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  • 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?
  • 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.
  • 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.
  • 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.
  • MARKETING GENIUS BLOG  |  TUESDAY, APRIL 20, 2010
    [Leads] Monday Marketing Term: Lead Conversion
    Put simply, lead conversion just means that a prospect or lead has converted into a contact, opportunity or account. With marketing automation , lead scoring will enable conversion of marketing generated leads (from trade shows, the web, etc) to sales-ready leads automatically based on “qualifying behavior.”
  • LEAD VIEWS  |  THURSDAY, DECEMBER 30, 2010
    [Leads] B2B Marketing & Lead Generation predictions for 2011!
    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.
  • THE POINT  |  FRIDAY, NOVEMBER 14, 2014
    [Leads] Report: Trade Shows Generate Highest Quantity & Quality of Leads
    And here’s where I think that analysis goes astray: First, demand generation effectiveness is not best measured by which channel generates the highest number of “quality” leads. Second, let’s consider what the survey respondents most likely meant by “lead quality” in this context. Far from it.
  • THE POINT  |  MONDAY, OCTOBER 20, 2014
    [Leads] Research Report: Lead Gen Not as Easy as Marketers Think
    Just look at the sudden influx of companies boasting so-called “predictive analytics” solutions – software that allows marketers to better score leads, acquire new names, target market sectors, and even refine message and content, based on highly sophisticated algorithms. Just when did demand generation get this complicated?
  • 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.  A problem facing organizations today is getting a handle on who to target and where to target.  Nearly 30% expressed dissatisfaction with lead conversion to sales.  A recent CSO Insights report indicated that only 20% of organizations understood their buyer’s buying process. 
  • SMASHMOUTH MARKETING  |  MONDAY, AUGUST 3, 2009
    [Leads] Sales Ready Leads: Quality vs. Quantity
    Whether it's inbound marketing or outbound marketing there are costs associated with a lead, there are costs associated with the time and effort needed to convert that lead to an opportunity, and there are costs tied to the quality of those leads and how that impacts conversion rates. As David Greenberg, Sr. Quality Vendor.
  • INBLURBS  |  FRIDAY, JUNE 1, 2012
    [Leads] B2B Marketing Social Networks for more Business Leads
    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+.
  • 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  |  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 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.
  • INBLURBS  |  SATURDAY, FEBRUARY 9, 2013
    [Leads] Lead Generation with Inbound Marketing and PPC Advertising done right!
    In the past years Pay per click marketing has been a quick and easy solution for businesses to generate leads. When you do PPC than you generate leads as long as you pay. When you stop your PPC campaign then you will not generate leads anymore! Why is this inbound marketing such a great way to generate leads? Boosts SEO.
  • FEARLESS COMPETITOR  |  MONDAY, JUNE 20, 2011
    [Leads] B2B Lead Generation | Where Are You Today?
    B2B Lead Generation | Where Are You Today? An SVP of Worldwide Marketing used this to describe where his 1/2 billion software company fit today in B2B Lead Generation. His point: They were primitive – no content marketing, no lead nurturing, no lead scoring, no marketing automation, etc. It’s our gift to you.
  • ANNUITAS  |  THURSDAY, OCTOBER 30, 2014
    [Leads] Why Cost Per Lead Can Be a Bad Metric
    A recent study by Ascend2 shows that 25% of respondents state that their cost per lead (CPL) is increasing. For years marketers have been keen to show cost per lead (or in the words of Jon Miller from Marketo – investment per lead) as a metric that has meaning. 14%) to get a lead that could drive a deal of $125,000.
  • INBLURBS  |  WEDNESDAY, MAY 23, 2012
    [Leads] 9 Easy Steps How to Generate Business Leads on Google+
    Setup landing pages which specially are dedicated to Google+ so you will know for sure that these leads are from your Google+ Page. inbound marketing landing pages Lead Generation social media marketing generate business leads Google+ lead generation Google+ marketingThis is a 21% increase from February. Automotive. 2.
