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  • DIGITAL B2B MARKETING  |  THURSDAY, MAY 17, 2012
    [Leads] There Is No Vending Machine For Marketing Qualified Leads
    If you talk to a publisher or lead generation firm, it would seem leads have become a commodity. Nearly every B2B publisher offers lead generation under a broader heading of demand generation. How many leads do you need and when do you need them by? Can Lead Generation Be This Easy? What is your target audience?
  • THE POINT  |  FRIDAY, SEPTEMBER 16, 2011
    [Leads] Why Salespeople Hate Most White Paper Leads
    How is it that a quality white paper on a hot topic can still generate bad leads? When embarking on a content marketing strategy, one of the critical first steps is to determine the types of leads you want to generate. It’s got to be the media, right? Wrong. It’s the offer. Then your offer should have as broad appeal as possible.
  • 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? 
  • B2B MARKETING INSIDER  |  MONDAY, DECEMBER 8, 2014
    [Leads] What Is The Cost Of A Lead?
    The folks at Madison Logic just released an updated infographic that breaks down the cost of a lead across various industries. Lead generation is consistently one of the top priorities of any B2B organization, but there is a big difference between generating leads and generating leads that actually convert to customers and revenue.
  • THE POINT  |  WEDNESDAY, AUGUST 15, 2012
    [Leads] 5 Simple Ways to Take Your Lead Nurturing Program to the Next Level
    You know that monthly newsletter you blast to your entire database under the guise of “lead nurturing”? And those Webinar invitations that you broadcast to every trade show lead you’ve generated since 2005? There was a time when lead nurturing was synonymous with simply staying in front of prospects. We need to talk.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, AUGUST 4, 2013
    [Leads] 3 Reports Every Marketer Should Run to Measure Lead Scoring Effectiveness
    Lead scoring is a widely discussed strategic topic among marketing automation users. Oftentimes the immediate tactical nuances include lead nurturing, content marketing, and dynamic content. Lead scoring isn’t an “old fashioned trick” we used two or three years ago when automation system adoption began to grow rapidly.
  • 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.
  • ANNUITAS  |  TUESDAY, FEBRUARY 4, 2014
    [Leads] Why Organizations Should Stop Focusing on Lead Nurturing Campaigns
    The stats, guides and tips to effective lead nurturing abound in the B2B marketplace and yet with all of this information,  still only a fraction of B2B companies are using or effective in the use of lead nurturing according to MarketingSherpa. This is why fewer than 4% of marketing generated leads are ever converted into sales.
  • ACT-ON  |  WEDNESDAY, JANUARY 13, 2016
    [Leads] Three Ways to Increase Bottom-of-Funnel Leads Using Data-Driven Marketing
    Data-driven marketing uses insight from customers and prospects to deliver targeted messages, offers, and content that increases response rates and ultimately accelerates marketing lead generation. One: Offer a Personalized Experience to Attract New Leads. Two: Create Custom Messaging to Nurture Existing Leads. Sound confusing?
  • THE POINT  |  FRIDAY, DECEMBER 14, 2012
    [Leads] How Much Of My Demand Generation Budget Should I Be Spending On Lead Nurturing?
    One of the most frequent questions we’re hearing from clients during this planning season pertains to the balance between pure lead generation on the one hand, and lead nurturing on the other. Even the most sophisticated lead nurturing program, however, depends on a stream of new leads entering the top of the sales funnel.
  • THE B2B RESEARCH BLOG  |  TUESDAY, JUNE 12, 2012
    [Leads] It’s all about the lead
    Two fifths (41%) of B2B marketers report that their single highest marketing priority for 2012 is to generate more of the salesperson’s raw material – leads.  It seems that lead generation is not cheap.  Around one quarter (28%) of B2B marketers are able to put a figure on how much it costs them to acquire a sales ready lead
  • 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  |  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.
  • BIZNOLOGY  |  MONDAY, FEBRUARY 8, 2016
    [Leads] Time to abandon spray-and-pray lead generation
    A couple of years ago, a client told me he was having some lead quality problems. The company had contracted with a major IT publisher for a webcast that guaranteed 150 leads. But the leads weren’t panning out; the quality was terrible and salespeople were pointing the finger at marketing. Ninety-nine percent. Quality time.
