Trending Sources

Should lead generation ignore current customers?

B2B Lead Generation Blog

”We know more about our prospects (leads) than we know about our current customers” was a shocking statement I heard from a client and it stuck with me. When you have a complex sale, it can be easy to think of lead generation as only a process for acquiring new customers rather than a process that can also be applied to generating new or more business from current customers. Adding a customer program to the lead generation mix can be fairly straightforward.

Can a social media strategy boost your lead generation efforts?

B2B Lead Generation Blog

started off with a this statistic that he found on compete.com: Twitter had around 3 million people visiting the site in 2008, and it grew 640% between November 2007 and November 2008. Ok, so how do we harness all of social media’s potential and use it to build a lead generation system? There are lots of great resources out there if you want to learn more about how to use Twitter to generate leads, and I’ve include links to several of them at the end of this posting.

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 convinced that one of the best ways to do that is to focus on lead generation. Much like a savvy investor who buys when the market is down, smart marketers can capitalize on this opportunity (and beat competitors), by bringing focus and attention to their lead generation efforts.

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The Basics of Inbound Lead Generation

Hubspot

Even though in the 2013 State of Inbound Marketing Report we found that 20% of marketers say increasing total lead volume is their top priority this year, lead generation itself may not be the problem at hand. Part 2: Convert Visitors Into Leads. You get a lead.

3 Demand Generation Dangers in a B2B Blog Redesign

Reachforce

A big part of lead gen is content, and the simplest content machine on the web is a blog. Let’s assume you’ve got a great blog, but it’s time for a refresh (like the simple weekend facelift we just had here at The B2B Lead ). But… you just broke part of your lead gen machine.

A Conversation with Shawn Naggiar About Sales, Lead Generation, and Marketing Automation

Marketing Action

He joined Act-On in early 2008 as employee #7, and was a key architect in creating the company’s go-to-market strategy. At the end of the day it’s about leads and the quality of leads, and making sure that your most expensive sales resources are focused on the right ones.

BtoB 2008 Lead Generation Guide

B2B Lead Generation Blog

B2B Marketers are increasingly emphasizing lead generation and as a result, BtoB Magazine just published their inaugural BtoB 2008 Lead Generation Guide today. Also, I wrote a guest column on Putting the human touch back into lead generation for the guide I highly recommend you check it out. It has a lot of studies, expert columns, market statistics and vendor lists that are worthwhile.

10 Tips for Using Twitter And Email Marketing for B2B

Anything Goes Marketing

email marketing B2B lead generation social media white papers Twitter integrated marketing online communities Web 2.0.I was told that every blog needs a "top 10 post" and I thought today would be a good day to write one on a topic that is growing in popularity. That topic is Twitter and how best to use this tool for your B2B marketing efforts. I thought I would take a stab at providing tips on blending a tried and true tool like email with Twitter.

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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Lead Qualification: Webinar marketing strategy boosts conversion 500%

B2B Lead Generation Blog

“When I came on in 2008, we had a webinar program and a lot of other programs running very disjointed. MarketingSherpa Lead Gen Summit 2014 – San Francisco, November 3-6. Content Marketing: Your questions on B2B online lead gen, metrics, content from SMEs and more.

Rainmakers and Lead Generation

B2B Lead Generation Blog

Harding writes, “A rainmaker, as we define one, brings in leads and converts them into business at such levels that she leaves her colleagues in awe. Of the two talents, lead generation and lead conversion, the former is much the rarer. That is, professionals who can sell, once given a lead outnumber those who can generate leads, but can't convert them into business.”.

Funnelhollic Craig Rosenberg on B2B Lead Generation in a Down Economy

Smashmouth Marketing

Craig is the author of the blog The Funnelholic and is an expert on b2b lead generation so I decided it would be great to do an impromptu rapid-fire interview with him on his thoughts regarding b2b lead gen and publish it here: Mike: How should marketers adjust to the downturn?

