Lead Generation: 81% of marketers use email marketing

B2B Lead Generation

Tweet We surveyed 1,915 marketers for the 2012 MarketingSherpa Lead Generation Benchmark Report , and asked them about their most widely used lead gen practices. Which of the following lead generation tactics does your organization currently use?

Lead Generation: What’s Working – Tactics, Budgets and Preferences

Industrial Marketing Today

Summer is a good time to look back at what has worked for lead generation and compare yourself with your peers as you plan for the second half of the year. What were the most effective SEO tactics used for lead generation in 2012?

Lead Generation: How 64% of marketers starve Sales of opportunity

B2B Lead Generation

Unbelievably, most are still sending only raw leads to Sales, and they aren’t making an effort to bring those leads to a place where they’re ready for Sales to bite into. 64% of marketers still send all leads that respond to marketing campaigns directly to Sales.

Optimizing the Lead: 4-step lead generation analysis

B2B Lead Generation

Including lead generation. EST – “ Planning for 2013: How to best utilize top lead gen tactics in the New Year ” – David Kirkpatrick, Senior Reporter, MECLABS, and I will review the basics of the lead generation funnel. Among other things, we’ll take a basic look at conducting a lead generation analysis, to help you optimize your lead generation process, campaigns and programs. Step #2: Review new leads.

Ideal Customer Profiles: 5 steps to ensure your lead generation stays on target

B2B Lead Generation

An ICP is the foundation of your entire lead generation program. It helps you narrow your lead generation universe and provide a standard against which you can prescreen opportunities. The result: Its lead conversion decreased by 50%. Tweet Joe is newly single.

Lead Generation is Crippling Demand Generation

Digital B2B Marketing

Lead generation and demand generation, although related, are at odds with each other. When many B2B marketers say demand generation, they mean lead generation, and the program will be measured on leads and the value of those leads.

Lead Generation: 43% say organic search drives most traffic, but only 29% say it drives most conversions

B2B Lead Generation

Tweet In the MarketingSherpa 2012 Lead Generation Benchmark Report , we asked 1,915 marketers about traffic volume and traffic that converts. Q: Which of the following sources generates the GREATEST VOLUME of traffic coming to your site?

Why 75% of Marketers Are Experiencing Lead Generation Pain and How to Stop It Before It’s Too Late

B2B Lead Generation

If you’ve been feeling the pain of producing lead quality and quantity but don’t know what to do about it, keep reading. I’m going to give you what you need to start easing that pain now by developing a formal lead generation strategy with a universal lead definition (ULD).

How Dreamforce Boosts Lead Generation [CHART]

Modern Marketing

by Paul Teshima | Tweet this Dreamforce 2012 is just about to kick off this week, and it promises to be the biggest cloud event ever. We were surprised how strong the impact on new leads per month were at the “0″ month mark (the month when Dreamforce took place).

B2B Lead Generation: Are You Killing the Golden Goose?

ViewPoint

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest).

Survey Results: Improving Content Marketing is the #1 Priority for 2012 Lead Generation.

NuSpark

I recently conducted a poll on LinkedIn asking respondents what they believe should be the #1 priority in 2012 for generating leads in B2B firms. The poll also supports my message of how content marketing and lead generation go hand-in-hand.

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Manufacturers: Don’t Start a Lead Generation Campaign Without Sales

Industrial Marketing Today

Every manufacturing or industrial company that I talk to wants more leads. However, there is a serious disconnect between sales and marketing when it comes to defining a qualified lead. Recently, a manufacturing client retained me to help them improve their industrial lead generation program. In short, very poor ROI from their lead generation efforts. President – “It is not a lead unless we have a RFQ (Request for Quote).”.

B2B Lead Generation: The Best of PowerViews

ViewPoint

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management.

Lead Generation: Phone calls turn first-time webinar into million-dollar leads

B2B Lead Generation

Follow the lead of Jeremy Scully and take a high-stakes gamble: Put your reputation on the line to prove marketing’s value. As soon as the webinar was over, a standard email thanking attendees was automatically sent, and Scully commenced his lead-generation efforts.

My Leads Went Where??! – Lead Generation Horror Story #1

Reachforce

In the day to day challenge of lead generation, numbers matters. And when lead flow slows to a trickle, this sets off an understandable panic in the marketing corner. The average close rate on hand-raisers from inbound lead forms was around 50%.

B2B Lead Generation: Getting on the same page

Sales Lead Insights

A lead is a lead. I always recommend to my sale lead consulting clients that they create a gloss ary of terms related to their B2B lead generation progra m s. Lead: A broad term used to describe everything from lists to inquiries to tradeshow leads to sales ready opportunities. Sales Accepted Lead: A Marketing Qualified Lead that has been accepted by sales. Do you have terms and definitions to add to a BtoB sales lead glossary?

The Top #Nifty50 Women in Technology on Twitter for 2012

Webbiquity

We’re proud to acknowledge these 50 women from 41 different organizations as the top #Nifty50 women of technology on Twitter for 2012. Active across social networks, Cindy leads Microsoft’s small- to midsized-business sales and marketing efforts as Vice President U.S.

