B2B Lead Generation Blog

Trending Sources

16 Proven Ways to Get Better Opportunities Now (Part 1)

B2B Lead Generation Blog

My research has shown that about 70-80% of leads marketers generate end up getting lost, ignored or discarded. 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.”. Their motivation.

New Chapter for the B2B Lead Blog

B2B Lead Generation Blog

Building belief still takes time. I’m currently doing a lot of research on empathetic marketing , and I’ll be sharing more on that soon. I’m also excited to share a variety of thought-leading voices in sales and marketing that I hope will add value to our growing community. You may have noticed the B2B Lead Blog has a new look. Image credit: PhotoDune. What does this mean to you?

Lead 78

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Generation Blog

And third I am researching a new book which is going to be around empathetic marketing, and so I am in the process of running field test and experiments with companies both B2B and then also we are testing in nonprofits. And the research I’ve done for the years working for several of the inquiry measurement companies, sales lead management companies that are out there. Brian:  Yeah.

How to Use Trigger Events for More and Better Leads

B2B Lead Generation Blog

You can research new business opportunities based on trigger events, for little to no cost, by leveraging press releases, websites, and newswires. People aren’t ready to buy when we want to sell. Think about it. . This common statement has big implications if you’re doing account-based marketing (ABM) and lead generation. Why doing more lead generation activity doesn’t help  . Conclusion.

Content Methodology: A Best Practices Report

Product and research divisions can provide dynamic. Testing and Optimization 33 Content Methodology: A Best Practices Report This report is based on research and a methodology by. case studies, research from Altimeter Group, and external. sources such as company websites, industry publications, and secondary research. Content. Methodology: A Best. All rights reserved.

16 Proven Ways to Get Better Opportunities Now (Part 2)

B2B Lead Generation Blog

They paid a fee to re-purpose the research and shared it with their target audience. Marketers spend a lot of time and effort generating inbound leads, but they often struggle getting those leads to convert into sales opportunities and customers after they hand them off to sales. . Touch longer-term leads frequently and relevantly. . Educate and help with your lead nurturing. .

How to deal with change stress and be a better marketer

B2B Lead Generation Blog

Harvard Business School psychologist Francesca Gino researched meditation and showed employees taking just 15 minutes to write and reflect at the end of the day performed 22.8% Researcher Brene Brown teaches if you don’t allow yourself to feel strong feelings,  you can’t feel the good ones. As marketers, we deal with a lot of change stress. Seriously. Be more reflective.

4 Steps to Lead Nurturing: Walking the buying path with your customers

B2B Lead Generation Blog

Startling as it may seem, recent research (and even studies from 20 years ago) shows that longer-term leads (future opportunities), often ignored by salespeople, represent almost 40 to 70% of potential sales. Tweet Lead generation can take you on a long hike. The one thing I can guarantee you about the journey is that more is not better if you don’t know how to nurture. The Can we afford it?

Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

Many “leads” are actually still early in the buying process and are conducting general market research. Based on your company’s value proposition research, ask questions that show you understand the challenges your prospects face. Tweet Ask most executives and marketers what salespeople need to sell in this economy, and they will say one thing: more leads. challenge.

Evangelizing a Content Marketing Program

numbers, as Altimeter explains in their excellent “Cul- ture of Content” research report: “Companies that evangelize, reinforce, and institution- alize the importance of content throughout and beyond. Those numbers aligns with our own research from. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. All rights reserved. Introduction 4 II. The hotel giant.

Lead Generation via Influencers and Experts in 4 Steps

B2B Lead Generation Blog

Step 2: Focus — Research them, their companies and their clients or customers. As you build your lead generation program, your experts may be interested in codeveloping white papers, special research reports, articles and even events with you. Most of us know this as influencer marketing , aka influence development. Testing and refining your messaging and value proposition.

Lead Nurturing in 6 Simple Steps

B2B Lead Generation Blog

Marketing Research Chart: The ROI of lead nurturing [MarketingSherpa chart]. Tweet What’s the quickest, cheapest way to implement lead nurturing? I get that question frequently when I talk to marketers about lead nurturing. Lead nurturing is pretty easy to understand, but hard to execute when you have little time or budget. Volumes could be written about each bullet point. Step #1. Step #2.