  • VIEWPOINT  |  TUESDAY, MARCH 3, 2015
    [Leads] When Bad Things Happen to Good Leads - Part 3
    There is valuable data in non-lead outcomes that, if properly nurtured, can increase marketing returns substantially. Most recently, in part 2 of this series , we discussed pipeline dispositions*—prospects that are just one or two touches away from being converted to sales-ready leads. Lead Nurturing What a waste!
  • ACT-ON  |  THURSDAY, JANUARY 7, 2016
    [Leads] 7 Ways B2Bers Can Rock Lead Gen Via Social Media
    Social media is one of best ways to get leads. In Ascend2’s 2015 Leads Nurturing Trends Survey , social media holds third place for the most effective online channel for generating leads. The view gets even better if you look at cost per lead. LinkedIn is the big kahuna for social media lead generation.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, MAY 22, 2013
    [Leads] How To Predict Conversion Rates From Lead to Close With an ‘Exit Criteria’
    This dynamic has always been the same: Marketing is frustrated by Sales not following up on their hard-won marketing qualified leads (MQLs), while sales complains that there aren’t enough “good” leads worthy of their attention. The truth is that the measurement linking lead to closed deal is precarious at best.  Why You Now?™”,
  • 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).
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, MARCH 22, 2011
    [Leads] The 6 Stages of Successful Lead Management
    What makes a lead management process successful? In the real world implementing lead management requires a degree of science, art and consensus. If you are considering implementing a lead management process, here are 6 Stages of Lead Management Implementation to give you a sense of what to expect. There’s no easy answer.
  • B2B LEAD BLOG  |  WEDNESDAY, AUGUST 12, 2015
    [Leads] Getting Started with Lead Segmentation in B2B Marketing
    In the age of big data, marketers who have a handle on their lead data are able to segment leads into specified groups and then target each group with customized content and messaging. B2B Lead Generation Big Data Marketing Database Marketing Lead SegmentationSome, however, struggle with where to begin.
  • 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…. Q: Which methods have been the most effective at testing your value proposition? Tweet “It is absolutely necessary.
  • INBLURBS  |  THURSDAY, MARCH 22, 2012
    [Leads] How to Master Your Lead Generation Challenge with Social Media
    Social Media has proven to be a source of targeted high quality leads for B2C and B2B. An increasing number of marketers see lead generation as their greatest online marketing challenge. Studies show that companies which relying on online lead generation are two times more profitable than those who do not. Tweet this on Twitter!
  • INBLURBS  |  FRIDAY, MARCH 23, 2012
    [Leads] How B2B Marketers Can do Social Media Lead Generation the Smart Way
    An increasing number of companies like Intuit, Sysco, Cisco, GE Healthcare and AT&T are using social media for effective business lead generation. To do their social media outreach B2B marketers include professional networking sites like LinkedIn which have proven to be an effective way to generate business leads.
  • THE POINT  |  TUESDAY, DECEMBER 23, 2014
    [Leads] Infographic: 17 Tips for Generating Leads from Social PPC Advertising
    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 Which social media platform makes most sense for your business?
  • DIGITAL B2B MARKETING  |  WEDNESDAY, JUNE 12, 2013
    [Leads] Why Good Content Delivers Bad Leads
    There’s just one little problem: the leads are crap. Embrace the Bad Leads. No, of course you don’t want to focus on just getting more leads that aren’t in your market. Congratulations, you are a B2B content marketer. You have created a great industry blog and library of premium content. As it should.
  • 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 MARKETING INSIDER  |  MONDAY, APRIL 20, 2015
    [Leads] Hey Marketing: An Inquiry Is Not A Lead
    We all agreed that a common understanding of the difference between an inquiry and a lead continues to be one of the biggest mistakes marketing makes. And And we accomplished this by focusing on giving sales what they wanted: truly qualified leads. Definition and clarity around the definition of a lead… An Inquiry Is Not A Lead.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, FEBRUARY 25, 2013
    [Leads] Are Industrial Companies Wasting Their Leads?
    No matter the size of the company or the industry they are in, my conversations always boil down to them wanting more leads from their industrial marketing. Yet I see [.]. This is only a content summary. Please click on the headline to read the full article. Visit my website for more content on industrial marketing.].
