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 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?

2009’s 50 Most Influential People in Sales Lead Management

Sales Lead Insights

I promised to link to the list of the top 50 most influential people in sales lead management. Tags: Sales lead management The ballots are counted. Imagine the drum roll.) And the winners are: [link]. To those of you who voted for me, my sincere thanks! If you'd like to learn more, please use my Contact Form , call me directly at 1-800-944-5553 or +1-401-294-7730, or check out the marketing consulting or speaking and training pages on my website.

MarketingSherpa’s Email Summit 2009

LeadSloth

The focus is on list- and trigger-based emails and on landing pages, rather than on the full Lead Management Automation functionality. Today MarketingSherpa’s Email Summit started in Miami. It is focused on advanced email strategies, which is an important part of the demand generation process. Most of the case studies seem to be B2C rather than B2B. Nevertheless, there are lots of interesting advanced email topics that are just as relevant for B2B demand generation specialists.

Email 100

The Top People in Sales Lead Management in 2009: Friday, November 13th is Your Last Chance to Vote!

Sales Lead Insights

Don’t miss this opportunity to vote for your top five candidates to be among the fifty most influential people in sales lead management in 2009. Because the Sales Lead Management Association (SLMA) is closing the polls at Midnight Pacific Time (UTC-8) on Friday, November 13th. Then be sure to watch for the results on November 16, 2009. Tags: Sales lead generation Sales lead management sales lead management

What is the ROI of Lead Management?

LeadSloth

Earlier this year I downloaded Silverpop’s lead management workbook , and I planned to write about it. Unfortunately, not enough time… Last week I received a copy of Marketo’s Lead Nurturing workbook. Why Lead Management. Lead Scoring.

Lead Generation Tip - 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.

Calling all Copywriters and Wanna-be-Copywriters to Copywriting Success Summit 2009

Ambal's Amusings

Mike Stelzner is once again pulling together one of his informative online summits - Copywriting Success Summit 2009. We have invited Michael Stelzner, event producer of Copywriting Success Summit 2009 to share his thoughts on copywriting and details of the event he is organizing.

FAQ 130

Leads Don't Suck - Good Leads Are.

Smashmouth Marketing

When I was on my conference road trip this spring, I heard publicly, from speakers and audience alike the same comment, "Leads Suck". What if you could get your sales team to NEVER say "Leads Suck"? There are lots of terms describing leads.

Lead 130

Web Leads - Pounce, Pause, Nurture or Wait?

Smashmouth Marketing

Nigel Edelshain : "My instinct so far is call or email soon with some value-add (since leads go South fast) but not make direct reference to your tracking for fear of scaring them off.". A few weeks ago I published a product review of LeadLander.

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

Lead Generation Tip - 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

MarketingSherpa Marketing Summit, Emily Salus of CollabNet on Lead Scoring

Smashmouth Marketing

This week is MarketingSherpa's 6th Annual B2B Marketing Summit 2009 in San Francisco, to be repeated two weeks later in Boston. Emily is responsible for managing lead processing, lead scoring, nurture programs and reporting metrics. What are some simple ways to do Lead Scoring?

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.

Lead Generation - Marketo's Definitive Guide To Lead Nurturing

Smashmouth Marketing

I just reviewed Marketo 's recently released Definitive Guide to Lead Nurturing. What I found most useful were the examples of calculating the ROI of Lead Nurturing. Go download it now: Definitive Guide to Lead Nurturing.

Leads Don't Suck - Good Leads Are.

Smashmouth Marketing

When I was on my conference road trip this spring, I heard publicly, from speakers and audience alike the same comment, "Leads Suck". What if you could get your sales team to NEVER say "Leads Suck"? There are lots of terms describing leads.

Lead 130

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.

Sales 153

The Elves Are Making Appointments and Leads

Smashmouth Marketing

We hear this all the time, even from our own reps when they are having a slow week: "December is terrible for lead gen. End of year and the holidays.". True, people have other things on their minds.

Interview with Leading Sales Expert: Jim Keenan

Buzz Marketing for Technology

This new access provides sales people with leads and opportunities once hidden from the world in person to person verbal conversations or the invisible conversation. 1) Why do you think it so hard for marketers to tune into what is effective at the sales level? Marketing is “passive selling”.

Sales 151

Lead Generation Tips: Business Card Data Entry For Free | Dreamforce Special

Smashmouth Marketing

In the bottom of your computer bag If you answer is more than 10 cards, then you have leads laying around that are going untapped. Get instructions now >> 100 business card leads How many business cards do you have laying around in one of the current states?

B2B Sales Leads from Data Services - Smashmouth Review

Smashmouth Marketing

When we're selling our outbound marketing demand gen solutions, we get asked all the time, where can I find inexpensive b2b sales leads ? So below is a collection of data sources we've used in our lead generation work.

Review 138

Dreamforce 2009: Using Lead Nurturing and Scoring to Deliver More and Higher-Quality Sales Leads

Modern B2B Marketing

Last Wednesday I attended the Dreamforce session Using Lead Nurturing and Scoring to Deliver More and Higher-Quality Sales Leads. In this session, they discussed how to use lead scoring to identify and prioritize sales-ready leads.

