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Fear not! Think like a savvy investor with lead generation

B2B Lead Generation Blog

This morning I was talking to a marketing leader about his 2008 strategy and he brought up some concerns he had about the economy and its potential impact on him and others. I'm less concerned about budget cuts and more interested in opportunities for him and other B2B marketers who choose to bring focus to their marketing efforts. I'm convinced that one of the best ways to do that is to focus on lead generation.

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Selling your Lead Generation Content

Digital B2B Marketing

As the economy turns sour, and IT budgets remain flat or get reduced, doing more with the infrastructure you have has never been more important. The economy was turning sour in 2008 and 2009, it is 2011 now and most economists are talking about growth.

Trending Sources

Converting B2B Leads Through Social Content: 3 Keys to Success

NuSpark

Just about every marketer has heard that salespeople who use social outsell 78 percent of their non-social peers , and that leads developed and nurtured via social networking are seven times more likely to close than other types of leads.

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Simply Put: Simplicity Is a Strategy

Marketing Action

Three car rental companies, Avis, Budget, and Hertz made the bottom 10, with comments such as “There are always hidden things you need to look into,” “Advertising materials and the website are misleading.”. “…A condition of complete simplicity. Costing not less than everything) …”.

What Works Now in B2B Lead Generation, Part 2

WebMarketCentral

MarketingSherpa's report provides useful advice for incorporating video into B2B lead generation plans, such as best practices in properly tagging corporate videos uploaded to YouTube.

Lead Generation via Mathematical Marketing: Thought Leadership with Mark Klein

Modern B2B Marketing

What do you think is the biggest opportunity marketers have in terms of more effective lead generation ? Lead generation, like most existing customer marketing, is still too qualitative. Typically leads are cold, warm, or hot. Too few companies even know the cost of a lead, and if their leads come from multiple channels, for example trade shows and internet, they may not even know which channel is more cost effective.

Lead Gen 2.0 - Social Media & Search Alone Won't Attract C-Level Buyers

Smashmouth Marketing

Lead generation in the world of b2b can be enhanced by social media, especially with early adopters, techies, and the net-gen crowd. Call it Lead Gen 2.0, but in my opinion it is just traditional lead generation, demand creation and marketing with some new twists.

Lead Gen 2.0 - Social Media & Search Alone Won't Attract C-Level Buyers

Smashmouth Marketing

Lead generation in the world of b2b can be enhanced by social media, especially with early adopters, techies and the net-gen crowd. Call it Lead Gen 2.0, but in my opinion it is just traditional lead generation, demand creation and marketing with some new twists.

Does Green B2B Marketing React Like Social Media Marketing

Smashmouth Marketing

Several readers and fans have asked before, what is with the "Green" in Green Leads ? What does b2b lead generation have to do with being green? This post isn't about Green Leads though, it is about Green Marketing and how markets react to it.

Does Green B2B Marketing React Like Social Media Marketing

Smashmouth Marketing

Several readers and fans have asked before, what is with the "Green" in Green Leads ? What does b2b lead generation have to do with being green? This post isn't about Green Leads though, it is about Green Marketing and how markets react to it.

Pam O'Neal on How Companies of All Sizes Can Start a Social Media Marketing Program

Smashmouth Marketing

I asked her if she would conduct a small interview and here are the results: Mike: If a company is on a shoestring marketing budget and doesn't have lots of free headcount, how can they start a Social Media marketing program?

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Pam O'Neal on How Companies of All Sizes Can Start a Social Media Marketing Program

Smashmouth Marketing

I asked her if she would conduct a small interview and here are the results: Mike: If a company is on a shoestring marketing budget and doesn't have lots of free headcount, how can they start a Social Media marketing program?

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Why cost-per-lead budgets fail and fewer leads are better

B2B Lead Generation Blog

A reader asked me to explain why fewer leads are better and why “cost-per-lead” budgets fail. The truth is that sales people care very little about the cost of the leads we generate. What they really care about is how many of those leads will actually become viable sales opportunities. For this reason, I think cost-per-lead measurements are irrelevant unless we can answer another fundamental question first, “What is our rate of lead acceptance (a.k.a.