Lead Nurturing: Unique tracks and impactful tests

B2B Lead Generation Blog

Marketing Research Chart: The ROI of lead nurturing [MarketingSherpa chart]. Marketing Research Chart: Messaging tactics for effective lead nurturing [MarketingSherpa chart]. Think relevance. This is the essence of lead nurturing. Lead nurturing is based on relevance, and what is relevant differs — even slightly — from person to person because we all have unique needs and motivations.

Introduction to Lead Management

B2B Lead Generation Blog

Of the 1,745 marketers surveyed, the research showed the following: 68% of study participants have not identified their Sales and Marketing funnel. Tweet If Sales and Marketing were a manufacturing operation starting with raw materials — leads — and ending up with 5% to 20% in deliverable product — won sales — it would soon be shut down to determine what is wrong. Lead management defined.

Content Marketing Playbook: Strategy and Roadmap

STEP TWO: As you spend time researching each publisher’s ap- proach to content, make a list of: • Audience types those publishers are targeting. 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.

15 Tips to Generate More Leads in 2015 (Part 1, featuring tips 1-5)

B2B Lead Generation Blog

Marketing Research Chart: SEO most effective tactic for lead gen, but also among the most difficult [MarketingSherpa chart]. Tweet It’s a new year, and you’re likely kicking off marketing and lead generation programs to drive more new leads for 2015. Most new leads go nowhere. It’s not about more leads; it’s about doing better with the ones you already have. Here’s how. million.

Lead Nurturing: Why good call scripts are built on storytelling

B2B Lead Generation Blog

The MECLABS research team hypothesized the follow-up section, or part 3 in the control, was buried too deep in script and should be moved up in the treatment. Tweet In teleprospecting, it’s not just about what you “ask” prospects; it’s about when you ask them. This is where a lot of teleprospecting gets it wrong. Breaking down your script into sections can help you diagnose problems.

Content Marketing Tips for Lead Nurturing

B2B Lead Generation Blog

Direct mail examples: personal letters, dimensional mailers, books, post cards, newsletters, press releases, white papers, event invitations, research reports, case studies, success stories and third-party articles. Email examples: links to by-lined articles, blog posts, links to third party articles, case studies, press releases, white papers, e-newsletters, event invitations, archived event links, research reports, blogs, success stories, video, podcasts, third-party articles and website content. Marketing Research Chart: The ROI of lead nurturing [MarketingSherpa chart].

15 Tips to Generate More Leads in 2015 (Part 3, featuring tips 11-15)

B2B Lead Generation Blog

Marketing Research Chart: SEO most effective tactic for lead gen, but also among the most difficult [MarketingSherpa chart]. Tweet To kick off the new year I’m sharing 15 ideas on improving your lead management. As you’ll see this series isn’t just about getting more leads, but about generating better and higher quality of leads. Use a single voice when communicating with leads.

Staffing and Launching Your Content Marketing Program

CREATE EN G A G E. O P T IM I Z E ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY18 QUICK HITTER 250–500 words to introduce breaking news, research, or. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 3: Staffing and Launching Your Content Marketing Program Copyright © 2015 Contently. All rights reserved. Introduction 3 II. 200,000 readers. night.

Lead Generation: Content among the most difficult tactics, but also quite effective

B2B Lead Generation Blog

Until that time comes, be the resource that they go to while researching solutions to their problems. – Jen Picard, Marketing Director, Bright.com. Counting in: Solid keyword research. Tweet To determine the most used lead gen tactics, and map that to their effectiveness and difficulty, we asked the following questions in the MarketingSherpa 2012 Lead Generation Benchmark Report …. Q.

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Generation Blog

In fact, a lead generation Research Partner of ours at MECLABS wanted to discover new strategies to increase engagement and encourage deeper conversation. Primary Research Question: Which voicemail script will generate the most lead responses? Tweet Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. Do you deliver value and mitigate anxiety?