Funnelhollic Craig Rosenberg on B2B Lead Generation in a Down Economy

Smashmouth Marketing

Craig is the author of the blog The Funnelholic and is an expert on b2b lead generation so I decided it would be great to do an impromptu rapid-fire interview with him on his thoughts regarding b2b lead gen and publish it here: Mike: How should marketers adjust to the downturn?

Web Analytics for B2B Lead Generation

B2B Lead Generation Blog

So the challenge is connecting our website data (analytics), with marketing data (inquiries and leads) with the sales process and revenue (closing the loop). Things such as lead qualification, targeting in the sales cycle, and testing content/collateral are all areas where analysts can push the envelope in order to provide more insight for their marketing team." Related posts: Tracking ROI From Web Generated Leads Improve your online lead generation measurement.

Top Lead Generation Tips for New Sellers

B2B Lead Generation Blog

Here's 5 more lead generation tips I'd recommend for new sellers. Do you want 20 more leads in your database? Do you want to generate $995K in net new customer in revenue this year? Develop a lead generation calendar - Map out your activities for each month and then really follow it! No matter how busy you are, be sure to make time to do lead generation activities, especially if you don't have a marketing team supporting you.

B2B Lead Generation Using a Business Blog

Industrial Marketing Today

In order to satisfy the demands of the C-suite, the marketing department usually provides easy-to-measure metrics like traffic, page views, time spent and number of leads captured. They want better qualified and sales-ready leads. Do you have or need a lead generating business blog?

B2B Marketing Testing to Optimize Lead Generation Results

B2B Lead Generation Blog

Discovering and knowing what really works and what doesn’t for lead generation is essential for every marketer. Personally, I’ve met only a handful of B2B marketers who are consistently testing their offers to optimize them and generate leads more effectively. In the interview, Hunter shares best practices for increasing conversion via testing , building a universal definition of a lead, and using testing to discover what works.

Webinar on Putting the Human Touch into Lead Generation

B2B Lead Generation Blog

There are numerous tactics for generating leads these days - everything from the traditional email or phone call to the explosively popular social media craze. However, the real challenge is not necessarily in generating leads, but more in truly connecting with them. It doesn't matter how many leads you generate if they aren't willing to listen to what you have to say next. Develop a lead-nurturing process that really works.

How to use social media for lead generation

B2B Lead Generation Blog

When I started, there wasn’t a business case on the ROI of blogging, nor was there a lot written on B2B lead generation. I started blogging because I wanted to share with everyone what I thought were useful B2B lead generation ideas, tips, and resources – material that I was already freely giving to my clients. In the end, the team’s analysis showed a dramatic correlation between the use of social media channels and the growth of the company’s Web traffic and leads.

A five-step playbook that will optimize lead generation programs

B2B Lead Generation Blog

Companies that adopt closed-loop lead management processes report higher return on marketing investment (ROMI) than those that do not, making this a key investment for B2B marketers. The challenge that many organizations face is that their lead management process is a black hole. EST. I'll outline ways to build an operational ‘playbook' with your sales department to better manage and nurture the leads you generate. I'll be answering your lead-gen questions as well.

Let's stop doing random acts of lead generation

B2B Lead Generation Blog

The simple act of a sales and marketing team finding time to think and collaborate together is vital to developing a solid lead generation program. Mike Gospe wrote a great piece for MarketingProfs, " Lead-Generation Blueprints in 30 Minutes." I don't know about you but I seldom meet a B2B marketer who has time to think. And it seems that the pressure keeps building as more of us seek to do more with less.

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Podcast: Interview on lead generation with Dave Stein

B2B Lead Generation Blog

Reengaging and optimizing past sales leads. I was was recently interviewed by Dave Stein, CEO and Founder of ES Research Group , and author of How Winners Sell (a great book by the way). During the interview we talk about the following topics: What works to get sales and marketing alignment. How the marketing funnel impacts the sales funnel. Teleprospecting and nurturing tactics. Listen to podcast now. Also, Check out Dave Stein's Blog for Sales Leaders.

