ViewPoint

JULY 31, 2012

Generating sales leads that are actually followed up by sales is a basic business process that is broken in most companies. The reason is that marketing and sales are part of a Granfalloon. You can read more about this in the white paper Point C: From Chaos to Kickass. What constitutes a good lead?

Sales Qualified Leads 120

Sales Qualified Leads Sales Leads Lead Ranking Marketing Qualified Leads 120

The Point

JANUARY 23, 2018

Similarly, even if less qualified prospects do respond to the campaign, they’ll likely be ignored by sales reps focused exclusively on meeting a monthly or quarterly quota and who therefore don’t want to spend the time cultivating more long-term opportunities. Look, I get it. Photo by Armando Ascorve Morales on Unsplash.

Sales Management 253

Sales Management Sales Qualified Leads Demand Generation Agencies Lead Scoring 253

The Point

APRIL 22, 2020

I posted recently on LinkedIn that, in the current climate, leads from content syndication and other CPL programs may be an ideal replacement for lost trade shows and other events, and indeed can be an effective way to stay engaged in the marketplace at a time when many buyers are laying low. Quality content = quality leads.

Lead Scoring 162

Lead Scoring Lead Ranking CPL Cost per Lead 162

Ambal's Amusings

MAY 6, 2010

Which content should be gated to genereate leads? We asked white paper experts: " How should marketers balance the need for free content (helpful for prospects decision making) Vs. the need to have content that produces a steady flow of good leads (that can directed to sales team)? " Jonathan Kantor.

Paper 100

Paper Enterprise Management Buying Cycle Lead Ranking 100

markempa

AUGUST 23, 2006

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Lead Generation 120

Lead Generation Paper Sales Qualified Leads Generation 120

The Point

AUGUST 25, 2015

It’s important to recognize that content syndication leads are not like most sales leads. When someone registers to download a white paper or podcast or case study about the business challenge that your product solves, he or she is expressing an interest in that topic, not necessarily in your product.

Autoresponders 100

Autoresponders Leads Lead Marketing Qualified Leads 100

SnapApp

JANUARY 22, 2019

We tend to get caught up focusing on more: More sales, more traffic, more leads. And having more leads is also not necessarily better, but having better leads? That’s the key message of a webinar we did about qualified leads recently, and it speaks to a lot of what’s going on in marketing right now.

Sales Qualified Leads 96

Sales Qualified Leads Lead Qualification Lead Ranking Marketing Qualified Leads 96

Only B2B

FEBRUARY 28, 2024

It goes beyond traditional lead generation methods, capturing online behavior signals that reveal a company’s buying intent. Intent data can reveal who’s still actively researching solutions like yours, allowing you to focus your efforts on high-potential leads. Wondering why people buy? Unsure where to start?

Intent Data 71

Intent Data Intent Intent Signal Sales Qualified Leads 71

markempa

OCTOBER 6, 2006

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

BtoB 120

BtoB Lead Generation Paper Generation 120

The Point

OCTOBER 15, 2019

If your organization is generating plenty of leads but those initial inquiries aren’t converting to sales qualified leads, meetings, or pipeline, a myriad of things could be at fault: 1) sales follow-up may be sub-standard in either cadence, frequency, or message. 2) lead nurturing. 2) lead nurturing.

Sales Qualified Leads 138

Sales Qualified Leads Work Management Marketing Management Account Based Marketing 138

The Point

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.

Business Blogging 100

Business Blogging Lead Scoring Lead Ranking Generation 100

ViewPoint

OCTOBER 5, 2018

He was willing to provide the sales team one of six choices: 200,000 targeted contacts (name and title) in the right vertical (no email addresses). 81 highly qualified sales opportunities with the right contact who has a need backed by some form of compelling event. What is a Lead? Read more in this white paper.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

Martech

AUGUST 3, 2023

Ad revenue from web traffic that was generated by an email campaign Direct sales, including product sales, subscription sales, events, etc. Affiliate sales. Lead generation. So when someone asks, “how much can I afford to spend to collect emails for my free white paper effort,” you can’t in good conscience say $2.