How the Halo Effect Drives Lead Generation

B2B Lead Generation Blog

We see the halo effect demonstrated in places like the  Harvard Business Review , where it’s quite common to see business executives collaborate on papers with a professor or sponsor research projects. 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. You might also like. Essential Guide to PR 2.0:

A/B Testing: How adding a second CTA increased clickthrough 291%

B2B Lead Generation Blog

To answer that question and more for one B2B SaaS nonprofit, Jon Powell, Senior Executive Research and Development Manager, MECLABS Institute, worked with Shari Tishman, Director of Engagement, and Lauren Wagner, Senior Manager of Engagement, both of VolunteerMatch. Primary Research Question: Which call-to-action variable cluster will achieve the highest contact page conversion rate?

A/B 98

B2B Marketing Trends for 2016

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

3 Factors that Connect Value Prop to Prospects

B2B Lead Generation Blog

But here a hint: A little research on your existing customers will also help you understand some common prospect motivations for your offerings, and you may even discover a few patterns you never knew existed. To put this into perspective, take a few moments and ask yourself, “Do I clearly and succinctly state the core value proposition of the product or service that I am marketing?”.

Content Marketing: 4 stages to mapping your content strategy

B2B Lead Generation Blog

While each industry will vary, research has found four key milestones most lead nurturing processes have in common. Marketing Research Chart: Which channels do your peers produce content on? 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.

B2B Marketing: 3 simple tips for creating PPC ads

B2B Lead Generation Blog

Overall, one thing I’ve seen in my experiences in working with our Research Partners is the basics of copywriting are often a first casualty in PPC ad design. Marketing Research Chart: What is the biggest B2B marketing challenge? Tweet When it comes to PPC ads, writing copy with limited headline and description character spaces can be tough. Tip #1. Highlight your value proposition.

PPC 125

Lead Gen: A proposed replacement for BANT

B2B Lead Generation Blog

Before asking them questions, do some research on LinkedIn to see if it sounds like they are responsible for what you sell. For example, you might say, “We have some new research that marketing executives faced with lead follow-up and lead conversion challenges find very helpful. Another 17% ask budget-related questions. It’s time to move BANT methodology into retirement. And so on.

BANT 129

B2B Marketing Trends for 2016

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

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

B2B Lead Generation Blog

One MECLABS research partner worked with an outside publisher to develop educational webinars and brought in some editorial support to help them develop some thought leadership pieces that didn’t focus on products or sales. They paid a fee to repurpose the research and shared it with their target audience. Define lead nurturing — and which leads you should nurture. ” 8.

Lead Generation: The power of copy

B2B Lead Generation Blog

But, before we dive in, here are the research notes to add a little context around the testing. Primary Research Question: Which form messaging will result in the most leads? Tweet Words matter. Words inspire. Words are influence. One of my greatest inspirations in copywriting has always been Rudyard Kipling because he understood the true power words possess. Approach: A/B split test.

10 Ways to Optimize Your Lead Conversion Rate

B2B Lead Generation Blog

Ecommerce Research Chart: Overall conversion rates [MarketingSherpa Chart of the Week]. 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. As I talk to marketers about their lead generation results, I often hear statements like, “We’re generating lots of leads, but they aren’t converting” or “We need to increase lead quantity” or “We need to generate more qualified leads.” Use your manners.

Email Marketing: 4 steps to relevancy 85% of B2B businesses probably aren’t taking

B2B Lead Generation Blog

discussed this with my colleague Daniel Burstein, Director of Editorial Content, MECLABS, and he agreed with my concern and related a conversation he had with one of our company’s Research Partners. Tweet Email marketing is a mature marketing tactic, yet I don’t believe B2B organizations are capitalizing on its potential to generate leads. What is the pain they’re trying to ease?

B2B Marketing Trends for 2016

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

Lead Capture: How undermining value impacts conversion

B2B Lead Generation Blog

In this B2B Lead Roundtable Blog post, we’ll examine a recent experiment in which the MECLABS research team explored how undermining the value you offer prospects can potentially impact your conversion. Primary Research Question: Which page will obtain the most form submissions? Background: An addiction and mental health rehabilitation facility. Approach: A/B multifactor split.