| | | Follow the Lead | |  Leads | 74 articles |
| Page 1 of 1 | Previous | Next | FOLLOW THE LEAD JULY 27, 2010  Lead nurturing needs more nurturing Despite the constant drumbeat on improving lead-gen practices, 44% of b-to-b marketing executives responded they did not know if hypothetically asked by the C-suite how much they could increase profits with a 10% increase in budget, according to a recent report. The highest profit potential lies with nurturing stalled leads, reported by 58% of lead generation marketers. | FOLLOW THE LEAD JULY 27, 2010  Lead nurturing needs more nurturing Despite the constant drumbeat on improving lead-gen practices, 44% of b-to-b marketing executives responded they did not know if hypothetically asked by the C-suite how much they could increase profits with a 10% increase in budget, according to a recent report. The highest profit potential lies with nurturing stalled leads, reported by 58% of lead generation marketers. | | | | | |
| FOLLOW THE LEAD JANUARY 4, 2011 Three ways to reset lead-gen He gave us primer on the top lead-gen priorities for 2011. Reposition marketing-driven lead generation as revenue generation: “The intention is to reposition marketing-driven lead gen, which is generally perceived [.]. Mac McIntosh is president and principal consultant of b2b marketing consulting firm Mac McIntosh Inc. and founding partner of b2b marketing automation services firm AquireB2B. Sales & Marketing AquireB2B Chief Revenue Officer Mac McIntosh Mac McIntosh Inc | FOLLOW THE LEAD JULY 22, 2010 Survey: Quality (not quantity) of leads Job One for marketers According to the survey, 74% of respondents stated that customer acquisition or lead generation is their primary marketing goal(s). However, at the same time, respondents said that the top three marketing challenges in 2010 are having too few resources, not enough quality leads and a need to improve marketing ROI. Despite online marketing’s proven ability to deliver high quality leads, 48% of respondents still said they are not generating enough high quality leads for their sales teams.&#. These have been the top two marketing goals for the past three years. | FOLLOW THE LEAD JULY 22, 2010 Survey: Quality (not quantity) of leads Job One for marketers According to the survey, 74% of respondents stated that customer acquisition or lead generation is their primary marketing goal(s). However, at the same time, respondents said that the top three marketing challenges in 2010 are having too few resources, not enough quality leads and a need to improve marketing ROI. Despite online marketing’s proven ability to deliver high quality leads, 48% of respondents still said they are not generating enough high quality leads for their sales teams.&#. These have been the top two marketing goals for the past three years. | FOLLOW THE LEAD JUNE 24, 2010 Gone in sixty seconds? Indeed, time management – combined with lead monitoring – seems to be fundamentally changing b-to-b sales. Here’s some more ammo: a recent study showing a direct correlation between the time it takes to contact a lead and conversion rate. The study, which was conducted by Leads360 , is derived from the data of several million Internet-generated leads. It found that 88% of all leads that eventually convert were called within the first 24 hours. These findings echo previous MIT lead response research , but place more emphasis on speed-to-call. Source: Leads360. | | | | | | | |
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FOLLOW THE LEAD | FRIDAY, JUNE 18, 2010  Study: Is social a source for b-to-b leads?
The study , which was conducted by lead generation company LeadForce1 was released by eMarketer. Perrin pointed to IBM’s “ Listening for Leads ” program as a prime example of how b-to-b companies can deploy an effective social-media strategy. Ed Linde II , whose team is responsible for building Web assets to support the IBM.com sales channel and organic Web visitors, told eMarketer that the program has “uncovered millions of dollars worth of sales leads,” so far, and is expected grow even more. If you fill a glass with water, is the glass half-empty or half-full? MORE >> -
