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  • 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?
  • 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?
  • 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.
  • 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
  • B2B LEAD GENERATION BLOG  |  MONDAY, JULY 9, 2012
    [Leads] B2B Selling: 4 steps to gain customer intelligence before your sales call
    They’re actively engaged with your content, and their lead score is consistently climbing. Shonka relates the story of a sales rep for a leading printing company. Lead Nurturing: Market to personality and behavior, not job title. Books lead capture Lead Nurturing research teleprospectingExecutive biographies.
  • 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
  • B2B LEAD GENERATION BLOG  |  SUNDAY, SEPTEMBER 16, 2012
    [Leads] B2B Marketing: 4 solutions to the most common challenges
    She works with Research Partners to develop teleprospecting programs where precisely the right people are given the right message to quickly convert them to leads. He develops and guides lead generation program that efficiently and effectively drive revenue for MECLABS Research Partners. Solution #3: Define your lead.
  • 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.
  • 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.
  • B2B LEAD GENERATION BLOG  |  MONDAY, MARCH 11, 2013
    [Leads] Marketing Analytics: 3 steps to help Sales and Marketing improve productivity
    They would be wise to follow the lead of Aimee Miller, Vice President of Marketing,  AppFolio , a property management software company. The consultant helped by using marketing automation to enhance AppFolio’s lead-lifecycle performance reporting. The steps AppFolio took to achieve its lead-management goals. Downloading content.
  • 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.
  • 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.
  • 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.
  • 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?
  • 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. 
  • 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.).
  • 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.
  • WORKFACE  |  MONDAY, OCTOBER 17, 2011
    [Leads] Sales Leads Are Best Served Hot
    Leads: every sales person wants more of them and every marketing professional feels pressured to produce them. Not just any leads though. The good leads. As Jack Lemmon would have put it, the Glengarry leads. So, what makes a lead good? But the lead also has to be hot. The qualified ones. You are impressive.’
  • 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.
  • 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.
  • 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.
  • 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.
  • MODERN B2B MARKETING  |  WEDNESDAY, JULY 11, 2012
    [Leads] The 4-1-1 Rule for Lead Nurturing
    The 4-1-1 rule can also apply to your lead nurturing using email. Formally, lead nurturing is the process of building a relationship with prospects that are not yet sales-ready by conducting an informative dialog, regardless of budget, authority, or timing. Magic Quadrant for CRM Lead Management (soft promotion, mid-stage content).
  • HUBSPOT  |  SATURDAY, MARCH 1, 2014
    [Leads] The Definition of a Marketing Qualified Lead [In Under 100 Words]
    'A marketing qualified lead (MQL) is a lead judged more likely to become a customer compared to other leads based on lead intelligence, often informed by closed-loop analytics. Sit down with your sales managers to determine which demographics, activities, and behaviors make for a marketing qualified lead at your company.
  • 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.
  • 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).
  • 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.
  • MODERN B2B MARKETING  |  WEDNESDAY, FEBRUARY 29, 2012
    [Leads] Dear Marketing Department, Please Stop Sending Us Crap Leads. Love, Sales
    by Seth Resler Have you implemented a formal lead scoring and qualification process? So here it is, sans sugar coating: Please stop sending us crap leads. But the truth is, the world’s changed, and it’s not as hard to deliver qualified leads to the sales team. Dear Marketing Department, Please Stop Sending Us Crap Leads.
  • 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.
  • TOMORROW PEOPLE  |  MONDAY, MARCH 12, 2012
    [Leads] Lead Nurturing & Behavioural Marketing
    Here's a Prezi presentation view on our blog post last week on Never Waste an Opportunity: The Value of Lead Nurturing. If you are not quite sure where to begin, or if lead nurturing will work for you, take a look at some of our success stories View it on full screen.
  • 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. 
  • 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!
  • 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).
  • 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? 
  • 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.
  • SOCIAL MEDIA B2B  |  FRIDAY, MARCH 16, 2012
    [Leads] Charting the B2B Social Media Lead Generation Process
    The cool part of the review is that it includes a graphic showing the social media lead generation process. Leads come in from a variety of sources, including social media and search, and they go to the company home page or a dedicated landing page. In this graphic, these leads leave the marketing realm and move into the sales funnel.
  • 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?
  • 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.
  • WEBBIQUITY  |  THURSDAY, AUGUST 9, 2012
    [Leads] B2B Leads in the Long Tail of Search
    But it’s also important to note that when it comes to on-site conversions, the leads often come from multi-word, infrequently searched “tail” terms. At the same time, a larger group of head terms drove a smaller share of leads. Finally, some head terms are great for driving traffic but less so for producing leads.
  • 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!
