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  • 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.
  • 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.
  • 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.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, JUNE 20, 2014
    [Leads] 4 Back to Basics Tips to Improve Lead Quality
    'by Contributor Friendly | Tweet this Editor’s Note: Today’s post comes courtesy of Brenda Stoltz, the CEO and founder of Ariad Partners , which provides provides creative, practical, sales-driven integrated inbound marketing, lead generation and strategy services. Sales complaining they’re getting bad leads from Marketing?
  • 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.
  • 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  |  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.
  • 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
  • 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.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, AUGUST 26, 2012
    [Leads] Why 75% of Marketers Are Experiencing Lead Generation Pain and How to Stop It Before It’s Too Late
    This is apparently not enough to make marketers and sales professionals embrace change and develop a formal lead generation strategy, considering that 75% of marketers still don’t have a formal lead generation process or guidelines according to  MarketingSherpa’s 2012 Lead Generation Benchmark Report. This tells me they either.
  • 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.
  • 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.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JUNE 11, 2012
    [Leads] Lead Capture Optimized: 201% increase in captured leads with clearer value proposition
    In the case study, Dr. McGlaughlin revealed how one company clarified the value proposition of a landing page for a 201% increase in captured leads. The goal of the page was to capture a lead. The winning treatment generated a 201% increase in captured leads by clarifying the value proposition of the page. Click to enlarge.
  • 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.]
  • 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.
  • MARKETING FINGER  |  MONDAY, JUNE 14, 2010
    [Leads] Lead Scoring Best Practices
    More and more B2B marketers are turning to lead scoring as a way of optimizing lead management. Many of us will remember when we used to process raw Excel lists, handing over hundreds of names with job titles and companies to our sales department, only to find that leads weren’t being followed up on. What is lead scoring?
  • 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.).
  • 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.
  • B2B LEAD GENERATION BLOG  |  MONDAY, NOVEMBER 21, 2011
    [Leads] Why the Term “Marketing-Qualified Lead” Creates Serious Confusion – Part I
    Part of the beauty of the demand waterfall vernacular is that it added descriptive language to the word “lead.” All too often, sales and marketing have very different definitions of what a “lead” is. What Does “Marketing-Qualified Lead” Mean to You? The problem is that “marketing-qualified leads” has two distinct meanings.
  • 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?
  • 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.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, APRIL 1, 2012
    [Leads] Lead Nurturing: Market to personality and behavior, not job title
    Much of what we learned applies beyond HR and can improve your lead nurturing and sales efforts. The key to navigating your way to a sales-ready lead is navigating through individual personalities. “Lead nurturing is all about having consistent and meaningful dialog with viable prospects regardless of their timing to buy. 
  • 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.
  • 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.
  • HUBSPOT  |  MONDAY, SEPTEMBER 30, 2013
    [Leads] 5 Simple Secrets to B2B Lead Generation on Facebook [SlideShare]
    The HubSpot Facebook Page has amassed over 570,000 fans and generated 190,000 leads, and we’ve done that by focusing on people. We''ve also learned a few things along the way about what types of content to create and share on Facebook to generate those fans and leads. 2) To Generate Leads, You Can''t Only Post Lead Gen Content.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, JULY 1, 2012
    [Leads] 3 Principles for Effective Teleprospecting that Drove an 839% Increase in Leads
    When I first started teleprospecting with MECLABS (publisher of the B2B Lead Roundtable Blog), I was unsuccessful, to say the least. After about 900 calls, my results were disappointing — I only had one lead! The universal lead definition configures the notes, but attentive listening provides the information. Be knowledgeable.
  • 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 LEAD GENERATION BLOG  |  MONDAY, JUNE 9, 2014
    [Leads] Lead Generation: 2 tips to transform your content marketing
    'Tweet Content marketing can be an effective tactic for lead generation as customers look to your brand as an authority in the marketplace delivering relevant information that is useful to their needs. We decided that we could use content to start qualifying these leads,” Shelby explained. Tip #1. Tip #2. You may also like.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, SEPTEMBER 23, 2012
    [Leads] List Buying: 6 tips for buying the most effective lead list
    Learn more about building your ideal customer profile in this article: “ Lead Generation Check list – Part 3: Develop and intensify your Ideal Customer Profile.” This doesn’t work well for ongoing lead generation. Here’s the story in a nutshell: We were doing lead generation for a billion-dollar telecommunications company.
