The Point

NOVEMBER 22, 2016

For a long time, “ lead nurturing ” was thought of as something you did with the leads that sales didn’t want. The theory was: leads come in, the sales team gets the hot ones, and the rest go to lead nurturing. For a more detailed discussion of this and related topics, see our white paper on “ Top 10 Tips for Lead Nurturing Success. ”.

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The Point

JANUARY 9, 2015

I was reminded of this principle earlier today when a colleague forwarded an email received from a inside sales representative at a technology company looking to partner with our agency. B2B Marketing Cold Calling Copywriting Creative Demand Generation E-mail email marketing inside sales lead generation Offer Strategy Sales 2.0

Demand Generation Agencies 100

Demand Generation Agencies Copywriting Cold Calling Telemarketing 100

The Point

AUGUST 18, 2014

Here are 10 tips for designing an effective trade show follow-up campaign. Note: these strategies assume that hot leads – those prospects who specifically requested follow-up or were otherwise graded as “high priority” on the show floor, get prompt response directly from sales. Most trade show leads are routinely ignored by sales.

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Trade Show Campaigns Tips Lead Nurturing 100

The Point

FEBRUARY 28, 2023

In uncertain economic times, Market Development Funds (MDF) can be a precious resource for channel partners (resellers, distributors, ISVs) looking for budget to fund sales and marketing activity. If you do invest in lead generation, set clear expectations for sales follow-up. Many will even help write the proposal to apply for funds.

Demand Generation Agencies 147

Demand Generation Agencies Advertising Agencies CMS Development Work Management 147

The Point

APRIL 1, 2014

Recent studies tell us while the adoption of marketing automation technology continues to gain momentum, fewer than 20 percent of marketing executives say that they are fully integrating the technology into their current sales and marketing initiatives.

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Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 100

The Point

OCTOBER 22, 2020

My response: We typically design nurture programs for inbound leads like content syndication in 2 stages, as follows: 1) quickly determining if the person has an immediate need or otherwise merits sales follow-up; and then. For more nurture tips, see our earlier post: “ 18 Common Features of a Best-in-Class Nurture Program ”.

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Sales Qualified Leads Lead Scoring Lead Ranking Leads 227

The Point

AUGUST 23, 2016

With that in mind, here are 5 tips to keep in mind when driving attendance to field events: 1. That venue could be the Ritz, it might be your local sales office – either way, you’ll need to convince the reader that he/she wants to spend an hour or more of his/her valuable time in that place. Sell the event, not the product.

Peer-to-peer 60

Peer-to-peer Tips Webinar Metrics Account Based Marketing 60

The Point

APRIL 22, 2020

However, as much as it has a reputation as a way to generate “guaranteed” leads, content syndication is not a cure-all, and indeed, more than most demand generation channels, is likely to generate sales leads that gravitate towards the early stages of the buying cycle. Set appropriate thresholds for sales follow-up.

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Lead Scoring Lead Ranking CPL Cost per Lead 162

The Point

JULY 30, 2020

Blogs are historically the province of the PR team, and so they’re not often looked at as a vehicle for driving leads, sales engagement, and revenue. This is one of the most effective ways to convert organic blog traffic to sales leads that you can then nurture over time. Include links to gated content.

Demand 221

Demand Lead Scoring Lead Ranking Marketing Budget 221

The Point

OCTOBER 22, 2013

Perhaps you want to leverage a recent sales win by targeting other executives within that same vertical. In these scenarios, one way to accelerate the sales cycle is to present a meeting as the call to action. Here are three other tips to consider: 1. Such a strategy should be approached with caution, however.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Tips Copywriting 100

The Point

JANUARY 25, 2012

Here are 7 tips that can make a difference: 1. Testimonials of this type can detract from the primary offer and create the aura of a sales pitch for your company that runs counter to the information of value the reader is searching for. The rewards from making even slight improvements to your PPC landing pages can be dramatic.

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Landing Pages PPC Paid Search Agency Tips 100

The Point

DECEMBER 15, 2020

Here are some tips to keep in mind when deciding when to finally suspend or remove those leads that aren’t showing signs of life: * Define what you mean by “non-responsive.” ” Opens and clicks, for example, are very different metrics.

Lead Scoring 162

Lead Scoring Lead Ranking Leads Lead 162

The Point

MARCH 29, 2017

Earlier this year, I talked to a CMO at a B2B tech company whose sales counterpart was lobbying strongly for the company to adopt Account-Based Marketing (ABM) as part of their demand generation strategy. If your sales reps aren’t getting enough qualified leads, I’d wager that one or more of the following five reasons is to blame.

