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MODERN B2B MARKETING Interaction Analysis as a Leading Indicator of Funnel Conversions
| MONDAY, MAY 6, 2013
Conversions to marketing qualified leads are 10% below where they were last quarter. If you have a good lead scoring model in place you are already scoring this interaction across channels — so you can use score as a proxy for interaction. B2B Marketing Lead Management Lead Scoring How do you know what the issue is?
LOOPFUSE Lead Nurturing with Education
| THURSDAY, JULY 21, 2011
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 The Importance of Lead Nurturing (Radio Show)
| THURSDAY, SEPTEMBER 15, 2011
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.
FIFTH GEAR ANALYTICS Can Lead Generation Become More than “Frosting and Cherries?”
| WEDNESDAY, NOVEMBER 3, 2010
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.
MODERN B2B MARKETING How Effective is Your Lead Generation? Key Insights from Lenskold Group’s 2012 Lead Generation Marketing Effectiveness Study
| FRIDAY, OCTOBER 5, 2012
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.
INBLURBS Get up to 25 times more business leads with Content Marketing
| FRIDAY, DECEMBER 16, 2011
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.
LEADSLOTH Lead Nurturing Checklist for Marketing Automation
| THURSDAY, APRIL 15, 2010
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.
THE POINT 5 Simple Ways to Take Your Lead Nurturing Program to the Next Level
| WEDNESDAY, AUGUST 15, 2012
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.
FEARLESS COMPETITOR Lead Nurturing Overview
| THURSDAY, JUNE 9, 2011
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.
FUNNEL FOCUS No More Losing Leads to Competitors without a Fight
| WEDNESDAY, OCTOBER 27, 2010
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?
INBLURBS Who get you more business leads Google+ or Pinterest?
| FRIDAY, MAY 11, 2012
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.
GREAT B2B MARKETING B2B Lead Generation – How Much Information Should You Capture?
| THURSDAY, OCTOBER 27, 2011
I just read an interesting article at Web Ink Now, titled New B2B Lead Generation Calculus. But you get zero traditional “leads” Scott has a point and at Fusion Marketing Partners, we often deal with this issue. And one of the attributes of a high quality lead is full information about the prospect.
SOCIAL MEDIA B2B 5 Ways to Generate Leads from a LinkedIn B2B Company Page
| WEDNESDAY, JUNE 6, 2012
Many B2B companies have been successful at generating leads from LinkedIn , but there are features of a company page that B2B marketers are just not aware of. Several of the follow lead generating suggestions are based on areas in the product and services tab. You need to make it easy for them to take the next step and become a lead.
TOMORROW PEOPLE How to Generate Leads from Social Media
| TUESDAY, FEBRUARY 21, 2012
What the lead generation companies don’t tell you about social media. What are the lead generation companies failing to tell you? It could be that your lead generation approach is working perfectly for you in attracting the right kind of contacts. If so, they’re only telling you half the story. Follow @sookieshuen.
- 3 Ways to Use Lead Scoring Within Your Marketing Automation Programs
I wrote last week about the difficulty of linking marketing leads to sales results. One reason the topic was on my mind is I’m also thinking a lot these days about lead scoring. But the ultimate goal is to identify the leads most likely to generate revenue. In this context, scoring can be used in three ways.
NUSPARK Retargeting; An Internet Marketing Tactic to Increase Conversions Rates & Leads
| SATURDAY, JUNE 9, 2012
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.
FUNNEL FOCUS Decrementing a Lead Score: They’re just not that into you
| WEDNESDAY, OCTOBER 20, 2010
Similarly, in the sales process, there are often telltale digital signs that a seemingly viable lead is just not that into you. Lead Scoring models help your sales team prioritize leads that are ready for action. Here are a few activities that should signal that a once “hot” lead is just not that into you: 1. No activity.
LOOPFUSE Create a Leads by Score report in Salesforce.com to prioritize sales efforts
| MONDAY, MARCH 11, 2013
This can all be summarized into a lead score that is a quantitative measure of how engaged (or not) a prospect is and, by extension, how ready they are for sales engagement. Lead scoring doesn’t have to be complex as a few simple scoring rules will allow the best opportunities to rise the top. We’re happy to help!
