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  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 23, 2014
    [Leads] Are Your Leads Ready to Buy? 5 Crucial Ways to Score Your Leads
    'Author: Frank Passantino If you’re in marketing, you probably know better than to pass “any old lead” over to your sales team. Yesterday on the blog, we shared our new infographic about defining a lead, but how do you score your leads once you’ve found them? Promising leads might be rejected; bad leads might be pursued.
  • BUYEROLOGY  |  THURSDAY, APRIL 19, 2012
    [Leads] Are Your Lead Generation Tactics Targeting The Wrong Buyer? 4 Steps You Can Take.
    Lead generation today is becoming the art and science of targeting.  Nearly 30% expressed dissatisfaction with lead conversion to sales.  If you are off-target with the buyer – you will be off-target on your lead generation tactics. The area of lead generation is where marketing and sales are usually out of alignment. 
  • ANYTHING GOES MARKETING  |  SUNDAY, AUGUST 7, 2011
    [Leads] Measuring the Impact of Lead Nurturing: 3 Methods You Can Use
    This past week I was down in Atlanta for the Eloqua All About Revenue Success Tour and I led a breakout session on the different ways that companies measure the success of lead nurturing. If nurturing is improving the number of overall leads. lead nurturing marketing automation marketing metricsWhy is this so important?
  • 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.,
  • 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.
  • 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.
  • 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. 
  • 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!
  • MODERN B2B MARKETING  |  MONDAY, JUNE 2, 2014
    [Leads] How Predictive Lead Scoring Takes The Guesswork Out Of Identifying The Leads Most Likely To Buy
    Lead Scoring & STP – Bringing Marketing Basics To the World Of Modern Marketing. So why are we talking about STP in the same discussion with lead scoring?  Marketo describes lead scoring in its Definitive Guide To Lead Scoring as a methodology for ranking leads in order to determine their sales-readiness.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, MARCH 21, 2012
    [Leads] 4 Lead Nurturing Campaigns to Run After the Sales Cycle
    by Dan Pecoraro | Tweet this We often talk about lead nurturing campaigns as if they are monolithic. With lead nurturing you can focus the customer’s attention on the competitor’s weaknesses and set high standards for their satisfaction. To get more lead nurturing tips delivered hot off the press, subscribe here.
  • DIGITAL B2B MARKETING  |  THURSDAY, FEBRUARY 16, 2012
    [Leads] Lead Generation is Crippling Demand Generation
    Lead generation and demand generation, although related, are at odds with each other. When many B2B marketers say demand generation, they mean lead generation, and the program will be measured on leads and the value of those leads. The direct outcome of lead generation is new contacts available for sales or marketing.
  • DIGITAL B2B MARKETING  |  THURSDAY, JULY 11, 2013
    [Leads] The Biggest Missed Opportunity in B2B Lead Generation
    Yet this is exactly how most B2B marketers approach lead generation today! You don’t care about the number of leads your sales team has. Instead you care about the number of marketing sourced leads. The Lead Generation Opportunity Gap. Do you believe B2B marketers will cross the lead generation opportunity gap?
  • 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.
  • THE POINT  |  MONDAY, SEPTEMBER 30, 2013
    [Leads] Do You Need Marketing Automation to Do Lead Nurturing? Sort Of.
    Do I need it in order to do lead nurturing?”. My answer: “It depends how you define “ lead nurturing ,” but technically: no, you don’t need marketing automation in order to nurture leads. It enables you to deploy lead nurturing programs that are more timely, relevant, and, ultimately, effective. Certainly.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, AUGUST 4, 2013
    [Leads] 3 Reports Every Marketer Should Run to Measure Lead Scoring Effectiveness
    Lead scoring is a widely discussed strategic topic among marketing automation users. Oftentimes the immediate tactical nuances include lead nurturing, content marketing, and dynamic content. Lead scoring isn’t an “old fashioned trick” we used two or three years ago when automation system adoption began to grow rapidly.
  • 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.
  • 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?
  • 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.
  • 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). 
  • 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!
  • NUSPARK  |  SUNDAY, SEPTEMBER 26, 2010
    [Leads] Does Your Company Focus on Lead Generation or Lead Management?
    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 ].
  • 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?
  • ANNUITAS  |  TUESDAY, FEBRUARY 4, 2014
    [Leads] Why Organizations Should Stop Focusing on Lead Nurturing Campaigns
    'The stats, guides and tips to effective lead nurturing abound in the B2B marketplace and yet with all of this information,  still only a fraction of B2B companies are using or effective in the use of lead nurturing according to MarketingSherpa. This is why fewer than 4% of marketing generated leads are ever converted into sales.
