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Ten Use Cases for Content Curation in Marketing

Marketing to Business Executives Blog

They lead the conversation by incorporating their own original content and reflecting their point of view while also including important pieces by competitors. Enable the right person to respond appropriately or lead discussions in social channels. On further reflection, I think you are right that some companies will move to content curation for the sole purpose of generating more leads (your first point) and/or nurturing leads that are not sales ready. But as I look at the vendor landscape it is apples and oranges. Vendors are solving several different problems.

Survey results: marketing automation drives improved business results

Marketing to Business Executives Blog

Significantly, the uses achieved through the capabilities of marketing automation systems, such as determining which leads are sales ready, predicting campaign effectiveness, and segmenting markets for targeting campaigns, stand out among those that the data savvy use but others don’t use. Pretty exciting results!

Top Eight Reasons B2B Marketers Use Content Curation

Marketing to Business Executives Blog

Reason 6: Marketers who are good at tracking how web visitors move through the pipeline can track leads and revenue that originate from the audience of a curated site or newsletter. For instance, when visitors referred from the curated site download white papers at the company site, they become a lead, which marketers can track through the sales funnel.

7 Steps to Success with Marketing Automation

Marketing to Business Executives Blog

Agree on the end-to-end lead management process. Develop a process for lead scoring and updating lead scoring. Filed under: Content marketing , Implementation success , Lead management , Marketing automation , Marketing technology , Process Improvement. Content marketing Implementation success Lead management Marketing automation Marketing technology Process ImprovementNobody wins when marketing automation system implementations don’t yield expected results. Unfortunately, many turn to system selection as their first step. .

Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure

Top Two Areas of Struggle in Marketing Automation Implementation

Marketing to Business Executives Blog

Four out of the five suppliers reporting to date say their less successful customers come up short in: Lead management processes. The work with sales on lead management processes takes time to build understanding and explore needs and viewpoints. So you’re in the market for a marketing automation platform. You spent the money and maybe put your career on the line. Your thoughts?

Why Marketers Invest in Technology: Survey Results

Marketing to Business Executives Blog

Hand better quality leads to sales. In today’s B2B buying environment, marketing can not be effective in driving demand, building brand, or charting strategies for future growth without technology. There are hundreds of reasons why marketers should invest in technology but I am more interested in what marketers report as their reasons. Make marketing investments based on data.

Today’s Rant: Why Marketing is Harder — and More Fun

Marketing to Business Executives Blog

Collaborate fully with sales and lead the company into social business where “everyone is a marketer” Draw insight from customer interviews, analyze data, demonstrate accountability… …the list goes on. A salesperson who is face-to-face with a prospect can vary his or her dialogue to accommodate the prospect’s needs and interests. The salesperson knows the company size, location and industry as well as the prospect’s role and stage in the buying cycle. She can assess the prospect’s level of knowledge and fill in gaps. Leadership matters.

7 not 3… actions for marketing automation implemenation success

Marketing to Business Executives Blog

He points out that marketers, “… need to prepare for the use of the technology by having 1) a lead-to-revenue process model to automate; 2) content to support the message and responses; and 3) a marketing organization that is ready to support the technology.&# . Agree on the end-to-end lead management process. Develop a process for lead scoring and updating lead scoring. Without question this is true. But there is more. In rough order of priority, the seven steps are: Establish clear objectives, performance measures, and metrics.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.

Number One in Social Business

Marketing to Business Executives Blog

Then dig deeper into the processes that are leading to the operational problems (e.g., At Enterprise 2.0 this week in Boston, I found a few inspiring moments amid all the activity. I particularly liked the opening keynote presentations by John Hagel from Deloitte on the first day and Lee Bryant of Headshift on the second day. The big takeaway…my number one in social business: it all starts with a problem that needs to be solved…and that you can affect. Hagel described a simple metrics-based path to finding the right problem to address. Start with business metrics (e.g.,

Ads 9

Who cares about marketing data?

Marketing to Business Executives Blog

Sales Accepted Lead Data. Then consider what is needed to forecast short term success (sales accepted leads, contacts nurtured by marketing). Afterall, you are/should be leading the charge. In a recent survey conducted by Patricia Seybold Group and the Information Technology Services Marketing Association ( Survey on Data-Driven Marketing, March 2011 ), more than 100 marketers reported what types of marketing data most interested heads of other departments. The findings (see below), while not statistically significant, do raise some questions worth pondering. Type of Data.