  • 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
  • LEAD VIEWS  |  FRIDAY, JULY 16, 2010
    [Leads] Blog to Generate Leads
    The importance of Corporate blogging is known to all, but few companies are able to use this medium as a lead generation tool. Yes, corporate blogs are an excellent resource for Lead generation. Talk of any online brand building exercise and Corporate blogs will emerge as the cheapest, most effective and easily manageable solution.
  • B2B LEAD GENERATION BLOG  |  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.
  • 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.
  • 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  |  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  |  WEDNESDAY, MARCH 9, 2011
    [Leads] My Secret Methods for Turning Marketing Leads into Qualified Sales Leads
    by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. Others refer to this group with different titles: Lead Qualification, Lead Generation, Business Development or even Inside Sales, though I don’t prefer that label since it incorrectly implies the group carries a revenue quota.). Superior data.
  • THE POINT  |  TUESDAY, DECEMBER 18, 2012
    [Leads] 3 Models for Gating Lead Generation Content on Your Website
    Ask a group of B2B marketers whether their Websites’ lead generation content (white papers, archived Webinars, case studies, videos, etc.) At one end of the spectrum, there are those that believe gating Web content is the most efficient way to convert Web visitors to actionable sales leads. So the question is: To gate or not to gate?
  • INBLURBS  |  MONDAY, SEPTEMBER 12, 2011
    [Leads] 3 Ways how to use Online Video for Business Lead Generation
    So you can create a buzz on the web, get a lot of attention from your target audience, a ton of creative videos online which mention your brand and can lead further interested people to your business. The average internet user is watching 30 minutes of video online daily! These people mostly lookout for entertainment. Tweet this on Twitter!
  • B2B MARKETING INSIDER  |  THURSDAY, JUNE 7, 2012
    [Leads] Inbound Marketing Leads Costs Less
    Recently I had a conversation with a fellow marketer who challenged the notion that inbound leads costs less. They pointed to the high cost per lead of some paid search (PPC) campaigns as evidence. So in this post, I will make my best attempt to show that inbound leads do indeed cost less. What is Inbound Marketing?
  • 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.
  • 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.
  • 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, 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.
  • FEARLESS COMPETITOR  |  TUESDAY, FEBRUARY 15, 2011
    [Leads] New “Cheat Sheet” on B2B Lead Nurturing
    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
  • B2B LEAD BLOG  |  SUNDAY, OCTOBER 13, 2013
    [Leads] Lead Nurturing, a Pipeline Full of Bluebirds
    That beautiful lead that flies in our door, sales ready, BANT-confirmed, with authority to buy now – and does. But … what if we could change the game , and through lead nurturing, build a Pipeline of Bluebirds. Lead Scoring Let’s consider The Bluebird. Out of our control, out of nowhere. .
  • LOOPFUSE  |  FRIDAY, AUGUST 2, 2013
    [Leads] 5 Ways to Reignite Cold Sales Leads
    It happens to all of us.  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. Send them a hand written note.
  • 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
  • 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?
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 4, 2014
    [Leads] Lead Generation: It’s all about building relationships
    Tweet “I think at its core, lead generation is really about relationships,” said Brain Carroll, Executive Director of Revenue Optimization, MECLABS. Steve: So 10 years ago, you published Lead Generation for the Complex Sale. Lead Generation b2i marketing customer-centric demand generation mobile marketing optimization
  • LEADSLOTH  |  WEDNESDAY, SEPTEMBER 1, 2010
    [Leads] Learn Holistic Lead Nurturing
    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?
  • 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.
  • 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?™”,
  • FEARLESS COMPETITOR  |  MONDAY, JULY 30, 2012
    [Leads] The Awesome Power of BtoB Lead Nurturing
    Lead nurturing moves the needle in B2B marketing.” “On average, organizations that nurture their leads experience a 45% lift in lead generation ROI over those organizations that do not.” The Importance of Lead Nurturing – SalesBuzz Radio (The Brooks Group) (see comments on the show below.).
