B2B Lead Generation Blog

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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.

Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

It is important to remember that most people coming to your website aren’t coming to purchase right away. Tweet Ask most executives and marketers what salespeople need to sell in this economy, and they will say one thing: more leads. That’s why many marketing and lead generation programs tend to focus on quantity. challenge. Create a marketing funnel . Photo courtesy of   Rudolf Vl?ek.

Marketing Strategy: 3 steps to help optimize website user experience

B2B Lead Generation Blog

Tweet If you want a snapshot of the user experience on your websites from the perspective of your prospects, just ask them. This is exactly what James Coulter, Marketing Optimization Specialist, Sophos, did to better understand how prospects were engaging the organization’s website. This feedback, while harsh, is some of the most valuable insight you’ll ever receive. Step #1. Step #2.

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. Tweet What’s the quickest, cheapest way to implement lead nurturing? I get that question frequently when I talk to marketers about lead nurturing. Volumes could be written about each bullet point. In fact, they have been.

Evangelizing a Content Marketing Program

user engagement metrics and quality of your website— how long are people spending on the page, how easy it. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 1: Evangelizing Content and Setting Yourself Up for Success Copyright © 2015 Contently. All rights reserved. contently.com By Joe Lazauskas ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY2 I.

How the Halo Effect Drives Lead Generation

B2B Lead Generation Blog

There are also opportunities to post articles and materials by these experts on your website or as links in an e-newsletter. The 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. Essential Guide to PR 2.0:

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Generation Blog

Marketing Strategy: 3 steps to help optimize website user experience [More from the blogs]. Tweet Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. When it comes to communicating an organization’s value and credibility, asking the right questions and relieving any anxiety is key to a campaign’s success. Do you deliver value and mitigate anxiety?

B2B Marketing: 3 simple tips for creating PPC ads

B2B Lead Generation Blog

Including information about what visitors can use your website for such as “browsing,” “view pricing” and “save favorites” will clue prospects into what they can do on your landing page. Relevant images matter. A PPC ad is a lot easier to change than a website. Tweet When it comes to PPC ads, writing copy with limited headline and description character spaces can be tough. Tip #1.

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Stop Cold Calling and Start Lead Nurturing

B2B Lead Generation Blog

Marketing automation technology can also help you know what content people are engaging with on your website, emails, webinars, etc., Tweet Earlier this week, I had a call with a CEO of a small technology company who was wondering how to optimize his lead generation. He called me after two salespeople quit, and he said, “I’m about to give up on cold calling and start doing inbound marketing. think cold calling is dead … what do you think I should do?” ” I thought to myself, ‘It’s no wonder his sales team quit.’ In fact, don’t sell.

Content Methodology: A Best Practices Report

sources such as company websites, industry publications, and secondary research. Content. Methodology: A Best. Practices Report Copyright © 2016 Contently. All rights reserved. contently.com by Rebecca Lieb and Joe Lazauskas 2Content Methodology: A Best Practices Report I. Definition II. Why a Content Methodology Is Needed III. Culture of Content: The Foundation. for Content Methodology IV.

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

B2B Lead Generation Blog

The top priority for the entire group is to deliver highly relevant emails – it ranks above even driving website traffic and revenue. Tweet Email marketing is a mature marketing tactic, yet I don’t believe B2B organizations are capitalizing on its potential to generate leads. realized this when I read MarketingSherpa’s just-released 2013 Email Marketing Benchmark Report. Email Marketing

Mobile Marketing: What 4 top B2B companies can teach us about mobile

B2B Lead Generation Blog

According to the MarketingSherpa 2012 Mobile Marketing Benchmark Report (free excerpt at that link), when asked, “Which mobile marketing tactic does your company use?” 64% of B2B companies listed mobile websites as their number one mobile marketing strategy in use. Tweet We all are hearing time spent with mobile devices will surpass time spent with desktops. Four aspects stood out for me: 1.

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Marketing Automation: Lessons from 4 case studies

B2B Lead Generation Blog

from anonymous website visitors. 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. Case Study #1 – Marketing Automation: 200% increase in lead volume for software company after implementation. Scalability. Integration with the new CRM system. Results? Conversion rate of 2.6%

Lead Generation: Balancing lead quality and lead quantity

B2B Lead Generation Blog

Service engineers were considered trusted advisers for customers, so having them submit leads to an external website seemed like a great approach to generate leads. Tweet Lead generation is somewhat like a tightrope act. Generate too many leads, and the rope between Sales and Marketing breaks. If you don’t generate enough leads that turn into sales, your ROI plummets. You may also like.

