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  • HUBSPOT  |  MONDAY, MARCH 24, 2014
    [Leads] How to Use Infographics to Get Leads From Your Website
    But did you know they can also get you more leads? By creating an effective conversion path and making these graphics easy to share, you can turn your infographics into lead generation machines. How are you getting leads today? 4) Add a call-to-action to your blog post leading to your offer. Here''s how. Free samples?
  • FEARLESS COMPETITOR  |  WEDNESDAY, JUNE 12, 2013
    [Leads] 7 Keys to Lead Scoring Success – for your sales lead generation programs
    '7 Keys to Lead Scoring Success. How do you separate the good leads from the not so good leads? How do you ensure you don’t give unqualified leads to Sales. The answer: Lead Scoring. Lead scoring is the concept of assigning values to behaviors. Keys to B2B Lead Scoring Success.
  • B2B LEAD GENERATION BLOG  |  MONDAY, NOVEMBER 4, 2013
    [Leads] Lead Nurturing: How a social business strategy can help you move from selling to helping your prospects
    'Tweet At MarketingSherpa Lead Gen Summit 2013 , I had the privilege of sitting in on a session with Todd Wilms, Head of Social Strategy, and Adriel Sanchez, VP, Demand Generation, both of SAP , as they discussed how they use a business model called “social business” to help their teams across the globe engage local audiences. Tip #1. Tip #2.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, AUGUST 5, 2012
    [Leads] How IntraLinks Used Social Media to Generate Twice as Many Sales-ready Leads as Any Other Channel
    In this high-tech world, social media has revealed itself to be a lead generation goldmine. Twice as many sales-ready leads as any other lead generation channel. In February, Johnson enlisted the help of a B2B social media lead generation agency, to develop a lead generation campaign on LinkedIn. Setting direction.
  • DIGITAL BODY LANGUAGE  |  WEDNESDAY, AUGUST 12, 2009
    [Leads] Lead Scoring Best Practices
    I sat down with various folks on the Eloqua Customer Success team to hear their experiences on what it took to build out a highly successful lead scoring system. Tags: lead nurturing Lead scoring sales handoff sales and marketing alignment B2B Marketing
  • MODERN B2B MARKETING  |  MONDAY, OCTOBER 21, 2013
    [Leads] How to Effectively Segment Your Database for Lead Nurturing
    imagine that an email that would resonate with an executive would look like this: Whereas the email that would resonate with an intern would look more like this: This is why segmentation is so important to your lead nurturing campaigns. Lead Nurturing 'Author: Phillip Chen There are a thousand ways to skin a cat. Default Segmentations.
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, MARCH 16, 2012
    [Leads] Manufacturers Need Lead Management to Close the RFQ Gap
    Talking to manufacturers and industrial companies on a daily basis has convinced me that when they say they need help with their lead generation, they really want more RFQ (Request For Quote) opportunities. Generating new leads, qualifying and nurturing them until they turn into a RFQ is too much work for them.
  • EMAGAZINE B2B BLOG  |  TUESDAY, MARCH 12, 2013
    [Leads] Best eMagine Posts on Lead Generation
    Top of mind for most B2B marketing is the almighty lead. Below are the top 10 eMagine blog posts on Lead Generation, resurrected for your enjoyment: Guidelines for Writing Your LinkedIn Company Page. Pointers for using social media for lead generation. Lead GenerationTips to Better Website Conversion Rates: Part One.
  • SALES LEAD INSIGHTS  |  MONDAY, APRIL 13, 2009
    [Leads] Is social media effective for B2B lead generation?
    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. Unfortunately, it does little to quantify any actual leads or sales results.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, MAY 12, 2009
    [Leads] Cherry Picking of Leads: B2B Marketing to Sales Handoff
    Should we allow sales to cherry pick leads that, based on lead scoring, we have deemed not to be ready for sales? Steve Kellogg at Astadia raised the question very aptly in his Endless Lead Loop post, and it's a question we all face as we wrestle with the business process of lead scoring and handing leads from marketing to sales.
  • LEAD VIEWS  |  MONDAY, JANUARY 24, 2011
    [Leads] Is your Lead Nurturing Program Alienating your ‘Lead’?
    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. So how can you make your Lead nurturing program more Lead friendly? The Case….
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 6, 2013
    [Leads] 7 Keys to Successful Lead Nurturing Best Practices
    This is how you do lead nurturing best practices. Lead nurturing defined: The process of sharing valuable (to them) information to earn their trust so you become the preferred solution (over time.) Marry lead nurturing with lead scoring to find when they truly become sales ready. What are lead nurturing best practices?
