Sales Ready Leads: Quality vs. Quantity

Smashmouth Marketing

Whether it's inbound marketing or outbound marketing there are costs associated with a lead, there are costs associated with the time and effort needed to convert that lead to an opportunity, and there are costs tied to the quality of those leads and how that impacts conversion rates.

Is social media effective for B2B lead generation?

Sales Lead Insights

Other B2B companies try to skip the leads-to-salespeople-to-sales process, instead encouraging prospective customers to initiate purchases themselves from print or online catalogs and/or via order forms, e-commerce sites, phone calls or purchase orders. I have been working hard, for at least a couple of years now, trying to use social media to measurably move the needle in regard to generating B2B sales leads and driving B2B sales. Is social media effective for B2B lead generation?

Trending Sources

Lead Generation Tips - Take 3 Hour Lunches

Smashmouth Marketing

There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. More Lead Generation Tips

Why Are Marketing Automation Managers So Hard to Find?

LeadSloth

First of all, in most cases the person is responsible for lead generation , lead nurturing and lead scoring. Even though some vendors have been around for almost 10 years, Marketing Automation is still relatively new. According to Forrester, only 2-5% of B2B firms have invested in full-featured Marketing Automation. But that percentage is rapidly growing. Increasingly, B2B companies realize that Marketing Automation software requires skilled operators.

Inbound lead nurturing presentation

B2B Lead Generation Blog

Here's my presentation deck on inbound lead nurturing (CV201) via #IMU for those who missed it. #8 8 IMU: Inbound Lead Nurturing (CV201) View more OpenOffice presentations from Hubspot Marketing. I had a great time with being a professor at the inbound marketing university. You can check out all the other classes or register at: [link

Webinar on Effective Lead Management: How to Convert Marketing Leads into Sales Pipeline

B2B Lead Generation Blog

Research shows that about 80% of leads marketers generate end up getting lost, ignored or discarded. So, instead of continually struggling to find new leads for Sales, marketers should begin focusing on developing effective lead management processes for converting more leads into sales pipeline. In fact, in a recent lead generation poll I conducted through my LinkedIn group, I found that converting leads to pipeline revenue was the biggest challenge for marketers.

Fire your Director of Social Media!

Buzz Marketing for Technology

Why is measuring Lead Gen in Social Media so hard? This isn’t a new problem – how to measure lead.

On Lead Nurturing - thinking beyond the send

B2B Lead Generation Blog

The challenge today is not in generating leads, but truly connecting with them. That's why lead nurturing matters. One step leads to another.and another." Related posts: 5 Lead Nurturing Time Factors to Fine Tune Your Message Content ideas for lead nurturing and tactics to use   Lead Nurturing - Ripening the Right Bananas This is why I found this post by my friend Ardath Albee titled, " Strategy Beyond the Send " helpful.

The Content Marketing Workbook | Velocity - the B2B marketing acceleration agency for technology companies

delicious b2bmarketing

Doug Kessler Tuesday, June 9th, 2009 Your prospects are being buffeted by a firehose of information. David Fideler says: June 12, 2009 at 2:00 am This is the single best overview I’ve yet seen on strategic B2B content marketing — and the design is fantastic. HOME | RSS FEEDS | SITEMAP | CLIENT ZONE | CONTACT US Who we are What we do Our clients About Velocity Our blog The B2B Content Marketing Workbook.by

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Take the Poll: Which aspect of the B2B lead generation process frustrates you the most?

B2B Lead Generation Blog

Which aspect of the B2B lead generation process frustrates you the most? Passing leads to sales. Converting leads to pipeline revenue. Closing the loop on every lead. Getting a volume of names. Figuring out which names are valuable. Take the poll here

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Lead Generation Checklist - Part 2: Sales and Marketing – One Team

B2B Lead Generation Blog

I’ve started an eight-part series I’m calling the ‘Lead Generation Checklist.’ Each post in the series addresses a step that will help to make your lead generation campaigns work like a well-oiled machine. It can be tough to meld inherently diverse viewpoints, but it is a critical and often overlooked step in the lead generation process. It appears that there is a direct correlation between lead generation ROI and the frequency that sales and marketing huddle together.

Rick Short Explains How to Turn Staff Into Prolific Bloggers

delicious b2bmarketing

Blog HubSpot TV Contributors Marketing Kit Internet Marketing Blog The HubSpot Inbound Internet Marketing blog covers all of inbound marketing - SEO, Blogging, Social Media, Landing Pages, Lead Generation and Analytics. How do you think your blogging and vlogging generate international leads?

5 Steps for Brainstorming Your Marketing Plan

B2B Marketing Traction

This process often leads to iterative brainstorming where the participants start feeding off each other’s ideas. Tweet. One of the most fun aspects of marketing planning can be brainstorming. Here are ways to make sure your marketing brainstorming is fun and productive.