  • 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! Ruth P.
  • B2B LEAD BLOG  |  MONDAY, APRIL 20, 2015
    [Leads] Tactics for Optimal Lead Generation: How to Earn the Trust of B2B Clients
    You already know that successful online lead generation often starts with bringing potential customers to a targeted, carefully designed landing page. B2B Lead Generation Lead Nurturing Lead Scoring marketing marketing insight The truth is, even if they’re signing up to get something of value for free, […].
  • 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. Scoring every Web page visit the same.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, SEPTEMBER 1, 2015
    [Leads] BANT May Not Work in Qualifying Leads for Industrial Sales
    Sales people have been using BANT (Budget, Authority, Needs, and Timing/Timeframe) criteria to qualify leads and prospects for a long time ever since IBM first coined that acronym. Industrial Lead Generation BANT Industrial Marketing leads for industrial salesThis is only a content summary.
  • ANNUITAS  |  TUESDAY, MAY 8, 2012
    [Leads] Why Lead Generation is Irrelevant
    According to a 2011 study by MarketingSherpa , 74% of B2B marketers stated that their biggest challenge was generating high quality leads.  The next biggest challenge was a distant second: 49% cited “generating a high volume of leads”. However, lead generation is irrelevant in today’s b2b marketing climate.
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 20, 2015
    [Leads] 4 Steps to Lead Nurturing: Walking the buying path with your customers
    Tweet Lead generation can take you on a long hike. The goal of lead nurturing is to help progress leads from initial interest toward purchase intent. define lead nurturing as consistent and meaningful communication with viable prospects (those that are “a fit” for your solution), regardless of their timing to buy.
  • ACT-ON  |  TUESDAY, DECEMBER 29, 2015
    [Leads] In-Depth Guide: Calculate Your Lead Generation Campaign ROI
    When was the last time you calculated the return on investment (ROI) of one of your lead generation campaigns? At the end of the day, ROI is one of the best ways to measure the impact of your lead generation campaigns. Step 3: Calculate lead generation budget. Do this by dividing the lead generation budget by the allowable COCA.
  • LEADSLOTH  |  MONDAY, FEBRUARY 20, 2012
    [Leads] Lead Nurturing for Software Trials
    This week someone asked me about lead nurturing for people who signed up for a 30-day product trial (for a SaaS/Cloud software product). Demand Generation Email Marketing lead nurturing 30-day trial auto-responders email best practices product adoption software trialThey signed up. What now? Tip 1: Start Sending Email Now. Conclusion.
  • 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  |  MONDAY, JANUARY 26, 2015
    [Leads] 15 Tips to Generate More Leads in 2015 (Part 3, featuring tips 11-15)
    Tweet To kick off the new year I’m sharing 15 ideas on improving your lead management. As you’ll see this series isn’t just about getting more leads, but about generating better and higher quality of leads. And these 15 tips (across all three blog posts) will help make your lead management more effective.
  • VIEWPOINT  |  TUESDAY, MARCH 10, 2015
    [Leads] When Bad Things Happen to Good Leads - Part 5
    Lead Generation Lead Nurturing Don’t believe everything you read about executives not wanting to talk to vendors. Some years ago I learned that SVP and C-level executives are 2.5 times more likely to respond to quality voicemail and email than their junior reports. I was blown away!
  • B2B LEAD GENERATION BLOG  |  MONDAY, JUNE 30, 2014
    [Leads] Lead Generation: Streamlining the process for quality over quantity
    Tweet For her first week on the job, Debbie Pryer, Program Manager, Siemens Healthcare, arrived ready to accept an intimidating challenge: Bring Marketing and Sales together for one common cause – generating quality leads. Marketing Research Chart: Most widely used lead gen tactics [MarketingSherpa Research Chart of the Week].
  • GREAT B2B MARKETING  |  TUESDAY, JUNE 16, 2015
    [Leads] Criteria of Efficient B2B Lead Generation Processes
    My team and I are always preaching the doctrine of the consistent and predictable lead generation engine as a key […]. The post Criteria of Efficient B2B Lead Generation Processes appeared first on Great B2B Marketing. B2B Leads Lead Generation Lead-to-Revenue lead-to-revenue
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, JUNE 18, 2015
    [Leads] Lead Generation for Industrial Companies is a Process not a Campaign
    I hear too many manufacturers and industrial companies talking about creating campaigns because they want to pump up their lead generation. Content Marketing Industrial Lead Generation Inbound Marketing Industrial content marketingThis is only a content summary. Please click on the headline to read the full article.
