Sales Lead Insights

Trending Sources

A creative director’s take on marketing strategy and tactics

Sales Lead Insights

Peter Altschuler is the Creative Director at AcquireB2B , an agency that specializes in generating, nurturing, and qualifying leads – transforming them from people who are “just looking” into prospects who are “ready to buy.” As creative director, Peter turns business and sales objectives into provocative, compelling, and highly focused lead generation campaigns. And we do that a lot. Right.

Writing effective email copy from an expert in B2B marketing, lead generation and lead nurturing

Sales Lead Insights

This is the latest in our ongoing series of tips from some of the experts who provide our sales lead management consulting and training services and our marketing automation and lead-generation agency services. B2B Lead Generation B2B copywriting B2B email B2B lead nurturing B2B marketing Sales lead generationMeet Meryl Evans , one of our email copywriting experts.

How to Improve Your Marketing Automation ROI

Sales Lead Insights

The magic lies in realizing higher conversion rates throughout the Sales cycle. With no shared processes in place between Sales and Marketing (e.g. Almost all responses are passed on to a qualification function (usually inside sales). Sales fatigue” sets in over time in terms of leads that come from Marketing. Marketing Automation with no/weak processes. Lessons Learned.

ROI 70

B2B Lead Generation: Getting on the same page

Sales Lead Insights

always recommend to my sale lead consulting clients that they create a gloss ary of terms related to their B2B lead generation progra m s. Also often called the Sales & Marketing Database or Customer & Prospect Database. Lead: A broad term used to describe everything from lists to inquiries to tradeshow leads to sales ready opportunities. Marketing Qualified Lead: An inquirer, responder or prospect at a particular company and facility who has been "qualified" as meeting the minimum definition of what represents a sales-ready opportunity. A lead is a lead.

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.

B2B telemarketing: An interview with Michael Brown

Sales Lead Insights

Michael: Well Mac, there’s a debate inside Sales and Marketing circles about cold calling versus “smart” calling. Speaking of “working together”… strongly encourage coordination between Sales and Marketing. couldn’t agree more with everything you’ve said, but especially that last statement regarding Sales and Marketing alliance. Ask before telling and learn before selling.

B2B lead qualification and scoring

Sales Lead Insights

Buyers don’t wait for a sales person to call them anymore. As B2B buyers increasingly use online channels to do their research, Marketing meets prospects earlier than ever in the buying process – often long before the prospects are ready to engage with Sales. This is one reason that, on average, only 25% of new leads are sales ready. They get most of their education on the web.

Measuring and Managing Marketing ROI: An interview with Jim Lenskold

Sales Lead Insights

I've heard B2B marketers say things like, “I don't control the sales process, so why should I be held responsible for the sales results of my marketing programs?” If Sales can’t convert leads from Marketing, regardless of who’s responsible, why should the company invest in lead generation marketing programs? Am I right? Jim, how would you answer that statement?

ROI 51

Keep B-to-B marketing strategies and tactics tightly focused on driving leads

Sales Lead Insights

In my view, the primary objective of B-to-B marketing is to drive leads and sales. In other words, branding is a secondary objective. Especially for marketers with limited budgets (and today that’s just about everybody). B2B Lead Generation B2B marketing

Revenue Performance Management: An interview with Jon Miller, VP Marketing and Co-founder of Marketo

Sales Lead Insights

Jon Miller is VP marketing and co-founder of Marketo , one of the marketing automation solutions supported by AcquireB2B , our B2B agency specializing in driving more leads and sales with B2B marketing automation. What's your take on the current state of Marketing and Sales? The fact is the current sales and marketing model is at best obsolete, and at worst, totally dysfunctional.

B2B Marketing Automation: Crawl, Walk, Run, Win

Sales Lead Insights

B2B marketing automation, if done right, is an efficient and cost-effective tactic for engaging your prospects and helping them move forward in their buying process; ultimately generating more of the qualified, sales-ready leads that your salespeople and channel partners need to meet your company’s sales, revenue and growth goals. Step 3: Align with Sales. The good news?

