The Point

DECEMBER 5, 2023

Starting in February 2024, senders exceeding the 5,000 email daily threshold must: * Authenticate their emails using security protocols such as DKIM, SPF, and DMARC * Allow unsubscribes by clicking just one link, and honor those unsubscribes within two days * Maintain a spam complaint rate lower than 0.3%

Deliverability 162

Deliverability Rules Purchase Marketing Automation Services 162

The Point

DECEMBER 6, 2022

The calculator uses industry standard figures for conversion rates (Lead to MQL, Close Rate, etc.), Raw leads (form-fills) can convert to MQLs at widely disparate rates based on channel and CTA (e.g. We prefer to base budgets on MQLs vs. raw inquiries. Here’s a sample calculation: Total target revenue is $5 Million.

Budget Programs 162

Budget Programs Lead Ranking Demand Marketing Qualified Leads 162

The Point

OCTOBER 1, 2021

In a recent LinkedIn poll , almost half of the respondents (46%) indicated they’d rather force prospects to enter business emails on forms, even if it resulted in higher abandonment rates. Historically, the attitude towards personal emails in B2B marketing has been that they betray a lower level of intent.

Lead Gen 297

Lead Gen Lead Ranking Lead Scoring Sales Qualified Leads 297

The Point

OCTOBER 29, 2021

And indeed, increasing Web engagement and Web conversion rates is still a primary use case for chatbots in a B2B context. If you ask most B2B marketers how they use chat platforms like Drift , the immediate answer would most likely be: converting Web visitors. Photo by Adam Solomon on Unsplash.

Account Based Marketing 350

Account Based Marketing B2B Marketing Automation Services Demand Generation Agencies 350

The Point

JANUARY 19, 2021

“I predict we’ll start seeing more credit ratings and payment scores appended to B2B marketing data. Marketers will need to get ahead of this by incorporating credit ratings into the qualifying process.” – Sarah, Marketing Automation Specialist. Leads will need to pass “credit worthiness” before a closed/won is accepted.

Demand Generation Agencies 147

Demand Generation Agencies Demand Generation Demand Lead Ranking 147

The Point

MAY 17, 2021

Marketers are often under pressure to evaluate lead gen programs very quickly, often within weeks, and to declare success (or failure) based on the rate at which those contacts convert to sales-ready leads and pipeline, even if the average sales cycle for their product is weeks or months longer than the window of measurement.

Marketing Management 207

Marketing Management Paid Search Agency Buying Cycle Demand Generation Agencies 207

The Point

DECEMBER 15, 2020

There are multiple, legitimate reasons to suspend or even delete non-responsive leads from your mailing lists or CRM database: * Non-responsive leads can weigh down engagement rates and create a distorted view of campaign metrics.

Lead Ranking 162

Lead Ranking Lead Scoring Leads Lead 162

The Point

OCTOBER 11, 2022

Personalization is over-rated. You can download the complete report (registration required) here. What are the most effective strategies for email marketing campaigns, such as subscriber segmentation and personalization?

Marketing Report 246

Marketing Report Email Marketing Co-Registration Privacy 246

The Point

OCTOBER 22, 2019

Congratulations: your last email campaign generated a really high click-through rate. It’s an issue that B2B marketers are experiencing with increasing frequency: open rates and click-through rates that don’t quite match up, typically in the form of an abnormally high “click to open” (CTO) rate. The culprit? Email bots.

Marketing Automation Services 127

Marketing Automation Services CAN-SPAM Click Rate Trigger Marketing 127

The Point

OCTOBER 15, 2019

As I wrote earlier in this space, the use of intelligent chatbots in demand generation is fast becoming a major trend , as marketers discover the technology’s potential for increasing the rate at which leads engage with sales.

Sales Qualified Leads 138

Sales Qualified Leads Work Management Marketing Management Account Based Marketing 138

The Point

AUGUST 27, 2019

You’ll generate a higher conversion rate compared to third-party forms, but you’re also more likely to capture a personal (vs. It’s important to strike a balance – too large an audience and you risk unqualified leads or a poor click rate due to lack of relevancy. business) email address. Audience Size.

Paid Content 241

Paid Content Advertising Agencies Linkedin Advertisements 241

The Point

OCTOBER 25, 2018

Here are my other key takeaways from the report, a recommended read for any demand generation marketer: More than two-thirds (67%) of survey respondents said that they’re measuring the success of their nurture programs based on email click-through rates. News flash: email clicks are not a valid success metric.