B2B Marketing Trends for 2016

website traffic, brand. Better targeting, retargeting, and website personalization will replace the omnivore approach. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. know which half." Look for.

How to Use LinkedIn to Generate Leads

B2B Lead Generation Blog

Be sure to include your distinct URL in your email signature, on your traditional resume, on your blog, on your website and on your business card so that others can connect with you easily. 3. Reach Tweet You need to rethink the way you use LinkedIn. Without some of us even noticing, LinkedIn developed into a useful publishing platform and lead generation tool for marketers and sales people looking to build relationships with prospects. But if you’re looking for an easy lead source, you won’t find it here. Here are some ways to make the most of LinkedIn for lead generation: 1. or AOL.

Lead Nurturing: You can’t automate trust

B2B Lead Generation Blog

For example, Jill was a guest speaker for one company at Dreamforce, but the marketing messages and phone calls she received after the event didn’t acknowledge they knew her, or that she was featured on their website. Tweet I recently had coffee to catch up with my friend Jill Konrath and we were talking about new opportunities, ideas for the improvement of lead nurturing and I’m currently pondering my next book. If you’re not familiar with Jill, she’s the best-selling author, sales guru and is a featured keynote speaker at companies like LinkedIn, HubSpot and many others. It was fast.

Lead Gen Tactics from 4 MarketingSherpa Case Studies

B2B Lead Generation Blog

To create the program, the team began with the website and from there, added paid search and SEO to the digital marketing initiative. This effort led to lead generation through website form registration, and even phone calls from prospects who initially found the company through the digital marketing. Tweet Our sister publication, MarketingSherpa, publishes three weekly newsletter case studies, and in the B2B beat in particular, those weekly articles routinely feature a story covering marketers tackling lead generation for the complex sale. What were the results?

B2B Mobile Marketing: 3 ideas on where to spend your next mobile budget

B2B Lead Generation Blog

This is often difficult as mobile visitors expect a level of value similar to your website in a simplified format. Tweet It’s hard to believe that this December will mark 10 years since I received my first cell phone as a gift on Christmas morning. It was a black and white Nokia that I used for three things: Phone calls. The occasional text. Playing “Snake”. Spend #1. Spend #2. Spend #3.

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B2B Marketing Trends for 2016

website traffic, brand. Better targeting, retargeting, and website personalization will replace the omnivore approach. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. know which half." Look for.

Customer-Centric Marketing: Using metaphors in your B2B strategy

B2B Lead Generation Blog

Realizing they were missing an entire swath of potential consumers, Jacob and the team at One Call Now embarked on an entire website redesign, and with it, new funnels for customers. Tweet Who are your customers? While it may be (hopefully) impossible to individually name your customers from memory, marketers need to be extremely familiar with them. ” You might also like.

Lead Generation: 5 tips to generate leads faster on LinkedIn

B2B Lead Generation Blog

The key, she said, is to share content your prospects will find interesting, share with their peers and motivate them to click through to your website and contact you. Tweet Wouldn’t it be great if you could just collect hot leads by spending a few minutes a day on LinkedIn? posed this question to Ellie Mirman and Shreesha Ramdas. Guess what? Know and segment your audience. Industry. Title.

Direct Marketing: 6 steps to drive more through sales pipeline

B2B Lead Generation Blog

Make sure your website looks like your direct mail. 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. They offer these tips to help you do the same. 1. Drive them to the Internet.

Lead Generation: 81% of marketers use email marketing

B2B Lead Generation Blog

Our company recently rebuilt its website and we utilize both SEO and optimized Web design to enhance stickiness and click through,” Hank said. Website optimization/management/design. On the MarketingExperiments blog (sister blog to the B2B Lead Blog Roundtable), we’ve found website optimization to be a very effective tactic, with double- and triple-digit lifts in reach for marketers.

B2B Marketing Trends for 2016

website traffic, brand. Better targeting, retargeting, and website personalization will replace the omnivore approach. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. know which half." Look for.

