The Point

JANUARY 23, 2018

And you’ll generate more qualified leads, at a lower cost, if you adopt a longer-term approach. An effective demand generation strategy is one that not only captures hot sales leads but also maximizes the value of more long-term prospects.

Sales Management 253

Sales Management Sales Qualified Leads Demand Generation Agencies Lead Scoring 253

markempa

AUGUST 17, 2007

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! But trust me its worth it.

Lead Nurturing 120

Lead Nurturing Lead Generation Tactics Lead Ranking 120

The Point

APRIL 22, 2020

However, as much as it has a reputation as a way to generate “guaranteed” leads, content syndication is not a cure-all, and indeed, more than most demand generation channels, is likely to generate sales leads that gravitate towards the early stages of the buying cycle. Photo by Tyler Franta on Unsplash.

Lead Ranking 162

Lead Ranking Lead Scoring Cost per Lead CPL 162

The Point

MAY 23, 2017

There is a growing trend in the content syndication space, and among Cost Per Lead (CPL) programs in general, for media vendors to offer B2B clients the option of pre-qualified leads. For the average B2B marketer, I’m not so sure this is a wise move. Here’s why: First, some context. Click To Tweet.

Sales Qualified Leads 110

Sales Qualified Leads Cost per Lead High Quality Lead CPL 110

markempa

AUGUST 11, 2005

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Do you agree with him?

Lead Generation 120

Lead Generation Paper Webinar Metrics Sales Qualified Leads 120

Industrial Marketing Today

DECEMBER 7, 2010

Here’s the shocking reality of B2B lead generation – 79% of marketing leads never convert into sales opportunities. 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?

Lead Nurturing 60

Lead Nurturing Lead Generation Sales Qualified Leads Marketing Qualified Leads 60

Adobe Experience Cloud Blog

OCTOBER 28, 2010

A great addition to Marketo’s Resources has been the Spear Marketing Group white paper, Top 10 Tips for Lead Nurturing Success , written by Howard Sewell. Not only is it a helpful resource when starting your lead nurturing , it also embodies and reinforces so many Marketo best practices.

Lead Nurturing 48

Lead Nurturing Lead Ranking Lead Scoring Sales Qualified Leads 48

SnapApp

JANUARY 22, 2019

Sales departments around the world have been shouldering that work and overhead for years, wading through thousands of leads to figure out which ones are worth their time. Working to align the goals of your marketing and sales departments will simplify the process and holistically improve the quality of leads.

Sales Qualified Leads 96

Sales Qualified Leads Lead Qualification Lead Ranking Marketing Qualified Leads 96

The Point

JULY 14, 2015

In an era when “demand generation” and “content marketing” are virtually synonymous, most B2B sales leads are the result of a prospect downloading or requesting content. The best opportunity for converting raw inquiries to sales-ready status is at the very top of the funnel, immediately upon the prospect expressing interest.

Sales Qualified Leads 100

Sales Qualified Leads Marketing Qualified Leads Lead Ranking Top of Funnel 100

NuSpark Consulting

OCTOBER 27, 2013

A B2B Video Marketing Strategy Overview. That brings us to a discussion of video marketing for B2B. Depending on what you read, most research shows that white papers are still the most authoritative content asset, but video marketing continues to grow. The statistics are evident; B2B usage is on the rise.

Planning 100

Planning Lead Ranking Lead Scoring Lead Generation 100

The Point

OCTOBER 8, 2015

Bear with me as I relate a quick story about lead nurturing: A few months back I became a sales lead. Perhaps I was an SQL (Sales Qualified Lead) at one point in the conversation, but no longer. I’m also a perfect candidate for lead nurturing. It’s [Name] from [Company].

Lead Ranking 100

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 100

The Point

AUGUST 25, 2015

It’s important to recognize that content syndication leads are not like most sales leads. When someone registers to download a white paper or podcast or case study about the business challenge that your product solves, he or she is expressing an interest in that topic, not necessarily in your product.

Autoresponders 100

Autoresponders Leads Lead Marketing Qualified Leads 100

markempa

OCTOBER 2, 2006

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Lead Nurturing 120

Lead Nurturing Lead Generation Webinar Metrics Sales Qualified Leads 120

The Point

AUGUST 10, 2009

When marketing automation vendor Marketo released their “Definitive Guide to Lead Nurturing” last week (see earlier post) they knew pretty quickly they had a hit on their hands. Think about it: that’s 1,000 sales leads (and make no mistake, that’s what they [.].

SEM 100

SEM Content Marketing Marketing Automation Services Marketo 100

markempa

MARCH 17, 2014

I emailed a little more with Philip after this note, and he explained that his background is not in sales, marketing or business development, but rather materials engineering. For that reason, here is a beginner’s look at lead generation with links to many additional resources so you can dive deeper where you would like to.

Lead Generation 120

Lead Generation Sales Qualified Leads Lead Ranking Sales Management 120

WebMarketCentral

FEBRUARY 8, 2008

Marketing automation provider Marketo has just released Blind Date to White Wedding: Best Practices for Lead Nurturing that creates B2B relationships, builds trust and increases sales , a white paper on B2B lead nurturing. The Win.").