  • MARKETING GENIUS BLOG  |  TUESDAY, AUGUST 25, 2009
    [Leads] Elaborating on the Lead Scorecard
    Earlier this month Genius.com hosted a popular  webinar about lead scoring with Marketing Interaction’s Ardath Albee and Genius.com’s Felicity Wohltman. They mentioned more best practices than I can possibly include in this post, so today I’ll focus on: the Lead Scorecard. What is a Lead Scorecard?
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, DECEMBER 7, 2010
    [Leads] B2B Lead Generation without Lead Nurturing is Doomed to Fail
    Here’s the shocking reality of B2B lead generation – 79% of marketing leads never convert into sales opportunities. B2B marketing and lead generation experts point to a lack of lead nurturing as the primary cause of this poor performance. Why is lead nurturing important? What is lead nurturing?
  • LEAD VIEWS  |  THURSDAY, JULY 8, 2010
    [Leads] Why ‘Sales Ready’ is Important in Lead Generation Equation
    Ask Marketing folks what ’sales ready Leads’ really mean and you will find a smirk on their faces. Every marketing & sales guy has his own definition of what makes a Lead ’sales ready’ Perhaps this is the single most important factor contributing to the great sales & marketing divide.
  • NUSPARK  |  FRIDAY, JANUARY 14, 2011
    [Leads] Calculating the ROI of B2B Lead Nurturing and Marketing Automation
    I’ve written consistently and have spoken on the benefits of b2b lead nurturing and marketing automation with regard to ROI.  This post will go into my views on how to measure the ROI of lead nurturing. Lead Nurturing Marketing Automation Marketing Strategy
  • FEARLESS COMPETITOR  |  MONDAY, JANUARY 23, 2012
    [Leads] The Awesome Power of B2B Lead Nurturing
    Lead nurturing , done right, offers the “biggest bang for the buck” in B2B today, according to the experts. Power of lead nurturing in B2B. To learn about lead nurturing, please visit Find New Customers Lead Nurturing. Marketing lead-generation lead-nurturing management-best-practices marketing-campaigns
  • 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!
  • GREAT B2B MARKETING  |  TUESDAY, JULY 26, 2011
    [Leads] Where to Find B2B Sales Leads
    The need for fresh sales leads gives a recurring headache to B2B companies and the competition for prospects is only going to get fiercer. The key to success is to constantly supplement your existing lead generation efforts with new sources. Over the next three weeks I’ll give you a couple of dozen lead generation sources to consider.
  • 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.
  • LEAD VIEWS  |  FRIDAY, JULY 22, 2011
    [Leads] Demand Generation Necessary For Lead Generation!
    Demand Generation and Lead Generation, can be easily voted as the most used words in the B2B Marketing space. am often asked by clients on what is the difference between Demand Generation and Lead Generation when the end goal for both activities is to increase sales and revenue for a company. valid observation. Marketing Vs Sales.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, AUGUST 30, 2011
    [Leads] Fresh Ideas to Reignite Stalled Leads and Accelerate the Sales Funnel
    Use these three practices to convert more leads into revenue: Use Funnel-Specific Market Research. In many industries, for example, executives are scrutinizing much smaller transactions, so lead generation, lead nurturing and sales enablement tactics must address this shift in buying behavior. Here’s how you can go about it: 1.
  • ANYTHING GOES MARKETING  |  TUESDAY, OCTOBER 20, 2009
    [Leads] How To Build a Lead Nurturing Culture Part I
    There are many similarities between the concepts that Jim Collins discussed in his book and lead nurturing. Lead nurturing can mean many different things to may different people. There is no question that lead nurturing has been a proven tactic for B2B marketers. Content is at the core of your lead nurturing efforts.
  • 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.