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Sales Qualified Leads Top of Funnel High Quality Lead Marketing Qualified Leads 50

The Point

NOVEMBER 28, 2011

Newsletters also serve as a convenient vehicle for announcements, news bites, tips and techniques that might not otherwise merit their own dedicated message. At minimum, a well-crafted newsletter serves to break up what would otherwise be an unending sequence of more offer-oriented emails peddling white papers, Webinars and the like.

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Newsletter Tips Paid Search Agency Ad Frequency 100

The Point

NOVEMBER 5, 2009

It’s no secret that I am a fervent evangelist for marketing automation, and at our agency we see the real-life benefits every day in the form of clients generating higher conversion rates, more qualified leads, and shorter sales cycles. Sales management and executives, however, are focused on hitting monthly and quarterly targets. (HS)

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Salesforce.com Eloqua Work Management Marketing Management 100

The Point

OCTOBER 14, 2010

For one, I can report that no companies are coming to our firm asking us to help them align sales and marketing. Enable sales reps to turn off lead nurturing for specific prospects from within the CRM system. Systems like Marketo can be used to remind sales reps (via sales alerts) of untouched or stale leads.

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Marketo Impressions Demand Generation Agencies Lead Nurturing 100

The Point

OCTOBER 29, 2021

Here are just some of the more creative ways we’re seeing clients use chatbots to increase sales engagement, shorten sales cycles, and drive revenue: 1. But chat is also about providing options, and reducing friction, and making it as easy as possible for someone to talk to sales when ready. Trial & Demo Conversions.

Account Based Marketing 350

Account Based Marketing B2B Marketing Automation Services Demand Generation Agencies 350

The Point

NOVEMBER 15, 2022

We have a debate between our marketing and sales teams on whether the best approach is marketing emails, sales outreach, or something else. More times than not, however, the best approach is a segmented strategy that combines targeted sales outreach complemented by marketing support. Curious as to your opinion?”.

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Purchase Paid Search Agency Paid Social Agency Outreach 162

The Point

APRIL 21, 2010

convert that search traffic to measurable sales leads. In its first 30 days, the blog attracted dozens of new email subscribers and 60 sales leads. And these weren’t just tire-kickers – fully 22 percent of the new prospects requested immediate sales contact. The results have been startling.

Demand Generation Agencies 100

Demand Generation Agencies Sales Leads Paid Search Agency Work Management 100

The Point

AUGUST 25, 2015

It’s important to recognize that content syndication leads are not like most sales leads. If you hand off content syndication leads to your sales force without setting these expectations, your program may be doomed to fail. For tips on setting up an effective autoresponder program, see this earlier post.

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Autoresponders Leads Lead Marketing Qualified Leads 100

The Point

SEPTEMBER 12, 2013

Using email fulfillment 1) enforces valid email addresses, 2) makes it easier for the recipient to access the content at a later date, and 3) allows you to trigger sales follow-up (or increase lead score) when he/she clicks on the link. Fulfill downloadable offers via email (using a link, not an attachment). Test one variable at a time.

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Email Campaigns Campaigns B2B Copywriting 100

The Point

APRIL 19, 2017

Tip: make sure that the title of the content communicates that unique value.). In contrast, lead nurturing content – content designed to nudge a prospect along the sales cycle – is often tailored to answer questions for those further along in the purchase process. Are the topics and stats current—no more than a year or so old?

Top of Funnel 214

Top of Funnel Demand Generation Agencies Demand Generation Paper 214

The Point

DECEMBER 14, 2010

why NOT to ask sales reps for advice on content (and where their opinions matter). In just 7 minutes, you’ll learn: * the #1 hurdle companies face in executing more sophisticated lead gen programs. * the type of content that’s working best to generate quality leads. *

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Lead Generation Generation Leads Lead 100

The Point

MAY 19, 2020

Immediate, quick-fire response to new leads (ex: 2-3 emails over 7 days) to complement BDR follow-up and increase sales engagement, potentially leveraging AI technology like Conversica to optimize lead qualification via automated, two-way conversations. 18 Common Features of a Best-in-Class Lead Nurture Program #leadnurturing Click To Tweet.