  • 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….
  • SALES CHALLENGER  |  TUESDAY, MARCH 12, 2013
    [Leads] How Not to Lose a Lead
    A successful sale often starts with a well-qualified lead. What’s equally important is the salesperson that nurtures and closes that lead. Because, we all know even a well-qualified lead in the hands of a salesperson that cannot engage the customer is as good as no lead. This has implications for lead assignment as well.
  • SMASHMOUTH MARKETING  |  THURSDAY, OCTOBER 1, 2009
    [Leads] Lead Generation Tip - Take 3 Hour Lunches
    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.
  • LOOPFUSE  |  FRIDAY, AUGUST 10, 2012
    [Leads] Replay of email lead nurturing training session [Video]
    Once you have that mapped out, then start with simple lead flow and grow from there.  There is a great deal of flexibility in our lead flows so start with what you know and go from there. Want to get started with email lead nurturing?  Read this post on a  Simple Lead Nurturing Example for Every Business. Enjoy!
  • MARKETING GENIUS BLOG  |  FRIDAY, APRIL 9, 2010
    [Leads] Broad Reach + Intelligent Lead Nurturing = Increased Revenue
    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.
  • 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
  • FEARLESS COMPETITOR  |  WEDNESDAY, FEBRUARY 2, 2011
    [Leads] B2B Lead Generation: Outsourced gives 43% better results than In-House
    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!
  • LEADERSHIP  |  TUESDAY, MARCH 24, 2015
    [Leads] Transform Your B2B Lead Generation with Storytelling
    B2B lead generation is touted as the worthy cause for spewing all this meaningless content with the goal of attracting quality leads and converting more leads into sales. The consequence of poor quality content is a high bounce rate and a sales team left scrambling for quality leads with no support from marketing.
  • 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.
  • SAZBEAN  |  TUESDAY, OCTOBER 5, 2010
    [Leads] Generating Quality Leads Online
    Building relationships is important and using that same tactic online will help generate quality leads. Target those people online so you get leads that are more likely to be interested. The leads with the highest quality, offline or on, are referrals from your network. How do you generate quality leads online?
  • NUSPARK  |  SATURDAY, JANUARY 21, 2012
    [Leads] The B2B Lead Generation-Demand Generation Book “Hall of Fame”
    Below are a variety of books that I consider the cream of the crop in b2b marketing and lead management.  I’ve built my practice utilizing key points made in each book in addition to my own lead generation experiences.  I would look forward to discussion on any books you think should be on my “hall of fame” list.  Lead Nurturing.
  • LOOPFUSE  |  THURSDAY, AUGUST 18, 2011
    [Leads] Seven ways not to suck at lead nurturing
    We recently had a discussion with Mac McConnell of Bluebird Strategies about how to do lead nurturing the right way.  Lead Nurturing Webinars best practices Lead Management lead nurturingMac knows a thing or two about his given his previous senior sales experience at Sun Microsystems.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, SEPTEMBER 23, 2012
    [Leads] List Buying: 6 tips for buying the most effective lead list
    Learn more about building your ideal customer profile in this article: “ Lead Generation Check list – Part 3: Develop and intensify your Ideal Customer Profile.” This doesn’t work well for ongoing lead generation. Here’s the story in a nutshell: We were doing lead generation for a billion-dollar telecommunications company.
  • 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.
  • 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. .
  • GREAT B2B MARKETING  |  FRIDAY, APRIL 3, 2015
    [Leads] Nine Critical Criteria For Selecting Lead-to-Revenue Technology
    CRM Lead-to-Revenue Marketing Automation lead-to-revenue My team and I write lots of content for our B2B clients. We also keep our own content stream flowing […].
