B2B Lead Generation Blog

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31 Tips for Improving Sales and Marketing Lead Generation Alignment

B2B Lead Generation Blog

Tweet More often than not, there seems to be a disconnect between Marketing and Sales. How does your sales team perceive the leads Marketing produces? The second thing I would ask is, when was the last time you talked with your sales team? Consider having short huddles daily and weekly between the marketing and sales team members. Be honest. The say leads, what leads?

Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

Unfortunately, as little as 5 to 15%  of all marketing inquiries (aka leads) turn out to be truly sales-ready opportunities. Marketers who really want to help Sales perform better will focus on higher-quality leads, which have better odds of converting into pipeline opportunities and customers. It creates sales-ready leads and nurtures the leads that aren’t sales-ready.

Lead Nurturing: What it is, and what it is not

B2B Lead Generation Blog

Lead Nurturing: 3-part funnel campaign creates 70% increase in inbound calls to sales reps [MarketingSherpa case study]. Lead Nurturing B2B business-to-business complex sale content marketing Email marketing relevance The problem was that her boss felt their current integrated marketing campaigns qualified as lead nurturing. Starting to get my point? You might also like.

6 Ideas to Create More Relevant Lead Nurturing Emails

B2B Lead Generation Blog

If you have a complex sale, the best way I know how to do this is by  combining a human touch with your sales pitch to build relationships with your lead-nurturing  message. First, they may indicate that the status quo in an organization is changing, and secondly, they can contribute to the development of timely and relevant sales and marketing messaging. Segmentation.

Evangelizing a Content Marketing Program

50% more sales-ready leads at a 33% lower cost 15 1,200 Blog posts per month Avg new monthly leads ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 Content marketing's impact also extends to social me- dia, where brands that don't have compelling content to. as sales, employee advocacy, customer service, audi- ence engagement, thought leadership, and hiring. All rights reserved.

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

B2B Lead Generation Blog

If you’re wondering what kinds of content helps progress leads further faster, ask your sales team. Start by asking your sales team questions like, “What’s the content you share with leads that helps them convert?” or “What’s the content you use to help take people to the next level?”. Tweet Lead generation can take you on a long hike. It’s about progression. Can they prove it?

The Most Important B2B Marketing Metrics for CEOs

B2B Lead Generation Blog

Tweet CEOs expect their marketing leaders to provide metrics and be accountable in meeting their numbers, just like their expectations for sales leaders. At the same time, most CEOs agree that they aren’t receiving enough activity from Marketing into the sales funnel. What can Marketing do to lower the combined expense-to-revenue ratio of sales and marketing activities?

Introduction to Lead Management

B2B Lead Generation Blog

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. Of the 1,745 marketers surveyed, the research showed the following: 68% of study participants have not identified their Sales and Marketing funnel. Processes.

Where’s the Passion in B2B Marketing?

B2B Lead Generation Blog

It’s been an amazing experience, and I’ve loved meeting leaders in sales and marketing from all over the world and being part of this community. Sales and Marketing must work together as one team. Sales and Marketing should have a unified understanding and consensus in their language on things such as ideal customers and universal lead definition. completely agree.

Lead Nurturing in 6 Simple Steps

B2B Lead Generation Blog

Include all of the people you could potentially sell to: people you’ve met at trade shows, who have spoken with your sales team and who have responded to your website. Begin by asking your sales team, “What questions do our customers ask most often? Pass this content by your sales team. Which tools require direct sales involvement?  . In fact, they have been. Step #1.

Lead Generation via Influencers and Experts in 4 Steps

B2B Lead Generation Blog

Increasing your close rate and reducing sales cycle time by earning an influencer’s “seal of approval,” thus leveraging their credibility. Also be sure to interview your sales team and your potential buyers. You and your company could also be sales lead referral source for them as well. Most of us know this as influencer marketing , aka influence development. You may also like.

Content Methodology: A Best Practices Report

Content serves as a powerful tool for sales. Sales staff are. industry metrics such as sales and leads, or. lead score • Sales-qualified leads (SQLs) • Opportunities • Search traffic • Return visitor rate Lead nurturing: Move leads. personas at each stage of their journey through the sales funnel. Content. Methodology: A Best. All rights reserved. Definition II.

Best B2B Lead Posts in 2014: Lead generation, lead nurturing and content marketing

B2B Lead Generation Blog

Every lead nurturing campaign, every lead conversion, every sale depends on first generating a lead. This post offers ideas on how to expand your lead generation portfolio, and features a free downloadable copy of a mind map for lead gen from Brian Carroll’s Lead Generation for the Complex Sale. Improve the alignment between Marketing and Sales. Put you customer first.