  • FOLLOW THE LEAD  |  TUESDAY, JULY 27, 2010
    [Leads] Lead nurturing needs more nurturing
    Despite the constant drumbeat on improving lead-gen practices, 44% of b-to-b marketing executives responded they did not know if hypothetically asked by the C-suite how much they could increase profits with a 10% increase in budget, according to a recent report. Subscribe to RSS.
  • FOLLOW THE LEAD  |  TUESDAY, JULY 27, 2010
    [Leads] Lead nurturing needs more nurturing
    Despite the constant drumbeat on improving lead-gen practices, 44% of b-to-b marketing executives responded they did not know if hypothetically asked by the C-suite how much they could increase profits with a 10% increase in budget, according to a recent report. Subscribe to RSS.
  • 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.
  • EB2BLEADS  |  FRIDAY, APRIL 20, 2012
    [Leads] How Do You Qualify Leads Generated By B2B Marketing Online
    You Can’t Qualify Leads Unless Prospects Engage With You. Forms Allow You To Qualify Leads As Prospects Engage. So what should you be including with your form to enable you to qualify a lead, as not every download request will be from a potential prospect. Related posts: Online Sales Leads – Art Or Science ?
  • SALES LEAD INSIGHTS  |  MONDAY, AUGUST 31, 2009
    [Leads] Want To Generate More Leads? Leverage Your Prospects’ Five Senses
    If you want your B2B lead generation campaigns to be as successful as possible, you need your lead generating messages to break through the clutter, get your prospects’ attention and provide them with compelling reasons to respond. Tags: B2B Lead Generation B2B sales leads Sales lead generation
  • LOOPFUSE  |  TUESDAY, SEPTEMBER 13, 2011
    [Leads] Increase prospect & lead capture rates. create an "Engagement Zone"
    The percentage of that traffic converted to contacts, prospects, leads and actual business is woeful. Customer Acquisition Inbound Marketing Lead Capture Lead Generation Lead Management Lead Nurturing LoopFuse Marketing Marketing Automation Sales Thought LeadershipWhy is that, and what can we do?
  • FEARLESS COMPETITOR  |  TUESDAY, FEBRUARY 7, 2012
    [Leads] Almost 3 out of 4 B2B leads are NOT sales-ready. Better crank up Demand Generation
    In a Marketing Sherpa Case Study  The Complex Sale: Lead scoring effort increases conversion 79%  (click the link for the full case study) But we summarize here. It was found that almost 3 out of 4 leads (73%) being passed to sales are not sales-read y. By implementing Lead Scoring , the number of leads went down and revenues went up.
  • LOOPFUSE  |  TUESDAY, MARCH 13, 2012
    [Leads] 3 Tips On Getting Started with Lead Nurturing Emails
    One of the places you will see the biggest impact from stepping up to a marketing automation approach is putting together a thoughtful and buyer-centric email lead nurturing program. This is not about sending emails every few days leading to frustrated buyers, potentially negative brand impact, and disappointing open/click performance.
  • B2B LEAD BLOG   |  WEDNESDAY, JANUARY 27, 2010
    [Leads] Lead Generation tips for Tradeshows Conferences
    Tradeshows and events are still being used consistently by B2B marketers for lead generation. With that in mind, Roger Lewis has some useful tips on how to improve your lead management strategy with from tradeshows. Lewis emphasizes how vital lead capture is to the lead management process. Tweet. agree.
  • MARKETING LEADERSHIP COUNCIL   |  WEDNESDAY, JULY 11, 2012
    [Leads] Nurturing Leads, Intelligently
    To regain control of the midfunnel, Marketing must nurture its leads well.    With technologies like marketing automation, it is now quite easy to send emails to prospects and customers.  Citrix found that its traditional, quarterly newsletter program was not generating the quantity or quality of leads Sales and Marketing needed. 
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 29, 2013
    [Leads] LeadSpace Offers A No-Memory Approach to B2B Lead Scoring
    LeadSpace does build lead scores, something its Web site doesn’t reflect. In LeadSpace’s case, the company builds “ideal buyer profiles” that measure how similar a lead is to a sample of existing customers provided by a client. since they’re clearly in a different business. Here’s what I found.