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Top 20 CRM Blogs of 2009

B2B Lead Generation Blog

B2B Lead Generation Blog – Brian Carroll. Read Forecasting Clouds' Top 20 CRM Blogs of 2009 Forecasting Clouds ranked the top 20 CRM blogs based on their content, readability and frequency of posting. I'm honored to have been included on the list. As I read over the list of blogs, I discovered some new ones worth reading along with a number of bloggers I already follow. Here's a partial list of the CRM blogs on their list: PGreenblog and CRM: The Conversation – Paul Greenberg.

Learn how to create content that improves your lead gen conversions

B2B Lead Generation Blog

B2B marketing efforts heavily rely on content as a lead generation incentive. To be effective in the lead gen cycle, this content has to be something your prospects yearn to read or view.   During “ How to Create High Conversion Lead Generation Content " marketers will learn how to: Use the 7 Questions Method to create relevant, effective content. Use third-party content for inexpensive lead nurturing programs.

Cold calling and the Complex Sale: observations you can learn from (thanks to my daughter)

B2B Lead Generation Blog

She stumbled across a video that included a recent mention of my book, Lead Generation for the Complex Sale. Instead, we need to make our calls a part of a multi-model and multi-touch approach to lead generation. Related Posts: Seven tips for improving cold calling for lead generation

5 tips to build more relevant and engaging lead nurturing emails

B2B Lead Generation Blog

This is hugely important because most marketers rely on email as their main lead nurturing tactic. As B2B marketers, we should have it drilled into our brains that relevance must be an essential part of our lead nurturing touches. If you have a complex sale, the best way to I know how to do this is to combine a human touch to build relationships with your lead nurturing message. Timing factors: Learn about these lead nurturing time factors.

what's your marketing approach?

The Effective Marketer

This entry was posted on Wednesday, July 29th, 2009 at 8:29 pm and is filed under Communication , Marketing Management , Marketing Strategy. The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking What’s Your Marketing Approach? An interesting post by Steve Johnson talks about marketing not being a list, but rather an approach to solving customers problems and helping buyers to buy.

B2B Email Marketing: Interview with Stephanie Miller

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. This study tracks with Return Path’s Deliverability Benchmark Report on the first half of 2009, which is based on the data Return Path manages for ISPs and corporate system administrators. Stephanie, is B2B lead generation a good application for email? How about lead nurturing and qualification?

To register or not, revisited: could there be a third way?

EMagine B2B Blog

Tags: B2B Web Strategy Converting Lead generation

C-Level Prospects - Make the First Appointment By Phone

Smashmouth Marketing

Being that b2b introductory meetings is Green Leads ' business, we have noticed a trend over the past several years. As some of you know, Green Leads also has a research arm where we conduct market research for clients. When I was recently at the Sales 2.0

B2B Marketing | Business to Business Marketing Information Portal

delicious b2bmarketing

B2B Marketing News SMEs flock to BT Tradespace 10 June 2009, 11:30 GMT BT Tradespace has announced 400 per cent year-on-year growth. Go to the Email Knowledge Bank CASE STUDY: McAfee Global campaign that delivered excellent sales leads CASE STUDY: Cushman & Wakefield Property giant launched its knowledge hub with strategic email campaign HOW TO. Edward Appleton 15 June 2009 Alternative marketing goes mainstream Scot McKee 11 June 2009 Dont hurt me Arch.Im

The Top 3 Priorities for 2010 Marketing Budgets

delicious b2bmarketing

About | Advertise | Submissions | Write for Us CrowdsourcedFRD Home Advertising Branding Design PR SEO-SEM Social Media Strategy More testchannel AdROCK eBooks Educational Facebook Guest Posts Twitter The Top 3 Priorities for 2010 Marketing Budgets November 2nd, 2009 | By guestblogger By Tom Pick | Online Marketing Executive | KC Associates With a lingering recession, the U.S. Online visibility, lead generation and brand-building are all important.

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Top 10 Triggered B2B Email Marketing Campaigns

Anything Goes Marketing

One of the themes for marketers in 2009 is “doing more with less”. While many may label this as “lead nurturing”, it goes well beyond lead nurturing. Inactive or Dormant Lead campaign. By education programs, I’m referring to the traditional lead nurturing campaigns.

Podcast: Why sellers don’t have the right tools to help buyers buy

B2B Lead Generation Blog

A recent lead generation poll showed that converting leads to pipeline revenue (accelerating sales) was the biggest challenge for marketers. Basically: How do we convert leads to sales? Sales teams tend to focus on gathering data and selling the solution; however, in order to make the most of our leads, sales need to be able to manage the behind-the-scene issues that our buyers face.

Sacramento marketing consulting company | B2B marketing consulting specialists | Business Communications Group

delicious b2bmarketing

We help you generate more and better sales leads by integrating inbound internet marketing components such as Web , search , and social media , along with email marketing , PR, and marketing materials in a closed-loop measurement system that delivers business results.

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Email Autoresponders 2.0 in B2B Marketing

Anything Goes Marketing

This type of personalization leads to a much stronger and smoother hand-0ff process between the marketing and sales teams which I described in my last post " Lead Management and Football ".