  • THE POINT  |  FRIDAY, JULY 13, 2012
    [Leads] Do Lead Nurturing Campaigns Always Need an Offer?
    Which leads to another question: do certain types of campaigns even need an offer in the first place? Take lead nurturing : is it strictly essential that every lead nurturing touch include a specific, gated, call to action? have my concerns, however, about extending it to lead nurturing and the email medium. Occasionally?
  • 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. 
  • B2B LEAD GENERATION BLOG  |  MONDAY, JULY 15, 2013
    [Leads] Lead Generation: Content among the most difficult tactics, but also quite effective
    'Tweet To determine the most used lead gen tactics, and map that to their effectiveness and difficulty, we asked the following questions in the MarketingSherpa 2012 Lead Generation Benchmark Report …. Which of the following lead generation tactics does your organization currently use? Be the resource. Very true, Joseph.
  • MODERN B2B MARKETING  |  TUESDAY, APRIL 22, 2014
    [Leads] 5 Mid-Funnel Lead Nurturing Mistakes
    'Author: Steve Gershik Most marketers have their eyes on many moving targets — lead generation , conversion rates, new customer acquisition, customer retention, and even customer expansion. With that in mind, here are five of the most common mid-funnel lead nurturing mistakes: 1. Lead Nurturing Don’t Forget to Test.
  • 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
  • THE POINT  |  FRIDAY, SEPTEMBER 16, 2011
    [Leads] Why Salespeople Hate Most White Paper Leads
    How is it that a quality white paper on a hot topic can still generate bad leads? 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.
  • 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?
  • SOCIAL MEDIA B2B  |  WEDNESDAY, JUNE 6, 2012
    [Leads] 5 Ways to Generate Leads from a LinkedIn B2B Company Page
    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.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, SEPTEMBER 30, 2012
    [Leads] Content Marketing: Slow, steady pays off for manufacturer
    Consider this statistic from the 2012 MarketingSherpa Lead Generation Benchmark Report (free excerpt): 75% of marketers have no formal lead generation strategy. To develop 720 pieces of content without any formal lead generation strategy is like attempting to run a marathon with only one shoe. lesson on pacing yourself.
  • DIGITAL B2B MARKETING  |  TUESDAY, NOVEMBER 12, 2013
    [Leads] B2B Lead Generation: Publisher Programs
    'Need leads? The more targeting you need, the more expensive those leads become. Over a series of three articles on B2B lead generation, we will look at types of programs or providers, how to measure the success of programs and things you can do to improve the results from your programs. It will cost you. Level of seniority?
  • FEARLESS COMPETITOR  |  TUESDAY, OCTOBER 18, 2011
    [Leads] Looking for Sales Leads? | Don’t Put Everything into the Social Media Basket
    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.
  • THE POINT  |  FRIDAY, DECEMBER 14, 2012
    [Leads] How Much Of My Demand Generation Budget Should I Be Spending On Lead Nurturing?
    One of the most frequent questions we’re hearing from clients during this planning season pertains to the balance between pure lead generation on the one hand, and lead nurturing on the other. Even the most sophisticated lead nurturing program, however, depends on a stream of new leads entering the top of the sales funnel.
  • DIANNA HUFF - B2B MARCOM  |  MONDAY, MARCH 5, 2012
    [Leads] Don’t Bury Your B2B Website Leads
    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
  • LEADSLOTH  |  MONDAY, AUGUST 17, 2009
    [Leads] What is the ROI of Lead Management?
    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.
  • MARKETING GENIUS BLOG  |  FRIDAY, JUNE 18, 2010
    [Leads] 60 Second Tips with Ardath Albee: Why Lead Scoring?
    Here, she makes the case for lead scoring and why it’s important to your demand generation efforts. key benefit is that lead scoring enables organizations to better determine what’s the right content to send the prospect. Tags: Community Lead Scoring best practices More relevant content means a more engaged prospect.
  • 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. We’re happy to help!
  • THE POINT  |  MONDAY, NOVEMBER 15, 2010
    [Leads] 5 Ways to Segment Your Lead Nurturing Campaign
    Relevancy is one of the key factors in generating a consistent response from your lead nurturing emails: the more relevant your message to the reader’s job function, industry, interests, and stage in the selling cycle, the more likely he/she will be to respond. Lead source. Don’t dump all inbound leads into the same bucket.