Sorting through content curation options

Marketing to Business Executives Blog

Marketing to Business Executives Blog B2B Marketing Strategies that Work Home About Home > Content curation , Content marketing , Lead management , Marketing technology , Social media management , Thought leadership > Sorting through content curation options Sorting through content curation options 01/13/2011 Marketing to Business Executives Leave a comment Go to comments Let’s say you are serious about establishing a thought leadership position in an area of keen concern to your customers. There are dozens of content curation tools out there. Let me know what you think.

In Industrial Lead Generation, a Lead is a Lead, Right?

Industrial Marketing Today

Every discussion I’ve had with manufacturers and industrial companies starts with “we need more leads” or ends with “we need results.” I understand and accept the fact that the main goal of industrial marketing is to generate leads. I have no issues with that but do these companies know what a qualified lead is? by Achinta Mitra appeared first on Industrial Marketing Today.

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful

Which Comes First: Lead Nurturing or Inside Sales?

The Point

For a long time, “ lead nurturing ” was thought of as something you did with the leads that sales didn’t want. The theory was: leads come in, the sales team gets the hot ones, and the rest go to lead nurturing. Today, of course, a comprehensive lead nurturing strategy is much more than that. Currently we have a bunch of leads sitting in that “contacted” stage.

5 Ways to Expand Lead Nurturing Beyond the Inbox

The Point

Email may still be the workhorse in how B2B companies build relationships, maintain awareness, qualify leads and nudge prospects along the sales cycle, but these days, it pays to think about “lead nurturing” as more just an email campaign. The post 5 Ways to Expand Lead Nurturing Beyond the Inbox appeared first on The Point. That’s not because email is going away any time soon.

A Simple 2-Step Technique for Improving Lead Follow Up

The Point

In an era when “demand generation” and “content marketing” are virtually synonymous, most B2B sales leads are the result of a prospect downloading or requesting content. Most B2B marketers take for granted that content marketing will, by default, generate a wide spectrum of leads – some of them qualified, perhaps, but most just conducting informal research (the proverbial “tire kickers”).

Lead 116

Measure Your Way to Lead Nurturing Success

The Point

Demand Gen Report just published “ Top B2B Marketers Measure Lead Nurturing Effectiveness to Boost Performance ,” a special report in which they address the whys, whats, and how tos of measuring lead nurturing’s true impact. That, ultimately, is what lead nurturing is designed to do – move leads towards opportunity and close. percentage of MQLs that convert to SQL. …

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust

Introduction to Lead Management

B2B Lead Generation Blog

Tweet If Sales and Marketing were a manufacturing operation starting with raw materials — leads — and ending up with 5% to 20% in deliverable product — won sales — it would soon be shut down to determine what is wrong. However, companies continue to spend untold dollars on lead generation efforts ultimately doomed to fail. Lack of lead management impacts lead conversion and ROI.

How to Get More Leads From Social Media

Act-On

What’s your impression of how hard it is to generate leads on social media? My impression used to be that social media lead generation is unusually hard—much harder than content marketing. Effectiveness vs. Difficulty for Lead Generation. We’ve seen it in a couple of places before: Lead quality is now more of a priority than lead quantity. In this last survey, lead quality beat out quantity by 36%. Goals vs. Barriers for Lead Generation. This suggests that marketers are having an easier time with lead generation. So, what’s changed?

Qualified vs. Unqualified Leads

Salesfusion

The post Qualified vs. Unqualified Leads appeared first on Salesfusion. Lead Nurture Nurture Marketing

Lead 101

Please Don’t Let Your Sales Reps Nurture Leads

The Point

Bear with me as I relate a quick story about lead nurturing: A few months back I became a sales lead. A question: at this point, what kind of lead am I? By my own reckoning, I’m an MQL (Marketing Qualified Lead). Perhaps I was an SQL (Sales Qualified Lead) at one point in the conversation, but no longer. I’m also a perfect candidate for lead nurturing.

How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

Generate more leads. Better leads. Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. And content fuels it all

Lead Generation: Balancing lead quality and lead quantity

B2B Lead Generation Blog

Tweet Lead generation is somewhat like a tightrope act. Generate too many leads, and the rope between Sales and Marketing breaks. If you don’t generate enough leads that turn into sales, your ROI plummets. As Debbie Pryer, Program Manager, Siemens Healthcare , discovered, finding the right balance between lead quantity and quality takes trust, teamwork and planning.