  • THE POINT  |  TUESDAY, JANUARY 14, 2014
    [Leads] More Evidence That Waiting Even 5 Seconds to Contact a New Sales Lead Can Be Disastrous
    In my experience, most of the mental energy and strategic thinking around the practice of lead nurturing and lead management is usually applied to the goal of accelerating prospects through the sales process – from MQL to SQL, from SQL to Opportunity, and so on. And that lack of focus can be a big mistake. Probably not.
  • 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 LEAD BLOG  |  MONDAY, MAY 4, 2015
    [Leads] Is Content Marketing Still Effective for Online Lead Generation?
    For the past few years, the buzzword in online lead generation was content marketing. B2B Lead Generation B2B Marketing Ideas Marketing and Sales Funnel Marketing Tips content marketingNow, some say content marketing has grown tiresome and it’s time for something new. Is content marketing […].
  • BIZNOLOGY  |  WEDNESDAY, OCTOBER 28, 2015
    [Leads] How much should you pay for a sales lead?
    When planning a B2B lead generation program, you need to deliver leads to your sales team at an affordable price.  A neat way to determine in advance how much you can spend on a lead is to calculate the Allowable Cost per Lead for your campaign.  Then, estimate the costs associated with qualifying a lead. 2,000.
  • 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?
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 25, 2014
    [Leads] Lead Gen Tactics from 4 MarketingSherpa Case Studies
    Tweet Our sister publication, MarketingSherpa, publishes three weekly newsletter case studies, and in the B2B beat in particular, those weekly articles routinely feature a story covering marketers tackling lead generation for the complex sale. Case Study #1 – Local B2B Marketing: 150% boost in lead generation. What were the results?
  • HUBSPOT  |  THURSDAY, FEBRUARY 11, 2016
    [Leads] Lead Generation: A Beginner's Guide to Generating Business Leads the Inbound Way
    This frustrating interruption is exactly why we're here to discuss inbound lead generation. What is inbound lead generation? Download our complete guide to lead generation here for even more lead gen tips. What is a Lead? What Is Lead Generation? Why Do You Need Lead Generation? the phone rings.
  • 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.
  • 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.
  • 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. This is an increase over 70% in 2012. of America, O’Reilly Automotive and Omnicare. Corporate Blogs surging.
  • 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.
  • FEARLESS COMPETITOR  |  TUESDAY, APRIL 5, 2011
    [Leads] 7 Keys to Successful Lead Scoring
    Find New Customers to release the second in a series of great content regarding B2B lead generation. Sales Lead Generation using engaging, bite-sized content. Keys to Successful Lead Nurturing. Keys to Successful Lead Scoring. Follow  Jeff on Twitter or download the  free white paper on B2B lead generation.
  • NUSPARK  |  SUNDAY, NOVEMBER 6, 2011
    [Leads] Video 2: Benefits of Lead Nurturing and Better Conversion Tactics; a Lead Generation ROI Calculator
    This is the second video in an ongoing series on optimizing your marketing and lead management efforts. Related Posts: Video Blog 1: An Introduction to the B2B Buying Funnel Sales Best Practices include Marketing-Sales Alignment The 3 P’s of B2B Lead Generation: People, Process, Platforms.
  • SALESPREDICT  |  THURSDAY, NOVEMBER 19, 2015
    [Leads] Is Your Business Ready for Predictive Lead Scoring?
    Perhaps your sales team is losing confidence in your current lead scoring method because they’re not seeing conversions, or maybe you’re launching a new product and are evaluating how to create the most effective demand generation program so your team can hit the ground running. What lift are you expecting and how will you define success?
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 14, 2014
    [Leads] Lead Qualification: Webinar marketing strategy boosts conversion 500%
    After realizing this challenge, Shelby and the team at Adobe put forth the idea that by creating more useful and relevant content to prospects, they could use that data to better qualify leads to Sales and discover where those leads were in the buying process based on what webinar content they consumed. You might also like.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, JULY 24, 2012
    [Leads] Lead Generation: What’s Working – Tactics, Budgets and Preferences
    Summer is a good time to look back at what has worked for lead generation and compare yourself with your peers as you plan for the second half of the year. What were the most effective SEO tactics used for lead generation in 2012? Both marketing tactics produced traffic, leads and new customers. And the survey says….