FOLLOW THE LEAD | TUESDAY, DECEMBER 21, 2010 The Sweet Spot: three predictions for b2b sales in 2011
Sales & Marketing "The Truth About Leads" 50 Most Influential People in Sales Lead Management in 2010 Dan McDade Groundhog Day Point Clear Sales Lead Management AssoiciationDan McDade, president-CEO of PointClear, a prospect development company, said the ongoing debate about sales and marketing alignment in 2011 will seem like Groundhog Day: the eerie feeling that we’ve seen this picture before. I don’t see it happening in 2011 anymore than it’s happened the last 20 years it’s been talked about,” said McDade, [.]. MORE >> -
FOLLOW THE LEAD | MONDAY, JULY 12, 2010 BuyersZone taps ‘20 Great Sales Blogs’
BuyerZone ‘s About Leads Sales Blog recently announced its list of “20 Great Sales Blogs,” and we’re honored that Follow the Lead made the cut. For related stories on b-to-b sales and marketing trends, please visit Follow the Lead on a regular basis. Tags: Sales & Marketing About Leads BuyersZone Dave Kurlan Steve Martin We placed second on the list, between Steve Martin’s Heavy Hitter Sales Blog and Dave Kurlan on Understanding the Sales Force, (both of which are on our featured blogs). Subscribe to RSS. MORE >> -
FOLLOW THE LEAD | WEDNESDAY, FEBRUARY 2, 2011 Best Directory & Business Leads Service: ZoomInfo Pro wins SIIA CODiE Award
The Software & Information Industry Association’s (SIIA) CODiE Award late last week named ZoomInfo’s flagship service, ZoomInfo Pro, winner of the program’s Best Directory & Business Leads Service category. CODiE judges who reviewed ZoomInfo Pro said that the software-as-a-service (SaaS) application — which provides access to the ZoomInfo™ Database of five million businesses and 50 [.]. Best Practices ZoomInfo News CODiE SaaS Sam Zales SIAA Software & Information Industry Association ZoomInfo MORE >> -
FOLLOW THE LEAD | THURSDAY, OCTOBER 7, 2010 Deploying online video to reel in lead generation
Online video has, in a relatively short period, become de rigueur among many b-to-b companies’ websites. Indeed, nearly 60% of brand managers said they plan to invest more in online video in the next 12 months, according to the Online Video & the Media Industry Quarterly Research Report for the second quarter of 2010, which [.]. MORE >>
- Three chronic b2b sales problems and how to correct them in 2011 FOLLOW THE LEAD | THURSDAY, DECEMBER 23, 2010
- Web tracking tools turning into a ‘must-have’ FOLLOW THE LEAD | FRIDAY, JULY 30, 2010
- Web tracking tools turning into a ‘must-have’ FOLLOW THE LEAD | FRIDAY, JULY 30, 2010
- Shining light on the end of the sales funnel FOLLOW THE LEAD | WEDNESDAY, MARCH 2, 2011
- Dialing up SLMA Radio FOLLOW THE LEAD | WEDNESDAY, JULY 21, 2010
- Dialing up SLMA Radio FOLLOW THE LEAD | WEDNESDAY, JULY 21, 2010
- The Sweet Spot: Finding the harmony between ‘CRM’ and ‘MA’ FOLLOW THE LEAD | WEDNESDAY, FEBRUARY 2, 2011
- Data hygiene doesn’t have to be a mess FOLLOW THE LEAD | THURSDAY, OCTOBER 28, 2010
- Marketing automation doesn’t have to be so complicated FOLLOW THE LEAD | TUESDAY, MARCH 8, 2011
- DMA YouTube channel focuses on best e-mail practices FOLLOW THE LEAD | THURSDAY, JULY 29, 2010
- DMA YouTube channel focuses on best e-mail practices FOLLOW THE LEAD | THURSDAY, JULY 29, 2010
- ‘Smarketing’ gets the pitch, but are b-to-b companies buying? FOLLOW THE LEAD | TUESDAY, AUGUST 31, 2010
- Q&A: Capitalizing on trade shows FOLLOW THE LEAD | TUESDAY, JANUARY 11, 2011
- Quick tip: Using Google Maps for lead-gen FOLLOW THE LEAD | FRIDAY, JANUARY 7, 2011
- Report shows too much ad hockery in SEO practices FOLLOW THE LEAD | TUESDAY, JULY 6, 2010
- B-to-B Sales and Marketing Snapshot: 2010 FOLLOW THE LEAD | THURSDAY, MAY 27, 2010
- The sales side is committed, but is marketing involved? FOLLOW THE LEAD | TUESDAY, JULY 13, 2010
- Zales tapped for BtoB’s ‘Who’s Who in B-to-B’ FOLLOW THE LEAD | WEDNESDAY, AUGUST 4, 2010
- Zales tapped for BtoB’s ‘Who’s Who in B-to-B’ FOLLOW THE LEAD | WEDNESDAY, AUGUST 4, 2010
