B2B Lead Blog

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Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

You may also find value in this presentation I did at MarketingSherpa’s B2B Summit on “ Optimizing the Lead: Learn data-driven optimization process that reduced cost-per-lead by more than 60% in one month ”. Tweet Ask most executives and marketers what salespeople need to sell in this economy, and they will say one thing: more leads. challenge. Create a marketing funnel .

Email Marketing: 3 lead nurture paths you should automate

B2B Lead Generation Blog

In today’s B2B Lead Roundtable Blog post, we’ll look at three lead nurture tracks you should automate to aid your email marketing efforts from a MarketingSherpa Lead Gen Summit 2013 presentation featuring Keith Lincoln, Vice President of Marketing, SmartBear. Tweet Marketing automation can help you manage lead nurturing efforts in a complex marketplace. Path #1. Keith asked. Path #2.

Inbound Marketing: How a B2B company used a content marketing strategy to improve customer experience

B2B Lead Generation Blog

The message being conveyed is simply presenting Precor as a resource for fitness center owners. Tweet Inbound marketing is typically a term reserved for B2C companies striving to draw customers in with flashy social media campaigns, witty tweets and beautiful infographics. Who are we speaking to? In the example below, Precor identified three key industries that it targets as customers.

Where’s the Passion in B2B Marketing?

B2B Lead Generation Blog

believe the complex sale presents a set of unique sales and marketing problems that benefit shifting away from the traditional lead generation mindset to a new way of thinking centered on the following principles: More ROI is reaped from the patient tending of potential customers (relationships) over time. Tweet I’m writing this post at Dreamforce 2014. completely agree.

Content Marketing Playbook: Strategy and Roadmap

storytelling assets. D: Conducting a gap analysis to identify the topics, per- spective, or voice that present opportunities to reach. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 2: Strategy and Roadmap Copyright © 2015 Contently. All rights reserved. contently.com By Joe Lazauskas ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY2 I. publisher.”

Content Marketing Tips for Lead Nurturing

B2B Lead Generation Blog

Research reports  — Presenting findings from your research or that have been conducted by third parties. Tweet I was asked by a reader to provide some examples of what lead nurturing touches may look like. Lead nurturing is something that’s fairly easy to understand, but for many, it’s become a frustrating thing consistently execute for two reasons: Lack of content. No plan for consistency. I’ve found that many marketers get stuck on not having enough good and effective lead nurturing content. My advice is to start accumulating and building your lead nurturing library now.

Lead Generation: How to speak the language of your prospects

B2B Lead Generation Blog

You can watch the entire presentation, ” Lead Nurturing: How solving the marketing automation and autonomy paradox increased lead volume 200% ,” in the MarketingSherpa video archive to learn more about Keith’s lead gen efforts. Curious eyes met the screen at those words. This text was not in light gray, hidden in small font at the very bottom of the email.

How the Halo Effect Drives Lead Generation

B2B Lead Generation Blog

These experts can become a source of speakers and webinar presenters. Tweet Building upon my post from last week , I was reminded of an important lesson I learned on influence that’s served me my whole life. ” He didn’t know it the time, but he explained how the halo effect  works. In this post I’m going to explain how it applies to lead generation. You might also like.

Social Media Marketing: Dell reveals how it turns thousands of brand detractors into fans

B2B Lead Generation Blog

That changed when the computer company realized 4,000 conversations about the brand were happening online every single day and the company was not present. Tweet Five years ago, Dell had little presence on social media. Since then, Dell has invested millions of dollars’ worth of time and resources to join those conversations. You can have these delivered daily, weekly or as they happen.

B2B Content Marketing: Find the bigger story

B2B Lead Generation Blog

As he gave his keynote address at MarketingSherpa Lead Gen Summit 2013, he revealed that he also gave a presentation for metal working manufacturers that also posed the same question : What do we talk about? Tweet “Anybody here think you have nothing to create content around? No exciting stories to tell?” million Facebook page likes (now at 1.8 You might also like.

Content Marketing: 4 stages to mapping your content strategy

B2B Lead Generation Blog

To learn about the other four steps to content marketing, watch the full video presentation of Ninan’s keynote. Tweet Effective content marketing starts with listening to customers to truly understand them, and then identifying the personas of your audience, according to Ninan Chacko, CEO, PR Newswire. But it’s what you do with that gathered information that makes the biggest difference.