Lead Generation - Marketo's Definitive Guide To Lead Nurturing

Smashmouth Marketing

I just reviewed Marketo 's recently released Definitive Guide to Lead Nurturing. What I found most useful were the examples of calculating the ROI of Lead Nurturing. Go download it now: Definitive Guide to Lead Nurturing

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

Lead Generation Tip - Don't Be An Expert

Smashmouth Marketing

Question : If the goal of a call is lead generation and appointment setting for my sales engineer, how should I handle a prospect when they ask a tough technical question I can't answer? As Jeff Ogden, the Fearless Competitor , says about lead generation: "Stop complaining, take action now."

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.

Vendor 138

Lead Gen Strategies: Sales People Should Be Selling, NOT Prospecting

Smashmouth Marketing

This past week a prospect commented that she wanted to explore a third-party lead gen program because their sales reps were spending too much time prospecting and not selling. She said that if they had enough leads they would be SELLING and CLOSING -- not having to do lead gen.

Appointment Setting, Blogging and Lead Nurturing - Interview on Marketo's Blog

Smashmouth Marketing

Just a quick post to point readers to an interview of me on Marketo 's blog, Demand Generation and Social Media: Thought Leadership with Mike Damphousse of Green Leads. When it comes to leads, quality or quantity ?

Dreamforce 2009: Search Engine Marketing Junkies

Modern B2B Marketing

This panel of B2B search engine marketers at Dreamforce 2009 talked about how to take your search marketing to the next level, including SEM tips and tricks, landing page strategies, Web site analytics, and more.

ActiveConversion Review - SMB Lead Management

LeadSloth

Lead Scoring. Lead scoring works for both anonymous and known visitors: for anonymous visitors the triggers for increasing the lead score are somewhat limited, essentially page views and return visits. Lead scoring configuration. From Web Analytics to Demand Generation.

Lead Gen Call Center In The Cloud - Virtual Hybrid

Smashmouth Marketing

When we started Green Leads we set out to build the perfect Virtual Call Center. We accomplished it, and other than not seeing people face-to-face, the way we work is identical to a traditional call center. We can see people's dials, what CRM records they modify, listen in for training, etc.

The B2B Lead Generation Benchmark Study Report: Useful data and advice

Sales Lead Insights

Are you looking for data to help justify a bigger budget or more resources for your B2B lead generation programs? Are you looking for advice you can use to make your B2B lead generation programs as productive as they can be? Get the 2009 B2B Lead Generation Benchmark Study Report. It provides metrics and best practices for business-to-business lead generation. Do you know which lead generation activities your peers are now finding to be the most productive?

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?

MarketingSherpa Marketing Summit: Emily Salus of CollabNet on Lead Scoring

Smashmouth Marketing

This week is MarketingSherpa's 6th Annual B2B Marketing Summit 2009 in San Francisco, to be repeated two weeks later in Boston. Emily is responsible for managing lead processing, lead scoring, nurture programs, and reporting metrics. What are some simple ways to do Lead Scoring?

Lead Generation Tips - Don't Be An Expert

Smashmouth Marketing

Question : If the goal of a call is lead generation and appointment setting for my sales engineer, how should I handle a prospect when they ask a tough technical question I can't answer? As Jeff Ogden, the Fearless Competitor , says about lead generation: "Stop complaining, take action now.".

Lead Generation Tip - Don't Be An Expert

Smashmouth Marketing

Question : If the goal of a call is lead generation and appointment setting for my sales engineer, how should I handle a prospect when they ask a tough technical question I can't answer? As Jeff Ogden, the Fearless Competitor , says about lead generation: "Stop complaining, take action now.".

Why is measuring Lead Gen in Social Media so hard?

Buzz Marketing for Technology

This isn’t a new problem – how to measure lead generation from online activity is as old as the web itself. Still others have added click to chat or click to call type of functionality that when combined with a slightly re-engineered process means you can totally measure the leads.

Top 80 B2B Marketing Posts for 2009

B2B Marketing Zone Posts

This technique was also used to generate the Hot Trends in B2B Marketing for 2009. Top 80 Posts - December 1, 2008 to November 30, 2009. How to Create a Social Media Marketing Strategy - WebMarketCentral , March 24, 2009. PR Meets Marketing , February 16, 2009. Twitter Analytics: Five Practical, Lesser Known Free Tools for B2B Professionals - B2B Marketing Savvy , August 31, 2009. 42+ Social Media Marketing Tools - Junta 42 , June 2, 2009.

MarketingSherpa Seeks Case Study speakers for 2009 B2B Demand Generation Summits

B2B Lead Generation Blog

If you have a great B2B story to tell, think about sharing it with other B2B marketers at MarketingSherpa’s 6th Annual B2B Demand Generation Summit 2009. Experienced B2B marketers who want to present will need to submit speech proposals by May 21, 2009. MarketingSherpa is looking for speakers for the events which will be held September 23-25 in San Francisco and October 23-25 in Boston.

How Social Commerce leads to Advocacy Based Marketing (ABM)

Buzz Marketing for Technology

All of this will lead to a new era of digital commerce in the next 24 months – Are you ready? Every company today is headed for a Brave New World of eCommerce – and that is the world of Social Commerce.