5 Useful Lead Nurturing Tactics to Get More Opportunities

B2B Lead Generation Blog

Lead nurturing is one of those things that’s easy to talk about but hard to do. In this article, I’ll share how to apply lead nurturing to help advance leads through three stages of your lead generation funnel to get more qualified opportunities. Three Lead Generation Stages You Need to Nurture. At this stage, you’re moving them from being a lead to a sales qualified opportunity. All three are part of an integrated lead generation funnel, and this article touches on each element while taking a closer look at lead nurturing. Lead Nurturin

Is B2B Lead Generation Really This Difficult?

The Point

Results are in from a recent survey on B2B Lead Generation by the B2B Technology Marketing Community on LinkedIn ( free report download here ), and the numbers tell a disheartening story. At face value, it’s hard not to conclude based on this data that many B2B marketers are struggling to even measure lead generation success, let alone achieve it. Why is that? Here are my theories: 1.

Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

Tweet Ask most executives and marketers what salespeople need to sell in this economy, and they will say one thing: more leads. That’s why many marketing and lead generation programs tend to focus on quantity. Unfortunately, as little as 5 to 15% of all marketing inquiries (aka leads) turn out to be truly sales-ready opportunities. 1 challenge. Create a marketing funnel .

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.

Lead Qualification: Rethinking BANT in the Modern B2B Sales Cycle

Act-On

In today’s complex B2B sales cycle, it’s important that an organization’s sales and marketing teams create a clearly defined and agreed upon, definition of a qualified lead. Distinctly identifying where the lead handoff happens is the first step in creating a seamless transition between sales and marketing. 4 Factors to Consider, Instead, When Creating Lead Qualification Processes: 1.

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The Biggest Lead Scoring Mistake

ANNUITAS

Modern Marketers know it’s important to score leads, and lead scoring is a well-known best practice. However, not all lead scoring programs will do the job and in fact, some can actually harm your demand generation efforts if not developed correctly. When developing a lead scoring program, look at your data first. Your data will guide you in how to build lead scoring.

Lead Nurturing’s Biggest Challenges

B2B Marketing Insider

Lead nurturing is a vital part of B2B marketing because it‘s a key strategy in driving prospective customers towards a purchase decision. The post Lead Nurturing’s Biggest Challenges appeared first on PureB2B. The post Lead Nurturing’s Biggest Challenges appeared first on Marketing Insider Group. While they might not be customers from the get-go, prospects turn.

How to Use Predictive Lead Scoring

SalesPredict

If you’re in B2B marketing, you’ve likely been hearing a lot about predictive lead scoring. If Google can guess what you’re about to search for—based on what you, and others have searched for previously—why shouldn’t your CRM and marketing automation system tell you which leads and accounts to prioritize, based on whom you’ve successfully sold to before? Smarketing”.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.

Predictive Marketing Vendors Look Beyond Lead Scores

Customer Experience Matrix

The past week brought three more announcements about predictive vendors expanding beyond lead scoring. In particular, its finding new market segments that clients might enter – something different from simply scoring leads that clients present to it or even from finding individual prospects that look like current customers. They are, after all, experts at seeing the future.

Best B2B Lead Posts in 2014: Lead generation, lead nurturing and content marketing

B2B Lead Generation Blog

Read on to find out what B2B Lead Roundtable Blog posts were shared the most as well as the three topics B2B marketers valued most in 2014. Topic #1 — Lead generation is king. Lead generation was a huge topic for 2014 and for good reason. Every lead nurturing campaign, every lead conversion, every sale depends on first generating a lead. The difference?

Why Technology Marketers are Leading the Way in Lead Generation

B2B Lead Blog

A recent survey on B2B content marketing technology found that technology marketers were standouts in lead generation. B2B Lead Generation Lead Nurturing marketing marketing programs Technology marketers are ultimately in the business of solving customer problems using technology. It makes sense, […].

Lead Scoring: Set Yourself Up for Success

Act-On

As marketers, we need to prioritize the good leads over the bad. But, by taking the time to set up a lead scoring system, you can assign points to potential prospects, target the attributes most often associated with serious customers, and more easily identify which people to further invest time and resources in. As Matt Heinz, President of Heinz Marketing , explains it: “By assigning relative point values to various customer activities and traits, you can better rank your leads and focus your marketing efforts where they will be most successful.” Pick and choose.