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, FEBRUARY 5, 2013
    [Leads] Drive Leads, Qualify, Nurture with Personality Tests
    by Amanda Batista | Tweet this Today’s guest post comes courtesy of Seth Lieberman, CEO of SnapApp , a marketing platform used by companies to easily create interactive content to generate leads and drive revenue across the web, mobile, social and email. Drive leads and qualify them more rapidly with personality tests. SnapApp data.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, MAY 21, 2015
    [Leads] 5 Ways to Reactivate Lost Leads Using Marketing Automation
    When a lead expires, what do you do? Most companies move on to the next lead, forgetting about these leads entirely. After a few years have passed, this once insignificant pile of expired leads can look more like a mountain of missed opportunity. First, though, let’s dissect what a lost lead actually is.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 5, 2015
    [Leads] Lead nurturing via email series and content marketing
    Tweet Lead nurturing involves a number of activities and channels such as “under the hood” tracking and scoring of prospects behavior and engagement with your campaigns as well as follow-up telephone at times whenever that tactic fits into an overall lead nurturing program. Lead Nurturing: Pilot campaign increases conversion 32.6%
  • THE POINT  |  MONDAY, SEPTEMBER 30, 2013
    [Leads] Do You Need Marketing Automation to Do Lead Nurturing? Sort Of.
    Do I need it in order to do lead nurturing?”. My answer: “It depends how you define “ lead nurturing ,” but technically: no, you don’t need marketing automation in order to nurture leads. It enables you to deploy lead nurturing programs that are more timely, relevant, and, ultimately, effective. Certainly.
  • SALESPREDICT  |  MONDAY, SEPTEMBER 14, 2015
    [Leads] The Black and White of Predictive Lead Scoring
    We call this the “black box” approach, which is how most predictive lead scoring solutions work. Taking predictive beyond lead prioritization Predictive is powerful only inasmuch as it’s being used. couple of those are: Lead Prioritization. Predictive Lead Generation. Prospecting & Lead Nurturing. Advertising.
  • 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  |  MONDAY, AUGUST 26, 2013
    [Leads] B2B Marketing: Why Marketing shouldn’t promise BANT qualified leads for Sales
    Tweet Many marketers use a model for lead qualification based on these four key characteristics: B = Budget. A = Authority. N = Need. T= Timing. Let’s start by creating a common language for lead qualification that makes more sense than BANT. Their critiques of marketing leads are much more fundamental. They need each other.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, SEPTEMBER 15, 2014
    [Leads] How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies
    I have yet to come across a manufacturer, a distributor or an engineering firm that didn’t ask for more leads. The post How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies by Achinta Mitra appeared first on Industrial Marketing Today. No surprise there! This is only a content summary.
  • 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, SEPTEMBER 8, 2014
    [Leads] Stop Cold Calling and Start Lead Nurturing
    Tweet Earlier this week, I had a call with a CEO of a small technology company who was wondering how to optimize his lead generation. Your lead-nurturing program is all about having consistent and relevant communication with viable prospects (those that fit with your product or service), regardless of their timing to buy.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MAY 25, 2011
    [Leads] Buying software is easy. Fixing lead generation is hard.
    B2B Lead Generation | Buying stuff is easy – fixing problems is hard. Unfortunately, there’s no “Wonder Herb&# in B2B lead generation and marketing either. What does your software purchase do toward fixing your company’s problems with generating quality sales leads? We hope you enjoy it.
  • VIEWPOINT  |  TUESDAY, MAY 5, 2015
    [Leads] The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)
    feel so strongly that nurturing needs to be a focus, I asked a panel of 11 experts to weigh in on the best lead nurturing programs (and processes) and what to expect in the coming year. To be clear, lead nurturing is not an isolated activity or stand-alone “campaign” as so many in the industry have described it. Lead Reengagement.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, JUNE 17, 2012
    [Leads] How Many Lead Nurturing Campaigns Should You Run? [CHART]
    by Egan Cheung | Tweet this Lead nurturing  is a type of automation focused on leads who are not yet ready to buy.  A successful lead nurturing campaign delivers content of sufficient value to your leads that you establish brand preference long before a purchase decision is made. What do you think?
