5 Ways to Expand Lead Nurturing Beyond the Inbox
JUNE 8, 2016
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.
[Infographic] 10 Ways to Generate More Leads from Your Business Blog
JANUARY 21, 2016
Most of those same blogs, however, do little to generate leads, subscribers, or any other kind of measurable engagement or ROI. Here are 10 tips for generating more leads from your blog, drawn from this earlier post. The post [Infographic] 10 Ways to Generate More Leads from Your Business Blog appeared first on The Point. Click on the infographic to view full size.
Please Don’t Let Your Sales Reps Nurture Leads
OCTOBER 8, 2015
Bear with me as I relate a quick story about lead nurturing: A few months back I became a sales lead. 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.
10 Ways to Generate More Leads from Your Business Blog
SEPTEMBER 23, 2015
If you’re not generating leads – as in: a lot of leads – from your company’s blog, you’re missing out on what is perhaps not only your best opportunity to convert organic Web traffic into actionable, measurable sales inquiries, but also the best way to actually show real ROI from your social media investment. Here are 10 proven ways to generate more leads from your blog.
Is B2B Lead Generation Really This Difficult?
AUGUST 20, 2015
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.
Top 10 Marketing Automation Mistakes
JULY 21, 2016
Launching lead scoring too soon. Lead scoring is a core marketing automation functionality, and a key driver for one of the primary benefits of the technology, namely sales productivity. well-planned, well-designed lead scoring schema ensures that sales reps are spending time with the leads that most merit the investment. Not setting up SPF and DKIM. Not testing enough.
ABM & the Marketing Hype Cycle
MARCH 15, 2016
Account-Based Marketing B2B Marketing Campaign Strategy Demand Generation lead generation Marketing Automation Marketing Technology ABM Account Based Marketing Content marketing engagio inbound marketing marketing hype marketing technology martech predictive analytics programmatic advertisingTarget Account Campaigns). Which is true, sort of. And that disturbs me, to tell the truth.
A Follow-Up Strategy for Content Syndication Leads
AUGUST 25, 2015
It’s important to recognize that content syndication leads are not like most sales leads. If you hand off content syndication leads to your sales force without setting these expectations, your program may be doomed to fail. The post A Follow-Up Strategy for Content Syndication Leads appeared first on The Point. references the specific content asset. 2.
Evangelizing a Content Marketing Program
B2C Marketers companies that excel at lead nurturing generate. 50% more sales-ready leads at a 33% lower cost 15 1,200 Blog posts per month Avg new monthly leads ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 Content marketing's impact also extends to social me- dia, where brands that don't have compelling content to. Do you want to drive more leads? leads.
Why Are People Not Engaging With Our Content?
FEBRUARY 18, 2016
In the Contently email, there are two text links within the body text, but it’s not at all clear that those links lead to the content on offer. According to a recent report, “ The Content Marketing Paradox ,” content marketing output increased by 35 percent in 2015, while engagement dropped 17 percent. They may be correct. Put more bluntly, a lot of marketing content is complete drivel. 2.
Infographic: The State of Marketing Automation Maturity
JUNE 29, 2015
As the infographic below illustrates, results from the survey suggest that, while the typical marketing automation user makes full use of some functionality, many more are failing to follow even the most basic lead management best practices , best practices that represent some of the most compelling business rationale for investing in marketing automation in the first place.
Infographic: 17 Tips for Generating Leads from Social PPC Advertising
DECEMBER 23, 2014
B2B Marketing Campaign Strategy Demand Generation lead generation Online Advertising Online media PPC Advertising SEM Social Media facebook facebook advertising linkedin linkedin ad tips linkedin advertising social media advertising social PPC twitter twitter advertising Looking to include social media advertising as part of your demand generation mix in the new year?
Which Content, Tactics & Technologies Are Driving Demand Generation ROI?
SEPTEMBER 15, 2015
Asked which technologies they projected would have most importance in the next 12-18 months, respondents also named Lead Lifecycle/Attribution Reporting and Predictive Analytics. A recent survey by content automation company TechValidate and B2B agency Spear Marketing Group provides useful insight into the content, tactics, and technologies proving most valuable for today’s B2B marketers.