  • THE POINT  |  TUESDAY, APRIL 1, 2014
    [Leads] Why is Inside Sales So Scared of Lead Nurturing?
    One of the reasons for this under-utilization, and the inability of some marketers to deploy, for example, automated lead nurturing at every stage of the selling process, is resistance from the sales organization, and in particular, Inside Sales. Marketo creates task in CRM to remind BDR to call lead 1 week later. Wait 2 weeks.
  • NUSPARK  |  SATURDAY, OCTOBER 16, 2010
    [Leads] Using Customer Stories to Nurture Leads
    Here are some secrets that will help you write better case studies for lead nurturing and content marketing. Tags: Content Conversion Tactics Lead Nurturing Are you still using one-size-fits-all case studies in your marketing?  You might be causing your sales efforts more harm than good. 
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 28, 2013
    [Leads] B2B Marketing: What a 11% drop in conversion taught a live audience about lead gen
    'Tweet Recently, we ran a live test for our audience at MarketingSherpa Lead Gen Summit 2013 and as I discovered, this isn’t the easiest thing to do. The greatest difficulty rests in thinking about lead generation and optimization in new ways – and hoping those ideas produce significant results. Live test background. Control. Results.
  • GREAT B2B MARKETING  |  WEDNESDAY, JULY 10, 2013
    [Leads] Lead Retargeting – How to Revitalize Your B2B Contact List
    'I write a lot about how to generate B2B leads.  Usually, the context is to target new prospects, individuals or companies who have not previously responded to a lead gen offer. In future posts I will discuss some of the specific techniques you can use for lead retargeting.  Past qualified leads. Lapsed customers.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, APRIL 13, 2012
    [Leads] 6 Lead Nurturing Strategies for Beginners
    by Jesse Noyes | Tweet this This article comes courtesy of Joe Cordo , Chief Marketing Officer at Extraprise , an Eloqua partner and lead generation services firm. There are tons of articles, posts, even graphics about lead nurturing out there. Here are six strategies to review before you launch into lead nurturing.
  • MARKETING INTERACTIONS  |  WEDNESDAY, APRIL 27, 2011
    [Leads] The Job of a Lead Nurturing Email
    I was reviewing a few email messages I'd developed for a B2B lead nurturing program with a project team when they said the equivalent of - Gosh, these are short. The purpose of a lead nurturing email is NOT to: Be everything to everyone. Now we're back to the job of lead nurturing email. Get any old click. Make a sale.
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 17, 2012
    [Leads] B2B Lead Roundtable Blog: Our 10 most popular blog posts of 2012
    compiled a list of the top 10 most-tweeted blog posts from the B2B Lead Roundtable Blog. Here’s an at-a-glance analysis that could provide a glimpse of the most pressing issues lead generation professionals have faced in 2012: Understanding and leveraging social media. This interest is also reflected in lead generation budgets.
  • THE POINT  |  THURSDAY, AUGUST 8, 2013
    [Leads] Top 10 B2B Lead Scoring Mistakes (Part 2 of 2)
    'When a client says “We set up lead scoring but sales doesn’t pay any attention,” it’s a sure sign that something is amiss – and more likely the problem doesn’t rest with sales. Here’s Part 2 of our discussion of the most common B2B lead scoring mistakes. For Part 1 of this post, click here.).
  • LEAD VIEWS  |  SATURDAY, AUGUST 7, 2010
    [Leads] Decode Your Online Leads
    Lead generation and Lead management programs are only as good as the rate of conversions they ensure for a company, and the most difficult part is, there is no set formula to guarantee conversions. This post tries to decode some of these clues, which provide greater insight on a visiting Lead. Finding Visitor Type.
  • INBLURBS  |  FRIDAY, MAY 11, 2012
    [Leads] Who get you more business leads Google+ or Pinterest?
    Inbound marketing experts are now planning to use these social media sites for business lead generation. All these social media marketing promotions for lead generations are only started after indepth analysis by marketing experts online. Generating business leads with Google+ and pininterest. million users as on February 2012.