  • B2B LEAD GENERATION BLOG  |  SUNDAY, JULY 22, 2012
    [Leads] Lead Optimization: 10 audience questions answered
    Tweet A couple of weeks ago, I presented the webinar, “ Optimizing the Lead: A data-driven optimization process that goes beyond lead capture.” ” Lead optimization is the core of revenue optimization – making as much money as possible from your time, energy and resources. If he doesn’t, he’s just an inquiry.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, APRIL 29, 2012
    [Leads] Lead Generation: Phone calls turn first-time webinar into million-dollar leads
    Follow the lead of Jeremy Scully and take a high-stakes gamble: Put your reputation on the line to prove marketing’s value. As soon as the webinar was over, a standard email thanking attendees was automatically sent, and Scully commenced his lead-generation efforts. Webinar Replay: Teleprospecting that Drives Sales-Ready Leads.
  • VIEWPOINT  |  TUESDAY, AUGUST 26, 2014
    [Leads] Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:
    Is it necessary to pre-qualify inbound leads? Should CMOs feel confident that these leads from marketing automation are ready for sales to close. Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline?
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JULY 19, 2011
    [Leads] 5 Common Stages of B2B Lead Nurturing
    Lead nurturing provides a structural framework for delivering specific types of content that answers buyers’ questions when they ask them. While every lead nurturing program requires some tailoring, we outlined 5 common stages a prospect will go through and the kinds of content you should deliver. Welcome. Progressive. Accelerator.
  • SALESPREDICT  |  FRIDAY, NOVEMBER 13, 2015
    [Leads] Traditional vs. Predictive Lead Scoring
    Lead scoring is a methodology used to rank prospects against a scale that represents the likelihood that a lead will turn into sales and/or the perceived value that each lead represents to the organization. However, not all lead scoring is created equal. Provide insight into how a lead score was derived. Job title.
  • 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.
  • 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.
  • NUSPARK  |  SATURDAY, JUNE 9, 2012
    [Leads] Retargeting; An Internet Marketing Tactic to Increase Conversions Rates & Leads
    For lead generation, conversion optimization, and lead nurturing strategies, retargeting may be the overlooked child, but there’s no question it can be very effective and an efficient tactic to bring prospects back to your website or content.  Company C: Lead Nurturing. Lead management process.  Let’s talk retargeting. 
  • 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.
  • FEARLESS COMPETITOR  |  FRIDAY, MARCH 1, 2013
    [Leads] Happy Birthday, sales lead generation company Find New Customers – belatedly
    Buffer On February 13, 2009, the sales lead generation company Find New Customers was born. We also have a lot of great content on BtoB marketing, lead nurturing, lead scoring, and more on sales lead generation  - all of which can be found at www.findnewcustomers.com. You can follow Jeff on Twitter at @fearlesscomp. .
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, AUGUST 6, 2015
    [Leads] Take Marketing Automation Further and Automate Lead Distribution
    It is what sales teams often say is more important than anything else: Delivering qualified leads! Even with all of the advances we’ve made in marketing automation, many marketing and sales teams are still sharing and tracking leads manually or with “lite” technology. The result? Quality vs. Quantity.
  • 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.
  • 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.
  • 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.
  • B2B LEAD GENERATION BLOG  |  THURSDAY, DECEMBER 29, 2011
    [Leads] How to Use Lead Scoring to Drive the Highest Return on Your Trade-Show Investment
    Smart marketers apply some type of lead scoring to leads generated from website, SEO, and email initiatives. recommend ranking trade show leads using the point-system outlined below – the higher the ranking, the hotter the lead. 1. Yet, they only ranked fourth in marketing effectiveness, under websites, SEOs, and emails.
  • VIEWPOINT  |  TUESDAY, JULY 7, 2015
    [Leads] PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]
    Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. A key to this trend is lead scoring. According to SiriusDecisions’ Research Brief 1 , the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input.