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.

B2B marketing automation: An interview with Will Schnabel

Sales Lead Insights

They’re looking at marketing automation’s increasingly robust capabilities and how they can help educate buyers in a way that nurtures relationships… and delivers sales-ready opportunities. This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals. Can you tell us about those?

When it comes to using B2B marketing to generate leads, Nike’s right.

Sales Lead Insights

In my Marketing for Leads and Sales™ seminars and workshops , I like to quote Nike’s slogan: “Just do it”. A B2B lead generation campaign that’s sitting on the drawing board has zero ROI. have to admit that I’m a bit of a perfectionist. could easily find myself fiddling with my marketing communications plans, campaigns or materials for months. In other words, stop thinking about it.

B2B marketing and lead generation campaigns: Expert tips

Sales Lead Insights

Peter turns business and sales objectives into provocative, compelling, and highly focused lead generation campaigns. This is another in an ongoing series of tips from experts in. B2B marketing , B2B lead generation & B2B marketing automation. Meet Peter Altschuler , AcquireB2B's Creative Director. In terms they find appealing. In language they understand. Know who you're talking to.

Nominate your candidate today for the SLMA’s2011 “Top 50? in sales lead management.

Sales Lead Insights

Don't miss your opportunity to nominate someone to be among the fifty most influential people in sales lead management in 2011. The Sales Lead Management Association (SLMA) just opened nominations for this year's most influential professionals in sales lead management. News Sales lead managementWhy not nominate your candidate now? Click here to nominate your candidate.

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.

Email tips from one of our B2B lead generation and marketing automation experts

Sales Lead Insights

We’ll start off with tips from some of the experts who provide our sales lead management consulting , marketing training , marketing automation and lead-generation services. This is the first in an ongoing series of tips from experts in B2B marketing , B2B lead generation and B2B marketing automation. Altaf Shaikh. First up is Altaf Shaikh , our email expert. Learn more here.

The top 50 in sales lead management: Who do you pick to be on the 2012 list?

Sales Lead Insights

Don't miss your last opportunity to vote for your top three candidates to be among the "50 most influential people in sales lead management" in 2012. The Sales Lead Management Association (SLMA) is closing the polls at Midnight Pacific Time (UTC-8) on Friday, November 30th! B2B marketing News Sales lead managementSo why don't you click this link to cast your votes right now?

Marketing for leads and sales: What’s working for technology companies today

Sales Lead Insights

This post is based on a transcript of an interview I did with Karl Hourigan , Digital Marketing Strategist for Mediative , immediately following one of the half-day workshops I presented in three cities across British Columbia for the BCTIA entitled, Marketing for Leads and Sales: What's working for technology companies today. Update and adapt the appropriate collateral that your sales people have developed. Karl asked the questions. The answers are mine. What universal struggles do you see in the marketplace. Companies have limited resources, so they can’t do it all. Grow it.

Is social media effective for B2B lead generation?

Sales Lead Insights

I’m probably biased, but I believe the primary objective of business-to-business marketing is driving sales of the company’s products and services. Of course branding and awareness are also roles that can be played effectively by B2B marketing, but from my point of view these are only supporting roles—secondary to the primary objective of helping drive sales. So I’ve also been searching for evidence of leads and sales from social marketing everywhere I can. Unfortunately, it does little to quantify any actual leads or sales results. Not bad!

Advocate Marketing Creates B2B Relationships That Lasts A Lifetime

help sales close deals, and B2B buyers prefer to. what sales and marketing claim. when marketing sees them simply as sales support. they correlate positively with satisfaction and retention.” › References help sales accelerate deal conversion. When they visit your website or engage with sales for the first time, they. deals that sales wins or closes. enjoy?”

Near Boston or New York City? Get up to speed on BtoB marketing automation on your way to work

Sales Lead Insights

Senior corporate, marketing and sales executives (CMOs,VPs and Directors) at companies that sell products or services to other companies. In fact, Aberdeen's research reveals that 58% of Best-in-Class companies use marketing automation to drive more leads and sales! Close more sales. Lower your cost of sales. January 26, 2010 - Boston/Waltham. 8:00 am to 10:00 am.