  • B2B LEAD GENERATION BLOG  |  SUNDAY, MARCH 4, 2012
    [Leads] Lead Nurturing: Build trust, win more deals by helping prospects – not selling them
    This is what lead nurturing is all about. Here’s the lead-nurturing litmus test : Can prospects benefit from the information you provide regardless of whether they buy from you? Even better, nurturing leads will give you a competitive edge considering a whopping 65% of B2B organizations don’t have any kind of lead-nurturing program.
  • 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.
  • 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.
  • VIEWPOINT  |  THURSDAY, MAY 28, 2015
    [Leads] How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)
    As an outsourced lead generation company, one of the ways we can best serve our clients is to offer insight on what they can do to maximize the results from their program. Over ten years ago I put together a comprehensive list of the top reasons outsourced lead generation programs fail. Lead Generationcannot stress this enough.
  • 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.
  • 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.
  • BUYEROLOGY  |  TUESDAY, APRIL 5, 2011
    [Leads] The Link Between Lead Nurturing and Buyer Experience Marketing
      One approach whose value is on the rise is that of Lead Nurturing.  The approach taken towards lead nurturing could make a huge difference.    With the concept of lead nurturing still in many respects a new one, companies are struggling on exactly what to do and perhaps how to implement lead nurturing. 
  • LOOPFUSE  |  WEDNESDAY, APRIL 25, 2012
    [Leads] A Little Lead Flow Love: Setting Up Your Lead Nurturing Email Program [How To]
    Getting started with marketing automation is fairly simple on the surface: you set up some email campaigns, import your contact lists, and start sending them down lead flows to people when they most benefit from the information. Lead flows can be as complex or as simple as you need them to be. Know where you want prospects to end up.
  • VIEWPOINT  |  THURSDAY, MAY 7, 2015
    [Leads] The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)
    This topic is of such importance, I reached out to fellow industry leaders and asked them to share their outlook on lead nurturing programs (and processes) and what to expect in the coming year. His lead nurturing program did precisely that. Eleven sales & marketing experts on the importance of lead nurturing. It’s 2015.
  • VIEWPOINT  |  TUESDAY, AUGUST 12, 2014
    [Leads] Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 1:
    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? Lead Qualification
  • 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 […].
  • SALES LEAD INSIGHTS  |  MONDAY, APRIL 13, 2009
    [Leads] Is social media effective for B2B lead generation?
    Other B2B companies try to skip the leads-to-salespeople-to-sales process, instead encouraging prospective customers to initiate purchases themselves from print or online catalogs and/or via order forms, e-commerce sites, phone calls or purchase orders. Unfortunately, it does little to quantify any actual leads or sales results.
  • LOOPFUSE  |  WEDNESDAY, FEBRUARY 16, 2011
    [Leads] Keys to Lead Nurturing Success
    Lead Nurturing Thought Leadership Andy Ellicott SMB Lead Nurturing Best Practices
  • FEARLESS COMPETITOR  |  SUNDAY, FEBRUARY 24, 2013
    [Leads] Rebuilding a sales lead generation business after a crisis
    My sales lead generation firm Find New Customers was left behind. The business I had left behind, the sales lead generation company Find New Customers , was suffering from neglect. Author : Buffer, Inc Website : [link] --> The post Rebuilding a sales lead generation business after a crisis appeared first on Fearless Competitor.
  • LOOPFUSE  |  MONDAY, MARCH 11, 2013
    [Leads] Create a Leads by Score report in Salesforce.com to prioritize sales efforts
    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.
  • 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.’
  • FEARLESS COMPETITOR  |  MONDAY, AUGUST 15, 2011
    [Leads] The Power of B2B Lead Nurturing
    B2B Demand Generation | The Power of Lead Nurturing. We’re honored that Find New Customers is considered experts in B2B lead nurturing and scoring. To learn about the Lead Nurturing and Scoring services offered by Find New Customers, click the highlighted words below.: Lead Nurturing and Scoring.
