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Tips on how to use LinkedIn for Better Lead Generation

B2B Lead Generation Blog

Have you ever wondered about how can you use LinkedIn for better lead generation and business. Then came a couple of decades of marketing positions – mostly in the technology industry. You also want to get a clear understanding of what’s meant by “lead generation”.

Is lead generation killing marketing?

Chris Koch

This was the gist of a very controversial assertion made by a senior marketer from a very well known B2B technology company during dinner at our ITSMA Marketing Leadership Forum (download highlights from the ITSMA Marketing Leadership Forum) when he said: “An overemphasis on leads is damaging our relationship with sales.”. How could emphasizing leads not improve the relationship? The overall success of marketing is defined by increases in those two things.

Trending Sources

Facebook Advertising Tricks for B2B Marketers

Buzz Marketing for Technology

After 9 years of Search Engine Marketing – I think it is safe to say any keyword you are going to buy is maxed out when it comes to the Google AdWords auction process. So let’s go through 3 Tricks to Maximize a Facebook Advertising purchase for B2B Marketers.

Lead Generation Programs That Work

Marketing Insider Group

During my presentation titled Lead Generation Programs That Work I walked through the 5 Steps to Achieve Lead Generation ROI. I defined the top tactics for driving leads in today’s environment and listed those that aren’t working as well as they used to.

B2B Lead Generation without Lead Nurturing is Doomed to Fail

Industrial Marketing Today

Here’s the shocking reality of B2B lead generation – 79% of marketing leads never convert into sales opportunities. Source: Marketing Sherpa/ KnowledgeStorm). B2B marketing and lead generation experts point to a lack of lead nurturing as the primary cause of this poor performance. Why is lead nurturing important? So, less than 10% of all leads are actually followed up.”. What is lead nurturing?

5 Sales Closing Techniques

Marketing Insider Group

This post also appeared recently in B2C Marketing Insider. If the quantified impact of the business problems exceeds the investment required to solve the problems, a buying decision is easy to justify. Trinity Oct 10 2010 A very good advice.

Improve Lead Generation with Help from Unhappy Customers

Modern B2B Marketing

Thomas Edison brings up a good point that even B2B marketers struggle with today. After the effort and time you put into generating sales leads and closing them, it’s only impactful to the bottom line if the customer remains a customer. by Andrew Spoeth.

Deconstructing the Four Stages of the Industrial Buy Cycle

Industrial Marketing Today

The problem becomes more acute for the industrial sector because the industrial buy cycle can be a long and complex process that often involves multiple decision makers. In short, this is good, practical and actionable stuff and not some marketing theory.

5 Steps to achieve Lead Generation ROI

Marketing Insider Group

In this article I will argue for the importance of and the 5 steps to create marketing ROI through demand generation. Social media is hot mainly because it is new news to lots of folks in marketing and across our organizations that “the customer is indeed in charge”.

Translate Features into Benefits if You Want Your Marketing.

Industrial Marketing Today

What I do want to talk about here is the how and not the why of you should translate your features into tangible benefits if you want your marketing content to engage with prospects and convert them into customers. students at Harvard: “People don’t want to buy a quarter-inch drill.

B2B Marketing Predictions For 2011

Marketing Insider Group

So here is my list of B2B Marketing Insider predictions for 2011. 2010 was the year social media moved from cutting edge to mainstream (right?). The quality vs. quantity of leads debate will rage on. Michael Brenner Nov 18 2010 Hi Chris, Thanks so much for your comments.

Tips to Improve How You Segment Your Database

Anything Goes Marketing

When you have the right data you can laser focus your marketing efforts and achieve a higher response from your marketing campaigns. Before we get to these, let’s examine the pitfalls that some marketers fall into when it comes to collecting data. Hi everyone.

Content Auditing and Mapping it to the Industrial Buy Cycle

Industrial Marketing Today

What does it really mean to an industrial marketer, especially if you work for or are a small to mid-size manufacturer or engineering company? Industrial giants have deep pockets to create marketing content on a daily basis. What is effective content marketing?