FEARLESS COMPETITOR The World’s Simplest Guide to Lead Nurturing and Scoring
| WEDNESDAY, JULY 25, 2012
Lead Nurturing and Scoring – the world’s simplest guide. Jeff Ogden, the B2B lead generation expert at Find New Customers “Lead Generation Made Simple” and the host of Marketing Made Simple TV , shares the world’s simplest guide to lead nurturing and scoring in this short and narrated Slideshare presentation.
B2B LEAD GENERATION BLOG B2B Social Media Marketing: Focus on leads, not likes
| SUNDAY, AUGUST 19, 2012
But don’t expect them to convert as fast as other leads, because you’re catching them much earlier in the buying process,” warns Kelly. If you don’t understand every campaign or every program that someone responded to, you really don’t have an accurate cost per lead and cost per customer,” continues Kelly. How many people converted.
NUSPARK Stop the Insanity; A View on Social Media ROI for Lead Generation
| SATURDAY, APRIL 28, 2012
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.
- Social Media Lead flow in B2B Marketing
In the last post we covered Social Media Listening for B2B Marketing and while providing outstanding customer support is always a good choice when it comes to building a business case that will stand up in the boardroom, another very fertile area to consider is creating a stream of leads from all those conversations out there. Tweet This!
MODERN B2B MARKETING Lead Generation: How Do You Balance Quantity with Quality?
| MONDAY, APRIL 9, 2012
Finding new leads, leads that haven’t yet found you, and preparing them for sales is tough work. good lead generation team keeps your sales team fed and focused on closing deals. The lead generation team members develop unique skills and learn how to carefully track leads to pass only the best to sales.
B2B LEAD GENERATION BLOG My Key Takeaways as a B2B Summit Clinic Coach: Top lessons from real-world marketers and actionable ideas to drive marketing success
| TUESDAY, NOVEMBER 1, 2011
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.
SMASHMOUTH MARKETING NetProspex Product Review: Powerhouse for Lead Lists
| SUNDAY, OCTOBER 3, 2010
As many of you would expect, Green Leads consumes prospect lists at a rate that far exceeds most outbound marketing efforts. With over 30 clients running their appointment setting programs through us, having volumes of accurate contact names is essential to our business. We love them all and use them all in parallel.
B2B LEAD GENERATION BLOG Lessons on Using LinkedIn for Lead Generation
| WEDNESDAY, JULY 29, 2009
I've heard more B2B marketers citing LinkedIn as a key social network they want to add into their lead generation and marketing strategy. often get asked questions like "how do you generate leads via LinkedIn (without alienating your network)? Quality can be an issue with leads from LinkedIn. How are you doing it?
ACHIEVE MARKET LEADERSHIP Lead Management Matters!
| THURSDAY, FEBRUARY 18, 2010
At Crimson, we have recently added a lead management practice , designed to help our clients with their prospect management challenges. Improving demand generation entails a chain of processes laced with marketing lingo like respondents, lead profiles, bounce rates, open rates, and conversions. Lead Management
LOOPFUSE 4 Reasons Why LoopFuse Forms Are The Best Web-to-Lead Solution
| MONDAY, NOVEMBER 28, 2011
One question that seems to come up time to time is: “How do LoopFuse web forms differ from Salesforce.com’s Web-to-Lead feature?” Web-to-Lead and LoopFuse forms do share a lot of common functions, so I think that is where the initial confusion lies. There is quite a bit more, however, that LoopFuse forms can do for your Lead capture.
LOOPFUSE Keys to Lead Nurturing Success
| WEDNESDAY, FEBRUARY 16, 2011
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).
FEARLESS COMPETITOR B2B Lead Generation: Leads, leads, leads!
| MONDAY, MARCH 28, 2011
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.
LEAD VIEWS B2B Marketing & Lead Generation predictions for 2011!
| THURSDAY, DECEMBER 30, 2010
Lead generation is an intrinsic part of every B2B organization, without this activity it is impossible to keep a business up and running. 2010 saw many interesting trends in the space of B2b online Marketing and Lead generation. All the leading marketing automation solution providers including LeadFormix reported exponential growth.