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 3, 2012
    [Leads] Thriving in the Pressure Cooker: 5 tips for optimize your time, knowledge for better lead gen
    So it is with generating leads – yet, when the funnel needs to be fed now, we toss in more leads, turn up the pressure, and voila! Master the essentials of lead generation.  ( Universal Lead Definition: Why 61% of B2B marketers are wasting resources and how they can stop ). Uncover qualified leads. Lift results.
  • MODERN B2B MARKETING  |  THURSDAY, APRIL 25, 2013
    [Leads] Research: Why Behavior Matters in Lead Scoring
    'by Jon Miller (@jonmiller) Marketo’s Definitive Guide to Lead Scoring defines lead scoring as a “shared sales and marketing methodology for ranking leads in order to determine their sales readiness.”. In other words, how attractive is this potential lead to me ? The ROI of Behavioral Lead Scoring. Get Stated Fast.
  • SALES LEAD INSIGHTS  |  WEDNESDAY, MARCH 3, 2010
    [Leads] Are inbound leads really leads? I believe the majority are not.
    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. Don’t believe that?
  • ACQUIRING MINDS  |  TUESDAY, AUGUST 18, 2009
    [Leads] 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.,
  • LOOPFUSE  |  THURSDAY, AUGUST 18, 2011
    [Leads] Seven ways not to suck at lead nurturing
    We recently had a discussion with Mac McConnell of Bluebird Strategies about how to do lead nurturing the right way.  Lead Nurturing Webinars best practices Lead Management lead nurturingMac knows a thing or two about his given his previous senior sales experience at Sun Microsystems.
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 23, 2013
    [Leads] Lead Generation: How using science increased teleprospecting sales handoffs 304%
    There’s something I wish I would have known when I wrote my best-seller, Lead Generation for the Complex Sale. So, I wanted to see if this heuristic could be applied to lead generation through teleprospecting. Here’s the problem we were solving for: What messaging creates increased lead conversion and maximizes return on energy?
  • MARKETING GENIUS BLOG  |  TUESDAY, APRIL 20, 2010
    [Leads] Monday Marketing Term: Lead Conversion
    Put simply, lead conversion just means that a prospect or lead has converted into a contact, opportunity or account. With marketing automation , lead scoring will enable conversion of marketing generated leads (from trade shows, the web, etc) to sales-ready leads automatically based on “qualifying behavior.”
  • SALES LEAD INSIGHTS  |  MONDAY, JULY 9, 2012
    [Leads] B2B Lead Generation: Getting on the same page
    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. Or is it? Also called Response.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JULY 20, 2011
    [Leads] The Simple Guide to Lead Nurturing
    B2B Demand Generation | Lead Nurturing. created a nice overview of lead nurturing and posted it to Slideshare. Forrester estimates that as few as 1 in 20 companies are doing a decent job of lead nurturing – so simple is good. Where do we build our lead nurturing campaigns? Power of lead nurturing in B2B.
  • HUBSPOT  |  FRIDAY, APRIL 4, 2014
    [Leads] How to Get More Leads by Optimizing Your Website Images
    'There''s a lot of advice out there on how to get more leads from your website: build an intuitive conversion path , place your form above the fold, make your calls-to-action stand out with contrasting colors, and so on. How does an image''s file size impact lead gen? lead generation It''s pretty simple. to 35.6%.
  • MODERN B2B MARKETING  |  WEDNESDAY, MARCH 9, 2011
    [Leads] 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.
  • DIGITAL BODY LANGUAGE  |  WEDNESDAY, SEPTEMBER 23, 2009
    [Leads] Lead Handoff and Sales Measurement - Video
    Scoring leads to determine which are qualified for sales is only valuable if the sales team works with those leads appropriately when they are handed off. Similarly, creating a task for sales for each lead allows very rigorous management of the overall process, as the task completion can be managed and measured very carefully.
  • MODERN B2B MARKETING  |  THURSDAY, NOVEMBER 14, 2013
    [Leads] Forget the Flowchart! Lead Nurturing’s New Paradigm in 4 Simple Steps
    'Author: Rajiv Kapoor Having worked with 80+ companies on their marketing automation, we’ve seen this scenario repeated over and over:  A marketing automation client wants to automate their lead nurturing program , so they create a flowchart. ” Match leads to nurture streams. Lead Nurturing Forget the flowchart!