B2B Marketing Trends for 2016

magazine, and presented at blogging and social media conferences. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. They expect content to be relevant, easy to find, and mobile- friendly. know which half."

Email Marketing: 3 simple steps for building customer personas

B2B Lead Generation Blog

In today’s B2B Lead Roundtable Blog post, I want share the three simple steps for building customer personas Byron shared in his presentation to aid your targeted email marketing efforts. Byron explained how his organization transformed from batch and blast email sends to persona-driven campaigns. Step #1. Look to your existing customer data for insight into who buys from you. Step #2.

15 Tips to Generate More Leads in 2015 (Part 2, featuring tips 6-10)

B2B Lead Generation Blog

Lead Generation: How one company increased leads 96% by changing the presentation of incentive content [More from the blogs]. Tweet For the new year, I’m sharing 15 ideas on how to make your lead management more effective. There is so much to share, I’m splitting this post into three parts (you can read Part 1 with tips 1-5 here ), and today is Part 2, featuring tips 6-10. ” 8.

10 Ways to Optimize Your Lead Conversion Rate

B2B Lead Generation Blog

80% of marketing leads are lost or discarded, according to  a MarketingSherpa presentation delivered at B2b Marketing Summit 2009. Tweet The ultimate goal of B2B marketing and lead generation is to help the sales team sell. Marketers spend a lot of time and effort creating inbound leads but struggle getting those leads to convert into customers after they hand them off to sales. Does this sound like you or someone you know? I’m going to share 10 levers you can use to improve your lead conversion right now: 1. Shorten Shorten your follow-up time and do it personally. Use your manners.

The Domino Theory of B2B Content Marketing

B2B Lead Generation Blog

This scenario presented one key challenge: CEOs of mid-market companies are the original do-it-yourselfers. Tweet “You don’t optimize a landing page or an email. You optimize the thought sequence of the customer.”. This is one of my favorite aphorisms from Flint McGlaughlin, Managing Director, MECLABS, parent company of MarketingSherpa. Photo attribution: Pixel. You may also like.

B2B Marketing Trends for 2016

magazine, and presented at blogging and social media conferences. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. They expect content to be relevant, easy to find, and mobile- friendly. know which half."

Mobile Marketing: What 4 top B2B companies can teach us about mobile

B2B Lead Generation Blog

The homepage presents “Products You Might Like” instead of “Browse Products.”. Topics are presented in a variety of formats including articles, videos and charts. 4. Tweet We all are hearing time spent with mobile devices will surpass time spent with desktops. Well, it is already happening in the B2C world, according to a recent study from Millennial Media and comScore.

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Lead Generation: Balancing lead quality and lead quantity

B2B Lead Generation Blog

Debbie’s initial challenge as she explained in her presentation at Lead Gen Summit 2013 in San Francisco was to realign Service and Sales after the program’s high rejection rate ultimately created a distrust between the two departments. Tweet Lead generation is somewhat like a tightrope act. Generate too many leads, and the rope between Sales and Marketing breaks. But something went wrong.

Marketing Strategy: 3 steps to help optimize website user experience

B2B Lead Generation Blog

James shared some of Sophos’ user feedback that he really took to heart during his presentation at Optimization Summit 2013. “I really wanted our website to be something that would help them in their purchasing decisions,” James explained. Tweet If you want a snapshot of the user experience on your websites from the perspective of your prospects, just ask them. Step #1. Identify your goals.

Lead Generation: 2 tips to transform your content marketing

B2B Lead Generation Blog

In today’s B2B Lead Roundtable Blog post, we’ll look at two tips on transforming your content marketing strategy from Shelby Britton, Senior Product Marketing Manager, Adobe, who presented at MarketingSherpa Lead Gen Summit 2013. Although Shelby’s example was rooted in Adobe’s webinars, the principles are transferable to your own unique situation. Tip #1. Tip #2. You may also like.

B2B Marketing Trends for 2016

magazine, and presented at blogging and social media conferences. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. They expect content to be relevant, easy to find, and mobile- friendly. know which half."

B2B Mobile Marketing: 3 ideas on where to spend your next mobile budget

B2B Lead Generation Blog

Presenting them with a cluttered layout is the quickest way to get a user to bounce from your mobile site. Tweet It’s hard to believe that this December will mark 10 years since I received my first cell phone as a gift on Christmas morning. It was a black and white Nokia that I used for three things: Phone calls. The occasional text. Playing “Snake”. Spend #1. Make convenience essential.