Lead Scoring 93

Lead Scoring Lead Ranking Deliverability Ad Exchange 93

markempa

AUGUST 11, 2005

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Our sales team is very busy.

Lead Generation 120

Lead Generation Paper Webinar Metrics Sales Qualified Leads 120

The Point

JULY 30, 2020

Blogs are historically the province of the PR team, and so they’re not often looked at as a vehicle for driving leads, sales engagement, and revenue. This is one of the most effective ways to convert organic blog traffic to sales leads that you can then nurture over time. Make sure you can measure the blog’s contribution.

Demand 221

Demand Lead Scoring Lead Ranking Marketing Budget 221

Lead Forensics

NOVEMBER 23, 2023

The good news is, get it right and your website could quickly become your most valuable lead generation asset. Here, we’re going to share with you the secret behind creating a great lead generation website and everything you need to think about. What makes a great lead generation website?

Lead Generation 52

Lead Generation Marketing Websites Generation Leads 52

BOP Design

APRIL 6, 2020

There has been much debate among B2B salespeople on what an inbound lead looks like: Is it someone completing a contact form? With inbound leads to your B2B website, there are conversions that are more sales-ready leads and there are some conversions that require nurturing. need to be treated like viable, promising leads.

Top of Funnel 78

Top of Funnel Sales Qualified Leads Lead Scoring Lead Ranking 78

The Point

APRIL 21, 2010

That was the challenge faced by Navicure , a leading Internet-based medical claims clearinghouse in Atlanta that helps medical practices increase profitability. convert that search traffic to measurable sales leads. In its first 30 days, the blog attracted dozens of new email subscribers and 60 sales leads.

Demand Generation Agencies 100

Demand Generation Agencies Sales Leads Paid Search Agency Work Management 100

WriteSpark

MARCH 11, 2014

Based on my Webinar experiences lately, you may be abandoning valuable leads right at the point when you have their attention. Instead, link to the webinar slide deck on Slideshare or send a white paper or case study that is related to the webinar topic. Content Marketing content marketing sales leads webinar'

Webinar Metrics 120

Webinar Metrics Leads Lead Marketing Qualified Leads 120

The Point

MAY 23, 2017

There is a growing trend in the content syndication space, and among Cost Per Lead (CPL) programs in general, for media vendors to offer B2B clients the option of pre-qualified leads. However, over the long term, I’d argue that it’s almost always more cost-effective to qualify your own leads. Here’s why: First, some context.

Sales Qualified Leads 110

Sales Qualified Leads Cost per Lead High Quality Lead CPL 110

The Point

JULY 14, 2015

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. That latter group becomes fodder for ongoing nurturing, in the hope that further education and brand awareness will ultimately result in conversion to qualified leads.

Sales Qualified Leads 100

Sales Qualified Leads Marketing Qualified Leads Lead Ranking Top of Funnel 100

ANNUITAS

AUGUST 19, 2014

Take a look at an excerpt from a Leadspace Radio via Sales Lead Management Association with Carlos Hidalgo , CEO and founder of ANNUITAS. How can we STOP DOING lead nurturing campaigns? Number two is really the way that most organizations do lead scoring today is really, really poor. We eat it up.

Top of Funnel 100

Top of Funnel Lead Nurturing Lead Scoring Lead Ranking 100

ViewPoint

DECEMBER 1, 2016

I once worked with the then SVP, Marketing of a large public company who was frustrated with sales. At one point he got so angry that he offered sales management the following choices for spending a $100,000 budget to generate leads. For details on how sales should follow-up on a lead click here. Big surprise.

Sales Qualified Leads 120

Sales Qualified Leads Marketing Qualified Leads Lead Ranking PointClear 120

ViewPoint

MARCH 19, 2018

It’s no longer enough, she realized, to just take the CRM or marketing automation system stats and determine where to spend the company’s growing marketing budget in order to find qualified leads and buyers. She now has a quota for raw inquiries, qualified leads, and revenue by product tied to marketing campaigns and various website stats.

Marketing Management 197

Marketing Management Analytics Budget Programs Marketing Automation Services 197

The Point

OCTOBER 8, 2015

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.