  • B2B MARKETING INSIDER  |  TUESDAY, JUNE 19, 2012
    [Leads] Lead Generation: When To Use Registration Forms
    And marketers should employ strategies to identify and capture every one of these leads that we can for our businesses. And so the question arises: which content should I make “registration-required” in order to maximize my lead capture while also reaching the largest possible audience of potential buyers? Maybe you do the same?
  • 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.
  • VIEWPOINT  |  TUESDAY, AUGUST 19, 2014
    [Leads] Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:
    Is it necessary to pre-qualify inbound leads? Should CMOs feel confident that these leads from marketing automation are ready for sales to close? Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline?
  • INBLURBS  |  TUESDAY, FEBRUARY 25, 2014
    [Leads] 5 Critical Steps for Creating a Lead Generation Strategy
      If you want to make sure you reach all your lead generation goals, you need to make sure you have a good strategy in place. We have collected a list of the five critical steps you need to create a lead generation strategy that will work wonders for you and allow you to excel no matter what industry you’re working in.
  • JUNTA 42  |  WEDNESDAY, MARCH 25, 2015
    [Leads] Research: Technology Marketers Align Around Lead Gen
    Of all the segments of content marketers we’ve studied over the last year, technology marketers are the most focused on lead generation as a goal for content marketing. While tech marketers were the group most focused on lead generation last year as well, the percentage has increased from 86% in 2014 to 91% this year.
  • THE POINT  |  FRIDAY, JULY 13, 2012
    [Leads] Do Lead Nurturing Campaigns Always Need an Offer?
    Which leads to another question: do certain types of campaigns even need an offer in the first place? Take lead nurturing : is it strictly essential that every lead nurturing touch include a specific, gated, call to action? have my concerns, however, about extending it to lead nurturing and the email medium. Occasionally?
  • GREAT B2B MARKETING  |  WEDNESDAY, OCTOBER 28, 2015
    [Leads] The Importance of Processes in Effective Lead-to-Revenue
    Component 3 in our recent eBook The Essential Guide to Building Your Lead-to-Revenue Machine is optimized marketing and sales processes. The post The Importance of Processes in Effective Lead-to-Revenue appeared first on Great B2B Marketing. Lead-to-Revenue lead-to-revenue Revenue Sales LeadsYou […].
  • 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. I was thinking about all the lead qualification criteria I’ve seen used in B2B lead generation programs and decided to list them by category.
  • MODERN B2B MARKETING  |  THURSDAY, MAY 30, 2013
    [Leads] Content Curation for Lead Nurturing
    Author: Jon Miller (@jonmiller) By now, many marketers are convinced of the value of lead nurturing – but they remain flummoxed by the task of creating content to fuel their programs. In this post, I’d like to propose that marketers can and should embrace content curation as an effective, easy way to nurture leads. Lead Nurturing
  • VIEWPOINT  |  TUESDAY, JULY 17, 2012
    [Leads] Which is better in B2B Lead Generation? A $1,000 inbound lead or a $1,000 outbound lead?
    Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” That's not to say that inbound leads are less valuable than outbound leads. I asked this question on Focus.com a few weeks ago and got answers that surprised me. &rdquo
  • DIGITAL B2B MARKETING  |  MONDAY, DECEMBER 2, 2013
    [Leads] 5 Steps To Improve B2B Lead Generation Program Results
    You are easily spending thousands on lead generation media programs each month. You have carefully chosen your partners, negotiated an effective cost per lead and are diligently measuring your results. The content you should use depends on how the lead generation program is structured. The B2B Lead Generation Series.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 16, 2011
    [Leads] The Sorry State of Sales Leads Today
    points out the sorry state of sales leads today. Here are two take-aways: What Percentage of Marketing-Generated Leads  do you Feel Fit your Sweet Spot? (i.e. “The leads marketing gives me are crap and the few that might fit have the wrong people identified.&# I feel sorry for salespeople. Quality leads matter.
  • NUSPARK  |  SATURDAY, MAY 19, 2012
    [Leads] Generating Leads from a Facebook Fan/Business Page Engagement Strategy
    Facebook and B2B lead generation.  Have you considered Facebook as a channel for lead generation?  That gets audiences to your website, and that means potential for website engagement and lead generation. Lead Gen Content.  This tab includes multiple opportunities for lead generation.  Understand EdgeRank. 
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