  • THE POINT  |  TUESDAY, JANUARY 14, 2014
    [Leads] More Evidence That Waiting Even 5 Seconds to Contact a New Sales Lead Can Be Disastrous
    'In my experience, most of the mental energy and strategic thinking around the practice of lead nurturing and lead management is usually applied to the goal of accelerating prospects through the sales process – from MQL to SQL, from SQL to Opportunity, and so on. And that lack of focus can be a big mistake. Probably not.
  • 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.
  • 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.
  • 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!
  • FUNNEL FOCUS  |  WEDNESDAY, OCTOBER 20, 2010
    [Leads] Decrementing a Lead Score: They’re just not that into you
    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.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JULY 25, 2012
    [Leads] The World’s Simplest Guide to Lead Nurturing and Scoring
    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. 
  • 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.
  • GREAT B2B MARKETING  |  THURSDAY, OCTOBER 27, 2011
    [Leads] B2B Lead Generation – How Much Information Should You Capture?
    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. 
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, APRIL 28, 2014
    [Leads] Industrial Lead Generation Can’t Happen Without Conversations
    Content Marketing Industrial Lead Generation Industrial Marketing 'What are the top two things my clients want from their industrial website redesign? It isn’t too difficult to guess, they are: Get found in Google (SEO) Get site visitors [.]. This is only a content summary. Please click on the headline to read the full article.
  • INBLURBS  |  THURSDAY, MARCH 22, 2012
    [Leads] How to Master Your Lead Generation Challenge with Social Media
    Social Media has proven to be a source of targeted high quality leads for B2C and B2B. An increasing number of marketers see lead generation as their greatest online marketing challenge. Studies show that companies which relying on online lead generation are two times more profitable than those who do not. Tweet this on Twitter!
  • 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].
  • B2B LEAD BLOG  |  FRIDAY, NOVEMBER 22, 2013
    [Leads] What is a Lead? What is a Prospect?
    'As marketing rapidly evolves with marketing automation and predictive lead scoring , metrics and definitions evolve. Lead and Prospect are two words we hear a lot in marketing and sales roles but very rarely meaning the same thing. Leads can also come in from one of the above sources. That’s it. So what about prospect?
  • GREAT B2B MARKETING  |  WEDNESDAY, SEPTEMBER 11, 2013
    [Leads] BANT: Is it Still a Useful Tool for B2B lead Qualification?
    'I just read, and commented on, a thought-provoking article titled Lead Gen: A proposed replacement for BANT. For some time, these factors were considered the four criteria that best demonstrated that a specific individual or company was a qualified lead, and not just a raw inquirer or possible future prospect. Always provide options.
  • CUSTOMER EXPERIENCE MATRIX   |  SUNDAY, JULY 1, 2012
    [Leads] 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.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, MAY 4, 2012
    [Leads] Why Lead Scoring is the New Opportunity Stage
    If you can’t get honest answers, how do you know where to put a lead in the pipeline? To identify serious buyers, you need to understand a lead’s behavior. That’s where lead scoring comes in. Put another way, lead scoring is the new the opportunity stage. For better or worse, those days are over.
  • B2B CONVERSATIONS NOW  |  TUESDAY, SEPTEMBER 21, 2010
    [Leads] Capturing High-Quality B2B Leads Using Self-Service Pricing
    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.
  • 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.
  • MODERN B2B MARKETING  |  THURSDAY, MAY 30, 2013
    [Leads] Content Curation for Lead Nurturing
    'Author: Jon Miller (@jonmiller) By now, many marketers are convinced of the value of lead nurturing – but they remain flummoxed by the task of creating content to fuel their programs. In this post, I’d like to propose that marketers can and should embrace content curation as an effective, easy way to nurture leads. Lead Nurturing
  • FEARLESS COMPETITOR  |  TUESDAY, FEBRUARY 28, 2012
    [Leads] 3 out of 4 B2B deals are unqualified. Why Lead Scoring is so important.
    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
  • 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.
  • 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!
  • SALES LEAD INSIGHTS  |  SATURDAY, OCTOBER 30, 2010
    [Leads] Top 10 trends in B2B lead generation and how to take full advantage of them
    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.
  • SMASHMOUTH MARKETING  |  SUNDAY, OCTOBER 3, 2010
    [Leads] NetProspex Product Review: Powerhouse for Lead Lists
    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.