  • HUBSPOT  |  TUESDAY, MARCH 25, 2014
    [Leads] The Secrets to Creating a Lead-Generating Ebook [Video]
    You still need to add clickable hyperlinks to your ebook (which can sometimes be a pain) and you need to set up a landing page with a lead capture form. lead generation 'Creating an ebook? can do that. mean, it’s basically just a really long blog post, right? Wrong. Before you even begin typing, there’s a lot to do. Yikes.
  • 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
  • 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?
  • 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.
  • MODERN B2B MARKETING  |  FRIDAY, APRIL 12, 2013
    [Leads] 5 Techniques For Lead Management Success That You Probably Aren’t Using
    'by Dayna Rothman Lead management is the ability to capture, respond, and manage incoming leads. When spending so much time and money on creating the perfect campaign, you want to make sure you have numerous best practices in place to manage your leads throughout the entire lifecycle. Score leads using implicit behavioral data.
  • MODERN B2B MARKETING  |  TUESDAY, MARCH 3, 2009
    [Leads] 5 Reasons Why Lead Management is more than Lead Nurturing and Scoring
    I think one mistake many marketers make is to think of their lead management requirements too narrowly — and to be honest, quite a few demand generation vendors make this mistake as well. Lead scoring to know when to pass leads to the sales team – and when to keep them in marketing for further nurturing. lead deduplication ).
  • 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.
  • 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.
  • B2B LEAD GENERATION BLOG  |  MONDAY, MAY 13, 2013
    [Leads] Digital Marketing: B2B marketers can get fresh, new ideas from B2C
    Burns will be presenting at the MarketingSherpa and MarketingExperiments Optimization Summit 2013 , May 20-23, in Boston, which looks at the many ways organizations can leverage A/B testing to squeeze the highest amount of leads and revenue out of marketing efforts. Furniture company website sparks idea, nets 400% increase in leads.
  • 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?
  • VIEWPOINT  |  THURSDAY, MARCH 20, 2014
    [Leads] The Problem with Inbound Leads - A Sales Rep's Perspective (& Solution)
    'You know when you get excited about new inbound leads. Well, I called 185 inbound leads like that, in one week. After making that many calls, you start to recognize behavioral patterns in the leads. You start to see unique trends based on the specific source of the leads. What Was Wrong with Marketing''s Inbound Leads.
  • MODERN B2B MARKETING  |  TUESDAY, JANUARY 6, 2009
    [Leads] Unleash Your House Database with Lead Nurturing
    Five Tips for Effective Lead Nurturing. Finding out that most of what marketing calls “leads” are not really sales leads reinforces the sales team’s impression that marketing-generated prospects are not worth their time. Using Lead Nurturing to Unlock the Marketing Database. Do you treat as such? Make it bite-sized.
  • 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.
  • 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.
  • ANNUITAS GROUP  |  TUESDAY, SEPTEMBER 21, 2010
    [Leads] What’s Worth More?
    I’ve recently been involved in an ongoing online discussion regarding marketing automation, lead generation, and lead management (including lead nurturing).  Neither help you get more fresh leads into your database – which is critical because most contact info expires at the rate of 20-30% per year”. Aberdeen, 2009.
  • 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. 
  • 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. 
  • 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?
  • DIGITAL BODY LANGUAGE  |  WEDNESDAY, MARCH 25, 2009
    [Leads] Lead Scoring - Thinking of Outputs First
    I was on a webinar with Todd Davison of BullDog solutions the other day, and he had a great way of showing the outputs of lead scoring that I wanted to share as it gives a great conceptual model for how to think about lead scoring and what to do with the scored leads.
  • CROSS-CHANNEL CONVERSATION  |  MONDAY, OCTOBER 29, 2012
    [Leads] Lead Management Basics: 5 Steps for Switching from Mass Marketing to Micro
    sending messages to massive segments), which can lead to inaccurate or irrelevant messages for the recipients. Lead Management[Posted by Daniela Basile Database Marketing Intern, Neolane, Inc.] Too often, marketers are delivering messages via the old fashioned “batch and blast” system (i.e.,
  • INBLURBS  |  FRIDAY, DECEMBER 16, 2011
    [Leads] Get up to 25 times more business leads with Content Marketing
    Content Marketing has proven to be the best and most cost effective way to drive traffic to a company website and convert this traffic to leads and customers. Blogging companies get up to 25x times more business leads. Content Marketing: Videos attract 300% more traffic and nurture leads. Reasons to start a corporate blog: 1.
  • SMASHMOUTH MARKETING  |  THURSDAY, MARCH 19, 2009
    [Leads] BANT - It's Not Always The Lead Score
    I woke up this morning to these three tweets relating to @nivenor1 's recent market2lead blog post titled: The SCOTSMAN vs. BANT for Effective Lead Management nivenor1 : New post about BANT vs. The SCOTSMAN on our blog [link] , now its off to Guatemala for 10 days! Tags: lead gen marketing b2b sales2.0 Do you agree? Absolutely not.