Content Marketing 2016: Staffing, Measurement, and Effectiveness
Lead conversion (32 percent) is the most. budget can lead to more time if you’re able to hire. percent, was lead conversions and sales. ON SITE 7% OTHER 6% 32% LEAD. SALES 20 Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry Results and Analysis It’s reassuring that leads and sales, two elements. Copyright © 2015 Contently.
Infographic: 8 Ways to Get B2B Demand Gen Back on Track
OCTOBER 20, 2015
B2B Marketing Demand Generation lead generation Marketing Automation b2b demand generation B2B demand generation agency demand gen demand gen agency demand generation ROI demand generation success techvalidateCan technology solve every problem of the modern B2B marketer? Maybe not, if you believe a recent survey sponsored by TechValidate and Spear Marketing Group.
Infographic: Top 10 Reasons to Hire a Full-Service Demand Generation Agency
MARCH 24, 2015
Ad Agencies B2B Marketing Demand Generation lead generation B2B demand generation agency demand generation agency how to choose an agency lead generation agency Marketo agency marketo agency partner pardot agency pardot agency partner why hire an agency Agencies aren’t for everyone. Click on the infographic to view full size.
10 Tips for a Successful Trade Show Follow-up Campaign
AUGUST 18, 2014
Research has long suggested that the majority of leads generated by trade shows never receive follow-up by company representatives. 2010 study concluded that fewer than 70 percent of exhibitors have any formalized plan or process in place for how leads are followed up after the show. Prompt response to show leads is critical. Any response (e.g. But don’t overdo it.
Quit Obsessing About the Customer Journey
AUGUST 11, 2015
Lead nurturing , for example, must now coddle the buyer through every step of his/her journey to customer nirvana. What’s more, the timing, duration, and route through which one customer goes from lead to opportunity to deal are almost certainly to vary from the next, and the customer after that. Suddenly, we are led to believe, the customer journey is all that matters. Sorry, but no.
Definitive Guide to Planning a New Content Initiative
THE DEFINITIVE GUIDE 1 THE DEFINITIVE GUIDE 2 Introduction For the last decade, DivvyHQ’s founders have been helping the world’s leading marketers. generate more leads” aren’t good enough. Meghan Casey, lead content strategist at Brain Traffic, suggests finding your organization’s. Consistent and continuous content publishing leads to organic engagement that drives.
4 Key Takeaways from the 2015 SiriusDecisions Summit
MAY 16, 2015
More and more B2B marketers are now accountable for revenue targets, not just leads or even sales-ready prospects. Lead Nurturing Isn’t Just Email Anymore. There’s no sign that email won’t continue to be the workhorse that it is in helping to filter, qualify, cultivate and progress leads through the sales cycle. Outbound is the New Inbound.
Why is Inside Sales So Scared of Lead Nurturing?
APRIL 1, 2014
One of the reasons for this under-utilization, and the inability of some marketers to deploy, for example, automated lead nurturing at every stage of the selling process, is resistance from the sales organization, and in particular, Inside Sales. Whatever the motivation, any “push back” from Inside Sales to marketing automation and automated lead nurturing/qualification is misplaced.
Forrester thinks Content Marketing Isn’t Working – They’re Half Right
JULY 18, 2014
And more still, I would guess, probably feel that their content campaigns are “working” (generating response, engagement, sales leads) but perhaps aren’t yet convinced of bottom line value. Companies leading the way in content marketing have long determined that for content to be compelling (and therefore, effective) it first needs to be relevant. In her interview, Ms.
How Do We Find People Who Are Ready to Buy Our Product?
JULY 27, 2016
For example, if you offer prospects a broad, educational white paper on trends in your product category, you’re more likely to generate a wide spectrum of leads, some more qualified than others, and many who are only mildly curious about your solution. A prospective client asks: “What are the best demand generation strategies for finding people who are ready to buy our product?”.
