Remove B2B Remove Demand Remove Lead Generation Remove Marketing Automation

Is B2B Lead Generation Really This Difficult?

The Point

Results are in from a recent survey on B2B Lead Generation by the B2B Technology Marketing Community on LinkedIn ( free report download here ), and the numbers tell a disheartening story. Marketing automation has yet to solve the reporting issue.

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.

Trending Sources

12 Ways to Boost Your Website’s Lead Generation Performance

Act-On

If you’re in digital marketing, there’s probably one metric you’re more focused on than anything else: leads. Your goal might be to get more leads, or maybe better leads, or leads that convert faster, or leads that give a higher value. But any way you cut it, it’s still all about lead generation. The question is, how do you get those leads? There’s no shortage of lead generation tactics. Maybe it’s a webinar on demand.

The B2B Lead Generation Ecosystem and WPO [Infographic]

Webbiquity

The “Internet Marketing Lead Generation Ecosystem” infographic below was created by the Chicago SEO agency , Straight North. Its purpose is to serve as a blueprint to demonstrate how multiple online marketing channels can be joined to create one online lead generation campaign.

Shifts in B2B Buyer Behavior Support New Priorities for Demand Gen Content

The Point

Demand Gen Report has published the results of this year’s “B2B Buyer’s Survey,” and the trends identified merit close attention for those marketers involved in B2B demand generation and content development.

In-Depth Guide: Calculate Your Lead Generation Campaign ROI

Act-On

When was the last time you calculated the return on investment (ROI) of one of your lead generation campaigns? Too many marketers put off calculating this metric – not because they see it as unimportant, but because they find the process rather challenging.

What are the building blocks of a lead generation strategy?

Sales Engine

Where most B2B companies are investing in content marketing , less than a quarter are satisfied with their return. Marketing has traditionally been focused on branding to create awareness. That’s what a lead generation strategy is really all about.

How to Leverage SEO for B2B Lead Generation

Modern B2B Marketing

Author: Nate Dame Too many marketing activities still happen in silos, and search engine optimization (SEO) is one of the most isolated. Marrying SEO and lead generation strategies starts with a modern understanding of SEO—specifically a concept called “user intent.”

9 Search Marketing Tips for Effective B2B Lead Generation

LEADership

“Average B2B Buyer’s Attention Span Is 8 Seconds” – REALLY? 9 Search Marketing Tips for Effective B2B Lead Generation. Their digital marketing agency was in the room and so were the key team members who managed their lead automation system and CRM.

New Raab VEST Report: B2B Marketing Automation Will Reach $1.2 Billion in 2014

Customer Experience Matrix

I’ve just published the latest edition of our B2B Marketing Automation Vendor Selection Tool (VEST), with updated entries on all your favorites and several new entries to boot. mid-market leadership may be up for grabs.

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. Content Marketing.

Marketing Automation: Lessons from 4 case studies

B2B Lead Generation Blog

Tweet Marketing automation technology has become an indispensable tool in the complex sale marketer’s arsenal. Lead generation, lead nurturing and determining the time for the handoff to Sales would be extremely difficult without that technology. Add lead scoring and tracking through that final conversion to sale and the task is flat out impossible without automation.

How to Use Surveys for B2B Lead Generation

Modern B2B Marketing

Demand generation and…surveys? While lead forms are a great way to capture contact information about your prospects, they may not collect other critical information because too many fields can overwhelm potential customers. Demand generation and surveys.

33 Thought-Provoking B2B Social Media and Marketing Stats

Webbiquity

As noted in the 2016 B2B Marketing Trends report , B2B marketing strategies and practices are in the midst of significant change, driven by new technologies and evolving buyer expectations for more “consumer-like” experiences. B2B messaging gets personal.

Stats 140

3 Demand Generation Dangers in a B2B Blog Redesign

Reachforce

A big part of lead gen is content, and the simplest content machine on the web is a blog. And as Neil Patel, Eloqua, Marketo and Hubspot have shown us, when B2B content is crafted correctly, it becomes a killer tool for attracting qualified prospects to your sales funnel.