BtoB 27

Managing B2B Leads for Sales Success – 30 minute webinar on June 10 at 11:00 am PST

Sales Lead Insights

Drive revenue for your organization by fully leveraging your B2B marketing and sales teams. B2B Leads for Sales Success. In this special live, 30-minute webinar, we will address questions that are top of mind: How has technology, e.g. marketing automation, changed the way marketing and sales work together? This webinar is recommended for VP's, Directors and Managers in Sales and/or Marketing roles. Join us for my conversation with Gord Hotchkiss (author of The BuyerSphere Project ) on the current realities of B2B demand generation. Register here. What will lead gen.

Learn the secrets to generating more B2B leads and sales for less

Sales Lead Insights

Then don't miss this complimentary two-hour breakfast briefing designed specifically for senior corporate, sales and marketing executives at a mid-size to large companies, or at a fast-growing, venture-funded small companies; executives who are looking for ways to cost-effectively and efficiently use marketing to boost sales. Boston/Waltham New York City. And only do what works.

How to maximize your online lead-generation conversion rate – a complimentary webinar

Sales Lead Insights

Two experts on online lead generation will share proven techniques for generate more leads and sales from you web pages, email and PPC landing pages. Mac) McIntosh, a B2B sales lead and marketing automation consultant who I'm honored to say was recently voted #1 of SLMA's Top 50 Most Influential People in Sales Lead Management. By attending you'll: Learn about small changes you can test on your web pages and landing pages that will cause big increases in the leads and sales that results. complimentary, 50-minute Webinar. This Thursday - February 17, 2011. Bonus!

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.

B2B Email Marketing: Interview with Stephanie Miller

Sales Lead Insights

Marketer’s Guide To Email Newsletters That Build Relationships and Boost Sales. Email is also great for moving prospects through a sales cycle. This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals. My guest today is Stephanie Miller , email expert and co-author of Sign me up! Recent research sponsored by Google and Forbes found that on average 27.6 percent – more than one in four email messages – never reach the businesspeople they were sent to.

50 Most Influential People in Sales Lead Management: 2011 Winners announced

Sales Lead Insights

The Sales Lead Management Association just announced the results of the voting for the Most Influential People in Sales Lead Management in 2011. I am grateful to all of you who voted me into the Top 10 of the list for 2011! B2B sales leads News Sales lead managementThank you!

Looking for a roadmap to more revenue? Read this book!

Sales Lead Insights

Kristin's proven Roadmap to Revenue methodology makes it possible to reverse-engineer successful sales, so new sales can be manufactured in quantity. The book is formatted in logical steps to help you discover and document your customer's buying process, so that your sales and marketing efforts can be redesigned for how your buyers want to buy. Their selling system is broken.

Buy 9

B2B Marketing Strategies for Small Companies: An Interview with Dianna Huff

Sales Lead Insights

Smart marketers will sit down and plan out strategy based on a stated objective, whether it’s to increase sales, bring in more leads, better nurture the leads they have, lower their costs (i.e., As you know, Mac, lots has been written about the negative consequences of the “disconnect&# between marketing and sales. In fact, I still remember that wonderful cats and dogs presentation on the subject of integrating marketing and sales you gave at a conference last year. In my opinion, the marketing/sales disconnect starts with the marcom job description.

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.

Top 10 trends in B2B lead generation and how to take full advantage of them

Sales Lead Insights

Join me and your fellow B2B marketers at the Northern California Business Marketing Assocation's Sales Lead Roundtable on Wednesday, November 3rd in Palo Alto, CA at 8:30 am. P.S. If you can't make it to this Sales Lead Roundtable, but would like a copy of the presentation anyway, send me an email from your corporate email address with "Top 10 trends in B2B lead generation" in the subject line to. I'm honored to be the guest speaker. My presentation is about The top 10 trends in B2B lead generation, and how to take full advantage of them. Date: Wednesday, November 3, 2020.