  • LEAD VIEWS  |  FRIDAY, JUNE 17, 2011
    [Leads] Build Lead Personas For Better Lead Nurturing
    Lead nurturing is an important aspect of B2B marketing and plays a pivotal role in the conversion of leads into qualified leads and qualified leads into customers. So what is it that really differentiates a lead nurturing activity from your regular email marketing activity? Developing personas.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, NOVEMBER 15, 2005
    [Leads] B2B Lead Generation Blog: Prediction: Lead generation dashboards will likely be a hot topic
    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! Whats a lead generation dashboard?
  • DIANNA HUFF - B2B MARCOM  |  TUESDAY, FEBRUARY 4, 2014
    [Leads] A “Lead” Isn’t a Lead Until It’s Been Qualified
    'In a new report, The State of B2B Lead Generation: 2013 , the BuyerZone published data stating that the “speed of lead follow up might not be as important as everyone thinks.” Because a person who downloads a white paper or an e-book isn’t a lead, he/she is an inquiry. She’s not a lead. HOWEVER!
  • FEARLESS COMPETITOR  |  THURSDAY, FEBRUARY 10, 2011
    [Leads] Find New Customers: The Lead Generation Assessment
    Feeling lousy? Go to the doctor and get a checkup – for you Business feeling lousy? sales challenges sales funnel Sales-Marketing Alignment
  • IT'S ALL ABOUT REVENUE  |  MONDAY, MAY 7, 2012
    [Leads] Does Automation Impact Lead Conversion Rates? [CHART]
    by Paul Teshima | Tweet this We have been tracking lead conversion rates from campaigns for the past 3 years, and when we did an analysis to compare  campaigns with automation , to those without, we were not surprised to see that automated campaigns on average have a >200% higher conversion rate. But you may be asking yourself why? 
  • MARKETING INTERACTIONS  |  SATURDAY, APRIL 17, 2010
    [Leads] The Difference Between B2B Leads and Personas
    B2B marketers have relied on lead definitions to define their marketing programs for years. The biggest disconnect for companies is that a marketer's definition of a lead can often be quite different than how sales defines what they need to accept a lead as qualified for follow-up. Company size (revenues, employees).
  • LOOPFUSE  |  THURSDAY, JULY 21, 2011
    [Leads] Lead Nurturing with Education
    Filling this gap with strategic marketing automation lead flows in Loopfuse that help the buyer to ask the right questions sets up a qualified lead for your sales team. Lead Nurturing LoopFuse Marketing Automation AscendWorks lead nurturing Loopfuse Success SalesIf you sell a sophisticated product or service, [.].
  • FEARLESS COMPETITOR  |  TUESDAY, JANUARY 4, 2011
    [Leads] Trends and Challenges in Lead Generation 2011
    David Green of MECLABS I wish I had audio for this great lead generation slide presentation, but anyone who watches it will come to a strong conclusion.
  • HUBSPOT  |  SUNDAY, MAY 25, 2014
    [Leads] Conversion-Friendly Design, Lead Gen Help & More in HubSpot Content This Week
    Whether you''re bringing visitors in to the top of the funnel, converting that traffic into leads, nurturing those leads into opportunities, or closing and delighting customers, almost every role in your organization has some hand in conversion optimization. Never Generated Leads From Your Website Before? Enjoy! Please Help?
  • FEARLESS COMPETITOR  |  SATURDAY, APRIL 27, 2013
    [Leads] A TweetChart Analysis of our Keyword “Sales Lead Generation”
    Sales Lead Generation is one of the two main keywords we use at Find New Customers, around which we designed a cornerstone page. That explains why we selected “ digital marketing ” and “ sales lead generation ” for Find New Customers. Why is this so? Their only leisure time to do research is on the weekend.
  • CROSS-CHANNEL CONVERSATION  |  WEDNESDAY, SEPTEMBER 25, 2013
    [Leads] The Best of Lead Management
    Lead generation and lead management are critical components of proving marketing’s worth by establishing and nurturing high-quality leads to send to the sales team. When it comes to lead management, there […]. Lead Management
  • FEARLESS COMPETITOR  |  THURSDAY, JUNE 9, 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. We could not agree more.