Content Methodology: A Best Practices Report
industry metrics such as sales and leads, or. generation Lead generation: Create. high-quality leads. Lead conversions • Avg. lead score • Sales-qualified leads (SQLs) • Opportunities • Search traffic • Return visitor rate Lead nurturing: Move leads. leader with industry-leading. Content. Methodology: A Best. All rights reserved. going.
More Evidence That Waiting Even 5 Seconds to Contact a New Sales Lead Can Be Disastrous
JANUARY 14, 2014
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. What would you do or pay to increase by a whopping 30 percent the rate at which your inside sales team qualifies leads?
5 Reasons to Gate Lead Nurturing Content
OCTOBER 30, 2013
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. If you score clicks as “responses,” you risk over-inflating the value of leads who may only have passing interest in your content. Here’s why: 1.
9 Proven Ways to Increase Webinar Response
MARCH 25, 2016
Doing so not only eliminates tiresome manual transfer of registration data, but also gives you greater flexibility in the design and branding of campaign assets like registration pages, leading to increased conversion rates and more registrations. 8. Use SEM to generate incremental leads outside of your target list. Sell the event, not the product. Yes, the day of the event.)
Top 10 B2B Lead Scoring Mistakes (Part 1 of 2)
AUGUST 1, 2013
Lead scoring has quickly become an integral part of a demand generation marketer’s arsenal. well-planned, well-designed, and optimized lead scoring schema can be a key contributor to sales productivity, sales engagement, and the rate at which inbound leads convert to Sales Qualified Leads, opportunities, and deals. Multiple campaigns assigning lead scores.
Content Marketing Playbook: Strategy and Roadmap
returned to the company after a 28-month stint leading. And it would lead to GE’s. leads through inbound marketing. “I think it’s almost. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 2: Strategy and Roadmap Copyright © 2015 Contently. All rights reserved. Introduction 3 II. Adopting a Winning Perspective 7 III. Back at GE and in.
Email Critique: When a Good Offer Just Isn’t Enough
JULY 16, 2015
B2B Marketing Copywriting Creative E-mail email design email marketing lead generation Offer Strategy Uncategorized B2B email marketing email copywriting email copywriting best practices email copywriting tips email marketing agency email marketing tipsThe offer image. Yeah, that’s about it. Seriously though, that is one gorgeous white paper. It looks real and tangible and worth downloading.
Report: Trade Shows Generate Highest Quantity & Quality of Leads
NOVEMBER 14, 2014
To quote Software Advice, “Trade shows were most commonly cited as generating both the most and the best (leads) …” And indeed, the data supports that observation: 77 percent of respondents said that trade shows generated either “somewhat” or “very high” quantities of leads, and 82 percent said that trade shows generated leads of either “good” or “excellent” quality.
10 Tips for Driving Lead Nurturing Success (Infographic)
AUGUST 27, 2013
When B2B companies invest in marketing automation technology, “lead nurturing” is often one of the key business objectives that spurs those organizations to take the plunge. Yet, upon deploying a new marketing automation platform, effective lead nurturing can often take months to take shape, longer still to provide the kind of business impact the marketers (and their management) had in mind.
Sorry, But “How Many Touches Does it Take to Make a Sale?” is No Longer a Valid Question
SEPTEMBER 9, 2014
On a recent conference call with a prospective client, the Vice President of Sales chimed in with a question: “How many touches do you think it takes before someone becomes a lead?”. B2B Marketing Campaign Strategy Demand Generation lead generation Sales 2.0 Deliver that pitch a minimum number of times, the theory says, and buyers will be powerless to resist. Or it could take months.
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.
Step Away from the Email Software and No-One Gets Hurt
JANUARY 19, 2016
Most lead follow-up emails have none of the above. Marketing technology is a dangerous weapon in the wrong hands, and nowhere is this more evident than in the recent surge of interest in automating BDR campaigns and other sales communication. In both technology (see companies like InsideSales.com , ToutApp , and others) and application, sales enablement is a hot topic in martech circles.