GREAT B2B MARKETING Are you Generating Qualified Leads or Wasting Marketing Dollars?
| MONDAY, JANUARY 21, 2013
If you ask a dozen marketers and sales people for their definition of a qualified lead, you might hear answers ranging from “anyone that’s breathing” to “someone ready to buy today.” There are several different methods for calculating lead quality. In most industries, the vast majority of qualified leads do not close.
CLIENT BRIDGE LinkedIn for Lead Generation
| SATURDAY, SEPTEMBER 18, 2010
But is also can be used to generate leads for your business. If these links lead to lead capture pages, this can be a direct source of leads. Make sure to utilize landing pages in your marketing so that you can capture leads from your efforts. Below are a few tips. According to LinkedIn, you can target 7.9M
SMASHMOUTH MARKETING Lead Generation Tip - Take 3 Hour Lunches
| THURSDAY, OCTOBER 1, 2009
There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. For many reps, unless territory comes into play, lead gen exists in a three-time-zone map.
DIANNA HUFF - B2B MARCOM Don’t Bury Your B2B Website Leads
| MONDAY, MARCH 5, 2012
Tweet When I explain to prospects and clients how to get more leads from their sites, I sometimes think my expertise is too “simple.” wonder how many leads this company gets from its Website. Do you have a good story of a site that buries its leads? B2B Web Marketing Increasing Website Conversions Website Leads
THE POINT No Leads from Social Media? No Excuses.
| WEDNESDAY, NOVEMBER 16, 2011
In a recent post , the folks over at Silicon Angle applied their usual insightful analysis to the results of an industry survey by marketing automation company Pardot , a survey that reports fully 42 percent of respondents (all B2B Marketers) have failed to generate any leads from their social media campaigns. Here they are, in a nutshell: 1.
B2B LEAD GENERATION BLOG 5 steps for using LinkedIn as lead generation tool
| TUESDAY, APRIL 21, 2009
But I’ve been intrigued by how LinkedIn has quietly developed into a useful lead generation tool for marketers and sales people to build relationships with potential customers. Here are 5 ways you can generate leads via LinkedIn: Step #1 - Create a polished and personally branded profile on LinkedIn.
SMASHMOUTH MARKETING BANT - It's Not Always The Lead Score
| THURSDAY, MARCH 19, 2009
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.
SALES LEAD INSIGHTS Top 10 trends in B2B lead generation and how to take full advantage of them
| SATURDAY, OCTOBER 30, 2010
Join me and your fellow B2B marketers at the Northern California Business Marketing Assocation's Sales Lead Roundtable on Wednesday, November 3rd in Palo Alto, CA at 8:30 am. My presentation is about The top 10 trends in B2B lead generation, and how to take full advantage of them. Tags: B2B Lead Generation News P.P.S.
CUSTOMER EXPERIENCE MATRIX OneSource Survey: Salespeople Accept Value of Leads from Marketing
| TUESDAY, APRIL 20, 2010
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.
FEARLESS COMPETITOR B2B Lead Generation: Outsourced gives 43% better results than In-House
| WEDNESDAY, FEBRUARY 2, 2011
Using outside professionals to help your company implement lead generation programs gives 43% better results than hiring your own lead generation person and it costs a lot less. Case closed!
FEARLESS COMPETITOR Looking for Sales Leads? | Don’t Put Everything into the Social Media Basket
| TUESDAY, OCTOBER 18, 2011
B2B Demand Generation | Best Sources of Sales Leads. 78% of all leads – more than three out of four – come from personal connections and referrals, websites and email. Compare that to social media – which generates only 3% of leads. It’s THE best source of leads. Filed under: lead generation.
CHRIS KOCH Why Lead Management Automation Really Matters
| FRIDAY, OCTOBER 22, 2010
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?