3 Demand Generation Dangers in a B2B Blog Redesign

Reachforce

A big part of lead gen is content, and the simplest content machine on the web is a blog. And as Neil Patel, Eloqua, Marketo and Hubspot have shown us, when B2B content is crafted correctly, it becomes a killer tool for attracting qualified prospects to your sales funnel.

17 Lead Generation- Demand Generation 2015 New Year’s Resolutions

NuSpark

As a demand generation firm, we are consistently reading about new technology, strategy, and tactics that contribute to a client’s lead generation efforts. I have an RSS reader with 150 or so blogs to stay up to speed on the ever changing world of demand and lead generation. Content Marketing. We do this for clients, but for NuSpark Marketing I am not consistent enough with my own blogging. Search Marketing. Marketing Strateg

5 Ways to Recognize B2B Lead Generation Failure ???and Move On

LEADership

Among all the feedback I received, some readers expressed their fear and shared common instances of B2B lead generation failure. Yes, there are many reasons your marketing and sales activities can fail and they occasionally will. Is your B2B lead generation failing?

‘Human Data’: The Key to Effective Lead Generation

Leadspace

Imagine the following conversation between a sales or marketing rep from your company, and a potential buyer: “Hi there _. Every lead generation professional knows that. B2B sales and marketing today deal with humanly unprocessable volumes of data.

The 4 L's of a Successful Lead Generation Strategy

Hubspot

Inbound marketing is here, people. This means lead generation strategies need to be revamped across the industry to better meet the needs of target markets. To highlight the importance of a powerful lead generation strategy, we are going to backtrack a little bit first.

6 Distinguishing Traits of the New Age B2B Buyer —And 6 B2B Lead Generation Tips to Engage

LEADership

I recently saw this interesting Infographic which offers a peek into the Marketing Mind. As B2B marketers, it would be of tremendous value to us to get a similar insight into the B2B buyer’s mind. 6 Characteristics of the B2B Buyer and How to Manage Expectations .

Aging 33

Lead Generation: It’s all about building relationships

B2B Lead Generation Blog

Tweet “I think at its core, lead generation is really about relationships,” said Brain Carroll, Executive Director of Revenue Optimization, MECLABS. In a recent interview, Brian sat down with Steve Girshik of LeadSpace.com to talk a little shop about the fundamentals of lead generation, what’s new (and unchanged) in the world of the complex sale, and how empathy marketing is the way forward. How is B2B market doing in your assessment?

What is Social Demand Generation?

Modern Marketing

Marketers have long been used to drawing up plans. But as social media has gone from the beta test to a part of everyday life , sticking to a detailed marketing plan has become virtually impossible. It serves as an on-ramp to social media for demand marketers.

3 Reasons Why Sales and Marketing Don’t Agree on “Lead Generation”

Modern Marketing

Marketing says “tomato”, and sales says, “Give me more leads.” ” When it comes to lead generation , these two organizations often view the same topic from entirely different perspectives. Like some sort of twisted Pavlovian experiment with leads, we’ve conditioned them to sit at different ends of the demand generation funnel, looking at it through different lenses and taking action in different ways to achieve the same goal.

Marketing Automation, Set It and Forget It

Puzzle Marketer

Whether you’re a B2B or B2C company, it’s advantageous to manage your customers and prospects in one of the many customer relationship management (CRM) systems. This obviously allows you to match your customers with sales transactions, but more importantly for marketers it allows you the option of layering on a marketing automation system that can deliver targeted messages at the right time without continuous management by additional personnel.

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

ViewPoint

There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it? Today in part 4, we hear from Scott Vaughan , Chief Marketing Officer at Integrate. Account Based Marketing (ABM) is not a new concept or idea.