  • THE POINT  |  FRIDAY, FEBRUARY 5, 2010
    [Leads] Lead Nurturing & the 80/20 Rule
    The lead nurturing program they implemented included 40+ (yes, forty) separate and distinct tracks of emails, tailored to different audience segments, product interests, and stages in the lead lifecycle. Yes, you can tailor emails to fit every possible unique combination of demographic and behavioral criteria. Not really. doubt it.
  • THE POINT  |  MONDAY, FEBRUARY 27, 2012
    [Leads] Lead Scores Too High? Maybe They Need An Expiration Date.
    In the early stages of a recent client engagement, it became apparent that the schema already in place to determine and assign lead scores was, well: broken. The basic lead scoring recipe is typically a variation on the following: * assign positive scores for desired behavior or demographics (e.g. and so on. download trial version).
  • LOOPFUSE  |  FRIDAY, AUGUST 10, 2012
    [Leads] Replay of email lead nurturing training session [Video]
    We had a great session yesterday covering a quick product overview and then a deep dive into email lead nurturing.  If you want to skip the product overview, the lead nurturing training starts right around 16:00 in the video below. Once you have that mapped out, then start with simple lead flow and grow from there.  Enjoy!
  • B2B LEAD GENERATION BLOG  |  SUNDAY, MARCH 4, 2012
    [Leads] Lead Nurturing: Build trust, win more deals by helping prospects – not selling them
    This is what lead nurturing is all about. Here’s the lead-nurturing litmus test : Can prospects benefit from the information you provide regardless of whether they buy from you? Even better, nurturing leads will give you a competitive edge considering a whopping 65% of B2B organizations don’t have any kind of lead-nurturing program.
  • CHRIS KOCH  |  FRIDAY, OCTOBER 22, 2010
    [Leads] Why Lead Management Automation Really Matters
    We should care more about lead management automation in B2B marketing. That’s why lead management automation is important. It’s too difficult to track that relationship and know when someone is ready to do more than just read your white papers unless you have a process for lead management and can automate it. What do you think?
  • MODERN B2B MARKETING  |  FRIDAY, JUNE 3, 2011
    [Leads] Advanced Lead Scoring – Beyond Behavior and Demographics
    by Maria Pergolino When speaking to our customers, I often find that lead scoring has helped their organization considerably. In these situations, there are often ways you can tweak lead scoring to make it work better for your organization. Here are a few creative ways to score leads. Lead Scoring b2b marketing Lead Management
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, MARCH 18, 2014
    [Leads] 3 Newer Types of Content Tactics To Support Lead Gen
    'by contributor | Tweet this Editor’s Note : Today’s post comes courtesy of  Josh Haynam , the co-founder of Interact, a platform for creating lead capture quizzes. In an ideal world, your content marketing efforts would yield droves of leads that stream in endlessly. What kinds of content have you found effective for lead generation?
  • FEARLESS COMPETITOR  |  THURSDAY, SEPTEMBER 15, 2011
    [Leads] The Importance of Lead Nurturing (Radio Show)
    B2B Lead Generation | The Importance of Lead Nurturing. This radio interview I did back on B2B lead nurturing back on 9/ 17/2009 for SalesBuzz Radio is a classic. The Importance of Lead Nurturing. Jeff Ogden ( @fearlesscomp ) is the President of the B2B lead generation consultancy Find New Customers.
  • MARKETING GENIUS BLOG  |  TUESDAY, SEPTEMBER 1, 2009
    [Leads] 7 Tips to Sell Sales on Lead Scoring
    Lead Scoring is a topic that Marketers can get really excited about. It feels good that you can measure the quality of a lead without ever speaking to them. However, the programmatic nature of lead scoring is not a natural fit for most sales people. This post gives some ideas to get sales excited about lead scoring.
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 23, 2013
    [Leads] Lead Generation: 2 questions every marketer should ask themselves about prospect motivation
    Highly motivated prospects can make for highly motivated leads if your landing pages deliver the right message to the right prospect at the right time. Lead Generation customer purchase cycle landing page optimization lead generation online testing prospects Who are my prospects? Researchers have moderate motivation.