B2B Lead Generation Checklist: 22 Success Tips

Sales Lead Insights

The rewarding part is I get to see first-hand what works best (and what doesn’t) when it comes to generating, nurturing and identifying the qualified, sales-ready leads that salespeople, reps, resellers and distributors need. Tags: B2B marketing B2B sales leads Sales lead generation What do I like best about being a B2B lead generation consultant? The fun part is I get to work with some of the best people at the best companies in the business. Speaking of what works best, here are 22 tips for getting better results from your B2B lead generation programs: ?

2012?s Most Influential People in Sales Lead Management: Winners announced

Sales Lead Insights

The Sales Lead Management Association just announced the results of the voting for the Most Influential People in Sales Lead Management in 2012. Obermayer, CEO and executive director of the Sales Lead Management Association said, "These are people who have given their time and expertise in the field of lead management and are now recognized by their peers for outstanding work. B2B sales leads News Sales lead managementJames W. They are champions of wealth generation and we thank them for their unselfish efforts.". Thank you!

Who do you pick to be in the “Top 50? in Sales Lead Management?

Sales Lead Insights

Please click this link to cast your three votes today to be included on the list of the Top 50 Most Influential People in Sales Lead Management 2012. News Sales lead managementAlthough you have to be a member to vote, membership is free and includes access to all the resources on the association's website.). Many thanks to those of you who nominated me to be on the list of candidates.

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.

Increasing B2B Lead Management ROI: 4 Key Performance Indicators

Sales Lead Insights

Although the findings are not news to me or my clients, a recent research study about increasing B2B sales lead management ROI is worth mentioning. The Forrester research study and white paper about sales lead management , commissioned by Silverpop , reports that when it comes to increasing the ROI from B2B sales lead management, there are four key performance indicators (KPIs) that pay off in more qualified leads and sales. Lead scoring provides us with the criteria for determining which leads need further development and which are ready for sales follow-up.

The top 50 in sales lead management: Who do you pick to be on the list?

Sales Lead Insights

Don't miss your opportunity to vote for your top three candidates to be among the "50 most influential people in sales lead management" in 2011. Because the Sales Lead Management Association (SLMA) is closing the polls at Midnight Pacific Time (UTC-8) on Wednesday, November 30th. B2B marketing News Sales lead managementBoth members and non-members can vote. link].

B2B 2

The B2B Lead Generation Benchmark Study Report: Useful data and advice

Sales Lead Insights

Please ask yourself these questions: Would it be useful to show senior management the big impact that lead generation has on the sales pipelines of other companies that sell their products and services to businesses, institutions or the government? 2010 is just around the corner… There are only a few months left to generate leads and close sales before the end of 2009. This report will help you figure out what you can do to boost your short term leads and sales results before the year is over. Get the 2009 B2B Lead Generation Benchmark Study Report.

Your B2B Lead Generation Budget: Start by Cutting It Into Thirds

Sales Lead Insights

Ongoing, multitouch email , postal mail or telemarketing for generating and nurturing leads until they are qualified as being sales ready. Here is a simple and effective way to allocate your business-to-business lead generation budget. Use the first third of your B2B lead generation budget for Internet marketing. Start with: Search engine optimization (SEO) so your web pages will be found when prospects are using the leading search engines to find companies, products or services like yours. Adding your company and its products or services to appropriate online directories.

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.

2010’s 50 Most Influential People in Sales Lead Management: Winners announced

Sales Lead Insights

The Sales Lead Management Association just announced the results of the voting for the Most Influential People in Sales Lead Management in 2010. Here's the list of 50 Most Influential People in Sales Lead Management in 2010. B2B sales leads News Sales lead managementJames W. Thank you!

B2B 2
33.67 μs: 885.0 ns, 19.12 μs, 96.00 ns 414.7 ms: 292.1 μs, 4.044 ms, 409.1 ms