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Dear CEO: Find out how well your team is nurturing its B2B sales leads

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Standard B2B lead-generation programs produce an average 5% lead rate while advanced lead-generation programs (which include lead nurturing) produce an average 15% lead rate—three times higher. B2B Sales Lead NurturingWhen you and your team are focused exclusively on “lead” outcomes, immediate costs are misleading and long-term costs increase dramatically. Here is why: You have heard the expression that to a hammer everything looks like a nail.

Top B2B Marketing Blogs: Key Ingredients

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What makes up the perfect B2B marketing blog? First let’s establish that there are marketing blogs—and then there are B2B marketing blogs. Now that I’ve got you salivating, let’s begin our tasting menu of B2B marketing inspiration.

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Trending Sources

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #1: Should you leave a Voicemail?

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B2B Sales Prospect DevelopmentShould you leave a voicemail? One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”.

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Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation

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Beyond the fact that this is too long, and not well written, it was sent to PointClear, my B2B lead generation services company, that does what they purport to do. I don’t want you to be burned by an outsourced b2b lead generation company. Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. Often multiple times. And, at lot of times executives will say “I tried it and it didn’t work.”

Secrets to Successful B2B Webinars

This best practice guide covers a variety of elements surrounding successful webinar strategy and execution

Dear CEO: The Era of Accountability Starts in 2017

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The current reality (according to CSO Insights): Less than 60% of B2B sales reps are hitting quota. (Photo Courtesy of Kenny Madden). This cartoon was sent to me in response to a blog I wrote a couple of weeks ago.

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #4: How Much Should Leads Cost?

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How much should a lead cost? My answer to this is, and has always been, probably more than you think, but definitely less than you are currently paying. If you want more information on understanding how much you should be paying for a lead, check out our How Much Should a Lead Cost whitepaper.

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2014 B2B Marketing Trends That Work

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As a B2B company, it’s paramount that you stay on top of trends so you know which to adopt and which to nix. This is a standout year for B2B marketing. B2B Marketing

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Why Cost per Lead is a Bad Way to Measure Your Return on Lead Generation Efforts

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Marketing must align its B2B lead generation activities and resources with deeper-in-the-funnel outcomes. Tie B2B lead generation activity to overall revenue and profits. Shifting to Outcome-based Accountability and Revenue Metrics.

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Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful

7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)

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B2B Marketing Marketing & Sales Alignment B2B Sales Sales & Marketing ManagementUnderstanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series.

PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]

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The Flawed B2B Approach. We then spoke to SiriusDecisions’ own Tony Jaros who had this to say: Lead scoring has often failed to live up to expectations because of the flawed way in which many B2B companies and technology have approached it. B2B buyers are committees.

Bubble in the Funnel

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Inside Sales Sales Process B2B SalesPer Healthline Media, an air embolism, also called a gas embolism­, occurs when one or more air bubbles enter a vein or artery and block it. These air bubbles can travel to your brain, heart, or lungs and cause a heart attack, stroke, or respiratory failure.

Desperate and Fearful: Need Pipeline – Want Sales Lead Generation

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Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. B2B Telemarketing Lead Generation B2B Marketing Sales Process Lead Nurturing Increase Sales Sales LeadsYou can read the blog here. In that blog, I wrote: “When the pipeline is weak, desperation and fear take over. Sales/B2B Marketing execs feel intense need to do something, but are afraid to risk budget.

7 Steps to Gain the Market Share You Deserve (& Sometimes Don't!)

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B2B Marketing Marketing Strategy Similar to De Tocqueville’s famous comment, “People get the government they deserve,” I think companies get the market share they deserve based on their ability to market.

Flip My Funnel - Guide To B2B Account Based Marketing

As modern B2B marketers, we have been lucky enough to witness some of the most dramatic shifts in marketing strategies and technologies

Expert Panel’s Feedback on Our Lead to Revenue Calculator

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B2B Marketing B2B SalesDuring the last week of December I asked a panel of experts for feedback on our Leads to Revenue Calculator. I was surprised at the level of detailed feedback I received. Not all of it was positive, but it was all valuable.

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The Quest for Good Leads: Are You Asking the Right Questions?

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Mike Damphousse, founder, CEO and CMO of Green Leads and author of Smashmouth B2B Blog: Sales & Marketing Demand Gen places the focus on value: 1) The value of the inbound versus outbound lead; and 2) how far those leads are in the pipeline against the amount invested.