  • B2B MARKETING BLOG  |  MONDAY, NOVEMBER 7, 2011
    [Leads] The Microsite Effect on Lead Generation
    When it comes to lead generation, the Internet is the single most important tool employed by marketers today. Interactive Interactive PR Marketing mobile marketing Public Relations social media B2B Marketing B2B PR Branding Christopher Raymond lead generation microsite website
  • THE POINT  |  THURSDAY, AUGUST 1, 2013
    [Leads] Top 10 B2B Lead Scoring Mistakes (Part 1 of 2)
    'Lead scoring has quickly become an integral part of a demand generation marketer’s arsenal. well-planned, well-designed, and optimized lead scoring schema can be a key contributor to sales productivity, sales engagement, and the rate at which inbound leads convert to Sales Qualified Leads, opportunities, and deals.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 23, 2012
    [Leads] 3 Reasons Why Sales and Marketing Don’t Agree on “Lead Generation”
    Marketing says “tomato”, and sales says, “Give me more leads.” ” When it comes to lead generation , these two organizations often view the same topic from entirely different perspectives. when you say the words, “lead generation.” by Melissa Madian | Tweet this You know how it is.
  • ANNUITAS GROUP  |  MONDAY, MARCH 12, 2012
    [Leads] In Defense of the Funnel
    However organizations must be careful to not throw the baby out with the bath water, as there is still an internal operational component to managing leads and sales that cannot become overly burdensome or complex. Lead Management Process Lead PlanningAnd since then many have jumped on the “death to the funnel” bandwagon. 
  • LEAD VIEWS  |  FRIDAY, JUNE 25, 2010
    [Leads] Facebook And Twitter Not For Generating B2B Leads!
    Having worked with many B2B companies, assisting them with their social media efforts, I have come to believe that social media yields best results when it is used by B2B companies for nurturing Leads rather than for generating Leads. Lead here is defined as an enterprise visitor.
  • B2B LEAD GENERATION BLOG  |  MONDAY, MARCH 31, 2014
    [Leads] Lead Generation: Does your teleprospecting deliver value to prospects?
    'Tweet Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. My goal for today’s B2B Lead Roundtable Blog post is to hopefully influence your approach to lead generation with a few insights that you can use to determine where to find the most improvement in your teleprospecting efforts.
  • SAZBEAN  |  MONDAY, JANUARY 13, 2014
    [Leads] 7 Benefits of Using Lead Generation Software
    This is where lead generation software can be invaluable. Although it’s likely that your business adopts a multi-channel marketing approach, through elements such as content, email marketing, advertising and social media, lead generation software provides added value. Let’s take a closer look at how this is the case.
  • CROSS-CHANNEL CONVERSATION  |  THURSDAY, JULY 18, 2013
    [Leads] 7 Ways Lead Management Can Go Wrong
    '[Posted by Jeremy Viault, Product Marketing Manager, Neolane] We hope that you have an effective lead management system in place and a solid strategy down; however, we recognize that we’re all human and mistakes can be made. Lead Management
  • MODERN B2B MARKETING  |  WEDNESDAY, JANUARY 18, 2012
    [Leads] How to Use LinkedIn to Generate and Qualify B2B Leads
    As a result, B2B marketers sometimes overlook the professional social media site’s ability to support lead generation and qualification. To help you use this information about when LinkedIn users engage to maximize your lead generation and qualification activities, examine eight common types of content listed below. were male. Links.
  • FUNNEL FOCUS  |  WEDNESDAY, OCTOBER 20, 2010
    [Leads] Decrementing a Lead Score: They’re just not that into you
    Similarly, in the sales process, there are often telltale digital signs that a seemingly viable lead is just not that into you. Lead Scoring models help your sales team prioritize leads that are ready for action. Here are a few activities that should signal that a once “hot” lead is just not that into you: 1. No activity.
  • B2B LEAD GENERATION BLOG  |  THURSDAY, NOVEMBER 10, 2005
    [Leads] B2B Lead Generation Blog: Winning the Complex Sales Cycle with Thought leading Content
    B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! This is where lead nurturing fits in.
  • LOOPFUSE  |  FRIDAY, APRIL 20, 2012
    [Leads] A simple lead nurturing example for every business
    Looking for lead nurturing examples? One of the most beneficial things you can add to your sales process is an email lead nurturing campaign to engage with prospects through the middle of the funnel. Let’s leave that for later and just focus on a simple registration/sign up lead nurturing flow. Look no further!
