ClickInsights: What was your "Aha" moment in 2009? - Part 2

Ambal's Amusings

I have invited our Panel of B2B Marketing Experts to reflect on 2009 and answer the following question: What was your aha moment in 2009 ? Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. B2B Lead Generation Blog.

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.

ClickInsights: What was your "Aha" moment in 2009? - Part 1

Ambal's Amusings

I have invited our Panel of White Paper Experts to reflect on 2009 and answer the following question: What was your aha moment in 2009 ? Since I’ve started a Twitter presence in February 2009, I have been able to build a 4000+ following relatively easily.

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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

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?

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.

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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.

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.

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MarketingSherpa Seeks Case Study speakers for 2009 B2B Demand Generation Summits

B2B Lead Generation

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.

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

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.

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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

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.

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.

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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?

What IS and ISN’T Lead Nurturing

B2B Lead Generation

While chatting with a client recently, she told me that she had just met with her third new boss this year to explain the company’s new lead nurturing process. The problem was that her boss felt their current integrated marketing campaigns qualified as lead nurturing. We discussed the challenges of communicating what IS and ISN’T lead nurturing. What IS Lead Nurturing: Sending a very targeted email that includes content based on the recipient’s role in the company.

A List of B2B Lead Qualification Criteria by Category

Sales Lead Insights

I was thinking about all the lead qualification criteria I’ve seen used in B2B lead generation programs and started listing them by category. What criteria do you use to determine that leads are qualified as being ready for sales follow up?

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.

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.

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?

Lead Generation Check list – Part 7: Effective lead management

B2B Lead Generation

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.

A multi-modal approach to lead nurturing

B2B Lead Generation

To be successful at lead nurturing marketers can't rely on one specific channel but rather they need to leverage a multi-modal portfolio of channels. The goal of lead nurturing is to maintain a relevant and consistent dialog with viable future customers - regardless of their timing to buy. To help illustrate, I created a mind map of what multi-modal lead nurturing looks like (click image to enlarge). Download Multi-Modal_Lead_Nurturing PDF.

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.

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

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?

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?

Lessons on Using LinkedIn for Lead Generation

B2B Lead Generation

I've heard more B2B marketers citing LinkedIn as a key social network they want to add into their lead generation and marketing strategy. I often get asked questions like "how do you generate leads via LinkedIn (without alienating your network)?

Who are the 50 Most Influential People in Sales Lead Management?

Sales Lead Insights

Here is your chance to vote for up to five of the fifty most influential people in sales lead management. The Sales Lead Management Association (SLMA) announced today that it has opened the voting to determine the 50 most influential people in the field of sales lead management for 2009. The results will be published on November 16, 2009. Tags: B2B Lead Generation

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

B2B Lead Generation

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. For the sixth installment, I’d like to talk about a multi-modal approach to lead generation.

5 Mistakes B2B Marketers Need to Avoid in 2010

Anything Goes Marketing

2009 has been a long year but as I reflect back on my many conversations, I've created a top 5 list of items to avoid in 2010: 1. This may mean creating a lead nurturing program for new inquires on your website or using dynamic content in emails that presents a more relevant message.

Lead Generation Data: Converting leads to pipeline revenue is biggest issue for marketers

B2B Lead Generation

I recently hosted a poll to ask fellow marketers which aspect of the B2B lead generation frustrated them the most. Overall, 34% of the 94 participants replied that converting leads to pipeline revenue is the biggest issue for them.

Lead Generation Checklist - Part 1: The Mindset: Conversations, not campaigns

B2B Lead Generation

Building an effective lead generation program is kind of like baking a cake. Over the next few months, I want to offer you a ‘recipe’ for building an effective lead gen program. Lead generation should be a series of conversations, not campaigns. There are certain ingredients that are absolutely necessary. You can tweak the recipe a little here and there adding your own special touches as long as you include the main components.

8 Tips for generating high quality leads that sales people love

B2B Lead Generation

Ask most executives and marketers what sales people need to sell in this economy and they will say, "more leads." " So their lead generation focuses on getting MORE leads to their sales team but I've found that sales people really don't want more leads. Actually, what they want is more effective selling time with BETTER "sales ready" leads that will convert into pipeline opportunities. Leverage effective lead management practices.

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.

B2B Lead Gen Low Down: Gist

Reachforce

As we run across cool companies that are trying to add value to today’s B2B sales and marketing teams we want to be sure and share them with our B2B Lead readers. Here's another great idea. Have you heard of Gist? If not, you should check it out. It might just

Your B2B Lead Generation Budget: Start by Cutting It Into Thirds

Sales Lead Insights

Here is a simple and effective way to allocate your business-to-business lead generation budget. Use the first third of your B2B lead generation budget for Internet marketing. Start with: Search engine optimization (SEO) so your web pages will be found when prospects are using the leading search engines to find companies, products or services like yours. Use the second third of your B2B lead generation budget for direct marketing.

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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."

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.

Want To Generate More Leads? Leverage Your Prospects’ Five Senses

Sales Lead Insights

If you want your B2B lead generation campaigns to be as successful as possible, you need your lead generating messages to break through the clutter, get your prospects’ attention and provide them with compelling reasons to respond. If your product can be associated with a pleasing fragrance, consider adding that fragrance to your lead generation materials. Tags: B2B Lead Generation B2B sales leads Sales lead generation