INBOUND SALES NETWORK Lead Generation: Quality vs. Quantity
| TUESDAY, SEPTEMBER 6, 2011
The top answer was “generating high-quality leads,” quoted by 76 percents of respondents. Tellingly, the 76 percent was up from 69 percent from the last year, so it appears that CMOs are increasingly under pressure in the lead-generation arena. But, providing a sales force with a steady stream of qualified leads is job one.
THE POINT Why Salespeople Hate Most White Paper Leads
| FRIDAY, SEPTEMBER 16, 2011
How is it that a quality white paper on a hot topic can still generate bad leads? Even a well-written white paper, by a respected author, on a hot topic of vital interest to your target audience, can still generate leads your salespeople will consider “junk.” It’s got to be the media, right? Wrong. It’s the offer.
EB2BLEADS 11 Marketing Checks To Improve Website Lead Generation And Sales
| THURSDAY, MARCH 10, 2011
Your business needs leads and sales if its going to survive and thrive, so your website should be designed to deliver just that, but is it ? These 11 checks will help you quickly review your website to determine if you really are on the right track to delivering qualified leads to your sales team. 3) Are you using images effectively ?
INBLURBS How to Master Your Lead Generation Challenge with Social Media
| THURSDAY, MARCH 22, 2012
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!
GREAT B2B MARKETING Where to Find B2B Leads – Part 2
| MONDAY, AUGUST 29, 2011
In a recent post, I talked about six direct marketing sources of B2B sales leads. Let’s now turn our attention to nine more lead sources from two important categories – online media and pull marketing. All three can be a good low-cost source of leads. Public Relations – Yes you can generate leads with media relations.
FEARLESS COMPETITOR Buying software is easy. Fixing lead generation is hard.
| WEDNESDAY, MAY 25, 2011
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.
LEAD VIEWS Is Your Funnel Sick?
| FRIDAY, MARCH 30, 2012
For example, if those walls are too steep or too narrow, lead velocity may be too high. lead volumes too small. lead volumes too large. lead-to-sale ratio below industry standard. This is the first in a series of blog postings about sick sales funnels, a notion that IDC popularized in 2011. What went wrong?
LEAD VIEWS Facebook And Twitter Not For Generating B2B Leads!
| FRIDAY, JUNE 25, 2010
Having worked with many B2B companies, assisting them with their social media efforts, I have come to believe that social media yields best results when it is used by B2B companies for nurturing Leads rather than for generating Leads. Lead here is defined as an enterprise visitor.
NUSPARK Does Your Company Focus on Lead Generation or Lead Management?
| SUNDAY, SEPTEMBER 26, 2010
Where Are Your Leads Going? It’s a little troubling that so many companies don’t have an optimal lead management process, and thus are losing quality sales-ready leads to their competition. 10-25% of leads are sales-ready; 10-25% of leads are not; that means 50-80% of leads are wasted if … [ visit site to read more ].
FEARLESS COMPETITOR B2B Lead Generation: Social Marketing to the Business Customer
| WEDNESDAY, MARCH 30, 2011
Do Salespeople want more leads? B2B Lead Generation using social media. Why don’t you download Jeff’s free B2B lead generation white paper , How to Find New Customers, today? Find New Customers is one of few lead generation companies in New York. Quality sales leads matter. Yes, indeed! contact-form].
FUNNEL FOCUS Interview: Carlos Hidalgo Shares Tips on Turning Recycled Leads into Revenue
| THURSDAY, APRIL 21, 2011
Carlos Hidalgo, President and CEO of The Annuitas Group , a well-respected B2B Marketing thought leader and a recognized expert in marketing automation , recently participated as an “Expert Chef” in the Lead Nurturing Cookbook on a recipe we created for nurturing leftover or dormant leads. Lead Planning. Lead Routing.
MODERN B2B MARKETING Reactivating Your Database – Key Steps to Getting Your Leads to Re-engage
| WEDNESDAY, OCTOBER 31, 2012
by Maria Pergolino Marketers typically spend the largest chunk of their budgets on lead generation, in order to find potential customers. Marketing then continues the conversation with them via email marketing or lead nurturing– waiting for them to respond. Ultimately, this can lead to a recipient going cold.