  • 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?
  • LEAD VIEWS  |  THURSDAY, SEPTEMBER 27, 2012
    [Leads] Cupcakes and Corporate Blogs!
    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.
  • ANNUITAS  |  THURSDAY, JULY 10, 2014
    [Leads] BANT for Lead Qualification Just Won’t Work
    'About two years ago I wrote a blog post on  Why BANT No longer applies for B2B Lead Qualification.  Given the environment in which we live as B2B Marketers, BANT  (Budget, Authority, Need and Timeframe) is not a trustworthy indicator of the qualification status of the leads. BANT is not Aligned to a Buying Process. It doesn’t.
  • NUSPARK  |  MONDAY, DECEMBER 5, 2011
    [Leads] The A-Z Guide to B2B Lead Generation
    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. 
  • 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!
  • 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.
  • DIGITAL B2B MARKETING  |  TUESDAY, JUNE 4, 2013
    [Leads] 6 Best Tactics for B2B Lead Generation
    'You need to generate leads, right? The B2B lead generation landscape has changed tremendously in the last decade. Today, B2B lead generation relies heavily on digital marketing and this list reflects that switch. The B2B Lead Generation List. Publisher Lead Generation Programs. Inbound or Content Marketing. Email.
  • INBOUND SALES NETWORK  |  TUESDAY, SEPTEMBER 6, 2011
    [Leads] Lead Generation: Quality vs. Quantity
    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.
  • LEADSLOTH  |  MONDAY, FEBRUARY 20, 2012
    [Leads] Lead Nurturing for Software Trials
    This week someone asked me about lead nurturing for people who signed up for a 30-day product trial (for a SaaS/Cloud software product). Demand Generation Email Marketing lead nurturing 30-day trial auto-responders email best practices product adoption software trialThey signed up. What now? Tip 1: Start Sending Email Now. Conclusion.
  • 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.
  • DIGITAL B2B MARKETING  |  TUESDAY, JULY 10, 2012
    [Leads] Content Syndication Options for B2B Lead Generation
    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.
  • PR MEETS MARKETING  |  THURSDAY, JUNE 25, 2009
    [Leads] Sourcing Leads from Twitter: Good, bad and ugly
    We monitor mentions of the newswire services and your posting was sent to me as a lead. It seems like any post with certain keywords are being forwarded as prospective leads which leads me to. Tags: Social media Twitter marketing prospects sales lead mining sales leads Here’s some basic information.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 22, 2013
    [Leads] Infer Keeps It Simple: B2B Lead Scores and Nothing Else
    One of these categories is systems for B2B lead scoring. The most typical application is deciding which leads should go to sales, be further nurtured by marketing automation, or discarded entirely. Scores that accurately filter non-productive leads are more important to those companies than individual lead profiles.
  • DIGITAL BODY LANGUAGE  |  TUESDAY, APRIL 21, 2009
    [Leads] National Instruments: Multiple Activities Leading to Multiple Responses
    Tags: Case Studies lead nurturing Lead scoring data management marketing operations
  • MODERN B2B MARKETING  |  MONDAY, NOVEMBER 7, 2011
    [Leads] Lead Generation On The Go: 5 Ways to Innovate Your Mobile Plan
    Because of this, there are also more and more ways for people to find websites and for brands to realize lead generation opportunities – but only if your mix includes mobile marketing. Check out this round up of mobile lead generation methods: Mobile device-enabled websites. B2B Marketing lead generationSMS and text messages.
  • FEARLESS COMPETITOR  |  MONDAY, OCTOBER 3, 2011
    [Leads] The Power of B2B Lead Nurturing
    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
  • NUSPARK  |  SATURDAY, JANUARY 21, 2012
    [Leads] The B2B Lead Generation-Demand Generation Book “Hall of Fame”
    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.
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, FEBRUARY 24, 2012
    [Leads] Manufacturers: Don’t Start a Lead Generation Campaign Without Sales
    Every manufacturing or industrial company that I talk to wants more leads. However, there is a serious disconnect between sales and marketing when it comes to defining a qualified lead. Recently, a manufacturing client retained me to help them improve their industrial lead generation program. This is not a new problem.