  • ANNUITAS GROUP  |  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.
  • FEARLESS COMPETITOR  |  THURSDAY, DECEMBER 16, 2010
    [Leads] Outsourced b2b Lead Generation gives 43% better results than In-House
    Click to access the Focus Roundtable on B2B Lead Generation Using outside professionals to help your company implement B2B lead generation gives 43% better results than hiring your own person. Case closed!
  • B2B LEAD GENERATION BLOG  |  SUNDAY, OCTOBER 21, 2012
    [Leads] Ideal Customer Profiles: 5 steps to ensure your lead generation stays on target
    An ICP is the foundation of your entire lead generation program. It helps you narrow your lead generation universe and provide a standard against which you can prescreen opportunities. The dangers of not having an accurate ICP: If your ICP isn’t spot on, your lead generation will be off and there will be no getting it on track. 
  • MODERN B2B MARKETING  |  FRIDAY, OCTOBER 5, 2012
    [Leads] How Effective is Your Lead Generation? Key Insights from Lenskold Group’s 2012 Lead Generation Marketing Effectiveness Study
    by Dayna Rothman The Lenskold Group and The Pedowitz Group recently released their 2012 Lead Generation Marketing Effectiveness Study. The study draws on 373 B2B marketers to discuss the practice of lead generation , marketing automation, ROI, and how they are all interrelated. 36% somewhat–we do cost per lead and cost per sale.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 27, 2014
    [Leads] Value Proposition: What motivates prospects to buy from you?
    It’s just another way we can look at trying to increase revenue and possibly generate more leads at the same time. Sales Leads B2B marketing Email marketing lead generation value proposition 'Tweet One day at the office, I decided to put a dollar bill on my cubicle wall. My initial response was that I simply like money.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, APRIL 20, 2010
    [Leads] OneSource Survey: Salespeople Accept Value of Leads from Marketing
    Summary: A survey of business-to-business salespeople finds they (still) consider themselves their best source of qualified leads. But marketing-generated leads are gaining increasing respect and salespeople are increasingly looking for help from outside data vendors. Events and trade shows actually rank below all of these.
  • FIFTH GEAR ANALYTICS  |  SUNDAY, JULY 22, 2012
    [Leads] Using Marketing Analytics to Multiply Your Lead Generation Efforts
    For most companies, lead generation is a good portion of the marketing budget, yet it can be very difficult to show positive return on investment. Acqusition-Growth-Retention Business Intelligence Lead Generation Marketing Analytics marketing analytics Tim TullyWhat if? You CAN , with marketing analytics.
  • FIFTH GEAR ANALYTICS  |  WEDNESDAY, NOVEMBER 3, 2010
    [Leads] Can Lead Generation Become More than “Frosting and Cherries?”
    recently called on a client and he described his vision of lead generation as “frosting and cherries.” His view is that the current state of lead generation is dead.  Salespeople in the “Internet world” have relied on leads from marketing which are neither good nor productive.  The Demise of Lead Generation. Kenyon Blunt.
  • 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 BLOG  |  WEDNESDAY, SEPTEMBER 5, 2012
    [Leads] Content Marketing – Are You Getting 35 million Inbound Leads?
    B2B lead generation and lead flow are critical to your business. In their keynote address to the Inbound12 conference , they announced that HubSpot customers will see over 35 million inbound leads in 2012 — a 500% increase over 2011. and more than 1 million leads generated from use of the tool. Just build it.
  • B2B LEAD BLOG  |  WEDNESDAY, SEPTEMBER 5, 2012
    [Leads] Content Marketing – Are You Getting 35 million Inbound Leads?
    B2B lead generation and lead flow are critical to your business. In their keynote address to the Inbound12 conference , they announced that HubSpot customers will see over 35 million inbound leads in 2012 — a 500% increase over 2011. and more than 1 million leads generated from use of the tool. Just build it.
  • ANYTHING GOES MARKETING  |  MONDAY, OCTOBER 18, 2010
    [Leads] 5 Corporate B2B Blogs That You Should Copy
    Blogs are too important in keeping customers and future customers informed about your industry, your products and your company, driving people to your website, and generating leads. recent study by Hubspot found that those companies that use blogs generate 67% more leads than those that don't. However, anyone that can open a.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, NOVEMBER 1, 2011
    [Leads] My Key Takeaways as a B2B Summit Clinic Coach: Top lessons from real-world marketers and actionable ideas to drive marketing success
    Tweet I just got back from this year’s round of MarketingSherpa B2B Summits in Boston and San Francisco, where I provided one-on-one coaching to attendees, marketers from Fortune 500 organizations, leading private companies, and emerging businesses. Learn more about creating ULDs here: Lead Generation Checklist: Universal Lead Definition.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, JULY 21, 2010
    [Leads] Closed Loop Marketing – still a long way to go
    CRM systems, MRM systems, Lead Nurturing systems and the list goes on. How about your partner community and the leads you have given over to them. Tags: Lead Generation Lead Nurturing Yes we forced the loop to close with some great technologies over the last few years. Are they reporting back to you in real time?