How to Prevent List Attrition yet Drive Event Attendance

Anything Goes Marketing

The bottom line is that the marketing team needs to promote events but the more emails that are sent may lead to list attrition. I hope you have found this useful and maybe inspired you on how to generate posts on your blog as well.

Simply Put: Simplicity Is a Strategy

Marketing Action

If you’re wondering what a paean to simplicity is doing in a blog post on a marketing automation site, it’s this: Act-On began in 2008 by asking potential customers what they wanted most – and least – in a marketing platform. “…A condition of complete simplicity.

The Recession is Here - Time to Become an Eco-Marketer

Anything Goes Marketing

It's been proven that archived webinars can generate more leads then the actual live event. Reuse all of your marketing materials in your lead nurturing efforts. Another example is to create automated program templates such as an event management or lead nurturing template.

Lead generation No Nos: When is a “free download� no longer free?

B2B Lead Generation Blog

Why do we continue to force people into being "leads?" You need to first connect with your potential lead. I've found that calling people is the best way to qualify leads, and if that phone call is conducted correctly it can be the start of a really good relationship. When InTouch handles inquiry/lead qualification for our clients, we typically start off with something like, "A lot of people download our white papers to get their questions answered.

Yodle: Managing the Long Tail for the Long Tail!

Buzz Marketing for Technology

Prior to joining Yodle, he held the position of COO at Community Connect, a niche social networking company, where he lead consumer marketing, product management and development efforts.

Marketing’s Customers: an Oxymoron or Reality??

Buzz Marketing for Technology

A person who downloads the paper and opts into our database becomes a lead start (notice I didn't say lead). And with the lead nurturing system we have in place we can then develop a lead to the point that they are willing to talk to someone from our sales organization.

Are Webisodes Just for B2C? Who Hired Bob?

Anything Goes Marketing

We'll see if this site brings about the desired objectives but I think it's a step in the right direction on how to use video and user generated content (of course the fact that I'm blogging about this probably helps.

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.

The Role of B2B Marketing is Shifting from Lead Generation to.

Industrial Marketing Today

Organizations are spending considerable amounts of time and money on tracking and measuring lead generation metrics. However, the role of B2B marketers is changing and evolving more into revenue generation.

What Works Now in B2B Lead Generation, Part 1

WebMarketCentral

MarketingSherpa has just released its 2008 B2B Lead Generation Handbook (that's a link to the free executive summary PDF; the complete report will run you a cool $500).

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B2B Marketing Lead Generation: Thought Leadership with Amy Hawthorne

Modern B2B Marketing

The next interview in the B2B Marketing thought leader interview series is with Amy Hawthorne, Director of Marketing at B2B lead generation company ReachForce , and frequent contributor to the B2BLead blog. As a long time B2B marketer, Amy is continuously looking for new ways to help companies build their sales pipeline with targeted lead generation initiatives. I love the thrill of the chase, so lead generation has always been my primary focus.

Best of 2008 (So Far) - Web Marketing Research, Part 2

WebMarketCentral

Check out these posts, more of the best so far in 2008, on web marketing and Internet research to sate your curiosity, make better marketing decisions, and arm yourself with online trivia knowledge. The best research tells you not only what's happening, but why.

The Word Of The Year Is a #Hashtag

Marketing Action

And in 2008 the WOTY was “bailout”; in 2007 “subprime”; in 2006 “Plutoed”; in 2005 it was “truthiness” Read the whole list.).

Lead Generation Best Practices: Thought Leadership with The Funnelholic

Modern B2B Marketing

the world's fastest growing B2B online media and lead generation company. We were a boutique sales and marketing firm that consulted with technology companies about their lead-generation strategy and inside sales processes. I can talk all day about anything (ask anyone who knows me about this), but my real expertise is the "top of the funnel" — that is, outbound marketing, lead generation, lead development, and inside sales.

Best of 2008 (So Far) - Search Engine Marketing, Part 1

WebMarketCentral

In my continuing effort to clean out my bookmarks and stay ahead of the game for the Best of 2008 series in January, here are a dozen of the most linkworthy articles and posts on search engine marketing so far this year.

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