  • MODERN B2B MARKETING  |  WEDNESDAY, MAY 9, 2012
    [Leads] The 9 Parameters of a Lead Lifecycle
    by Rajiv Kapoor Lead lifecycle refers to how we manage the life of a lead (or contact or prospect depending on your terminology) from the moment it shows up in the system to deal close. The lead lifecycle defines where a lead can live, how a lead moves along, and what we do with a lead at each stage.
  • B2B LEAD GENERATION BLOG  |  FRIDAY, FEBRUARY 10, 2012
    [Leads] Email Summit: What’s the best lead generation tactic? All of them
    He explains there’s a lot of ways to acquire leads, but there’s no determining which ones work best without testing. And then  nurture that dialog with a potential customer on an ongoing basis…If you’re doing these three things effectively, you’re doing lead generation well.”. Lead Generation Lead Nurturing Marketing Strategy
  • SALES LEAD INSIGHTS  |  MONDAY, JULY 18, 2011
    [Leads] B2B lead qualification and scoring
    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. was thinking about all the lead qualification criteria I’ve seen used in B2B lead generation programs and decided to list them by category.
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 7, 2014
    [Leads] Lead Generation: The power of copy
    In today’s B2B Lead Roundtable Blog post, we’ll take a look at how a one small tweak to the copy on a lead generation page increased conversion and what we can learn from the results. Objective: To increase leads from quote requests. Primary Research Question: Which form messaging will result in the most leads?
  • INDUSTRIAL MARKETING TODAY  |  SUNDAY, DECEMBER 12, 2010
    [Leads] SAL is the Glue that Binds Sales and Marketing in Lead Generation
    A lead is a lead, right? SAL – Sales Accepted Leads is the bridge between Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL). Clearly defining and understanding the implications of MQL, SAL and SQL are critical to the success of B2B lead generation. Defining qualified leads.
  • GREAT B2B MARKETING  |  WEDNESDAY, JUNE 22, 2011
    [Leads] Lousy B2B Lead Generation Habits to Avoid
    Here are five habits to avoid in B2B lead generation. When it comes to lead generation, I prefer to have the latter on my team simply because they generate more leads, faster.  Many a marketer has made the mistake of over-promising lead numbers to their sales counterparts. Lousy Habit 2: Not understanding the end game.
  • FEARLESS COMPETITOR  |  SATURDAY, APRIL 30, 2011
    [Leads] 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. Hope you find it helpful.
  • FEARLESS COMPETITOR  |  FRIDAY, JUNE 22, 2012
    [Leads] The Awesome Power of Lead Nurturing
    Lead nurturing moves the needle in B2B marketing.” “On average, organizations that nurture their leads experience a 45% lift in lead generation ROI over those organizations that do not.” Here are some of the appearances of sales lead generation expert Jeff Ogden of Find New Customers.
  • B2B CONVERSATIONS NOW  |  TUESDAY, OCTOBER 12, 2010
    [Leads] 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.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 9, 2011
    [Leads] 7 Keys to Successful Lead Nurturing
    Lead nurturing is the process of sharing valuable content (to them) with prospective customers until they are ready to buy and trust you. According to Forrester Research, companies that excel at lead nurturing are able to generate 50% more sales-ready leads at 33% lower cost per lead. Quality leads matter.
  • SALES LEAD INSIGHTS  |  WEDNESDAY, AUGUST 12, 2009
    [Leads] B2B Lead Generation Checklist: 22 Success Tips
    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. Aim where your prospects are. ?
  • FEARLESS COMPETITOR  |  FRIDAY, AUGUST 9, 2013
    [Leads] 7 Keys to Lead Scoring Success in Sales Lead Generation
    'Combined with a best-practices lead nurturing program, lead scoring helps you “separate the wheat from the chaff” and identify likely buyers at optimal times. “When given fewer, but better leads, salespeople win more deals and drive more revenue.” ” Dan McDade in The Truth About Leads.
  • B2B LEAD BLOG  |  TUESDAY, SEPTEMBER 25, 2012
    [Leads] My Leads Went Where??! – Lead Generation Horror Story #1
    In the day to day challenge of lead generation, numbers matters. And when lead flow slows to a trickle, this sets off an understandable panic in the marketing corner. The average close rate on hand-raisers from inbound lead forms was around 50%. For a few months, lead flow had become a little soft, but nothing dramatic.
