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Which Comes First: Lead Nurturing or Inside Sales?

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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

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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.

Please Don’t Let Your Sales Reps Nurture Leads

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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.

[Infographic] 10 Ways to Generate More Leads from Your Business Blog

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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.

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

Infographic: Top 10 Types of Demand Generation Content

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Whether you’re focused on generating net new inquiries, or nurturing existing leads through the funnel, it’s often best to utilize a mix of content types, the better to appeal to a range of prospects. Choosing the right content offer for a demand generation campaign isn’t simply about aligning that content with a particular buying persona. Click here to view the infographic full size.

Is B2B Lead Generation Really This Difficult?

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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.

Measure Your Way to Lead Nurturing Success

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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. The results were dramatic.

A Follow-Up Strategy for Content Syndication Leads

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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.

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.

Video Tech Company Leverages SEM to Drive Enterprise Leads

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In 2015, JW Player piloted a small-scale, in-house SEM program on Google AdWords to gauge the potential efficacy of using search advertising to drive qualified leads for its enterprise video platform. JW Player contacted Spear Marketing Group , a leading B2B demand generation agency , for help. billion unique monthly views. Aggressive testing of ad copy. Sewell, Spear President.

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Infographic: The State of Marketing Automation Maturity

The Point

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.

ABM & the Marketing Hype Cycle

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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.

How Do We Find People Who Are Ready to Buy Our Product?

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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?”.

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Infographic: 8 Ways to Get B2B Demand Gen Back on Track

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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.

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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

Top 10 Marketing Automation Mistakes

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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.

Which Content, Tactics & Technologies Are Driving Demand Generation ROI?

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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.

10 Tips for a Successful Trade Show Follow-up Campaign

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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.

Infographic: 17 Tips for Generating Leads from Social PPC Advertising

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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?

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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.

Winning B2B Email Campaign Keeps it Simple

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B2B Marketing Copywriting Creative Demand Generation E-mail email design email marketing lead generation B2B email B2B email agency B2B email marketing B2B email tips bouncex email copywriting email creative email marketing agency email marketing best practices email marketing tipsIn B2B email marketing , does short copy always win over long? Not necessarily. But they didn’t. Unlock?

Why Are People Not Engaging With Our Content?

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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.

Why is Inside Sales So Scared of Lead Nurturing?

The Point

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.

4 Key Takeaways from the 2015 SiriusDecisions Summit

The Point

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.

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.

Quit Obsessing About the Customer Journey

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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.

9 Proven Ways to Increase Webinar Response

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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.)

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5 Reasons to Gate Lead Nurturing Content

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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.

Infographic: Top 10 Reasons to Hire a Full-Service Demand Generation Agency

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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.

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Forrester thinks Content Marketing Isn’t Working – They’re Half Right

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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.

More Evidence That Waiting Even 5 Seconds to Contact a New Sales Lead Can Be Disastrous

The Point

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?

Report: Trade Shows Generate Highest Quantity & Quality of Leads

The Point

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.

Steal This Technique for Your Next Sales Email

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B2B Marketing Cold Calling Copywriting Creative Demand Generation E-mail email marketing inside sales lead generation Offer Strategy Sales 2.0 One of the basic rules of good, direct marketing copywriting is that a call to action should always be specific. In other words, it’s always better to present the reader with a very precise, preferably tangible reason to respond. Thanks! That’s it.

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Step Away from the Email Software and No-One Gets Hurt

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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.

Top 10 B2B Lead Scoring Mistakes (Part 1 of 2)

The Point

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.

Is Marketing Automation Right for Every Company?

The Point

That might suggest that the adoption rate for marketing automation is lagging, but revenues for the leading companies are climbing at a torrid 50-60 percent per year. B2B Marketing Lead Management Marketing Automation best marketing automation software marketing automation agency marketing automation partner marketing automation ROI Marketo agency Marketo partner

Are Agencies the Future of Marketing Automation?

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This isn’t exactly new but what once seemed like a niche strategy now looks more like a standard approach. It’s always been obvious that agencies were a sensible channel for marketing automation vendors to pursue, but I’m beginning to wonder whether agencies might turn out to be the primary channel for such systems, excepting only direct sales to large enterprises. But, actually: no.

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Is Technology Making Marketing Agencies Obsolete?

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clients increasingly work directly with publishers and ad networks directly, aided by developments in technology that allow for programmatic ad buying. • in B2B circles, the emergence of content marketing as the dominant form of demand generation leads some clients to question the value of “big idea” creative (agencies’ traditional calling card). Hint: Maybe Not)”. What do you think?

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10 Tips for Driving Lead Nurturing Success (Infographic)

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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.