How to Put the Customer First in Lead Generation

B2B Lead Generation Blog

Complexity found in things like Marketing-qualified leads (MQLs), Sales-qualified leads (SQLs), opportunities, lead engagement scores and other KPIs are helpful to see trends and measure what we deem important to us, but something is often missing. All too often, customer service agents and sales reps are the only ones talking to customers live and/or in real life.

Lead Generation: How using science increased teleprospecting sales handoffs 304%

B2B Lead Generation Blog

There’s something I wish I would have known when I wrote my best-seller, Lead Generation for the Complex Sale. Anyone who has worked in inside sales knows that sales professionals are always informally testing to learn what works and what doesn’t. How can we get the most sales handoffs with the least effort? Uncover a sales-ready lead. Simply stated …. Test #1.

Lead Nurturing: Unique tracks and impactful tests

B2B Lead Generation Blog

Paradoxically, the most “unique” nurturing tracks are the most basic and have been executed long before the concept of lead nurturing ever existed: where a sales, marketing or customer service professional sends a prospect information focused specifically on meeting the client’s need. If your sales team is following up on nurtured leads, give them relevant and related talking points to use.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

percent, was lead conversions and sales. SALES 20 Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry Results and Analysis It’s reassuring that leads and sales, two elements. While leads and sales were deemed the most. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. Introduction II.

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

B2B Lead Generation Blog

Often, it’s because Sales and Marketing have not agreed on a true lead definition and have not created a joint process for finding who’s ready to buy and building relationships with those who aren’t. Create a marketing funnel, not just a sales funnel. Instead, they have a sales funnel that looks more like a bucket with lots of holes in it where leads leak out. Here’s how.

Email Marketing: 3 lead nurture paths you should automate

B2B Lead Generation Blog

Automating a sales nurturing track is significantly different from a content nurturing track as it turns up the dial on complexity. Keith also explained how the sales nurturing track has been helpful in delivering additional customer intelligence to Sales on where customers are within the conversion process. So where do you even begin in terms of an automation strategy?

Building Your Strategic Lead Generation Portfolio

B2B Lead Generation Blog

while ago, I created a mind map of lead generation channels for my book Lead Generation for the Complex Sale. I’ve updated it to include more content marketing and social media channels. Also, build an effective closed-looped feedback system to capture feedback from your sales force that can be converted to actionable ideas to optimize your channels. hope you find it helpful.

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

B2B Lead Generation Blog

Our goal is to build the relationship through one person to the point to where the lead is sales-ready, then hand that relationship off to the next person. Have a clear hand-off process between Marketing and Sales. The point at which Marketing hands a lead off to Sales is like a relay race — it’s important to keep moving fast without dropping the baton. Have you talked to them?

Study: How Much of Your Content Marketing Is Effective?

for 2015 our goal is to make content for the whole sales funnel, including white papers, e-books, webinars, case studies, and. In 2014, many brands learned that a sales pitch doesn’t. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? What’s working—and what’s not—for over. 700 content marketers.

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

B2B Lead Generation Blog

Using three simple questions that you can use to structure your own campaigns,  see how Stephen Bruner, Marketing Manager of Vertical Markets, Precor, detailed  how the fitness equipment company successfully navigated an inbound strategy with a complex sale at Email Summit 2015.  . Fitness equipment is a complex sale, with expensive equipment and a limited budget.  .

Lead Nurturing: Why good call scripts are built on storytelling

B2B Lead Generation Blog

As a consequence, how you arrange the story your marketing efforts will make the difference between delivering information of true value, or just another frustrating sales pitch prospects don’t want to hear. 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. The company identifier.

Content Marketing Tips for Lead Nurturing

B2B Lead Generation Blog

Phone examples include: share new ideas, develop relationships, confirm correct contacts, get internal referrals, get opt-in email addresses, personal invitations to events, reengage aged opportunities and identify sales ready leads. Touch 12  — Prospect calls you and becomes a sales ready lead. This client told me, “Lead nurturing has given our sales force more sales leads than they can handle. It’s gotten to the point where we have to completely reorganize our sales department in order to accommodate the leads that are coming in. Guides or e-books.

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Generation Blog

Tweet Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. You can determine the specific needs of your client or partner, discover future needs or gain access to third-party vendors that can result in more than just one sales-ready lead. B2B Telemarketing customer acquisition strategy Lead Optimization sales ready leads teleprospecting

Staffing and Launching Your Content Marketing Program

before they went on sale? ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY12 While the business goals of your content marketing efforts are import- ant—be it generating leads, sales, brand awareness, industry education, or, more likely, some combination of initiatives—we find it extremely. from coaches, entrepreneurs, sales heads, or, heck, even. All rights reserved. So was I.

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

B2B Lead Generation Blog

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…”. Let me first say, I am a huge proponent of Sales-Marketing alignment. When things are going well, Sales receives the credit for making plan, making Club, for meeting and exceeding quota. No matter how things are going, Sales tends to like to stick its nose in the Marketing plan, with the justification being, “We know the customer better.