DIGITAL B2B MARKETING A New Way To Connect Twitter To Lead Generation
| TUESDAY, NOVEMBER 27, 2012
B2B marketers are so anxious to generate leads from social media they are turning Twitter into a list for cold calls and mass email blasts. Here is a better way, along with actual results, that companies can use to drive leads through social media. This could be the perfect solution to promote your updates and still drive leads.
FEARLESS COMPETITOR 3 out of 4 B2B deals are unqualified. Why Lead Scoring is so important.
| TUESDAY, FEBRUARY 28, 2012
Want to understand why Lead Scoring is so important to your company? recent study by MarketingSherpa found that 3 out of 4 leads passed to sales were unqualified. Fewer, well qualified leads are needed to optimize time, expense and profits. Lead scoring-nurturing. Marketing lead-generation lead-scoring sales-challenges
MARKETING GENIUS BLOG Broad Reach + Intelligent Lead Nurturing = Increased Revenue
| FRIDAY, APRIL 9, 2010
One Wednesday we hosted a great panel of experts to discuss in depth how to leverage content, lead nurturing and new technologies to build stronger relationships and drive more revenue. Sales generally doesn’t want to spend a lot of time combing through low-quality leads to find the gem. Content needs to be created to drive response.
B2B LEAD GENERATION BLOG Lead Generation: How golf sponsorship generates prospect inquiries for a software company
| MONDAY, FEBRUARY 4, 2013
Lead Generation brand exposure brand identity networking sponsorTweet How can a marketer, in one fell swoop …. Capture the attention of millions of potential prospects? Meet with executives at a Fortune 500 company? Engage with existing customers? Create a centerpiece that enhances employee pride? It was a smart decision. Brand exposure.
FUNNEL FOCUS 5 Tips for Impactful Lead Nurturing Programs
| MONDAY, MARCH 26, 2012
Creating effective lead nurturing programs is a significant challenge for many marketing organizations. At Manticore , we spend a great deal of time measuring and tuning our lead nurturing efforts to ensure that we are delivering the highest quality leads to our sales team.
B2B MARKETING BLOG B2B Lead Generation with Content Syndication
| WEDNESDAY, DECEMBER 14, 2011
Lead generation always stands out as one of the top three. The results of a recent survey by Focus Research and eMarketer are no different: 55 percent of those surveyed ranked lead generation as their No. content Lead Generation B2B content syndication lead generationpriority. So, with the complicated and [.].
LEADSLOTH What is the ROI of Lead Management?
| MONDAY, AUGUST 17, 2009
Earlier this year I downloaded Silverpop’s lead management workbook , and I planned to write about it. Unfortunately, not enough time… Last week I received a copy of Marketo’s Lead Nurturing workbook. Both books show how you can increase sales by nurturing all leads, from inquiry to opportunity. Lead Scoring.
IT'S ALL ABOUT REVENUE Drive Leads, Qualify, Nurture with Personality Tests
| TUESDAY, FEBRUARY 5, 2013
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.
FUNNEL FOCUS Use 3 Components to Create a Lead Scoring Model
| MONDAY, MARCH 22, 2010
Lead scoring models enable marketers to rank and gauge the quality of Leads based on their importance to the sales team for follow-up. When a Lead hits the threshold set by the model, they can automatically be updated in the CRM for sales pursuit. Interest. Depreciation. Fit: Demographics make up most of the Fit component.
SAZBEAN 7 Simple Improvements to Increase Website Lead Generation
| TUESDAY, FEBRUARY 19, 2013
Ideally business websites are lead generation machines. Many business websites miss the mark when it comes to lead generation. Here are some ways to improve the lead generation on your website… 1. Lead Collection One mistake that many businesses make is to have zero ways of collecting leads on their websites.
DIGITAL B2B MARKETING Content Syndication Options for B2B Lead Generation
| TUESDAY, JULY 10, 2012
Lead generation continues to be a top objective for B2B marketers and content syndication is primary offering from publishers. Leads in this post refer to contacts captured through a registration form, in line with the way B2B publishers label their programs. Networks can often offer lower costs and significant volume.
