This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals. Marketing automation has become a growing issue for B2B marketers as they strive to maximize lead generation efforts and provide personalized touch points for all prospects. Among the many new features are progressive profiling capabilities, multiple lead scoring models, social enhancements and snooze. Mac: I’m wondering how Silverpop is changing its technology to meet the changing needs of your clients. MORE >>

What I am talking about is the categorizing of all inbound inquiries as “leads.&#. Ask any salesperson if all inbound inquires are leads, and when he or she stops laughing, you will probably get an earful about how inquiries, unless they have been prequalified, are a waste of salespeople’s time. blame the mailing list and database compilers for starting the problem by calling the contacts in their databases or mailing lists “leads.&# In my experience, contacts from compiled databases aren’t leads until they have been qualified. MORE >>

This is the latest in our ongoing series of tips from some of the experts who provide our sales lead management consulting and training services and our marketing automation and lead-generation agency services. Meryl is a professional writer and editor who specializes in online B2B lead generation and lead nurturing. Worth considering: Professionally written lead generation and lead nurturing emails get higher open rates, and more responses. B2B Lead Generation B2B copywriting B2B email B2B lead nurturing B2B marketing Sales lead generation MORE >>

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. Speaking of what works best, here are 22 tips for getting better results from your B2B lead generation programs: ? Talk second-person (lead with you and your instead of we and our). ? What are some of the secrets to your B2B lead generation success? MORE >>

The Content Chasm represents another major issue affecting the success of marketing automation, and of B-to-B lead generation and lead nurturing. B2B Lead Generation B2B marketing B2B marketing automationThere’s a new marketing term that I’m hearing more and more often - “the Content Chasm”. It refers to the ascendance of content marketing (especially in B-to-B), and the differential between the current inventory of quality content that most B-to-B companies have, and the amount they need to have to market effectively. Content + Automation = True 1 to 1 Marketing. MORE >>