Marketing Analytics: 3 steps to help Sales and Marketing improve productivity

B2B Lead Generation Blog

Help her sales team identify the hottest prospects faster in the company’s database. Which ones were accepted by Sales. Marketing and Sales clarified their lead definition and what it looked like at each stage of the marketing/sales funnel. Once prospects reach a certain point threshold, the system alerts sales professionals to move forward. 3.

5 Ways to Deal with Change for Successful Marketing

B2B Lead Generation Blog

Our customers are moving deeper into their buying process before they need to directly engage with us or our sales team. Tweet As marketers, we deal with a lot of change. The B2B marketing world is exploding with touch points, channels and marketing technology, just to name a few blasts of change. Even our customer buying process has changed. But how do we do it? You might also like.

Lead Nurturing: How a social business strategy can help you move from selling to helping your prospects

B2B Lead Generation Blog

Sales leads as you know them are changing. Here were some of his suggestions to help your company engage in the right context: Educate your sales force on how to engage in social selling. So, what is social business exactly? While it would seem intuitive that social business is a social media best practice, that assumption could not be further from the truth. Tip #1. Tip #2. Tip #3.

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

Lead Gen: A proposed replacement for BANT

B2B Lead Generation Blog

For marketing departments, it’s impossible to deliver BANT qualified leads unless marketing owns an inside sales function. Making matters worse, BANT does not align with customer buying behavior early in the decision process when Marketing and Sales generally need to engage prospects to win new business. It’s all about crafting a true sales-ready engagement. And so on.

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Optimizing Lead Distribution for Higher Conversion

B2B Lead Generation Blog

Tweet The management of sales leads is critical to generating marketing ROI. Sadly, Sadly, sales leads often land on the scrap heap because marketers throw leads over the wall and then expect salespeople to catch them. I was recently asked by someone how to utilize lead distribution to gain the best results. But when you add sales territories and fairness into the mix, this is far from easy. Qualify all marketing leads as sales-ready before the hand-off. future customer) with expectations of your sales team. It assumes every sales person is the same.

How IntraLinks Used Social Media to Generate Twice as Many Sales-ready Leads as Any Other Channel

B2B Lead Generation Blog

Twice as many sales-ready leads as any other lead generation channel. The team identified “Social Sellers,” the IntraLinks sales specialists who would be responsible for connecting with potential customers through LinkedIn, and who would promote the company’s value proposition via their personal brands. Sales ensured it was relevant to the needs of their specific LinkedIn connections.

Direct Marketing: 6 steps to drive more through sales pipeline

B2B Lead Generation Blog

Lead Nurturing: 3-part funnel campaign creates 70% increase in inbound calls to sales reps. Tweet We’ve all heard about how the digital age has been brutal for print media , and I fully expected direct mail to be taking a hit as well. After all, who pays attention to print anymore? It turns out your prospects are. And, they have the numbers to prove it. Drive them to the Internet. Follow up.

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

Value Proposition: What motivates prospects to buy from you?

B2B Lead Generation Blog

Sales Leads B2B marketing Email marketing lead generation value proposition Tweet One day at the office, I decided to put a dollar bill on my cubicle wall. When people walked by, they would ask why I was putting money on my wall. My initial response was that I simply like money. Change drives growth. Then, my wall became stagnant. It was time to change their motivation. You may also like.

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How the Halo Effect Drives Lead Generation

B2B Lead Generation Blog

Inbound Marketing: Tech brand increases online sales 271% with original content and influencer outreach [MarketingSherpa case study]. 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. You might also like.

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

B2B Lead Generation Blog

The solutions page test will help us to understand the most attractive derivative value for actual sales-ready leads to include in the call-to-action section of the email for optimization at the Summit. This caused a lot of fruitless time for the sales staff. The copy of the Contact Sales CTA was also changed. You don’t want to alienate one group while speaking to the other.

B2B Content Marketing: Find the bigger story

B2B Lead Generation Blog

Content Marketing: Targeted persona strategy lifts sales leads 124% [Case study]. Tweet “Anybody here think you have nothing to create content around? No exciting stories to tell?” ” Joe Pulizzi, Founder, Content Marketing Institute, has heard this issue from a lot from B2B marketers. million Facebook page likes (now at 1.8 You might also like.

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

Marketing Automation: Lessons from 4 case studies

B2B Lead Generation Blog

Tweet Marketing automation technology has become an indispensable tool in the complex sale marketer’s arsenal. Lead generation, lead nurturing and determining the time for the handoff to Sales would be extremely difficult without that technology. Add lead scoring and tracking through that final conversion to sale and the task is flat out impossible without automation. After a call with the vendor’s sales rep, Mandy knew she wanted to implement automation at CentricsIT and conducted internal marketing to get both Sales and company leadership buy-in. Results?