FUNNEL FOCUS Interview: Tibor Shanto Reveals How to Use Lead Nurturing to Prevent Sales Funnel Leakage
| THURSDAY, MARCH 31, 2011
Marketers can provide this by developing lead nurturing programs to support the buying process after prospects have begun to interact with salespeople. EM: How does having an automated nurturing process in place after a lead has engaged with Sales help prevent sales funnel leakage? Generically we look at the following Zones: Lead Zone.
LEAD VIEWS Cupcakes and Corporate Blogs!
| THURSDAY, SEPTEMBER 27, 2012
Lead Generation blog corporate blog leads tip and tricks wordpressSome 500,000 new blog posts are out every day. Hang on. That’s just on WordPress! In this massive pile, how do you make your corporate blog stand out? While the task of standing out on blogosphere. [[ This is a content summary only.
FEARLESS COMPETITOR Content Marketing Challenges in B2B Lead Generation
| THURSDAY, DECEMBER 16, 2010
Click to access the Focus Roundtable on B2B Lead Generation Look at this chart by MarketingProfs to see what the biggest challenges in B2B marketing are. When you are trying to do B2B lead generation, you need great content.
IT'S ALL ABOUT REVENUE Where Are All The Great Leads Coming From? [VIDEO]
| WEDNESDAY, JANUARY 30, 2013
Cost per lead. While this fact may not surprise you, consider this: The top three most popular channels in terms of cost per lead were social media (not ads), email marketing to a house list and SEO but these do not marry with the top three channels in terms of lead quality. Where Are All The Great Leads Coming From?
B2B LEAD GENERATION BLOG Why the Term “Marketing-Qualified Lead” Creates Serious Confusion – Part 2
| WEDNESDAY, NOVEMBER 23, 2011
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.
FEARLESS COMPETITOR New “Cheat Sheet” on B2B Lead Nurturing
| TUESDAY, FEBRUARY 15, 2011
Lead nurturing is poorly understood and rarely implemented well. Many people now know how important lead nurturing is today. We wrote a very popular … Continue reading → Demand Generation lead generation Lead Nurturing Lead Scoring Leadership Management best practices Marketing Marketing Automation Sales 2.0
MODERN B2B MARKETING Dear Marketing Department, Please Stop Sending Us Crap Leads. Love, Sales
| WEDNESDAY, FEBRUARY 29, 2012
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.
NUSPARK The A-Z Guide to B2B Lead Generation
| MONDAY, DECEMBER 5, 2011
I thought I’d have fun with this post and attempt to explain key principles of lead generation and inbound marketing in an A-Z glossary format. All activity of the lead generation process needs to be measured via a robust analytics program. Where marketing and sales need to work together as leads proceed through the funnel.
MODERN B2B MARKETING The Lead-To-Revenue Performance Framework Explained [Infographic]
| TUESDAY, JULY 10, 2012
by Jason Miller Lead-to-revenue management is a set of disciplines that can be strongly supported by marketing automation , but marketers need to focus on process to make L2RM automation initiatives a success. B2B Marketing Infographic Lead Management Revenue Performance b2b marketing revenue performance management
B2B CONVERSATIONS NOW Capturing High-Quality B2B Leads Using Self-Service Pricing
| TUESDAY, SEPTEMBER 21, 2010
Jim, the VP of Marketing, quickly restated the request; “I want to use Self-Service Pricing as a way to capture better leads on our website.”. If you are not exploring how to provide self-service pricing on your B2B website you may be overlooking a B2B Lead Generation bonanza. “You want to do WHAT ?” Nancy looked at Jim and smiled.
INBLURBS B2B Marketing Social Networks for more Business Leads
| FRIDAY, JUNE 1, 2012
Social Networks have changed the marketing strategies for businesses online with wide range of advantages and quality leads for their business. Social Media is viral and if your business is successfully promoted in social media, you are very much successful in generating quality leads for your business online. Facebook. Google+.
