How To Build a Lead Nurturing Culture Part I

Anything Goes Marketing

I’m getting much better at this juggling act and on some of those nights when he stays up I’ ve been able to generate some blog post ideas – I just didn ’t have the two hands needed to type until now. :) So here we are. Lead nurturing can mean many different things to may different people.

Form Length Isn't Everything: 3 Other Ways to Optimize Your Forms for Conversions

Hubspot

These exact questions have been at the center of a hotly contested debate that's been raging on since 2009. Only after considering that context can you test and refine form length to provide higher or lower quality leads. a) Get a measure of lead quality.

Trending Sources

Lead Generation Check list – Part 6: A Multi-modal lead generation approach

B2B Lead Generation Blog

This is the sixth in an eight-part series I’m calling the ‘Lead Generation Checklist. I wanted to provide a checklist that helps organizations optimize their lead generation process. Are there any of your favorite lead generation channels/modalities that I'm missing?

Lead Generation Check list – Part 7: Effective lead management

B2B Lead Generation Blog

Today I’d like to discuss the aspects of an effective lead management process. The role of effective lead management is to watch and direct the conversion of sales leads into customers, and to track milestones and touch points. Assign and define responsibility for lead tracking.

Webinar on using Kaizen to improve your lead generation process

B2B Lead Generation Blog

Michael is an expert on sales process improvement, and he and his team have helped companies such as ThermoFisher Scientific, MAQUET, Marriott, Replicon, Accelerent, WaterFurnace, and many others to make their sales funnels flow faster through evidence-based approaches such as Lean and Six Sigma.

Manticore VII Marketing Automation and Lead Generation Released

Webbiquity

Marketing automation / demand generation software provider Manticore today announced the release of Manticore Technology VII, which includes a fully customizable user interface, email and landing page folders, an email delivery wizard, and drag-and-drop list building functionality. Although the improved UI is the big change, the new version also adds integration with SalesForce.com for AdWords campaigns and improved lead generation capabilities.

Demand Generation Trends for 2009

Modern B2B Marketing

Last October, Craig Rosenberg shared some insightful best practices in one of my first thought leadership interviews, titled Lead Generation Best Practices: Thought Leadership with The Funnelholic. He recently turned the tables on me with seven questions of his own as part of his own interview series: Thought Leadership Interview #6: Miller Time: Marketo’s Jon Miller on Lead Generation and Management in 2009. What are the three trends you see emerging in 2009?

Lead Management and Football

Anything Goes Marketing

In one of my meetings these past few weeks I was thinking of an analogy where I could break down the lead management process into much simpler terms so everyone could understand their roles - this is where football comes in. Don't allow for fumbles where leads fall through the cracks.

Marketing Automation ROI: Efficiency or Revenue?

LeadSloth

Maybe spending on lead generation can be better directed, so unprofitable programs can be cut. I suggest three areas: More cost-effective lead generation. Better conversion rates with lead nurturing. Lead Generation: with close loop measurements, you can easily see the effectiveness of each lead generation campaign. You improve your investment-to-pipeline ratio by focusing on the most cost-effective lead generation sources.

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Web Inquiry Management: Interview with Mike Wallen

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. My guest is Mike Wallen , CEO of The Lead Dogs , a B2B lead development company that provides sales lead generation, telemarketing and telesales services. At The Lead Dogs, we define a web inquiry as a completed form on a website or landing page.

B2B Lead Generation Blog: Lead generation modality map for complex sales

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Heres the lead generation modality mindmap that I came up with.

We need an app for that

Chris Koch

I haven’t seen a better articulation of what marketing should be doing in B2B than Brian Carroll’s marketing funnel concept. He differentiates between a marketing funnel and a sales funnel because so many leads are lost in the handover between marketing and sales—94%, according to this report. The marketing funnel helps focus attention on a number of important issues: Qualify leads. Universal lead definition. Lead scoring. Lead nurturing.

We need an app for that

Chris Koch

I haven’t seen a better articulation of what marketing should be doing in B2B than Brian Carroll’s marketing funnel concept. He differentiates between a marketing funnel and a sales funnel because so many leads are lost in the handover between marketing and sales—94%, according to this report. The marketing funnel helps focus attention on a number of important issues: Qualify leads. Universal lead definition. Lead scoring. Lead nurturing.

Sharing Space: Marketing and Sales

Anything Goes Marketing

How are the best in class companies still reaching their 2009 targets? These marketers are not focusing on programs that are strictly lead generation campaigns but rather geared to existing clients and deals in the pipeline.

What Happens After the Campaign? – B2B Marketing and Sales Tip #268

Reachforce

As B2B Marketers we spend a lot of time, effort and resources on creating lead generation programs that drive prospect conversions. As we become more sophisticated marketers with more promising tools, we are now not only filling the top of the sales funnel but we are also But what happens next?