New Research on How B2B Marketers Get More Leads

Act-On

Lead generation, also commonly referred to as lead gen, continues to be one of B2B marketers’ top goals. It’s so important that if you distilled an average B2B marketer’s job description down to two words, they might well be “get leads”.

Lead 107

What is Demand Generation Marketing?

Act-On

The role of demand generation marketing is evolving along with technology, enabling B2B marketers to get better at filling the pipeline with actual opportunities versus just a bunch of leads. Now why is this relevant to the role of demand generation, you may ask? Today’s Demand Gen Marketer is a key cog in your marketing machine, fueling your sales pipeline. Marketing has to be able to prove ROI.

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

ViewPoint

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. Here's the thing: Account-Based Marketing is not really about lead generation at all. That’s just part of being a smart marketer today.

How to Improve Your Marketing Automation ROI

Sales Lead Insights

Effective B2B marketing processes plus automation yield outsized returns. It’s not about generating more leads; it’s about identifying the right leads. The report breaks companies into three segments: No Marketing Automation with no processes.

Why Video Is Crucial to Your Marketing Automation Strategy

Modern B2B Marketing

Leads who watch videos as part of their journey to close cost an average of 20% less. And that’s why, over the last couple of years, we’ve seen a phenomenal shift in the way marketers are using video. How Video Creates Stronger Demand Gen Programs. How to lead score with video.

Data Talks! 2 Proven Lead Generation Tactics to Jump on Now

Modern B2B Marketing

Finding quality prospects is one of a marketer’s biggest challenges—how do you find leads that will convert into sales? In fact, 61% of B2B marketers cite generating high-quality leads as their No. Strategy #1: Content Marketing. Demand Generation b2

Why CEOs Say Yes to Marketing Automation

Marketing Action

Why all the noise about marketing automation? Ten short years ago, it was rare for a company to have a marketing automation platform in place. But what does this big-picture research actually mean to the marketer? Lead management. to marketing automation.

How to Create the Three Parts for Any Sales Funnel

Webbiquity

They use multiple online marketing technologies and often incorporate automation at some point. It does much of the work for the marketer. It can even qualify leads, so that businesses aren’t wasting time with people who are unlikely to buy. The Lead Generator.

What is Inbound Marketing? The Idiot’s Guide [Infographic]

Webbiquity

Over the past decade, inbound marketing has climbed to the top of the marketing latter and claimed its place as (arguably) the most beneficial approach for business campaigns—both online and off. Guest post by Andy Beohar.

Demand Gen Report Uncovers Value of Marketing Automation in B2B Lead Scoring

Salesfusion

Demand Gen Report, a lead publication for B2B marketing professionals, recently released a special report on strategies for improving lead scoring. Amplify Lead Scoring with Marketing Automation. ePromos Automates Lead Routing.

The A-Z Guide to B2B Lead Generation

NuSpark

I thought I’d have fun with this post and attempt to explain key principles of lead generation and inbound marketing in an A-Z glossary format. All activity of the lead generation process needs to be measured via a robust analytics program. Specific dashboards exist to manage each step of the funnel; from prospect attraction to conversion to lead close. D- Demand Generation. E- Email Marketing. L- Lead Nurturing.

Research Report: Lead Gen Not as Easy as Marketers Think

The Point

Highlighted by the launch of Salesforce’s own analytics cloud , the current trend in marketing technology is clearly focused on helping marketers make smart decisions and build smarter campaigns. Just when did demand generation get this complicated?

87 New (Really) Marketing Automation Stats

Marketing Action

Many of the marketing automation stats we regularly use – to make strategic decisions, craft presentations, prepare for sales calls – are getting a bit long in the tooth. Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”.

Stats 54

New Chapter for the B2B Lead Blog

B2B Lead Generation Blog

You may have noticed the B2B Lead Blog has a new look. Over the next few months, I’ll be starting a business and working on my next book, a sequel to Lead Generation for the Complex Sale. These tools will enable and augment marketers in ways we haven’t imagined.

Lead 88