SALES LEAD INSIGHTS Bridging the Content Chasm for B-to-B marketing automation and lead generation
| THURSDAY, JULY 14, 2011
The Content Chasm represents another major issue affecting the success of marketing automation, and of B-to-B lead generation and lead nurturing. B2B Lead Generation B2B marketing B2B marketing automationThere’s a new marketing term that I’m hearing more and more often - “the Content Chasm”.
BLOG MY CALLS Lead Nurturing 101
| WEDNESDAY, JULY 18, 2012
According to sources ranging from Hubspot to MECLabs only between 2% and 6% of inbound web leads are ready to buy immediately. That means that if your sales team calls all of those leads, they are wasting at least 94% of their time. Instead of receiving an immediate phone call, those leads need to be nurtured, hugged and loved.
FEARLESS COMPETITOR 3 out of 4 companies say lack of quality leads is #1 problem
| WEDNESDAY, DECEMBER 1, 2010
According to MarketingSherpa‘s 2011 and 2010 B2B Marketing Study: In 2010, over 2 out of 3 (68%) of B2B companies said generating high quality leads was their biggest problem.
FEARLESS COMPETITOR How to turn a good white paper into a great lead generation piece
| TUESDAY, MARCH 8, 2011
Great content or a great lead generation tool. Do you want a trickle of leads or a flood? To illustrate, let’s look at an example of how to turn a nice white paper into a great lead generation program: Let’s say you hire a company like the B2B lead generation company Find New Customers to write a white paper for you.
- The Marketing Funnel Is Dead. Let's Have Dessert.
Last week’s post on lead scoring attracted more positive attention than I expected. This was doubly surprising because first, I didn’t think lead scoring was such a hot topic and second, I don’t really agree with the approaches I described. The approach was using lead scoring as a way to define lead stages.
LEAD VIEWS Revenue Performance Management – What’s the Buzz About?
| TUESDAY, JANUARY 8, 2013
B2B marketing B2B Sales Lead Generation Lead Nurturing Lead Qualification Lead Value Marketing Automation Marketing ROI Sales – Marketing Alignment Demand Generation lead qualification revenue performance management rpm sales and marketing alignment sales forecasts
SALES LEAD INSIGHTS The Top People in Sales Lead Management in 2009: Friday, November 13th is Your Last Chance to Vote!
| THURSDAY, NOVEMBER 12, 2009
Don’t miss this opportunity to vote for your top five candidates to be among the fifty most influential people in sales lead management in 2009. Because the Sales Lead Management Association (SLMA) is closing the polls at Midnight Pacific Time (UTC-8) on Friday, November 13th. Both members and non-members can vote. Thanks much!
FEARLESS COMPETITOR A Terrible Prospecting Email Example
| THURSDAY, SEPTEMBER 8, 2011
Lead Generation Companies | How NOT to Prospect Using Email and Video. As we pointed out in this blog article “ The Current State of B2B Demand Generation “, most companies still use email as their main lead generation tool. So how well they use email is critical. This example shows how NOT to do it. To: Jim Burns. Brian M.
B2B WEB STRATEGY Done right, press releases are still a great marketing weapon
| TUESDAY, DECEMBER 6, 2011
B2B Web Strategy Lead generationWith the variety of channels for getting business information directly to (prospective) customers, it’s understandable that more than a few marketers have questioned why anyone uses press releases anymore. We still generate them here at eMagine, so clearly we believe they’re still useful.
LEADSLOTH Lead Nurturing for Software Trials
| MONDAY, FEBRUARY 20, 2012
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.
MODERN B2B MARKETING Optimizing Twitter for Lead Generation
| TUESDAY, DECEMBER 4, 2012
by Jason Miller Think of Twitter as the water cooler for B2B marketing professionals: It’s a vibrant community where businesses can prospect leads and congregate as thought leaders to discuss relevant industry topics. Our average lead-conversion rate from emails and online campaigns is between 2-3%. Promoted Tweets in Timelines.
FEARLESS COMPETITOR Marketo’s new Definitive Guide to Lead Scoring
| THURSDAY, DECEMBER 16, 2010
Sponsored by Marketo) Fewer well qualified leads delivers more revenue than many more less qualified leads. Click to download How to Find New Customers, our remarkably popular white paper. That’s right.