Lead Nurturing 178

Lead Nurturing Marketing Report Lead Ranking Lead Scoring 178

The Point

JULY 14, 2015

This is the point in the process – call it lead follow up – where a formal, systematic lead nurturing program can have the greatest impact on conversion rates. Here then is a simple, proven technique for increasing the rates at which: 1. inside sales reps make contact with, and engage with, new prospects; and, as a result, 2.

Sales Qualified Leads 100

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

The Point

APRIL 16, 2019

Failure to do this often results in wasted ad budget and spending valuable ad dollars on terms that generate expensive clicks but don’t convert at the same high rate. Over time, the keyword list can be refined to maximize budget share and impression share based on the search queries that are driving the most conversions.

Cost per Acquisition 235

Cost per Acquisition Paid Search Agency Campaigns Cost Per Click 235

The Point

MAY 19, 2020

4 Strategic and measured use of form fields to capture critical information, minimize friction and maximize conversion rates, combined with progressive profiling to append contact data and better qualify leads as they re-engage. Integration of “skip logic” to ensure that prospects don’t receive emails for content already consumed.

Lead Nurturing 299

Lead Nurturing Class Budget Programs Lead Ranking 299

The Point

DECEMBER 13, 2019

The rate of change in B2B marketing and marketing technology continues to accelerate, and 2020 promises to be no different. I asked the best subject matter experts I know, my colleagues at Spear Marketing Group , what trends they think will highlight the next 12 months in B2B demand generation.

Demand 222

Demand Ideal Customer Profiles Demand Generation Agencies Account Based Marketing 222

The Point

NOVEMBER 27, 2018

They discovered that while ads garnered a nearly 4% conversion rate, which is pretty high, advocacy garnered an almost 52% conversion rate, which is 12.5 In fact, one of our customers, a large global consultancy, recently compared the ROI of social ads with that of social advocacy. times higher.

Top of Funnel 203

Top of Funnel Demand Generation Agencies Demand Generation Lead Ranking 203

The Point

MAY 28, 2019

The most common use case quoted for chatbots in a B2B context is increasing the rate at which Web visitors convert to actionable sales leads. engagement rates and sales conversations can increase by an astounding 10X-20X.

Demand Generation Agencies 127

Demand Generation Agencies Demand Generation Demand Top of Funnel 127

The Point

FEBRUARY 27, 2018

A subscription center, sometimes referred to as a subscriber preference page or subscription management page, can reduce unsubscribe rates from EU and non-EU leads alike by providing the individual an alternative to simply opting out completely.

Privacy Policies 231

Privacy Policies Marketing Automation Services B2B Marketing Marketing Management 231

The Point

NOVEMBER 13, 2018

By providing prospects, customers and subscribers the ability to choose the type and/or frequency of communication they receive, a subscription center (AKA subscriber management page or subscriber preference page) can reduce unsubscribe rates by providing the individual an alternative to simply opting out completely.

Trust Marketing 133

Trust Marketing Privacy Opt-out Opt-in 133

The Point

JANUARY 27, 2016

This new report shares insights, ideas, best practices, and real-life examples of how to measure lead nurturing performance beyond basic email metrics like open and click rates. For example, if a company’s Lead-to-MQL rate is lower than it should be, that could mean several things: 1. the company is generating the wrong type of leads.

Lead Nurturing 100

Lead Nurturing Lead Ranking Marketing Qualified Leads Sales Qualified Leads 100

The Point

DECEMBER 16, 2015

As an independent research company, TrustRadius bases their content on in-depth user reviews and takes pains to maintain both credibility and transparency in the way they rate, score, and evaluate business technology. Teaser: only one vendor was top-rated in all three categories.).

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation Planning 100

The Point

NOVEMBER 22, 2016

But where lead nurturing often has the most impact – on conversion rates, funnel velocity, and demand generation ROI – isn’t mid-funnel, but rather immediately when a lead enters the system. The result will almost certainly be a higher engagement rate, and therefore a higher qualification rate, for the SDRs.”.

Lead Nurturing 100

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Ranking 100

The Point

JANUARY 13, 2015

A campaign can generate a phenomenal open rate, an astonishing click rate, and even hundreds of leads, and yet contribute virtually nothing to the business. Opens/Open Rate. Clicks/Click Rate (CTR). Click to Open (CTO) Rate. Leads/Response Rate. So even measuring response rate doesn’t tell the whole story.

Lead Ranking 100

Lead Ranking Marketing Qualified Leads ROI Sales Qualified Leads 100

The Point

OCTOBER 7, 2014

However, as “native advertising,” Sponsored Updates can also generate 5x the engagement rate (including likes and shares). However, it also drives much higher conversion rates (up to 7x, in our experience) compared to Twitter and Facebook. Conversely, the lower your engagement rate, the higher you’ll need to set your bid.

