUARY 20, 2011

Least surprising result (it is Google, after all): Search Marketing (SEM and SEO) was ranked the most effective channel for generating new leads.

Planning 100

Planning Allocation B2B Marketing Google 100

The Point

DECEMBER 12, 2014

Only then will you be able to gauge whether or not the changes had the desired effect.

Landing Pages 100

Landing Pages Lead Ranking Lead Scoring PPC 100

The Point

MARCH 16, 2010

Conversion rates, for example, the rate at which clicks convert to leads (and a key metric for B2B campaigns), can be improved significantly by reducing the number of irrelevant clicks. Tags: B2B Marketing Google AdWords SEM search marketing paid search PPC.

PPC 100

PPC Keywords Campaigns SEM 100

The Point

OCTOBER 14, 2009

For more detailed information on offer strategy, download our free white paper: “How to Choose Your Carrot: Effective Lead Generation Offers for High-Technology Marketers.”. Tags: B2B Marketing Demand Generation Landing Pages Offer Strategy SEM search marketing b2b demand generation b2b lead generation paid search PPC.

Landing Pages 100

Landing Pages PPC Paid Search Agency Webcast 100

The Point

JANUARY 31, 2011

What does a software company do when their paid search program is working well but just not generating enough leads? That was the issue faced by Navicure , a leading Internet-based (SaaS) medical claims clearinghouse that helps physician practices increase profitability through improved claims reimbursement and staff productivity.

Paid Search Agency 100

Paid Search Agency Demand Generation Agencies Sales Qualified Leads PPC 100

The Point

MAY 30, 2023

However, simply slashing spend – while quick and dramatic – can have a detrimental effect on leads, pipeline, and revenue. Rather than cut back on paid search (SEM) budget arbitrarily, look for keywords, ad groups, and campaigns that generate a bunch of clicks (and thus cost money) but few conversions. Clean up your CRM database.

Marketing Budget Creation 147

Marketing Budget Creation Budget Programs Marketing Budget Paid Search Agency 147

The Point

MAY 18, 2016

If your Google AdWords campaign isn’t generating the type of lead volume, lead quality, or ROI that it should, it’s highly likely that the campaign is suffering from common missteps that plague many B2B paid search programs. Based on our experience, here are the most common paid search mistakes made by B2B marketers.

Paid Search Agency 113

Paid Search Agency Adwords B2B Click Rate 113

The Point

SEPTEMBER 20, 2016

The following is an excerpt from an interview I conducted recently with the folks at TechnologyAdvice , a leading online provider of information resources to help IT professionals make informed buying decisions. HS) SEM (paid search) is one. I’ve seen very few companies, at least on the B2B side, manage SEM in-house effectively.

Paid Search Agency 0

Paid Search Agency Demand Generation Agencies Advertising Agencies B2B Marketing 0

The Point

OCTOBER 18, 2012

Madison Logic , a provider of “data powered lead solutions” based in New York, also announced a similar offering this fall with their Data Match Lead Retargeting service. Technically, it should be possible. Financially, is Google prepared to lose all those clicks (and click revenue) that would disappear as a result?

Paid Search Agency 100

Paid Search Agency Demographics Display DemandBase 100

The Point

JANUARY 25, 2012

Improve conversion (click to lead) rates by just a percentage point or two and you can increase lead volume (and slash Cost Per Lead) disproportionately. If you have a robust, systematic lead nurturing program in place (of course you do) there’s no need to capture every morsel of information from the prospect at first touch.

Landing Pages 100

Landing Pages PPC Paid Search Agency Tips 100

The Point

FEBRUARY 16, 2017

Sometimes this is because different groups “own” different campaigns (the Web team owning SEM , for example) and so those programs tend to be managed independently. But executing campaigns – and lead generation channels – in this manner not only robs them of their potential, it’s also a very expensive way to generate leads.

Campaigns 223

Campaigns Email Marketing Banner Ads Work Management 223

The Point

FEBRUARY 4, 2013

This bias leads to an inevitable over-inflation of the mean results. (It The data contained in the report were extracted by analyzing more than 62 million Website visits, 215 million page views, and 350,000 leads from more than 600 Optify customers. Optify’s customers are primarily small- to mid-size companies.).

Advertising Benchmark 100

Advertising Benchmark Paid Search Agency Marketing Report Demand Generation Agencies 100

The Point

JULY 20, 2018

A client asks: “Can I use the landing page from an email campaign for online ads, say: search or LinkedIn, if it’s promoting the same asset?”. My response: In short: no. There’s an appeal to the economies of using one landing page across multiple channels, but the requirements are very different.

Landing Pages 113

Landing Pages Paid Search Agency Ads Cost Per Click 113

The Point

JANUARY 6, 2014

Measuring opens and clicks may tell you something about email performance, but it says nothing about the impact that email campaign had on qualified leads, or opportunities, or revenue. Improve SEM conversion rates. Even a modest lift in conversion rates (click to lead) can decrease cost per lead dramatically.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand Autoresponders 100

The Point

FEBRUARY 18, 2014

Commodity products are tailor-made for inbound marketing: SEO, paid search (SEM), content marketing, online display advertising. The type of content that works best for commodity products is typically later-stage content: buyer’s guides, case studies, ROI calculators, analyst reports, etc.

Paid Search Agency 100

Paid Search Agency Demand Generation Inbound Marketing Lead Gen 100

The Point

JUNE 16, 2015

Unfortunately, many less experienced advertisers tend to over-use the default setting, broad match, for their campaigns, based on the faulty logic that it will generate the highest volume of impressions and therefore the greatest number of leads. Exact matching is the most precise option and typically generates the least amount of traffic.

PPC 100

PPC Paid Search Agency Adwords Campaigns 100

The Point

DECEMBER 23, 2014

B2B Marketing Campaign Strategy Demand Generation lead generation Online Advertising Online media PPC Advertising SEM Social Media facebook facebook advertising linkedin linkedin ad tips linkedin advertising social media advertising social PPC twitter twitter advertising' Is it best to start with CPM, or CPC?

PPC 100

PPC Advertisements Advertising Cost Per Thousand 100