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Customer-Centric Marketing: Using metaphors in your B2B strategy

B2B Lead Generation Blog

He will be presenting, “Managing Optimization: How a subscription company applies the conversion heuristic throughout the customer journey.” Lead Capture: How a B2B site redesign appealed to diversifying markets and increased conversion 81% [Full One Call Now video presentation from Summit]. Tweet Who are your customers? They just had to plot out who their customers were.

Lead Generation: Who knows the customer better – Marketing or Sales?

B2B Lead Generation Blog

Tweet I once worked with a field marketing vice president who was calm, cool and collected for every presentation she prepared for. The only presentation that ever seemed to rattle her nerves – and just ever so slightly – was the annual presentation to Sales leaders, justifying her upcoming budget (and, perhaps, existence). “We talk to the customer every day…”. Leading up to Summit, I had the privilege of reviewing all of the presentations to make sure they met MECLABS presentations standards. Well, all except one. We talk to them every day.”. CPU data – 5.9%.

Lead Management: 4 principles to follow

B2B Lead Generation Blog

Flint McGlaughlin, Managing Director, MECLABS, presented the introduction to the workshop, and I’ve now had the opportunity to speak with Brandon Stamschror, Senior Director of Content Operations, MECLABS, and co-author of Lead Generation for the Complex Sale. The main principles of the Lead Management Workshop were pulled from that book. Key principles of lead management.

Email Deliverability: Is Gmail’s tabbed inbox a B2B challenge?

B2B Lead Generation Blog

After all, Gmail is typically consumer-focused, presenting these tabs as more of a B2C hurdle. This, of course, presents another opportunity for you as a B2B marketer. Though Gmail’s tabbed inbox presents such opportunities for marketers, it has still invoked fear through negative media attention in the marketing realm. This time, it’s in the form of Gmail’s tabbed inbox.

Email Marketing: Writing powerful email copy boosts CTR 400%

B2B Lead Generation Blog

Watch the full free presentation to see Donna’s transferrable case studies. Tweet According to the MarketingSherpa 2013 Email Marketing Benchmark Report (free excerpt at that link), nearly one out of three (32%) respondents perceive that email marketing will yield ROI “eventually,” while 60% reported email is producing ROI. Finally, they wrapped up with your call-to-action.

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Event Marketing: How a technology start-up made a trade show splash booth-free

B2B Lead Generation Blog

Arming them with iPads, where they could access a short presentation. If that conversation produced a prospect, the sales professional could show him a brief slide presentation and capture his information on the iPad. Tweet Brickstream , a retail technology company, was too late to rent a booth at the year’s most important industry event where it had to have a strong presence.

Nine Simple Tactics to Drive a Higher Return on Trade Show Investment

B2B Lead Generation Blog

At too many events, I’ve witnessed sales professionals requiring attendees to sit through a 10-minute presentation to “prove” they’ve visited the booth, when the attendees clearly don’t care about their product. Tweet In his most recent post , Dave Green pointed out how marketers invest most of their budget on trade shows even though it ranks fourth in effectiveness. Are they interested?

Sales-Marketing Alignment: How consistent messaging helped ADP engage customers at a faster pace

B2B Lead Generation Blog

This messaging was thoughtfully choreographed from the very first prospect touch point through the sales process to ensure every communication reinforced it – from websites to sales presentations. Sales professionals submitted videos presenting the new messaging for corporate-wide recognition. He believes consistent messaging is the fastest way to speed customers through the funnel.

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Lead Generation: How Lithium Technologies uses webinars to grow its customer database

B2B Lead Generation Blog

Afterwards, she secures webinar presenters, usually an expert inside the company and one outside the company that is perceived as a credible speaker that knows how to engage an audience. Thomas sets up the event with presenters months in advance as the speakers she selects are in high demand. Work with your presenters to familiarize them with content beforehand. Step #1.

Email Marketing: 2 campaigns that used innovative creative to generate leads

B2B Lead Generation Blog

Chris, who will be presenting at MarketingSherpa Email Summit 2014 next week, also found appeal in the campaign as an avid motorcyclist and founder of a nonprofit rider’s safety organization. Tweet One of the best insights into creativity I’ve ever discovered was scrawled into a Plexiglas window on a subway train. Boring is a choice,” the etching read. Results. Results. You may also like.