B2B PPC Optimization: Thought Leadership with Terry Whalen of CPC Search

Modern B2B Marketing

But for B2B, we are typically only measuring a lead submission via AdWords, and all leads are not created equal. The value of a lead can be all over the map, because some leads are high-quality and some are low-quality. To get at the true value of leads we need to access data beyond AdWords or analytics — we need to go into the marketing automation or CRM system.

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How To Build a Lead Nurturing Culture Part I

Anything Goes Marketing

There are many similarities between the concepts that Jim Collins discussed in his book and lead nurturing. Lead nurturing can mean many different things to may different people. There is no question that lead nurturing has been a proven tactic for B2B marketers.

10 Ways to Optimize Your Lead Conversion Rate

B2B Lead Generation Blog

Tweet The ultimate goal of B2B marketing and lead generation is to help the sales team sell. Marketers spend a lot of time and effort creating inbound leads but struggle getting those leads to convert into customers after they hand them off to sales. I’m going to share 10 levers you can use to improve your lead conversion right now: 1. The more you can humanize your lead follow-up the better. Create content geared toward lead progression, not lead capture.

B2B Lead Generation Checklist: 22 Success Tips

Sales Lead Insights

What do I like best about being a B2B lead generation consultant? The rewarding part is I get to see first-hand what works best (and what doesn’t) when it comes to generating, nurturing and identifying the qualified, sales-ready leads that salespeople, reps, resellers and distributors need. Speaking of what works best, here are 22 tips for getting better results from your B2B lead generation programs: ? What are some of the secrets to your B2B lead generation success?

My List of Demand Generation Vendors, and Who They Sell To

Customer Experience Matrix

Similarly, functionality is generally comparable although they may be less sophisticated at some tasks such as dynamic content generation (automatically altering an email or Web page based on lead characteristics) and branching campaign flows. One of the audience members at the B2B Marketing University in Boston asked about demand generation systems for small businesses, and how to distinguish among the vendors in general.

TechValidate: Marketing Content that Writes Itself

The Point

What single hurdle keeps B2B marketers from achieving the best possible results from inbound marketing, social media, and lead nurturing? Without a consistent stream of compelling, original, relevant information to offer, landing pages fail to convert visitors to leads, blogs wither, and lead nurturing [.]. It’s content. (Or Or rather, it’s LACK of content.)

Top 5 Lead Management Excuses (with Poll)

The Point

According to a recent industry survey by Demand Gen Report , fewer than 10 percent of marketing executives who responded have automated lead nurturing strategies and processes in place. Furthermore, only 15% of those same respondents planned to deploy or expand their lead management initiatives in 2009. Tags: Lead Management Lead Nurturing Marketing Automation

Crunchy, salty, nutritious news & views on B2B marketing for technology companies | Velocity - the B2B marketing acceleration agency for technology companies

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So click here to find out whether they changed my mind… Read more… Stan Woods | June 16th, 2009 | one comment The Content Marketing Workbook It’s here. Read more… Doug Kessler | June 11th, 2009 | 3 comments Choose your patients carefully The most respected surgeons in the world have the best survival rates. We… Read more… Neil Stoneman | May 8th, 2009 | 4 comments Why we steal from our clients.

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Is Social Media Wasted on PR Agencies?

The Point

Except awareness and thought leadership represent only a fraction of the potential return from social media, and in fact (I would argue) place well behind the windfall that social media makes possible in the areas of lead generation and lead nurturing. If I were to have written the plan, the primary objectives would have read: * drive search-generated traffic and net new sales leads. * expand company’s leads database and community of followers.

PR 9

SEO, Meta Descriptions, Content, and Generating Leads

NuSpark

They may be great technicians, but we need help when it comes to writing compelling content that drives leads. You’ll get an idea on how these meta descriptions should be structured for lead generation. Once clicked, the opportunity for conversion and lead generation begins.

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B2B Lead Generation Benchmark Study 2009

Sales Lead Insights

Please participate in this important B2B Lead Generation Benchmarking Study by taking this fast and easy online survey. If your answer is yes to any of the following questions, you will want to participate in this important B2B Lead Generation Benchmark Study. Are you interested in knowing how your company’s programs and results compare to other companies’ B2B lead generation efforts? Do you know others who are responsible for B2B lead generation?

B2B 2

B2B Lead Generation Benchmark Study 2009

Sales Lead Insights

Please participate in this important B2B Lead Generation Benchmarking Study by taking this fast and easy online survey. If your answer is yes to any of the following questions, you will want to participate in this important B2B Lead Generation Benchmark Study. Are you interested in knowing how your company’s programs and results compare to other companies’ B2B lead generation efforts? Do you know others who are responsible for B2B lead generation?

B2B 2

Industrial Marketing, Lead Generation and Sales: It’s Complicated

Industrial Marketing Today

Remember this rom-com from 2009? Despite the critics giving it mixed reviews, it went on to gross $219.1 million worldwide. A hit movie for sure. Sometimes I feel the same way [.]. This is only a content summary. Please click on the headline to read the full article. Visit my website for more content on industrial marketing.]. Content Marketing Industrial Marketing Sales Strategies Analytics Industrial sales Industrial sales strategies Measurement and tracking