Lessons from the CSO Insights 2010 Lead Generation Optimization Study

Modern B2B Marketing

The CSO Insights 2010 Lead Generation Optimization Study identifies some of the best practices that companies are focusing on to optimize their lead generation performance. Mine the Gold in Marketing Automation and CRM Systems. Sales and Marketing 2.0.

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. Achinta Mitra September 28, 2010 at 11:30 am @S.

7 Tips For Successful Lead Follow-up

Marketing Insider Group

The companies that are able to create a sustainable responder generation program will see higher conversions and sales. In my 20 years of marketing, sales and Telemarketing experience I have created many “Tele Web” programs, and here are the top reasons they succeed.

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. Stay tuned as the role of B2B marketer continues to evolve.

10 Questions: Do You Need Marketing Automation?

The Point

A couple of weeks ago our firm prepared a detailed ROI analysis for a client helping them substantiate to their management the investment in a marketing automation platform. For other companies, the decision of whether or not to take the plunge into marketing automation is less of a slam-dunk.

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My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

Modern B2B Marketing

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. This is especially true in the handoff between marketing and sales. Put simply, SDRs pass the baton from marketing to sales. Faster lead response times = better conversion rates.

Lead Generation Best Practices: Summarizing the 7-Part Series

ViewPoint

” In this seven-part series, we’ve taken an in-depth look at the “processes, practices and systems” that are widely recognized as “improving an organization’s performance and efficiency” in the area of sales and marketing lead generation. Part 1: Agree on Lead Definition. Sales and marketing must agree on the criteria for a lead to be qualified for hand-off. Part 2: Segment & Test Your Market.

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7 Strategies for Using Content to Market Industrial Products

Industrial Marketing Today

It is heartening to see that content is at the center of most discussions about the state of B2B marketing today. However, industrial marketers face a challenge when it comes to producing a steady stream of fresh content to keep their target audience engaged.

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How to Nurture The Great Unknown Leads

Marketing Insider Group

In this post, I will explain how you can use your best content to nurture these early stage leads to the point where they are ready to take the next step in their buying journey – and to take it with your company. So how do you mine these contcts for leads?

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B2B Marketing Lead “Phoenix” Reactivation Project by Christopher Ryan

Great B2B Marketing

How to Generate Revenue from Your Dead Lead Pool. We refer to these lists by different names, including the dead lead pool, lapsed customer list, or inactive database. In other words, the dead leads are not so dead after all and like the legendary Phoenix bird they can rise from the ashes to help make your revenue goals a reality. . Or they told you they weren’t in the market at the time or purchased from competitors.

Variety of Content is the Key in the Early Stages of the.

Industrial Marketing Today

In Needs Awareness and Research phases, the first two stages of the industrial buy cycle (see my earlier post Deconstructing the Four Stages of the Industrial Buy Cycle ) your prospects and customers use a variety of online content to find solutions to their current problems and needs.

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Integrate Social Media Into Your Marketing Mix

Marketing Insider Group

At the same time, you know that social media has changed the marketing landscape : shouting to prospects with endless email offers may produce leads but you’re worried about the longer term implications to your market. Start blogging Make “social” part of your marketing DNA.

Enjoy A Demand Funnel Cocktail

Marketing Insider Group

At the time, I was leading a large online demand generation program and had some thoughts about the state of the marketing and sales funnel. It serves as the basis for your sales and marketing strategy.&# Marketers sell stuff and sales people market stuff.

ClickInsights: Biggest roadblock to converting marketing leads

Ambal's Amusings

One of the goals of marketing is to generate leads. What is the next logical step once you have managed to get high quality leads? Yes, getting those leads into the sale pipeline. How do marketers overcome this roadblock? So marketing tries to feed the pipe.