DIGITAL B2B MARKETING Banners Don’t Drive Leads in B2B Marketing
| THURSDAY, MARCH 7, 2013
If your goal is to deliver leads that you can tie back directly to your marketing investment, do not make banners the core of your enterprise B2B marketing program. Lead generation is still one of the top objectives of enterprise B2B marketers and many B2B publishers continue to propose banners as a way to deliver leads. Period.
NUSPARK The B2B Lead Generation-Demand Generation Book “Hall of Fame”
| SATURDAY, JANUARY 21, 2012
B2B lead generation and lead management is a complicated process that can’t be detailed all in one book. It’s easier said than done which is why firms like mine exist, to implement proper lead generation tactics that build revenue. General B2B Marketing & Lead Generation. Lead Nurturing. Ruth P. Stevens.
MODERN B2B MARKETING 6 Parameters to Keep In Mind When Designing a Lead Nurture Program
| WEDNESDAY, AUGUST 8, 2012
by Rajiv Kapoor According to a recent DemandGen Report nurtured leads are 20% more likely to turn into sales opportunities than non-nurtured leads. Lead nurturing allows you to communicate in a more regular and more targeted way, and as a result more prospects will move through your revenue cycle / lead lifecycle.
ANYTHING GOES MARKETING Top 10 Triggered B2B Email Marketing Campaigns
| SUNDAY, APRIL 5, 2009
While some marketing teams are facing cut backs and spending freezes or reductions, they still need to hit their goals which may include generating X number of leads, Y amount of influenced pipeline and/or Z amount of influenced sales. While many may label this as “lead nurturing”, it goes well beyond lead nurturing. Trial tips.
FEARLESS COMPETITOR The Power of B2B Lead Nurturing
| MONDAY, OCTOBER 3, 2011
B2B Demand Generation | The Power of B2B Lead Nurturing. Lead Scoring ). Unfortunately, few companies do lead nurturing at all, and those who do tend to do it poorly. And the data shows that very, very few are doing lead scoring either. Demand Generation lead generation Lead Nurturing Lead Scoring Marketing
BUYEROLOGY Can You Predict Your Ideal Scenarios For Lead Nurturing?
| SUNDAY, APRIL 29, 2012
"Sales Checking For Leads" © All Rights Reserved Kenny Madden. Depending on which reports you may read when it comes to lead nurturing, approximately 60% or more of B2B businesses do not have a formalized lead nurturing program. Which begs the question: why are companies slow to adopt to lead nurturing? Reasons.
LEADSLOTH Learn Holistic Lead Nurturing
| WEDNESDAY, SEPTEMBER 1, 2010
Would you like to learn how Lead Nurturing can turn more of your leads into revenue? On a single afternoon in New York City, Silverpop brings together several expert speakers to discuss Holistic Lead Nurturing strategies. See below for an overview of Holistic Lead Nurturing. What Is Holistic Lead Nurturing?
IT'S ALL ABOUT REVENUE The 6 Stages of Successful Lead Management
| TUESDAY, MARCH 22, 2011
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.
FEARLESS COMPETITOR 60% of the Sales Cycle is Over – BEFORE a buyer talks to your Salesperson
| WEDNESDAY, JANUARY 11, 2012
Marketing buyer personas content marketing lead-generation lead-nurturing lead-scoring management-best-practices sales-challenges Think Like A Publisher“On average (and with little variation among industries) customers will contact a Sales rep when they independently complete about 60% of the purchasing decision process.”
SOCIAL MEDIA B2B Charting the B2B Social Media Lead Generation Process
| FRIDAY, MARCH 16, 2012
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.
NUSPARK Video 2: Benefits of Lead Nurturing and Better Conversion Tactics; a Lead Generation ROI Calculator
| SUNDAY, NOVEMBER 6, 2011
This is the second video in an ongoing series on optimizing your marketing and lead management efforts. For this new video, I demonstrate a lead generation ROI calculator, and give an example on how lead nurturing, a better lead generation plan, and a better conversion architecture plan can increase revenues and ROI dramatically.
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