  • LOOPFUSE  |  WEDNESDAY, FEBRUARY 16, 2011
    [Leads] Keys to Lead Nurturing Success
    I hope you enjoyed our interview with Andy Ellicott from Implementing Lead Nurturing – A Practitioner’s Perspective.  If you are thinking about implementing Lead Nurturing, I would highly recommend reading the full interview which can be found in our white paper, Lead Nurturing Best Practices for Small to Medium sized Businesses (SMBs). 
  • SYNECORE  |  TUESDAY, FEBRUARY 4, 2014
    [Leads] Tips to Boost Your Lead Generation [Infographic]
    'Lead generation. An integral part of integrated digital marketing, generating quality leads is one of marketers’ most important objectives. Follow @jAtkO23. Follow @SyneCoreTech
  • THE POINT  |  WEDNESDAY, OCTOBER 30, 2013
    [Leads] 5 Reasons to Gate Lead Nurturing Content
    'A client asks: “I notice that you’re recommending we gate our offer content behind landing pages as part of the lead nurturing campaign. It’s why click-to-lead conversion rates are never 100%, no matter how good your landing page. Why is that necessary when we already know who these people are? Here’s why: 1. click is not a response.
  • VIEWPOINT  |  TUESDAY, APRIL 24, 2012
    [Leads] The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 1 of 3)
    As much as marketing and sales best practices—not to mention just plain common sense—dictate that cost-per-lead not play a prominent role in managing and measuring B2B lead generation investments, the metric continues to prevail. The problems and costs of a cost-per-lead approach.
  • NUSPARK  |  SUNDAY, JULY 7, 2013
    [Leads] Implementing Your Lead Nurturing Campaigns; Free Templates That Help You Plan
    'Lead Nurture Planning. Considering that around 80% of leads never turn into sales, you need a proper lead nurturing plan, including lead scoring, with the goal to transform those leads you do have into potential sales opportunities. Save time following up on bad leads. . Lead Flow Planning Matrix.
  • LOOPFUSE  |  TUESDAY, JULY 23, 2013
    [Leads] Accelerate Sales with Lead Nurturing [Video]
    'We had a great session Wednesday of last week covering how to accelerate sales with lead nurturing. We covered the basics of setting up a simple time-based email lead nurturing program and then got into some more advanced scenarios using conditional elements and stages of the sales pipeline pulled from a CRM system. Enjoy!
  • LEADERSHIP  |  TUESDAY, JULY 30, 2013
    [Leads] 7 Tactics that Are Working for B2B Lead Generation Today
    Here is a quick list of the B2B lead generation tactics that are working today. Lead scoring using behavioural data. The right lead generation program will allow you to monitor lead behaviour online and track progression carefully. Progressive lead profiling. Fascinating. Measurement metrics should be logical too.
  • CRIMSON MARKETING  |  FRIDAY, JUNE 7, 2013
    [Leads] Don’t Waste Time Stressing Over Leads
    'I hear this a lot from many VPs of Marketing: “My biggest problem is leads. And my next biggest problem is leads. And the biggest problem after that is leads.”  An important part of the marketing mix is to help the VP of Marketing address this issue by helping him provide the sales organization with leads.
  • NUSPARK  |  SATURDAY, APRIL 28, 2012
    [Leads] Stop the Insanity; A View on Social Media ROI for Lead Generation
    So before we look at calculating ROI of social media let’s understand the following: Social media marketing IS marketing; and that means the goal is leads and sales; no argument there. Social media is conversation, and that conversation leads to more followers and likes, and that means more opportunity to find prospects and alliances. 
  • DIGITAL BODY LANGUAGE  |  FRIDAY, MARCH 20, 2009
    [Leads] Lead Scoring vs Time - Degrading Scores Gracefully
    Most buyer activities are only relevant for a certain amount of time when you are looking at scoring leads. This is a very relevant factor to build into your lead scoring algorithms or you will find that scores continue to increase over time with mild activity. Tags: Lead scoring implicit scoring
  • FUNNEL FOCUS  |  WEDNESDAY, OCTOBER 27, 2010
    [Leads] No More Losing Leads to Competitors without a Fight
    According to Marketing Sherpa, 70% of your leads will end up buying something from you or one of your competitors, but they won’t do it right away. If you’re not experiencing a 70% lead-to-close conversion ratio, you’re losing leads to competitors! Lead nurturing enables us to do this. At what frequency?
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