Generating More “Educated Leads” on a Small Budget

Industrial Marketing Today

How does one generate high quality, educated leads, not just site visitors on a marketing budget that is less than 1% of the projected revenue?

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Taking my five-step lead management ‘playbook’ on the road

B2B Lead Generation Blog

Why do so many companies struggle with the lead generation process? Even the very best lead generation program cannot compensate for poor teamwork and collaboration. You can actually achieve major ROI gains by optimizing a just few key aspects of your lead management process. I just finished up the MarketingSherpa Demand Generation Summit in Boston where I was given the opportunity to present my ‘Playbook for Effective Lead Management.'

64 B2B Marketing Tools and Resources

Modern B2B Marketing

There is an amazing amount of great content about B2B marketing out there, ranging from trends in demand generation to best practices in lead nurturing, lead scoring, and landing page optimization to how to buy and select marketing automation systems. Seven Lead Nurturing Tools and Resources. Lead nurturing is the process of building relationships with qualified prospects regardless of their timing to buy. Lead Nurturing 101 (blog post).

The 8 Layers of a B2B Web Marketing Plan

WebMarketCentral

Small companies and start-ups with modest budgets will focus most of their efforts on the inner layers or rings, which are primarily designed for lead generation. Though primarily used for lead gen (as the name implies), these programs provide some branding benefit as well.

Getting More Out of Each Click with "Post-Click Marketing"

WebMarketCentral

On the interactive marketing side, few marketers will get budget increases enabling them to drive more clicks. The challenge, then, is to maximize marketing productivity-to get more leads out of the same number of clicks. lead automation management vendors.

Getting More Out of Each Click, Part 2: Docmetrics

WebMarketCentral

Leaving your content open may actually produce more leads in the long run, but you have no way to measure that with any precision (or even know for sure if that's the case).

B2B Marketing Fast Fixes

WebMarketCentral

With that in mind, MarketingSherpa last week presented their Top 10 B-to-B Marketing FastFixes: How to Generate & Nurture More Qualified Leads. Speak Up Speaking engagements are an excellent source of high-quality leads.

Best of 2007: Articles and Blog Posts on SEM

WebMarketCentral

A well-crafted search marketing program can provide not only broad brand exposure at a very reasonable cost (with CPMs of $10 or less), but also high-ROI lead generation. What do you mean I have a budget?

Marketing’s Battle: How Big Data and Marketing Technology Helps Win The Game

Crimson Marketing

One company that has shown how much impact insight-driven, proactive marketing can have is Rochester, NY-based Paychex; the leading payroll, HR, and retirement benefits outsourcing service for small businesses. At the same time, pinpointing where leads came from had become impossible.

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Best of 2008: Social Media Optimization, Part 5

WebMarketCentral

How can you make a big splash in social media without a huge budget? Turn your social media contacts into leads, and ultimately customers? Use Facebook fan pages to help with SEO? Attract lots of targeted Twitter followers in a short time?

Why Marketers Should Act Like 3-Year Olds

WebMarketCentral

For example, your online lead generation goes up this month (or down). If you've just launched a campaign for a new product and increased your search advertising budget, then one would expect leads to go up. On the other hand, if you sell primarily to the construction or real estate industries, your leads have probably been down for several months now-and you don't need a great deal of research or reflection to figure out why.

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104 Fascinating Social Media and Marketing Statistics for 2014 (and 2015)

Webbiquity

And although digital is taking an increasing share of marketing budgets, the move to online is paradoxically making some old-school tactics even more valuable. 71% of companies planned to increase their digital marketing budgets this year, by an average of 27%.

B2B marketing automation: An interview with Will Schnabel

Sales Lead Insights

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. We were actually the first in the industry to address this when we launched Share-to-Social in 2008.

50 Things We Learnt About Content Marketing This Year

BuzzSumo

Research is important as it can provide insights into content trends and how we can improve our content to generate better results. B2B marketers allocate 28% of their total marketing budget, on average, to content marketing. 80% of B2B leads come from LinkedIn ( Oktopost ).