  • FEARLESS COMPETITOR  |  MONDAY, JUNE 24, 2013
    [Leads] 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.
  • NUSPARK  |  FRIDAY, JUNE 24, 2011
    [Leads] The Statistics of Lead Nurturing for B2B
    You know what lead nurturing is… Here’s my definition.  Lead Nurturing is the process of communicating to a lead on an ongoing basis in order to educate, inform, continue to qualify and build a relationship until the lead is sales-ready.  That means more intricate lead nurturing towards more stakeholders.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, APRIL 8, 2013
    [Leads] How to establish your company’s Social Media Lead Team
    One of the most important things a company can do is to create a Social Media Lead Team to help drive the change you need that will support your efforts. By the way, doesn’t “Lead Team” sound a lot better than “committee?” At this point, you don’t need a Lead Team, you need executive education.
  • DIGITAL B2B MARKETING  |  THURSDAY, MAY 3, 2012
    [Leads] B2B Lead Generation vs B2B Advertising: What You Need to Know
    Among paid media and advertising tactics, lead generation programs like content syndication are a key source of leads for B2B marketers, especially in the enterprise technology space. Tell a B2B publisher that you are interested in lead generation and the majority will point to some form of white paper syndication program they offer.
  • NUSPARK  |  FRIDAY, JUNE 24, 2011
    [Leads] The Statistics of Lead Nurturing for B2B
    You know what lead nurturing is… Here’s my definition.  Lead Nurturing is the process of communicating to a lead on an ongoing basis in order to educate, inform, continue to qualify and build a relationship until the lead is sales-ready.  That means more intricate lead nurturing towards more stakeholders.
  • THE POINT  |  TUESDAY, DECEMBER 18, 2012
    [Leads] 3 Models for Gating Lead Generation Content on Your Website
    Ask a group of B2B marketers whether their Websites’ lead generation content (white papers, archived Webinars, case studies, videos, etc.) At one end of the spectrum, there are those that believe gating Web content is the most efficient way to convert Web visitors to actionable sales leads. So the question is: To gate or not to gate?
  • INBLURBS  |  TUESDAY, SEPTEMBER 6, 2011
    [Leads] Ten Simple Steps to make Twitter your Business Leads Machine
    Direct them to landing pages for lead generation. 10th Incorporate effective landing page for lead generation. This will ensure a steady flow of fresh business leads for your sales team. Take look at this Twitter Infographik: – How are your experiences with Twitter for marketing and lead generation?
  • ANYTHING GOES MARKETING  |  THURSDAY, AUGUST 26, 2010
    [Leads] Lead Scoring Has Drastically Changed – How do You Measure up?
    Tags: marketing metrics data management lead management lead qualification
  • B2B LEAD GENERATION BLOG  |  FRIDAY, DECEMBER 18, 2009
    [Leads] Lead Generation Check list – Part 7: Effective lead management
    Today I’d like to discuss the aspects of an effective lead management process. m not sure why many organizations think it’s acceptable to only get a return on about 20% of their leads when an optimized lead management process can tremendously help to convert more of those hard earned leads in the sales pipeline.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, OCTOBER 29, 2013
    [Leads] Take Industrial Lead Generation up a Notch with Marketing Automation
    Industrial Lead Generation Industrial Marketing Automation HubSpot marketing automation Measuring ROI Pardot Prospect Profiling 'Marketing automation technology is one of the areas where B2B marketers will increase spending in 2014 according to an article I read in the September 16 issue of BtoB Magazine. [.]. This is only a content summary.
  • ACQUIRING MINDS  |  THURSDAY, OCTOBER 21, 2010
    [Leads] The Sales Lead & the Language Police
    The core concept of the definition of a sales lead and its workflow is the subject of endless debate and lack of clarity within B2B organizations. propose that it is not the definition of the lead that matters but rather that sales and marketing agree on that definition.    . An Identity Crisis for the Sales Lead. Photo Credit.
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, NOVEMBER 10, 2011
    [Leads] Content Marketing Delivers Lead Insight to Sales
    On the contrary, it makes them more productive by providing valuable insight into the lead. Sales spend less time on prospecting and chasing down elusive leads. Marketing is able to provide this lead insight to sales by tracking visitor interactions and by monitoring the kinds of content they read and/or download.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JUNE 29, 2011
    [Leads] Lead Nurturing Fundamentals – How to do lead nurturing
    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.