  • SALES LEAD INSIGHTS  |  WEDNESDAY, AUGUST 12, 2009
    [Leads] B2B Lead Generation Checklist: 22 Success Tips
    What do I like best about being a B2B lead generation consultant? The rewarding part is I get to see first-hand what works best (and what doesn’t) when it comes to generating, nurturing and identifying the qualified, sales-ready leads that salespeople, reps, resellers and distributors need. Aim where your prospects are. ?
  • NUSPARK  |  FRIDAY, JULY 15, 2011
    [Leads] A Lead Generation Plan Begins With Content Marketing Strategy
    Here’s a sample excerpt of a  digital marketing/ lead generation proposal we did recently I thought I’d share because it really is a compilation of recent blog posts in a way. Our approach to lead generation beings with a message strategy. From there, the lead generation plan is developed, followed by lead nurturing.
  • NUSPARK  |  FRIDAY, JULY 15, 2011
    [Leads] A Lead Generation Plan Begins With Content Marketing Strategy
    Here’s a sample excerpt of a  digital marketing/ lead generation proposal we did recently I thought I’d share because it really is a compilation of recent blog posts in a way. Our approach to lead generation beings with a message strategy. From there, the lead generation plan is developed, followed by lead nurturing.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, APRIL 1, 2012
    [Leads] Lead Nurturing: Market to personality and behavior, not job title
    Much of what we learned applies beyond HR and can improve your lead nurturing and sales efforts. The key to navigating your way to a sales-ready lead is navigating through individual personalities. Lead nurturing based on personality. The person you are talking to in a lead’s organization might be: 1. little. ?
  • VIEWPOINT  |  TUESDAY, NOVEMBER 4, 2014
    [Leads] Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 3)
    The leads are weak? Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? Lead Qualification You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. The are weak! You’re weak!”.
  • SMASHMOUTH MARKETING  |  THURSDAY, JANUARY 7, 2010
    [Leads] Lead Gen Tips from Yogi Berra
    Ask open ended questions -- leading questions. The more they talk, the less you can get in trouble. "If you don't know where you are going, you might wind up someplace else: " What is your goal of your lead gen activity? Are you trying to do qualified lead gen ? What other quotes can you tie to lead gen tips
  • B2B LEAD GENERATION BLOG  |  SUNDAY, JANUARY 31, 2010
    [Leads] Lead nurturing thoughts to share
    Lead nurturing supports the conversation of the buying cycle. Focus on viable leads first, not your whole database. If your sales team is following up on nurtured leads, give them relevant/related talking points to use. Share your thoughts on lead nurturing in the comments The first impression matters. So does the second.
  • MARKETING INTERACTIONS  |  TUESDAY, JANUARY 11, 2011
    [Leads] These B2B Leads Suck! Really?
    How many times has a sales team told a marketing team that the leads they source for them suck? But, even with marketers working harder to qualify leads and develop them to the point of sales readiness, I'm not seeing a huge shift in how sales teams approach them after the handoff. Leads don't suck. CSO Insights).
  • B2B LEAD GENERATION BLOG  |  THURSDAY, NOVEMBER 18, 2010
    [Leads] Want a Bigger Marketing Budget? Send Less Leads to Sales
    If your 2011 marketing budget is tighter than you want it to be, trying giving sales less leads. According to Marketing Sherpa’s just-released 2011 B2B Marketing Benchmark Report , a whopping 80 percent of the 935 respondents said they pass unqualified leads along to sales. Trends and Challenges of Lead Generation in 2011.