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Benchmarking shows B-to-B marketing budgets have been cut by roughly 44 percent, but spending on pipeline acceleration programs has doubled

Sales Lead Insights

“We estimate B-to-B companies are doubling their number of pipeline acceleration programs instead of focusing on new leads,&# says Alden Cushman, SiriusDecisions’ research director and benchmarking analyst.>. Has your marketing budget been cut?

Benchmarking shows B-to-B marketing budgets have been cut by roughly 44 percent, but spending on pipeline acceleration programs has doubled

Sales Lead Insights

“We estimate B-to-B companies are doubling their number of pipeline acceleration programs instead of focusing on new leads,&# says Alden Cushman, SiriusDecisions’ research director and benchmarking analyst.>. Has your marketing budget been cut?

Why the Blog Post Is the New Ad Unit

Hubspot

Then -- somewhere around 2008 -- blogging took a back seat to social media, and all anyone could talk about was platforms like Twitter, Facebook, Foursquare and, yes, even MySpace. 6) Blog posts provide pathways to qualified lead generation. Content generates leads.

Is Social Media Really Living Up to Expectations?

B2B Lead Generation Blog

Ann wanted to know how happy the group was with the lead generation results of their social media campaigns. How many leads have you generated? Our first benchmark guide was published in 2009, which analyzed the use of social media in 2008. There weren’t the hard-and-fast lead generation and sales conversations that will be featured in our 2011 report, which I’m working on right now.

A Shortish History of Online Video

Vidyard

Animations like the infamous Badgers video arrived in 2003, and were widely shared privately before Flash-focused websites like Newgrounds opened up to user-generated content. And that was to a list of dead leads.

An Actionable Guide to Visual Storytelling

SnapApp

How can you firmly position yourself in the minority of marketers that see strong lead generation and SEO results from their content? . As recently as November 2008, there were virtually no Google queries for the word combination: . .

Choosing an Email Marketing Software « The Effective Marketer

The Effective Marketer

This question on a recent LinkedIn discussion thread for the Technology Marketing Community reminded me of when, a couple years ago, I delivered a presentation at the 2008 MarketingSherpa Email Marketing Summit. The important thing is to lead with the analytics side before throwing the qualitative evaluation into the mix.

12 Revealing Marketing Stats About Facebook for Business

Hubspot

Were you one of those people back in 2008 who looked at your Facebook profile and thought. "I Some marketers might be convinced they can generate leads from social media. And they require less of marketing's budget to do it, too.

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2010 B2B Marketing Budgets and Mix Trends Research

delicious b2bmarketing

Almost half (49%) employ corporate blogging, a number much higher than the 32% who embraced this digital medium in 2008. 2) Email, search marketing, and inside sales worked best for awareness and demand generation. When rating these tactics on effectiveness, on average, fewer than one in five of marketers who use social media says it is highly effective for branding and lead generation.

Is Social Media Really Living Up to Expectations?

B2B Lead Generation Blog

Ann wanted to know how happy the group was with the lead generation results of their social media campaigns. How many leads have you generated? Our first benchmark guide was published in 2009, which analyzed the use of social media in 2008. There weren’t the hard-and-fast lead generation and sales conversations that will be featured in our 2011 report, which I’m working on right now.

Demand Generation Quiz: How Good Are You?

Modern B2B Marketing

How do you know if your demand generation is good enough or when it's time to take your lead management processes to the next level? Ask these questions to yourself, your boss, your direct reports, your head of sales, and any other stakeholders in your demand generation process. Lead Generation. Are you happy with the number of leads in your pipeline? Do you get a lot of leads that seem good but are not yet in an active buying cycles?

Best Social Media and Digital Marketing Research and Statistics of 2011, Part 2

Webbiquity

Jenise Uehara Henrikson highlights the phenomenal growth of social media over the last six years, and particularly since 2008. And among those who do, about 42% of marketers replied that zero or an uncertain number of sales leads resulted from social media programs.”

Best Social Media Stats, Facts and Marketing Research of 2010

Webbiquity

However, that figure rises if you work for a company generating at least $10 million in annual revenue, or you’re in management (in which case it’s $109,000). 5% of Americans had heard of Twitter in 2008; that figure rose to 87% last year.

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