The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click

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An astounding 61% of B2B marketers admit to sending 'leads' directly to Sales without qualification, according to a Marketing Sherpa Marketing Benchmark Report. B2B Marketing Marketing & Sales Alignment B2B Sales Sales & Marketing Management

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Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]

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In fact, B2B sales teams have deployed versions of this go-to-market approach for years using target account-based selling to focus on specific companies they believe match their companies’ product or service value proposition. So why is ABM the new must-have for B2B marketers?

A Content Formula for Complex B2B Organizations

Content Marketing is essential for anyone who wants continued success and growth

4 Things a CMO Should Do to Build Their Marketing Dream Team (Part One)

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B2B Marketing Sales & Marketing ManagementIn a recent interview, I sat down with Matt Heinz to pick his brain. I pitched him the question, “What makes a dream marketing team and how should a CMO build one?”

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]

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However, for B2B marketers who already use personas—if they have been created with depth, signed off on by sales, and are actively used to inform content marketing strategy and sales enablement, then the shift to ABM should be easier… Like anything else, ABM is not one-size-fits-all.

Three “Lies” That Plague B2B Businesses Today (Part Two of Three)

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In fact, we believe just the opposite: 70% of B2B technology solution buyers want to engage with sales reps before they identify their short list. B2B Marketing B2B SalesCold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their answers.

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How many leads must you create to achieve sales forecasts?

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B2B SalesTo make your forecast for the new year, look at sales for the coming year in terms of units. How many units must be sold? Review the existing pipeline and your closing ratio. Now you have the number of units that will be sold in the coming months without lead generation. This is the basis for projecting the number of leads needed to make the forecast from sales leads for the new year.

Effective B2B Marketing Content That Will Lead to Sales Growth

Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales

How Much Do Your Leads Cost?

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Using industry benchmarks, the cost per B2B lead, SAL, SQL and closed deal are approximately as follows: Note that the costs from Downloads from Content Syndicator are infinite. B2B Marketing Marketing & Sales Alignment B2B Sales

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The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

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According to MarketingSherpa research, 64% of B2C and 48% of B2B marketers send out some automated version of this. This year I've been talking a lot about Nurturing.

Three “Lies” That Plague B2B Businesses Today (Part One of Three)

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B2B marketers ignore it at their peril.”. B2B Sales Cold CallingCold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their answers. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Dave Brock, Partners in EXCELLENCE , President.

PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]

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I am hopeful the recent buyer interaction findings from SiriusDecisions’ 2015 B2B Buyer Study give marketing and sales leadership a legitimate reason to step back and assess their entire lead-to-revenue process.

5 Pillars of Marketing Automation Success

Ensure Your B2B Marketing Clients Get the Best Results

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]

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I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. In a recent SiriusDecisions study, 92% of B2B organizations said ABM is “extremely” or “very” important to their marketing efforts.

Does Your Sales Team Know How to Follow-Up on a Lead?

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Helping them understand actual vs. assumed buyer behavior in B2B sales environments helps alter their behavior—and helps them be more successful. B2B Marketing Marketing & Sales Alignment B2B Sales

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 3]

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I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. Account-Based Marketing, because of technology, is steadily advancing from the B2B big dollar, small prospect list marketplace, into mid-market B2B sales arena.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]

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As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter.

Stop Killing Your Content: 3 Reasons Your Content Falls Flat

Each year B2B organizations spend more than $5.2 billion on content creation

Three “Lies” That Plague B2B Businesses Today (Part Three of Three)

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The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their response. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Dave Brock, Partners in EXCELLENCE , President.

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Half of all sales inquiries are good. The challenge is finding which half.

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Now, B2B Sales Sales & Marketing Management In the distant past (30 years ago) We figured out through research that 45%f of all inquiries turn into a sale for someone.

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The #1 Reason CEOs Should Care About Lead Generation

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Lead Generation B2B Marketing Marketing & Sales Alignment Sales & Marketing ManagementI often say that CEO’s don’t care about leads, they only care about revenue. Unfortunately, unless you, as the CEO of your company, start caring about leads you are going to lose revenue and miss your number.

"New Sales. Simplified." A Must-Read!

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Sales Process B2B Sales Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. Anthony Iannarino and Jeb Blount.

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