  • SALES LEAD INSIGHTS  |  WEDNESDAY, FEBRUARY 10, 2010
    [Leads] Increasing B2B Lead Management ROI: 4 Key Performance Indicators
    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. By understanding your customers and using them as a model for the right prospects to target with your lead generation activities, and by targeting those right prospects, you will get a better ROI.
  • FEARLESS COMPETITOR  |  FRIDAY, JULY 26, 2013
    [Leads] How to Create Content Maps That Actually Work in Sales Lead Generation
    Content is critical in B2B sales lead generation. Jeff Ogden , the Fearless Competitor, is an award-winning marketing expert and President of the sales lead generation company Find New Customers. The post How to Create Content Maps That Actually Work in Sales Lead Generation appeared first on Fearless Competitor. Evaluation.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 16, 2012
    [Leads] 6 Ways Marketing Can Help Generate Early Leads for Sales
    What does sales want more,” he asked, “qualified leads or early leads?”. Getting to prospects is paramount, but so is focusing on the most qualified leads. Marketers need to include a capabilities matrix, competitive matrix and an FAQ document as early in the lead nurturing process as possible.  My answer: Both.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 23, 2014
    [Leads] Are Your Leads Ready to Buy? 5 Crucial Ways to Score Your Leads
    'Author: Frank Passantino If you’re in marketing, you probably know better than to pass “any old lead” over to your sales team. Yesterday on the blog, we shared our new infographic about defining a lead, but how do you score your leads once you’ve found them? Promising leads might be rejected; bad leads might be pursued.
  • FEARLESS COMPETITOR  |  MONDAY, MARCH 28, 2011
    [Leads] B2B Lead Generation: Leads, leads, leads!
    Almost all B2B sellers lack enough quality leads to make quota. Do Salespeople want more leads? Right now jump over to our Free Tools page and use the How Many Leads Do You Need Calculator. If you are looking for lead generation companies , look to Find New Customers. They are confusing relationships with quality leads.
  • NUSPARK  |  SATURDAY, DECEMBER 31, 2011
    [Leads] 32 Resolutions to Prepare for Your 2012 B2B Lead Generation Program
    Thought I’d give it a shot as well, running through a master list of “resolutions” as preparation for improving your inbound marketing and lead generation strategies for 2012 and beyond.  Process: Set your lead generation campaign goals. How many qualified leads. Cost-per-lead. Inquiry-to-lead conversion rate. 
  • LOOPFUSE  |  FRIDAY, AUGUST 2, 2013
    [Leads] 5 Ways to Reignite Cold Sales Leads
    A hot new lead shows up, does all the right things, scores through the roof, we call and maybe even do a formal sales presentation then nothing. ”  Read more about how to map your lead nurturing to your sales pipeline stages  here. Use a longer term email lead flow. You can try Nearstream for social lead generation  here.
  • LEADSLOTH  |  THURSDAY, APRIL 15, 2010
    [Leads] Lead Nurturing Checklist for Marketing Automation
    If you want to make a start with Lead Nurturing, what are the right questions to ask? In this post I present a short checklist of questions to ask before you get started with lead nurturing: Do you want to nurture new leads, existing leads or both? When do you send leads to sales? Segmentation. Content.
  • BUYEROLOGY  |  THURSDAY, APRIL 19, 2012
    [Leads] Are Your Lead Generation Tactics Targeting The Wrong Buyer? 4 Steps You Can Take.
    Lead generation today is becoming the art and science of targeting.  Nearly 30% expressed dissatisfaction with lead conversion to sales.  If you are off-target with the buyer – you will be off-target on your lead generation tactics. The area of lead generation is where marketing and sales are usually out of alignment. 
  • ANYTHING GOES MARKETING  |  SUNDAY, AUGUST 7, 2011
    [Leads] Measuring the Impact of Lead Nurturing: 3 Methods You Can Use
    This past week I was down in Atlanta for the Eloqua All About Revenue Success Tour and I led a breakout session on the different ways that companies measure the success of lead nurturing. If nurturing is improving the number of overall leads. lead nurturing marketing automation marketing metricsWhy is this so important?
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