Digital Marketing: B2B marketers can get fresh, new ideas from B2C

B2B Lead Generation Blog

Burns will be presenting at the MarketingSherpa and MarketingExperiments Optimization Summit 2013 , May 20-23, in Boston, which looks at the many ways organizations can leverage A/B testing to squeeze the highest amount of leads and revenue out of marketing efforts. We’re dealing with people, and all people behave the same. Furniture company website sparks idea, nets 400% increase in leads.

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B2B Marketing: The first step a systems integrator took to achieve Sales-Marketing alignment

B2B Lead Generation Blog

Her presentation, “Make Marketing Indispensable: Strategies for turning the sales team into your biggest fans,” featured steps marketers can take to achieve a productive, cooperative relationship with Sales. Look at them through the eyes of the sales person,” Harman explained. Related Resources: Lead Gen Summit 2013 (September 30 – October 3, 2013 in San Francisco).

8 Questions to Steer Your Marketing Priorities

B2B Lead Generation Blog

People are more relaxed and open when talking on the phone in their normal environments, she says. “I’ve had marketers ask me after I’ve given a presentation, ‘Is there any way I can do this customer stuff without talking to customers?’” she laughs. “If you are selling to people, give them the respect of finding out what they want and how they want to buy it.”. So it is with marketing.

B2B Digital Marketing: How Volvo Construction drove site visits through its email campaigns

B2B Lead Generation Blog

Click here to watch the full free presentation to see the rest of Johnston’s digital marketing strategy and answer more questions from the audience. Tweet When John Johnston, Director of Digital Marketing, began his journey at Volvo Construction, he knew things had to be completely rebuilt, starting with the website and branching out into everything else.

Lead Nurturing: Build trust, win more deals by helping prospects – not selling them

B2B Lead Generation Blog

Sign up for this free webcast scheduled for March 6, when Brian Carroll, Executive Director of Revenue Optimization at MECLABS, will present The One-Two Punch of Effective Lead Engagement: Accurate Lists and Powerful Content. Tweet Imagine this scenario: Boy meets girl. Boy asks girl out. On their first date, boy asks, “Will you marry me?” Girl says no. Six months later, boy calls again.

2013 Year in Review: Top 6 focus areas for B2B marketers this year

B2B Lead Generation Blog

Todd and Adriel presented how engaged in a social business strategy to help teams around the world connect with local audiences. In this blog post, Michael Groszek, Business Intelligence Manager, MECLABS, presented three ideas for balancing value and reducing friction on a mobile experience. From there, Daniel presented six methods, ranked in order of least to most difficult, of determining if a lead is qualified: Contact information. In 2012, the top focus for B2B marketers was understanding and leveraging social media. Topic #1. Anna Lee (@annaleenyc) May 6, 2013. link].

B2B Marketing: 6 essentials for testing your teleprospecting

B2B Lead Generation Blog

On a website, you can completely control the presentation of value. Tweet For years, marketers have been testing messages on emails, websites and pay-per-click ads to determine which ones drive the most sales. MECLABS has its own leads generation group working with clients to help them drive more revenue through teleprospecting. Engage your call center. Build a simple structure. Control.

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Content Marketing: How a technology company used its employees to generate quality content [Video]

B2B Lead Generation Blog

To help you learn more about content marketing ideas and tactics at Lead Gen Summit 2013 in San Francisco, we’re sharing this video replay of Edwin Jansen, Director of Business Development, The Ian Martin Group, presenting on content marketing from B2B Summit 2012. Developing a content marketing strategy remains a big undertaking. Others include: Managing processes that best serve customers.

Lead Generation: Streamlining the process for quality over quantity

B2B Lead Generation Blog

At MarketingSherpa Lead Gen Summit 2013 , Debbie’s presentation “Lead Generation: How to empower your program like Siemens Healthcare” took the audience on a deep dive into some of the challenges Siemens Healthcare faced in its lead gen process. One of Debbie’s key goals was to re-establish a long-broken trust between Sales and Marketing. Challenge your process. You may also like.

SEO Success Story: How an engineering firm moved from obscurity to the #1 ranking for critical local search terms

B2B Lead Generation Blog

Kelly transforms these presentations into blog posts. Tweet If you think that using websites for lead generation is for other businesses, but not yours, consider GHT Limited. This regional mechanical, electrical, and plumbing (MEP) engineering firm, like its competitors, had considered its website a glorified brochure, but certainly didn’t believe it could drive opportunity. Prepare an RFP.

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