Lead Ranking 100

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 100

New North

MAY 8, 2023

The primary metric of interest in any meaningful B2B marketing strategy effort will always be generating leads. But many B2B businesses struggle to find their momentum when it comes to successful lead generation via digital marketing. If you’re an MSP in the early stages of defining a lead gen strategy?

Lead Generation 52

Lead Generation Ideal Customer Profiles Sales Qualified Leads Lead Ranking 52

The Point

NOVEMBER 22, 2016

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.

Lead Nurturing 100

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 100

thePoint

MAY 21, 2020

The goal of any B2B lead generation program is to ultimately generate as many actionable leads as possible for the sales team. Below is a quick outline of the commitments required from both marketing and sales in this process. Marketing & Sales commit to a definition of a lead (decide together).

Sales Qualified Leads 52

Sales Qualified Leads Lead Generation B2B Sales Marketing Qualified Leads 52

Martech

AUGUST 22, 2023

They also produced a stream of helpful content, like white papers and case studies, intended to demonstrate Finish Thompson’s expertise and help customers and prospects learn how to solve their fluid movement problems. All this was designed to establish Finish Thompson as a helpful, reliable and trustworthy partner.

Case Studies 79

Case Studies Case Study Studies Buy 79

markempa

DECEMBER 15, 2014

Tweet Proactively building relationships with influencers and industry experts and is a powerful way to generate leads and positive word of mouth (WOM). Here are four steps to engage and develop leads via influencers: Step 1: Target — Map out the key players, experts and opinion molders in your industry. You may also like.

Lead Generation 120

Lead Generation Ideal Customer Profiles Lead Scoring Lead Ranking 120

WriteSpark

MARCH 11, 2014

Based on my Webinar experiences lately, you may be abandoning valuable leads right at the point when you have their attention. Instead, link to the webinar slide deck on Slideshare or send a white paper or case study that is related to the webinar topic. See if this experience is familiar.

Webinar Metrics 120

Webinar Metrics Leads Lead Marketing Qualified Leads 120

markempa

AUGUST 2, 2016

When I’ve talked with marketers about their b2b lead generation results, I’ve heard statements like, “We’re generating a ton of leads, but they aren’t converting” or “We need to increase lead quantity” or “We need to generate more qualified leads.”. I’ve learned it’s not about generating more leads.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 120

The Point

DECEMBER 18, 2012

Ask a group of B2B marketers whether their Websites’ lead generation content (white papers, archived Webinars, case studies, videos, etc.) At one end of the spectrum, there are those that believe gating Web content is the most efficient way to convert Web visitors to actionable sales leads.

Lead Ranking 100

Lead Ranking Lead Generation Sales Qualified Leads Marketing Websites 100

The Point

JULY 23, 2012

In an ideal world, all B2B sales leads would be pre-qualified and ready to buy. One result of that pressure can be a demand for tactical, sales-driven campaigns designed specifically to seek out hot leads, campaigns that lead with so-called “late stage” offers like demos, free trials, or even price discounts.

Demand Generation Agencies 100

Demand Generation Agencies Sales Qualified Leads Leads Lead 100

ViewPoint

DECEMBER 9, 2010

There is a counter-intuitive relationship between lead volume and sales performance. With sales organizations facing lower numbers, it seems logical to turn to volume lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

Zoominfo

FEBRUARY 5, 2021

That’s where your streamlined, four-stage sales funnel comes in. In today’s post, read about building a B2B sales funnel that sales teams can deploy now to bring more qualified leads over the finish line. What Is a B2B Sales Funnel? Middle: Here, the prospect downloads a white paper or signs up for a webinar.

Top of Funnel 179

Top of Funnel Ideal Customer Profiles B2B Sales Ad Building 179

NuSpark Consulting

OCTOBER 27, 2013

Depending on what you read, most research shows that white papers are still the most authoritative content asset, but video marketing continues to grow. Videos capture attention of your prospects, and if produced right, hold their attention, which can lead to increased engagement and conversion. Other Tips.

Planning 100

Planning Lead Scoring Lead Ranking Lead Generation 100