Driving Traffic to Your Homepage All the Time May Be a Big Mistake

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website Driving Traffic to Your Homepage All the Time May Be a Big Mistake by Achinta Mitra on October 26, 2009 in Industrial Websites , Website Design & Development You’ve read up on all the traffic generation tactics and optimized your site to rank high on major search engines. Hordes of traffic that convert poorly are useless for generating qualified leads that convert well into paying customers.

B2B Lead Generation Blog: 7 Tips to Improve Sales Follow-up & Close More Leads

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Do you ever wonder was the lead even contacted?

B2B Lead Generation Blog: The Difference Between ROI and Marketing Accountability

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Marketers are constantly reminded that more leads are needed.now!

The Flaw in Calculating Inbound Marketing vs. Outbound Marketing Cost Per Lead?

Smashmouth Marketing

It also determines that the price of an inbound generated lead is 3x less than the price of an outbound generated lead, $84 versus $220. I do, however, challenge the value of that inbound lead versus the value of the outbound lead, and that was not discussed. What is the equity value of those leads - the lead equity ? This may explain why the Goliath companies are spending more on outbound lead generation.

Flip the Funnel Book Review « The Effective Marketer

The Effective Marketer

I would have liked to see other companies that he has worked with and are not so obvious and how they implemented his recommendations or how they have failed to recognize the importance of “flipping the funnel&#. His new “flipped funnel&# approach to doing that is called A.D.I.A

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MarketingSherpa Marketing Summit, Kim Albee of Genoo Talks Social Media Lead Gen

Smashmouth Marketing

This past week was the first in a series of two great conferences, the MarketingSherpa's 6th Annual B2B Marketing Summit 2009 in San Francisco. Her presentation about using LinkedIn successfully to generate leads was popular with the audience. That's generated a good amount of traffic and leads. Mike: I still wonder about b2b Facebook Fan Pages as a medium for generating leads, but I agree with you that twitter and LinkedIn are an incredible source.

MarketingSherpa Marketing Summit, Kim Albee of Genoo Talks Social Media Lead Gen

Smashmouth Marketing

This past week was the first in a series of two great conferences, the MarketingSherpa's 6th Annual B2B Marketing Summit 2009 in San Francisco. Her presentation about using LinkedIn successfully to generate leads was popular with the audience. That’s generated a good amount of traffic and leads. Mike: I still wonder about b2b Facebook Fan Pages as a medium for generating leads, but I agree with you that twitter and LinkedIn are an incredible source.

The Flaw in Calculating Inbound Marketing vs. Outbound Marketing Cost Per Lead?

Smashmouth Marketing

It also determines that the price of an inbound generated lead is 3x less than the price of an outbound generated lead, $84 versus $220. I do, however, challenge the value of that inbound lead versus the value of the outbound lead, and that was not discussed. What is the equity value of those leads - the lead equity ? This may explain why the Goliath companies are spending more on outbound lead generation.

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B2B Lead Generation Blog: Peformance Measurement, Corporate Culture and the CMO

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 This leads to a problem that affects 87% of B2B marketers.

Moving Marketing Leads to Sales Pipeline best practices data

B2B Lead Generation Blog

A key challenge B2B lead generation is driving leads from the marketing funnel to the sales pipeline. The one that stands to me is the last one, "have a process for handing leads back to marketing" when they are not sales ready. We call that lead reengagement and it's a form of lead nurturing.

Webinar Replay: 2012 B2B Marketing Benchmark Report Reveals How Marketers Can Transform Mounting Pressure, Challenges into Revenue

B2B Lead Generation Blog

At the beginning of the webinar, Jen Doyle, MarketingSherpa Senior Research Manager and Lead Author of the 2012 B2B Marketing Benchmark Report , revealed that 1,745 marketing organizations are reporting remarkable declines in marketing effectiveness in 2011. 79 percent don’t score leads. •

On Lead Qualification: Turning Web Inquiries into Viable Sales Leads

B2B Lead Generation Blog

A common lead generation practice using B2B inbound marketing includes offering whitepapers, demos, trial software, or other content assets in exchange for registration information. The problem is that many marketers immediately turn these form registrations (aka web inquiries) over to the sales team as "leads." " I’ve already written about why lead quality should be emphasized over quantity. Lead scoring works best if you have 200+ inquiries per month.