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Lead Nurturing Class Budget Programs Lead Scoring 299

The Point

SEPTEMBER 19, 2018

Here are my 5 tips for new college grads or any aspiring young marketer: 1. Spend time with sales. My first four years out of college were in sales – door to door, no less. Take a sales training class if your company offers one. Work for a big company. Click To Tweet. The best marketers I know also know how to sell.

Demand Generation Agencies 165

Demand Generation Agencies Paid Search Agency Advertising Agencies Work Management 165

The Point

JANUARY 24, 2017

Tip: always limit response; it caps your expense and drives urgency.). Email Signatures – design a custom HTML email signature banner promoting the show and provide it to your sales, pre-sales, and customer support team, along with instructions on how to add the signature in popular email clients.

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Trade Show Traffic Demand Creativity 100

The Point

FEBRUARY 22, 2010

However, in my experience, it’s participation in these areas – and not just simply joining groups and connecting with peers and colleagues – that can be a prime source of referrals, connections, and sales opportunities. Here are 5 tips for making the most of your participation on LinkedIn.

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Linkedin Peer-to-peer Tips Advertising Agencies 100

The Point

JUNE 8, 2016

Email may still be the workhorse in how B2B companies build relationships, maintain awareness, qualify leads and nudge prospects along the sales cycle, but these days, it pays to think about “lead nurturing” as more just an email campaign. That’s not because email is going away any time soon.

Lead Nurturing 100

Lead Nurturing Sales Qualified Leads Account Based Marketing Leads 100

The Point

MAY 16, 2019

This is not a personal note or even sales outreach. For a more detailed view of what makes for a great Webinar invitation, download our white paper: “ Top 10 Tips for Webinar Invitation Success.” We’re not fooling anyone. ” The post Why this Webinar Invitation Works appeared first on The Point.

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Webinar Metrics Creativity Paid Search Agency B2B Sales 100

The Point

JANUARY 27, 2016

But, more important is having clear, precise definitions for each stage – whatever those definitions are – that both marketing and sales buy into. If leads are being converted to MQLs, for example, without much regard to status or qualification simply because someone in Inside Sales feels that’s his/her job (i.e.

Lead Nurturing 100

Lead Nurturing Lead Ranking Marketing Qualified Leads Sales Qualified Leads 100

The Point

SEPTEMBER 23, 2015

If you’re not generating leads – as in: a lot of leads – from your company’s blog, you’re missing out on what is perhaps not only your best opportunity to convert organic Web traffic into actionable, measurable sales inquiries, but also the best way to actually show real ROI from your social media investment. BONUS TIP: 11.

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Business Blogging Lead Scoring Lead Ranking Generation 100

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

APRIL 23, 2013

One, a white paper offer from sales tax automation company Avalara , is a plodding recitation of facts that does little to grab the reader. defines 4 tips …”) that instantly delivers tangible value in specific, quantifiable terms. Remember these tips: 1. Unfortunately, the main body copy lets down the side completely.

Email Campaigns 100

Email Campaigns Campaigns Copywriting Demand Generation 100

The Point

OCTOBER 15, 2019

If your organization is generating plenty of leads but those initial inquiries aren’t converting to sales qualified leads, meetings, or pipeline, a myriad of things could be at fault: 1) sales follow-up may be sub-standard in either cadence, frequency, or message. 2) lead nurturing. 2) lead nurturing. Account-Based Marketing (ABM).

Sales Qualified Leads 138

Sales Qualified Leads Work Management Marketing Management Account Based Marketing 138

The Point

FEBRUARY 24, 2015

Are you trying to generate downloads, registrations, page views, sales leads, qualified leads, sales? Don’t stop tracking at leads, because you’ll have no idea how many of those leads are qualified, or which are converting into sales. The foundation of a strong search campaign is knowing what you want to achieve.

Paid Search Agency 100

Paid Search Agency Cost Per Click SEM Adwords 100

The Point

MARCH 25, 2016

If your Webinar campaign is getting lost in the crowd, take a look at these 9 proven tips and techniques for increasing registration and attendance at online events. Try sending last-minute reminders in the form of “forwarded” emails from the assigned sales representative, including the contact’s first name and a personal note (e.g.

Webinar Metrics 100

Webinar Metrics SEM Marketo Marketing Automation Services 100

The Point

MAY 27, 2014

Those of you who have been subjected to sales training at some point in your careers may remember a technique called “the assumptive close.” It goes something like this: “Would you like the car in red or blue?” ” “Can I deliver that to you this Friday?”

Copywriting 100

Copywriting B2B Demand Generation Agencies Demand Generation 100