  • 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?™”,
  • DIGITAL B2B MARKETING  |  MONDAY, DECEMBER 2, 2013
    [Leads] 5 Steps To Improve B2B Lead Generation Program Results
    'You are easily spending thousands on lead generation media programs each month. You have carefully chosen your partners, negotiated an effective cost per lead and are diligently measuring your results. The content you should use depends on how the lead generation program is structured. The B2B Lead Generation Series.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JUNE 10, 2013
    [Leads] How To Put Twitter Lead Generation Cards To Work With Marketing Automation
    Twitter recently announced an addition to its suite of Twitter Cards called Lead Generation Cards. Lead Generation cards allow for Lead Generation activities to happen directly from within twitter (both web and support clients). Create the Lead Gen Card in Twitter. 'by Joel Rothman | Tweet this. Create Form in Eloqua.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JULY 7, 2014
    [Leads] 3 Factors that Connect Value Prop to Prospects
    'Tweet There is one question at the heart of lead generation that your marketing efforts should clearly answer. We are the world’s leading [our jargon goes here] provider.”. Considering your prospect’s previous experiences when crafting your messaging can help your lead nurturing efforts by addressing how perceptions can impact choice.
  • NUSPARK  |  SUNDAY, NOVEMBER 6, 2011
    [Leads] Video 2: Benefits of Lead Nurturing and Better Conversion Tactics; a Lead Generation ROI Calculator
    This is the second video in an ongoing series on optimizing your marketing and lead management efforts. 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.
  • DIGITAL B2B MARKETING  |  THURSDAY, MAY 17, 2012
    [Leads] There Is No Vending Machine For Marketing Qualified Leads
    If you talk to a publisher or lead generation firm, it would seem leads have become a commodity. Nearly every B2B publisher offers lead generation under a broader heading of demand generation. How many leads do you need and when do you need them by? Can Lead Generation Be This Easy? What is your target audience?
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, JANUARY 25, 2013
    [Leads] 3 Types of Content that Can Bring In More Leads
    by Jesse Noyes | 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. First you engage, then convince, and finally you can drive leads. Real-Time Content.
  • B2B CONVERSATIONS NOW  |  SUNDAY, JANUARY 24, 2010
    [Leads] Price Papers vs. White Papers for B2B Lead Conversion
    While most B2B marketers are familiar with using white papers for lead generation, they may not have heard the term price paper ™ A price paper is a document that helps prospective customers with budgetary information about complex products and services. Tags: B2B Marketing Lead Conversion Lead Generation Social Media
  • LEAD VIEWS  |  TUESDAY, APRIL 24, 2012
    [Leads] Is Your Funnel Sick? – Part 3 of Funnel Series
    Get the process religion:  If you haven’t defined your lead generation processes, you can’t measure them.  Use appropriate performance measures:  Marketing organizations typically evaluate themselves based on the number of leads they pass to their sales organizations each month.  Let’s review the obvious tactical remedies.
  • 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 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.  With this in mind, B2B Marketing Magazine’s latest Benchmark report on lead generation couldn’t have come at a better time.  It seems that lead generation is not cheap. 
  • MODERN B2B MARKETING  |  FRIDAY, FEBRUARY 14, 2014
    [Leads] Why Lead Nurturing is an Art AND a Science
    'Author: Phillip Chen Lead nurturing , or the process of developing relationships with prospects over time, is a rare co-existence of two opposing variables: creativity and logic. On some marketing teams, all of your lead nurturing will be managed by one person; on other teams, it’ll be divided among several. Lead Nurturing
  • 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
  • FEARLESS COMPETITOR  |  THURSDAY, DECEMBER 16, 2010
    [Leads] Content Marketing Challenges in B2B Lead Generation
    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.
  • LEADSLOTH  |  TUESDAY, AUGUST 24, 2010
    [Leads] What Lead Nurturing Content to Send When?
    On Thursday I’m presenting a webinar with Treehouse Interactive , called “Lead Nurturing 101″ One of the registrants sent me the following question: How much of this webinar will be about content, i.e. exactly what to say in each subsequent email in a series designed to move someone from prospect stage to buying stage?
  • LEAD VIEWS  |  FRIDAY, JUNE 25, 2010
    [Leads] Facebook And Twitter Not For Generating B2B Leads!
    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.
  • 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.
  • THE POINT  |  WEDNESDAY, AUGUST 15, 2012
    [Leads] 5 Simple Ways to Take Your Lead Nurturing Program to the Next Level
    You know that monthly newsletter you blast to your entire database under the guise of “lead nurturing”? And those Webinar invitations that you broadcast to every trade show lead you’ve generated since 2005? There was a time when lead nurturing was synonymous with simply staying in front of prospects. We need to talk.
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