  • LEAD VIEWS  |  FRIDAY, JULY 16, 2010
    [Leads] 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.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, JANUARY 15, 2012
    [Leads] Nine Simple Tactics to Drive a Higher Return on Trade Show Investment
    He went on to explain how to get a better return on your trade-show investment through lead scoring. Now I’m going to share nine tactics that will drive those lead scores – and your ROI – even higher: Do thorough research. Find out which attendees fit your Universal Lead Definition. Look up registrants on LinkedIn.
  • BIZNOLOGY  |  WEDNESDAY, APRIL 9, 2014
    [Leads] 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!
  • B2B LEAD GENERATION BLOG  |  MONDAY, FEBRUARY 11, 2013
    [Leads] B2B Sales and Marketing: How a staffing company gained 242 qualified leads in just three months in a new market
    Inspired by a MarketingSherpa article , she decided to outsource a lead generation company to generate leads they could close. In 90 days through teleprospecting, TERRA Staffing had 242 qualified leads, 27 appointments, and closed three deals. Sources: LeadJen – the outsourced lead generation company TERRA used.
  • FEARLESS COMPETITOR  |  THURSDAY, FEBRUARY 17, 2011
    [Leads] Find New Customers – 7 Keys to Successful Lead Nurturing
    Confused about lead nurturing? This week we introduced a new highly graphical “cheat sheet&# on Lead Nurturing. Click on the picture to open 7 Keys to Successful Lead Nurturing. Find New Customers is one of few  lead generation companies in New York. Filed under: Demand Generation , lead generation , Lead Nurturing.
  • SALES LEAD INSIGHTS  |  FRIDAY, JULY 22, 2011
    [Leads] Writing effective email copy from an expert in B2B marketing, lead generation and lead nurturing
    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.
  • NUSPARK  |  FRIDAY, JULY 15, 2011
    [Leads] 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.
  • B2B LEAD GENERATION BLOG  |  WEDNESDAY, NOVEMBER 23, 2011
    [Leads] Why the Term “Marketing-Qualified Lead” Creates Serious Confusion – Part 2
    Tweet In my post earlier this week , I outlined the challenge presented by SiriusDecisions’ Demand Waterfall taxonomy, specifically with the phrase “Marketing-Qualified Leads” (MQLs). Another problematic phrase is “sales-accepted leads.”. lack of clarity around the term “sales-accepted lead” is the real culprit.
  • NUSPARK  |  FRIDAY, JULY 15, 2011
    [Leads] 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.
  • MODERN B2B MARKETING  |  SUNDAY, APRIL 24, 2011
    [Leads] Top 5 Lead Source Best Practices
    by Maria Pergolino Lead source is a critical piece of data you need in order to assess the value of your marketing campaigns and part of proper lead management.  Avoid lead source clutter. When you first implement Salesforce.com, your default lead sources are Web, Phone Inquiry, Partner Referral, Purchased List and Other. 
  • MARKETING GENIUS BLOG  |  MONDAY, JUNE 21, 2010
    [Leads] How the 80/20 Rules Applies to Lead Nurturing
    Check out tomorrow’s webinar “7 Steps to Finding Untapped Revenue in Your Marketing Database&# where Jep provides key ideas for more powerful lead nurturing efforts. Join Jep on Tuesday, June 22, 2010 11:00 AM PDT where you’ll learn how to generate additional revenue from your existing leads. Or maybe not? Tweet This!
  • MARKETING GENIUS BLOG  |  TUESDAY, OCTOBER 5, 2010
    [Leads] 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.
  • CROSS-CHANNEL CONVERSATION  |  MONDAY, JULY 9, 2012
    [Leads] Ask the Experts: What Lead Generation Basics Still Need Mastering?
    Lead generation is the most important initiative in the B2B marketer’s list of responsibilities. The opportunity to improve and refine the volume and quality of leads is a never ending battle. Lead Management Kristin Hambelton Posts[Posted by Kristin HambeltonVice President Marketing, Neolane, Inc.]
  • FEARLESS COMPETITOR  |  TUESDAY, OCTOBER 4, 2011
    [Leads] Search Engine Optimization is NOT B2B Demand Generation
    Despite the claims of search engine optimization folks, visitors to your website are NOT qualified sales leads. But it also means Lead Nurturing, Lead Scoring and Content Marketing , as well as Sales Ennoblement and so forth. Lastly, we invite you to check out the Full Lead Generation program from Find New Customers.