  • 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.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MAY 4, 2011
    [Leads] How to Prioritize Sales Leads Part 1 – Mac McConnell of Bluebird Strategies
    B2B Lead Generation | How to Prioritize Leads | Part 1 of 3. As the President of the B2B lead generation consultancy, Find New Customers , I’m continually searching for great FREE content to help our clients and fans to improve revenue results. sales challenges sales funnel Sales Leads sales-ready leads
  • SALES LEAD INSIGHTS  |  MONDAY, JULY 9, 2012
    [Leads] B2B Lead Generation: Getting on the same page
    A lead is a lead. always recommend to my sale lead consulting clients that they create a gloss ary of terms related to their B2B lead generation progra m s. Lead: A broad term used to describe everything from lists to inquiries to tradeshow leads to sales ready opportunities. Or is it? Also called Response.
  • 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.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, OCTOBER 27, 2010
    [Leads] 3 More ROIs in Social Media – Conversations Leads and Advocates
    Which leads me to my next ROI …. Leads – Listening for mentions of your brand or product or even competitors brands is a great way to find leads – evidence I have when listening for the competitors of Avaya – if I hear someone say “replace Cisco” – don’t you think that’s a conversation Avaya should be engaged in? Tweet This!
  • INBLURBS  |  MONDAY, JULY 11, 2011
    [Leads] Attract your buyer persona with article marketing to generate more business leads
    Article marketing is a great way to generate business leads for your businesses. Writing customer attractive articles helps in bringing new customers for your business and by generating quality leads. Do you get found and get leads the smart way? How Article marketing works for your business. Tweet this on Twitter! =.
  • PUZZLE MARKETER  |  MONDAY, JUNE 10, 2013
    [Leads] Blogging Leads to Sales
    If that traffic is targeted correctly, then more traffic typically means more leads and more customers. Blogging was recorded as the most effective lead generation category as being “Below Average Cost Per Lead.”. It’s been found that blogging can increase traffic significantly and be another avenue to generate leads.
  • SAVVY B2B MARKETING  |  TUESDAY, JULY 27, 2010
    [Leads] Savvy Roadtrip - Lead Generation
    Well it is Tuesday again and time for another roadtrip down the Savvy backroads for a look back at some posts that make us infamous as Lead Generation gurus. Follow the advice in these posts to avoid orange barrel road blocks and billboard spam that can be so frustrating in Lead Gen. Do you know how to reach and convert them? Trust me.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, JUNE 20, 2014
    [Leads] 4 Back to Basics Tips to Improve Lead Quality
    by Contributor Friendly | Tweet this Editor’s Note: Today’s post comes courtesy of Brenda Stoltz, the CEO and founder of Ariad Partners , which provides provides creative, practical, sales-driven integrated inbound marketing, lead generation and strategy services. Sales complaining they’re getting bad leads from Marketing?
  • NUSPARK  |  SATURDAY, NOVEMBER 27, 2010
    [Leads] An Introduction to Lead Scoring
    Lead Scoring for B2B companies can be a very valuable method to ensure that sales people in your organization are spending time with quality sales-ready leads. Research supports that companies that have a sound lead scoring process in place, their win rates increase as well as their … [ visit site to read more ].
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 30, 2011
    [Leads] B2B Lead Generation: Social Marketing to the Business Customer
    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].
  • NUSPARK  |  SATURDAY, JUNE 9, 2012
    [Leads] Retargeting; A 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. 
  • LOOPFUSE  |  MONDAY, NOVEMBER 28, 2011
    [Leads] 4 Reasons Why LoopFuse Forms Are The Best Web-to-Lead Solution
    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.
  • THE POINT  |  WEDNESDAY, NOVEMBER 16, 2011
    [Leads] No Leads from Social Media? No Excuses.
    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.
  • DIGITAL B2B MARKETING  |  THURSDAY, AUGUST 23, 2012
    [Leads] Why Lead Scoring and Personas Need To Be Connected
    Lead scoring and personas are popular topics in B2B marketing. Until B2B marketers begin talking about personas and lead scoring together they are missing an simple way to identify missed sales opportunities. Your lead scoring is excluding a valuable segment of your audience and you have the information you need to identify the issue!
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