- The Sweet Spot: A few salient questions about ‘smarketing’ FOLLOW THE LEAD | TUESDAY, AUGUST 24, 2010
- ‘Dialing for Dollars’ is getting quite expensive FOLLOW THE LEAD | THURSDAY, AUGUST 5, 2010
- Welcome to Widget TV FOLLOW THE LEAD | FRIDAY, JULY 16, 2010
- Are you budgeting for easy listening in a rock-and-roll era? FOLLOW THE LEAD | TUESDAY, JUNE 22, 2010
- AA-ISP names ZoomInfo ‘Provider of the Year’ for SaaS, CRM, Productivity FOLLOW THE LEAD | WEDNESDAY, JUNE 30, 2010
- Why does it always seem like marketers are running in place? FOLLOW THE LEAD | TUESDAY, JUNE 8, 2010
- The Sweet Spot: When ‘empire building’ gets in the way FOLLOW THE LEAD | WEDNESDAY, AUGUST 11, 2010
- Price of permission-based b-to-b e-mail continues to fall FOLLOW THE LEAD | MONDAY, JULY 19, 2010
- Price of permission-based b-to-b e-mail continues to slide FOLLOW THE LEAD | MONDAY, JULY 19, 2010
- The Sweet Spot: We’re all ‘smarketers’ now FOLLOW THE LEAD | THURSDAY, JULY 8, 2010
- Why scripted corporate social media bugs me FOLLOW THE LEAD | THURSDAY, AUGUST 26, 2010
- The Sweet Spot: What’s your policy on social media? FOLLOW THE LEAD | THURSDAY, AUGUST 19, 2010
- How folks used to ‘follow’ the Grateful Dead. Sound familiar? FOLLOW THE LEAD | THURSDAY, AUGUST 12, 2010
- Gen Y wave approaching shores of b-to-b sales FOLLOW THE LEAD | TUESDAY, AUGUST 3, 2010
- Gen Y wave approaching shores of b-to-b sales FOLLOW THE LEAD | TUESDAY, AUGUST 3, 2010
- Slide in semiconductor sales doesn’t bode well for other b-to-b reps FOLLOW THE LEAD | TUESDAY, JULY 20, 2010
- When social media ‘will be like air’ FOLLOW THE LEAD | TUESDAY, MAY 25, 2010
- ‘Clicking’ with customers by chatting FOLLOW THE LEAD | WEDNESDAY, AUGUST 18, 2010
- What’s the sound of one hand clapping? Email marketing FOLLOW THE LEAD | THURSDAY, SEPTEMBER 2, 2010
- Making order out of the chaos FOLLOW THE LEAD | THURSDAY, JULY 1, 2010
- Sans buy-in from C-level, forget about building social networks FOLLOW THE LEAD | THURSDAY, JUNE 3, 2010
- Sales-exec-as-publisher-model taking shape FOLLOW THE LEAD | TUESDAY, AUGUST 17, 2010
- Slide in semiconductor sales a sign for other b-to-b reps? FOLLOW THE LEAD | TUESDAY, JULY 20, 2010
- Pre-production half the battle in creating meetings with C-level FOLLOW THE LEAD | TUESDAY, JUNE 1, 2010
- How to calculate the ROI when you’re networking FOLLOW THE LEAD | WEDNESDAY, MARCH 9, 2011
- Tips to improve your cold calling FOLLOW THE LEAD | THURSDAY, JANUARY 6, 2011
- New online scorecard for b-to-b sales and marketing reps FOLLOW THE LEAD | TUESDAY, NOVEMBER 23, 2010
- The Sweet Spot: Sales training as perpetual beta FOLLOW THE LEAD | MONDAY, FEBRUARY 14, 2011
- Cold calling isn’t meant to chill your prospects FOLLOW THE LEAD | TUESDAY, FEBRUARY 8, 2011
- Heading to Dreamforce FOLLOW THE LEAD | FRIDAY, DECEMBER 3, 2010
- Ignore social media at your peril: ten reasons why FOLLOW THE LEAD | THURSDAY, DECEMBER 2, 2010
- Social Media Spending Up; Still Tiny Portion of the Marketing Budget FOLLOW THE LEAD | TUESDAY, SEPTEMBER 7, 2010
- Fantastic Four Ways to Generate B2B Leads FOLLOW THE LEAD | TUESDAY, DECEMBER 6, 2011
- Do Marketers understand their targets? FOLLOW THE LEAD | THURSDAY, JANUARY 24, 2013
- Introducing ZoomInfo Email Validation FOLLOW THE LEAD | TUESDAY, OCTOBER 25, 2011
- It takes a team FOLLOW THE LEAD | MONDAY, MAY 6, 2013
- How to avoid America’s biggest hiring mistake FOLLOW THE LEAD | TUESDAY, MARCH 19, 2013
- ZoomInfo is a finalist for a CODiE™ award! FOLLOW THE LEAD | THURSDAY, JANUARY 24, 2013
- How much Web form do you really need? FOLLOW THE LEAD | TUESDAY, MAY 14, 2013
- Getting vital details on Web forms with fewer fields FOLLOW THE LEAD | TUESDAY, MAY 7, 2013
- Don’t make these email prospecting mistakes FOLLOW THE LEAD | FRIDAY, MAY 3, 2013
- Prospects not ready to buy? Nurture them! FOLLOW THE LEAD | FRIDAY, MAY 3, 2013
- Congrats to our sales “dream team” and its leader FOLLOW THE LEAD | WEDNESDAY, APRIL 17, 2013
- ZoomInfo is a finalist for a CODiE™ award! FOLLOW THE LEAD | WEDNESDAY, JANUARY 23, 2013
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