  • HUBSPOT  |  WEDNESDAY, MARCH 5, 2014
    [Leads] Lead Gen 101: How to Create an Intuitive Website Conversion Path
    thank-you page - Your new leads see this page after completing your form. confirmation email - Makes it easy for your leads to reference your offer any time. Congratulations, you''ve generated some leads from your forms! Let your new leads share your offer with their friends via email or social media. lead generation
  • B2B MARKETING INSIDER  |  TUESDAY, JULY 2, 2013
    [Leads] How To Get Leads With Content Marketing
    'In marketing, we are always challenged with the question: how to generate more leads for the business. So how do we generate leads with content marketing ? There are 2 simple steps to get leads with content marketing: Create helpful content that attracts an audience. Convert that traffic to leads. And our products.
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 16, 2013
    [Leads] 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.
  • PUZZLE MARKETER  |  TUESDAY, APRIL 10, 2012
    [Leads] 5 Offers to Drive Lead Generation
    Many companies try to double-dip their lead generation tactics by putting up a pay wall or going straight for the sale in exchange for their content. offers that add value and drive lead generation: Live or video demonstrations. Lead Generation b2b conversion crm lead generation roi strategyInformational whitepapers.
  • FEARLESS COMPETITOR  |  MONDAY, JULY 30, 2012
    [Leads] The Awesome Power of BtoB Lead Nurturing
    Lead nurturing moves the needle in B2B marketing.” “On average, organizations that nurture their leads experience a 45% lift in lead generation ROI over those organizations that do not.” The Importance of Lead Nurturing – SalesBuzz Radio (The Brooks Group) (see comments on the show below.).
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, JULY 11, 2013
    [Leads] Twitter leads Fortune 500 social media surge
    77% of the Fortune 500 companies have an active Twitter account, leading all other social media platforms. The percent of corporations with Facebook pages varies by industry with Retail (96%), and Telecomm (88%) leading the way. The center has been conducting this type of research since 2008. This is an increase over 70% in 2012.
  • B2BBLOGGERS  |  WEDNESDAY, NOVEMBER 9, 2011
    [Leads] Five Steps To Better B2B Lead Generation
    They use these strategies to help create leads for their sales teams, and watch their secret tools or methods mature over time and find ways to improve them or get a little more out of them. This is a mistake that a lot of marketers make when using in social media – Forgetting to include the lead form.
  • HUBSPOT  |  THURSDAY, OCTOBER 10, 2013
    [Leads] Pinterest Lead Generation 101: Best Practices and Hacks That'll Make You a Pro
    This means that there''s lots of potential leads and customers just waiting to be engaged and converted who will probably spend a decent amount with you. Sounds like a pretty sweet deal to me, but thinking about generating leads. and actually generating leads on Pinterest are two very different things. The good news? Make sense?
  • B2BBLOGGERS  |  THURSDAY, JANUARY 12, 2012
    [Leads] 7 Reasons You Can’t Afford to Ignore Lead Nurturing
    As a marketer, your most important job is to generate leads for your business.  But what good are those leads if they’re not managed properly?  These 7 statistics show that if you’re not taking advantage of lead nurturing , you’re losing customers and revenue, and very quickly. did they become a lead by downloading your ebook? 
  • MODERN B2B MARKETING  |  MONDAY, APRIL 9, 2012
    [Leads] Lead Generation: How Do You Balance Quantity with Quality?
    Finding new leads, leads that haven’t yet found you, and preparing them for sales is tough work. good lead generation team keeps your sales team fed and focused on closing deals. The lead generation team members develop unique skills and learn how to carefully track leads to pass only the best to sales.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JUNE 10, 2013
    [Leads] Lead Generation: How well do you really know what your customers want?
    He reinvented his lead funnel based on this insight, changing everything from his company’s landing pages to his team’s call scripts. So, in the MarketingSherpa 2012 Lead Generation Benchmark Report , we asked…. Lead Generation Cold calling Content makreting lead generation Lead Nurturing marketing strategy Value Propostion
  • B2B LEAD GENERATION BLOG  |  MONDAY, JULY 1, 2013
    [Leads] Lead Generation: How Lithium Technologies uses webinars to grow its customer database
    'Tweet If you’re looking for a consistent way to build a list of highly qualified leads – then you might want to pay closer attention to what Bonnie Thomas, Director of Content Strategy, Lithium Technologies, is doing. Significant percentages of the 1,000-plus people who attend are new leads. a social software company. Step #1.