B2B Social Media Marketing: Focus on leads, not likes

B2B Lead Generation Blog

When we do this, we see conversion rates that exceed 20%,” he points out. “In contrast, the average website has a conversion rate of 1.6%. Social media is like the John Stockton of Marketing: It’s the almighty assist to the sale,” she explains. “We’re able to note that the person came to our website 10 times before actually converting, and the 10 things that brought them to our website.

Trade Show Follow-Up: 5 tips to optimize response

B2B Lead Generation Blog

Tweet For the past seven years, trade shows have surpassed websites, email marketing and paid search to secure the top spot as B2B marketers’ biggest investment, according to the MarketingSherpa 2012 B2B Marketing Benchmark Report. But, do marketers make the most of this investment? I can’t help but wonder given my own trade show attendance experience. Trade Show ? Instant Engagement.

Lead Management: 4 principles to follow

B2B Lead Generation Blog

Online Marketing: 4 sources of customer insight on your website. Tweet I’m at MarketingSherpa Lead Gen Summit 2013 in San Francisco on day one, live blogging the Lead Management Workshop that features a dive into larger topics including lead capture, lead qualification and lead nurture. The main principles of the Lead Management Workshop were pulled from that book. Data to be collected.

B2B Public Relations: 7 tactics to pull more leads into the funnel

B2B Lead Generation Blog

You can share news on your blog, your website, social media, YouTube; you’re no longer solely dependent on journalists to get the word out.”. Drive readers back to a landing page or specific content on your website where you can collect their contact information, track where they’re coming from, and add them to an email list,” advises Marx. Audit your website. Get to the point.

B2B Marketing: 3 reasons for adopting video content into your marketing mix

B2B Lead Generation Blog

Digital video can improve SEO and drive multichannel traffic to your website. Absolutely,” Gaby explained, “You want to spend time developing mobile content that encourages potential customers to spend time on your website,” Gaby explained. Today’s B2B Lead Roundtable Blog post features three reasons why you should adopt video content into your B2B marketing mix. Reason #1. Reason #2.

B2B Digital Marketing: How Volvo Construction drove site visits through its email campaigns

B2B Lead Generation Blog

Tweet When John Johnston, Director of Digital Marketing, began his journey at Volvo Construction, he knew things had to be completely rebuilt, starting with the website and branching out into everything else. First, Volvo Construction created a website acting as a useful and current resource for customers and dealers. Crafting the email to serve customer needs was vital to this plan.

Email Marketing: How do you create excitement around the content you have?

B2B Lead Generation Blog

Sometimes it’s easy to find fresh, compelling content such as the recent health care website kerfuffle. Tweet I like to think of email marketing as more of a newspaper than a television ad. When you’re creating a television ad, you can create one (or a very few ads) and place them across endless media buys. They often struggle how to find valuable, compelling content for potential customers.

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Email Marketing: Writing powerful email copy boosts CTR 400%

B2B Lead Generation Blog

They also touched on the goal of an email, which is to get the customer to the website, not to purchase from the email. Tweet According to the MarketingSherpa 2013 Email Marketing Benchmark Report (free excerpt at that link), nearly one out of three (32%) respondents perceive that email marketing will yield ROI “eventually,” while 60% reported email is producing ROI. You may also like.

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Event Marketing: How a technology start-up made a trade show splash booth-free

B2B Lead Generation Blog

facelift for the corporate website www.brickstream.com and the corporate brand including the identity system and collateral suite. Placed their logo and website link on the event’s webpage. 4. Tweet Brickstream , a retail technology company, was too late to rent a booth at the year’s most important industry event where it had to have a strong presence. Here’s what happened.

Nine Simple Tactics to Drive a Higher Return on Trade Show Investment

B2B Lead Generation Blog

They should all be on the event website. Include the solution they’re interested in, the issue they’re trying to resolve, other contacts they’ve had with your organization, and any qualitative intel that will help the person following up – such as “launching a new website in Q2” or “unhappy with solution X.”. Find out which attendees fit your Universal Lead Definition. Take note.

Sales-Marketing Alignment: How consistent messaging helped ADP engage customers at a faster pace

B2B Lead Generation Blog

This messaging was thoughtfully choreographed from the very first prospect touch point through the sales process to ensure every communication reinforced it – from websites to sales presentations. Tweet Brian McGuire is one of those rare marketers who started in Sales and has held leadership roles in both Sales and Marketing. That has not always been his experience. Requests for brochures.

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