The Top #Nifty50 Women in Technology on Twitter for 2012

Webbiquity

We’re proud to acknowledge these 50 women from 41 different organizations as the top #Nifty50 women of technology on Twitter for 2012. Active across social networks, Cindy leads Microsoft’s small- to midsized-business sales and marketing efforts as Vice President U.S.

79 Remarkable Social Media Marketing Facts and Statistics for 2012

Webbiquity

Not only do leads generated through social and content marketing cost half as much as traditional outbound-generated leads (see below), they also close at higher rate (again, see below). And social media isn’t just about lead generation of course.

Are Your Lead Generation Tactics Targeting The Wrong Buyer? 4 Steps You Can Take.

Tony Zambito

Lead generation today is becoming the art and science of targeting. Nearly 30% expressed dissatisfaction with lead conversion to sales. If you are off-target with the buyer – you will be off-target on your lead generation tactics.

Lead Generation: When To Use Registration Forms

Marketing Insider Group

And marketers should employ strategies to identify and capture every one of these leads that we can for our businesses. Generate Demand With Content Marketing. Joe Chernov, VP of Content Strategy has offered up a whole deck on content and demand generation. Demand Generation

Why Lead Generation is Irrelevant

ANNUITAS

According to a 2011 study by MarketingSherpa , 74% of B2B marketers stated that their biggest challenge was generating high quality leads. The next biggest challenge was a distant second: 49% cited “generating a high volume of leads”. One of the reasons that generating high quality leads continues to present itself as the top challenge (it took #1 honors in 2010 as well) is that marketers are focusing on the wrong thing – lead generation.

10 of the Best B2B Internet Marketing Infographics of 2012

KoMarketing Associates

As 2012 winds down, here are 10 of our favorite internet marketing infographics related to the B2B sector. Selling Through Social Media to Close More Leads. The B2B Lead Generation Manifesto. Selling Through Social Media to Close More Leads.

New Infographic: B2B Lead Generation & Content Marketing Trends

NuSpark

The infographic summarizes key data from a variety of research reports covering B2B and technology lead generation, media strategy, and content marketing trends, from initial solution research to lead nurturing. Presenting my first infographic.

A New Way To Connect Twitter To Lead Generation

Digital B2B Marketing

B2B marketers are so anxious to generate leads from social media they are turning Twitter into a list for cold calls and mass email blasts. Here is a better way, along with actual results, that companies can use to drive leads through social media.

The State of Buyer Personas 2012

Tony Zambito

The adoption of research-based modeling of buyers that leads to buyer personas has been mixed. The State of Buyer Personas 2012. This leads me to another belief that may be counter intuitive: poised to enable this stronger form of interaction and connection is sales.

Study: B2B Marketers Turn to Content Marketing for Lead Generation

KoMarketing Associates

According to the results of a recent study from Holger Shulze, B2B marketers worldwide are turning to content marketing to improve their marketing campaigns, including boosting lead generation efforts, brand awareness, and customer loyalty.

18 Ways to Promote Your White Paper for Lead Generation

NuSpark

A quality white paper can one of the most important content marketing vehicles to generate leads within your internet marketing plan. Generate new leads. Nurture existing leads. This is an ideal method to generate back links and create buzz about your paper.

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Is Lead Generation Slipping Away From Marketing?

ViewPoint

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. ” But in a recent post on the Sales Lead Management Group on LinkedIn, Kevin McArdle, the regional sales manager for Eloqua (Chicago), advocated that sales departments should take over lead gen and he makes the following points: Sales departments are responsible for revenue.

B2B Lead Generation vs B2B Advertising: What You Need to Know

Digital B2B Marketing

Among paid media and advertising tactics, lead generation programs like content syndication are a key source of leads for B2B marketers, especially in the enterprise technology space. Lead Generation vs Advertising: The Numbers How big is the difference?

Lead Generation: A Watched Pot Never Boils

ViewPoint

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. Based on over 60,000 completed company dispositions per year (annualized for 2012). Leads and expected metrics are defined in carefully created client program plans and lead rates are impacted (particularly in 2010) by the mix and quality of inbound dispositions.

Content Syndication Options for B2B Lead Generation

Digital B2B Marketing

Lead generation continues to be a top objective for B2B marketers and content syndication is primary offering from publishers. Leads in this post refer to contacts captured through a registration form, in line with the way B2B publishers label their programs.

The B2B Lead Generation-Demand Generation Book “Hall of Fame”

NuSpark

B2B lead generation and lead management is a complicated process that can’t be detailed all in one book. It’s easier said than done which is why firms like mine exist, to implement proper lead generation tactics that build revenue. Lead Nurturing.

The Top-5 B2B Marketing Trends for 2012

Everything Technology Marketing

As every year, I asked the 25,000 marketing professionals in the B2B Technology Marketing Community on LinkedIn about their B2B marketing priorities for 2012. And here are the results: 1 - Integration of social media Social media remains the #1 topic in 2012. Happy New Year!

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The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 1 of 3)

ViewPoint

As much as marketing and sales best practices—not to mention just plain common sense—dictate that cost-per-lead not play a prominent role in managing and measuring B2B lead generation investments, the metric continues to prevail.

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