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, APRIL 6, 2010
    [Leads] Could Facebook become a Lead Nurturing platform?
    When you think of lead nurturing platforms you typically think of firms like Eloqua, Marketo, Aprimo, LeadLife, Market2Lead, Silverpop, even Salesforce.com is getting into the lead nurturing space. Element #2 – Email – the most critical element of a lead nurturing platform is email. But Facebook? Tweet This! Digg this!
  • B2B LEAD GENERATION BLOG  |  SUNDAY, FEBRUARY 26, 2012
    [Leads] B2B Lead-Gen: Top tactics for a crisis-proof strategy
    Most lead-generation marketers are not in crisis, but many could use an orderly process to help combat challenges. chatted with Jen Doyle, Senior Research Manager at MECLABS, about her work as lead author of the MarketingSherpa 2012 Lead Generation Benchmark Report (coming out this spring). asks Doyle. Click to enlarge.
  • WEBBIQUITY  |  WEDNESDAY, NOVEMBER 6, 2013
    [Leads] Need More B2B Sales Leads? Ignore This Research
    'According to recent research conducted by InsideSales.com and reported by MarketingProfs , websites,  blogs and search are among the most effective tactics for both lead generation and brand awareness. The single leading source of traffic for most b2b websites remains organic search.
  • HUBSPOT  |  TUESDAY, DECEMBER 24, 2013
    [Leads] 6 Ways to Get More Leads With Mobile Marketing
    'This post is an excerpt from our ebook How to Generate Leads with Mobile Marketing. Download this free guide to learn about generating leads from mobile marketing and discover best practices from real brands. Most lead generation tactics are straightforward. They become a lead. mobile marketing lead generation
  • THE EFFECTIVE MARKETER  |  THURSDAY, JUNE 9, 2011
    [Leads] When Leads Go Cold
    It seems with all the systems we have today to generate, score, and nurture leads, it all comes down to sales. The amount of time it takes for a sales person to follow up with a lead can determine whether the deal is closed or not. These results are especially shocking given how quickly online leads go cold – HBR.
  • ACQUIRING MINDS  |  WEDNESDAY, JANUARY 26, 2011
    [Leads] Lead Generation: Digital Strategies to Create New Sales Opportunities
    Lead Generation: Digital Strategies to Create New Sales Opportunities. Lead generation is simply the creation of sales opportunities. Although lead generation is most often associated with acquiring net new customers, it can include developing opportunities within existing accounts in new divisions or work teams. Photo Credit.
  • B2B CONVERSATIONS NOW  |  WEDNESDAY, NOVEMBER 18, 2009
    [Leads] Before Nurturing a New B2B Lead, Send the Golden Document (part 2)
    In my last post Before Nurturing a New B2B Lead, Ask the Golden Question we talked about asking a compelling question for new B2B leads before you send the lead down the nurturing path. Tags: B2B Marketing B2B Sales Lead Conversion Lead Generation My name is YYY and I approved your request for ZZZ. Checkmate.
  • MODERN B2B MARKETING  |  MONDAY, MAY 6, 2013
    [Leads] Interaction Analysis as a Leading Indicator of Funnel Conversions
    Conversions to marketing qualified leads are 10% below where they were last quarter. If you have a good lead scoring model in place you are already scoring this interaction across channels — so you can use score as a proxy for interaction. B2B Marketing Lead Management Lead Scoring How do you know what the issue is?
  • FEARLESS COMPETITOR  |  WEDNESDAY, JULY 13, 2011
    [Leads] How to Nurture Sales Leads
    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.
  • B2B MARKETING INSIDER  |  THURSDAY, JUNE 7, 2012
    [Leads] Inbound Marketing Leads Costs Less
    Recently I had a conversation with a fellow marketer who challenged the notion that inbound leads costs less. They pointed to the high cost per lead of some paid search (PPC) campaigns as evidence. So in this post, I will make my best attempt to show that inbound leads do indeed cost less. What is Inbound Marketing?
  • B2B LEAD GENERATION BLOG  |  TUESDAY, NOVEMBER 3, 2009
    [Leads] A multi-modal approach to lead nurturing
    To be successful at lead nurturing marketers can't rely on one specific channel but rather they need to leverage a multi-modal portfolio of channels. The goal of lead nurturing is to maintain a relevant and consistent dialog with viable future customers - regardless of their timing to buy. Download Multi-Modal_Lead_Nurturing PDF.
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