Paid Content 100

Paid Content PPC Twitter Linkedin 100

The Point

JUNE 24, 2022

However, the rate at which buyers employ free trials as a key part of the evaluation process skyrocketed during the COVID era. Key Finding 3: Use of free trials is skyrocketing.

Top of Funnel 130

Top of Funnel Cold Calling B2B Demand Generation 130

The Point

JANUARY 23, 2018

Response rates from tactical, sales-driven campaigns are likely to be lower (because they only attract highly qualified, late stage leads), so companies need to spend more money to generate relatively few opportunities.

Sales Management 253

Sales Management Sales Qualified Leads Demand Generation Agencies Lead Ranking 253

The Point

MARCH 25, 2016

An effective registration page, one that maximizes conversion rates, reinforces the value of the event – perhaps by providing additional, more detailed information like speaker bios or an agenda. Even the most successful Webinars can suffer a 50 percent no-show rate. To maximize attendance, remind, remind, and remind again.

Webinar Metrics 100

Webinar Metrics SEM Marketo Marketing Automation Services 100

The Point

AUGUST 20, 2015

Other findings of note: * Events, conferences and tradeshows were rated the most effective lead generation tactic. * 59% of those surveyed rely on lead volume as their primary gauge of lead generation success. * Improving lead quality was rated as both the top priority AND the biggest challenge by a majority of respondents.

Lead Generation 100

Lead Generation Demand Generation Agencies Lead Ranking Lead Scoring 100

The Point

SEPTEMBER 11, 2017

In addition to the potential for highly competitive metrics (click-through, conversion rates), advertising on LinkedIn offers another key advantage compared to SEM, namely the ability through audience definition to ensure that the only people who see your ad are those who meet a tightly defined target demographic.

Paid Search Agency 187

Paid Search Agency Linkedin Demand Generation Agencies Ads 187

The Point

NOVEMBER 10, 2016

Bounce Rate decreased by more than 80 percent. JW Player is a company with global reach, but the SEM campaign was launched initially in the US, Canada, and UK in order to achieve a level of optimization before expanding to other countries. Very quickly, Spear was able to make significant improvements.

SEM 222

SEM Cost Per Click Enterprise Management Paid Search Agency 222

The Point

MAY 18, 2016

By adhering to a few basic principles, even the most lackluster campaign can be improved significantly, primarily by eliminating wasted spend and unqualified traffic, and by ensuring that clicks convert to measurable leads at the highest possible rate. Click on the infographic to view full size.

Paid Search Agency 113

Paid Search Agency Adwords B2B Click Rate 113

The Point

JANUARY 21, 2020

Native landing pages, meanwhile, are more effective and generate higher conversion rates, because they’re typically designed solely with the specific campaign (and offer) in mind, minus any external links or other distractions from the main call to action.

Landing Pages 147

Landing Pages Industry CMS Marketing Automation Services Marketo 147

The Point

JANUARY 14, 2014

Studies have long shown that the speed at which leads are responded to has a direct and dramatic effect on the rate at which those leads are converted to opportunities or passed to sales. What would you do or pay to increase by a whopping 30 percent the rate at which your inside sales team qualifies leads? Probably not.

Lead Ranking 100

Lead Ranking Marketing Automation Services Marketing Qualified Leads Sales Leads 100

The Point

DECEMBER 12, 2014

As with most things, Google doesn’t disclose the precise algorithm by which quality score is calculated, but they do identify contributing factors – for example: expected click-through rate, the relevance of ad copy to the search query, and (notably) what Google calls “landing page experience”.

Landing Pages 100

Landing Pages Lead Ranking Lead Scoring PPC 100

The Point

MAY 14, 2013

open rate and resulted in ReachForce hosting the most heavily visited booth during the event. However, Hubspot also noted that click-through rates increased when the word “free” was excluded. The subject line that generated such success? Marketo Summit – Free Beer, Gold for Everyone!”. Well, apparently, they do.

Demand Generation Agencies 100

Demand Generation Agencies Reachforce Advertising Agencies Marketo 100

The Point

MARCH 7, 2019

B2B email addresses have a limited shelf life, and companies that don’t aggressively clean, append and update that contact data will find that their deliverability rates deteriorate very quickly. (HS) Deliverability is a common challenge, but it’s almost always related more to bad data than it is to spam traps.

Deliverability 150

Deliverability Account Based Marketing ABM Demand Generation Agencies 150