Shortening the Industrial Buy Cycle in 5 Simple Steps

Industrial Marketing Today

Even though her article is about the B2B buy cycle in general, it is a perfect follow up to my earlier post “Deconstructing the Four Stages of the Industrial Buy Cycle.” She has focused on identifying the problem and providing a 5-step solution to shorten the buy cycle.

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Is Social Media BS?

Webbiquity

That was the provocative question raised, and answered, by HubSpot VP of Marketing Mike Volpe in a webinar last Friday. When marketing moved online, advertisers shifted efforts to banner ads, pop-ups and email marketing. It has to be part of the fabric of marketing efforts.

B2B Websites: To Publish Prices, Or Not To Publish…That Is The.

Industrial Marketing Today

This is not a new problem; business marketers have been debating the pros and cons of publishing prices on their websites for several years now. Because pricing information is now sought much higher up in the sales funnel than most marketers suspect. Copyright © 2010 Tiecas, Inc.

Shadow Pipeline – accounting for the missing dollars

Buzz Marketing for Technology

Just because you decided to throw an event at the beginning of the year doesn’t mean anyone wanted to buy your solution or even had the funding to buy your solution. Tags: Business Intelligence Interactive Marketing Lead Generation ROI Sales

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Mix Up Offer Content to Keep Nurturing Prospects Engaged

The Point

In a recent article (member access only), Marketing Sherpa offers up some intriguing research into how prospective tech buyers view email offer content, and how those views can differ dramatically from common assumptions held by marketers.

Can Industrial and B2B Marketers Learn Creative Problem Solving.

Industrial Marketing Today

Home Marketing Matters About Contact B2B Marketing Store Company Website Can Industrial and B2B Marketers Learn Creative Problem Solving from Fifth Graders? Next, idea-finding: generate as many ideas as possible. Copyright © 2010 Tiecas, Inc.

Lead Generation Check list – Part 8: Lead nurturing for lead development

B2B Lead Generation Blog

To help you start the New Year, I’d like to wrap up my Lead Generation Checklist Series with the secret to successful lead generation – and, for that matter, marketing in today’s B2B space: lead nurturing. At it's core, B2B lead generation is about building relationships. In today’s commoditized business climate, the one thing that sets apart companies with a complex sale is how well they build and nurture long-term leads.

Sales Lead Management: Are You a Victim of FTFU (Failure to Follow-Up)?

Great B2B Marketing

This post involves one of my pet peeves in marketing: the tendency of marketers to spend money and time to generate inquiries and then fail to follow-up (FTFU) on these inquiries. This failure can be fatal to the success of your sales lead management program. So what are the lessons of this example and how do they apply to B2B marketers who are selling more expensive products and services? Don’t practice optional behavior when it comes to sales lead management.

What’s the next big idea in B2B?

MLT Creative

There were many articles from this time last year full of insightful predictions for 2010, and a few recent ones for 2011. Why not ask B2B marketing experts I trust to answer my question via tweet? Unite sales & marketing into one revenue generation machine.

Outbound Marketing versus Inbound Marketing by John Leavy

Great B2B Marketing

. “ In marketing there are those who satisfy needs and those who create wants. ” – Juan Carlos Castillo. . Today, the average person is mugged by more than 2,000 outbound marketing messages per day. People are finding more creative ways to shelter themselves from the assault of interruption marketing. The pros for outbound marketing are…. The cons for outbound marketing are…. Some of the cons for inbound marketing are….

Using Content to Move Prospects Forward in the Sales Cycle

Industrial Marketing Today

Ardath Albee, CEO of Marketing Interactions, Inc. said it best when she wrote, “Passive reading of your content is not going to help online marketing initiatives shorten buying cycles or increase customer acquisition and revenues.” Copyright © 2010 Tiecas, Inc.

5 Things Industrial Marketers Must Do to Attract Engineers and.

Industrial Marketing Today

So I’m not only familiar with an industrial marketer’s target audience, I am the audience or at least a member of it. Here are my top five industrial marketing lessons: Lesson #1: Save them time Most engineers, especially design engineers are already overloaded with work.

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?