Buyer Behavior in a Recession

Modern B2B Marketing

Some of the tips include: Plan your campaigns for attention scarcity; this means having a very wide funnel at the top-end by being very open with your information, and then building trust over time with lead nurturing. Watch the entire webinar on-demand : Tags: Modern B2B Marketing b2b marketing lead generation lead nurturing marketing in a recession marketo recession tippit

Sales Lead Management: Thought Leadership with Aaron Ross

Modern B2B Marketing

Getting into lead generation was an accident. I had more ego than understanding about lead generation and professional selling. So, I started literally at the bottom, responding to inbound website and 800# leads. That started my journey into lead generation, marketing & sales. What I like about marketing is that it leads and magnifies what happens in sales. If marketing & lead generation aren't t in the flow, sales will struggle.

Social Media, Email and Search: The "Elite Trio" of Online Marketing?

WebMarketCentral

Except in rare cases like Dell, which uses tools like Twitter for revenue generation , social media is primarily a PR-type activity rather than direct marketing. Like traditional PR, it is a "top of funnel" tool. Search is for lead generation, or more accurately, name generation.

How I Learned to Stop Worrying and (Sorta) Love the Phone

emedia

I Haven’t Checked Voicemail Since 2009. Millennials are now the largest single generation in the workplace, and post-millennials are starting their careers. According to Creation Agency , a lead who is contacted by phone up to five minutes after filling out a form will convert 341% (!) more often than leads who are contacted after an hour. There are a variety of effective schedules deployed for the phone when tele-nurturing leads.

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Make Sure Your Logo Can Handle the Job at Any Size

WebMarketCentral

The February 2009 issue of Wired magazine gives examples. Even pros have room to improve Because of the diversity of contexts, you have to: • Know what you must convey vs what you want to convey, and • Beware of certain kinds of logos • Beware of incongruity between your brand identity and your written positioning statements Compare these five examples of companies trying to position themselves as on the leading edge of their fields. Could it be a blue sales funnel with blobs in it?

What made the Digital Marketing World-Go-Round? 10 Takeaways from the MarketingProfs Digital Marketing World Virtual Conference

Modern B2B Marketing

Yesterday’s Fall 2009 MarketingProfs Digital Marketing World Virtual Conference was the perfect event to prepare for the planning of Q4 marketing programs. I focused on the B2B sessions along with hosting a one hour chat session on Email Marketing and Lead Nurturing in the network lounge during the event. It’s about improving the viewers experience The prospects, experience on a landing page is what is going to lead them to fill out a form.

Marketing Automation Update: Manticore VII Released

WebMarketCentral

Marketing automation / demand generation software provider Manticore today announced the release of Manticore Technology VII, which includes a fully customizable user interface, email and landing page folders, an email delivery wizard, and drag-and-drop list building functionality. Although the improved UI is the big change, the new version also adds integration with SalesForce.com for AdWords campaigns and improved lead generation capabilities.

Marketo's Secret Sauce for Demand Generation

Modern B2B Marketing

You may ask, why should anyone care what I have to say about demand generation? Well, at Marketo , we’ve built a world-class demand generation machine that has helped us in just 10 months to sign up over 130 customers in more than eight countries, including companies such as Thomson Reuters, Reed Business, and CollabNet. Here’s an outline of the topics I covered: Marketo's demand generation funnel. Our 21 day lead follow-up process.

Increasing Marketing ROI: The Top 5 Tips from our B2B Thought Leaders

Modern B2B Marketing

Lead Nurturing — "Lead nurturing is having consistent and meaningful communication with viable customers regardless of their time to purchase. One of the speakers at a conference recently said, 'someone is a lead for life'. I would agree with that sentiment," said Brian Carroll, author of the popular book, " Lead Generation for the Complex Sale ". lead management. Increasing. marketing ROI is on every marketer's mind in today's business climate.

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87 New (Really) Marketing Automation Stats

Marketing Action

Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. It’s from 2009. Lead & Relationship Management. The Lenskold and Pedowitz Groups, 2013 Lead Generation Marketing Effectiveness Study , Nov 2013 ).

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The Evolution of HubSpot's Email Marketing Strategy: An Insider's Story

Hubspot

And our monthly lead numbers? The early success of HubSpot''s lead generation playbook can be attributed to this single asset and opt-in strategy. Phase 1 (2007-2009): Starting With a Simple Lead Gen Playbook. Lesson Learned #2: Lead generation doesn''t have to be complex.

How ECI Telecom Discovered the Surefire Sign that Sales and Marketing Are Aligned

B2B Lead Generation Blog

In late 2009, ECI implemented a new marketing automation program. They agreed on definitions for terms such as “marketing-qualified lead” and “sales-accepted lead.” ” Guidelines on how they would score leads.

70 New (Really) Marketing Automation Stats

Marketing Action

Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. It’s from 2009. Lead & Relationship Management. The Lenskold and Pedowitz Groups, 2013 Lead Generation Marketing Effectiveness Study , Nov 2013 ).

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