B2B Lead Generation Blog

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How Empathy Will Grow Your Sales and Marketing Pipeline

B2B Lead Generation Blog

Neuroscientist, Antonio Damasio stated, “ We are not thinking machines that feel, we are feeling machines that think. ” In our rush to obtain leads, drive opportunities and move the sales needle, it’s too easy to forget that we need to address the emotional needs (fears, hopes, wants, and aspirations) of our customers. Check out  How Empathy Will Improve Your Marketing & Sales Pipeline.

The Biggest Contributor to B2B Revenue

B2B Lead Generation Blog

To keep valuable field sales resources productive, many of the more innovative sales and marketing departments build “sales development” teams. Those sales development teams might follow up on inbound marketing leads or use outbound prospecting to set appointments or develop opportunities. They then turn over the appointment or the opportunity to a sales person.

4 Ways to Humanize Marketing to Fit Your Buyer’s Journey

B2B Lead Generation Blog

You want to suck at marketing or sales? That means that both you and your sales team need to have actual conversations with your buyers. Why can’t we approach our marketing and sales the same way? Our sales people do things that don’t scale all the time. For more read, How Empathy Will Grow Your Sales and Marketing Pipeline. Think about it. The pendulum has swung.

3 Good Questions to Align Strategy, B2B Marketing, and Sales

B2B Lead Generation Blog

Have you intentionally linked your sales, b2b marketing, and strategy? . thought Frank had a practical approach to aligning sales and marketing. So, I reached out to him and interviewed him about what he’s learned through his research for his most recent book Aligning Strategy and Sales (Harvard Business Review Press). know something about sales. Frank Cespedes.

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 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.

Tips on how to use LinkedIn for Better Lead Generation

B2B Lead Generation Blog

What are the some of the problems you see people repeating over and over again on LinkedIn? . I see sales and marketing people trying too hard to automate and template-ize their actions, focusing on quantity and not quality. Are you trying to drive traffic to a landing page or do you need to develop opportunities for a business development or sales call? development? Do not auto-post.

Fast Growth Marketing: From 0 to 500,000 Users

B2B Lead Generation Blog

It’s used by all business professionals, but our biggest participants are sales and marketing folks that really need to keep their finger on the pulse of their competitive grasps. What do you see is the future of B2B sales marketing? Sales people are going to continue to have to become better marketers. Sales are the point of the spear. Transcript. Funny.”

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

B2B Lead Generation Blog

Marketers spend a lot of time and effort generating inbound leads, but they often struggle getting those leads to convert into customers after they hand them off to sales. I’ve learned it’s not about generating more leads. To get past this, you have to sit down with the sales team and ask, what are the major things that you need to know for you to feel that something is viable?

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.

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Generation Blog

recently did an interview on CRMRadio.today with Jim Obermayer founder of Sales Lead Management Association and Funnel Media Group. In the interview, we talk a little shop about the fundamentals of account based marketing, what’s new (and unchanged) in the world of the complex sale, and how empathy marketing is the way forward. Jim:   Empathy, huh? Brian:  Yeah. look for to that.

New Chapter for the B2B Lead Blog

B2B Lead Generation Blog

Over the next few months, I’ll be starting a business and working on my next book, a sequel to  Lead Generation for the Complex Sale. Back when I started this blog in 2003, I couldn’t find any place where people were sharing ideas related to lead generation and the complex sale. However, at its core marketing, sales and lead generation will always be about building relationships.

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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.

How to deal with change stress and be a better marketer

B2B Lead Generation Blog

Our clients move deeper into their buying process before they need to engage our sales team or us. As marketers, we deal with a lot of change stress. Seriously. The marketing world is exploding. We’re dealing with an explosion of touchpoints, channels and marketing technology. We need to navigate creating more content, generating more leads and achieving more results. Be more reflective.

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.

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.

How to Use Trigger Events for More and Better Leads

B2B Lead Generation Blog

CEB discovered that a typical for B2B customer is 57% into their purchase process before they directly engage a sales rep or talk to a supplier. Marketers often believe they solve the issue of clients being further in their purchase process by driving more early-stage leads to sales. Unfortunately, I’ve found this does little to help sales people because they get stuck.

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?

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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.

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?

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.

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.

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 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.

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.

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.

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?

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.  .

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?

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.

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.

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.

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

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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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.

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.

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.