Lead Nurturing 20

Lead Nurturing Paper B2B Thought Leadership Thought Leadership 20

markempa

JULY 10, 2006

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

B2B Sales 120

B2B Sales Lead Generation Sales Leads BtoB 120

The Point

JULY 23, 2012

In an ideal world, all B2B sales leads would be pre-qualified and ready to buy. One result of that pressure can be a demand for tactical, sales-driven campaigns designed specifically to seek out hot leads, campaigns that lead with so-called “late stage” offers like demos, free trials, or even price discounts.

Demand Generation Agencies 100

Demand Generation Agencies Sales Qualified Leads Leads Lead 100

Adobe Experience Cloud Blog

JUNE 13, 2011

by Jon Miller Last month I participated in a webinar on Adding the Human Touch into Your Lead Nurturing with Brian Carroll, author of Lead Generation for the Complex Sale and the “godfather” of lead nurturing. Q: What marketing metric(s) should I use to capture lead nurturing effectiveness?

Lead Nurturing 48

Lead Nurturing Sales Management Top of Funnel B2B Sales 48

Ambal's Amusings

MAY 27, 2010

We asked our panel of B2B marketing experts " What do you recommend to marketers that create and market content? What kind of content is most useful in each phase of the B2B marketing cycle? Ardath Albee is a B2B Marketing Strategist. Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping!

B2B Marketing 100

B2B Marketing Content Marketing B2B Planning 100

Adobe Experience Cloud Blog

MAY 17, 2011

by Carol Fox If your sales leads aren’t receiving lead nurturing efforts from marketing to convert them quickly into business, they ultimately aren’t going to benefit your bottom line. If your team excels in quantity but lacks in quality, try these three methods to improve the quality of your leads.

Sales Leads 48

Sales Leads Lead Scoring Lead Ranking Top of Funnel 48

markempa

JANUARY 12, 2015

For further reading on this, you might also like to check out: How to Put the Customer First in Lead Generation and Stop Cold Calling and Start Lead Nurturing. One of the mistakes we see in lead handoff is that Sales sees that someone downloads a whitepaper, so they do a follow-up call and want to set up an appointment.

Sales Qualified Leads 120

Sales Qualified Leads Tips Features Generation 120

markempa

APRIL 24, 2009

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. Click here to learn more.

Demand Generation Agencies 120

Demand Generation Agencies Case Study Case Studies Demand Generation 120

B2B Marketing Zone Posts

SEPTEMBER 8, 2009

Best of B2B Marketing. Twitter Analytics: Five Practical, Lesser Known Free Tools for B2B Professionals - B2B Marketing Savvy , August 31, 2009. How B2Bs can Improve SEO by Avoiding Duplicate Content - Modern B2B Marketing , August 18, 2009. 20 Formats to Consider - Savvy B2B Marketing , August 26, 2009.

Lead Nurturing 40

Lead Nurturing Twitter B2B Marketing Lead Ranking 40

markempa

JUNE 14, 2006

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

B2B Sales 120

B2B Sales Lead Generation Lead Ranking Lead Scoring 120

The Point

JANUARY 24, 2013

Key to designing an effective lead nurturing program is taking stock of your current lead management process. Giving sales a voice in the process will help ensure that, as an organization, they feel they have a stake in the new lead management program and won’t feel it’s being foisted upon them by marketing.

Lead Management 100

Lead Management Process Work Management Sales Qualified Leads 100

Marketing Insider Group

JUNE 30, 2020

Content marketing can give B2B companies a truckload of options to keep their audience engaged. Top Priorities & Unique Challenges for B2B Content Marketing. Unlike B2C Marketing, B2B companies have the unique challenge of not always being present in the eye of the customer. Types of B2B Content. Let’s see how.

Work Management 361

Work Management B2B Marketing Marketing Management Content Marketing 361

The Point

OCTOBER 14, 2010

Here are 21 of the more useful, practical or inspiring ideas on lead nurturing, content marketing and demand generation that I heard: 1. Enable sales reps to turn off lead nurturing for specific prospects from within the CRM system. Use multiple excerpts from your new white paper as blog posts (or tweets).

Marketo 100

Marketo Impressions Demand Generation Agencies Lead Nurturing 100

markempa

AUGUST 30, 2011

In many industries, for example, executives are scrutinizing much smaller transactions, so lead generation, lead nurturing and sales enablement tactics must address this shift in buying behavior. Use this kind of information to improve white papers, case studies, webinars, or other specific marketing outputs.

Sales Management 120

Sales Management Top of Funnel Ideal Customer Profiles Lead Scoring 120

PureB2B

FEBRUARY 26, 2020

The marketing pipeline is a multi-stage, and multi-dimensional way of looking at the buyer’s journey, so a simple slide down the pipeline to revenue is not what happens when leads are generated. In every stage of the funnel, potential B2B clients can always exit if they feel it doesn’t suit their organization’s needs.

Top of Funnel 66

Top of Funnel Sales Qualified Leads Lead Qualification Marketing & Strategy 66

The Point

SEPTEMBER 20, 2010

In B2B circles, Q4 is historically a time of year when marketing spend picks up. Sales teams need the push to meet year-end numbers, whilst at other companies, spending marketing dollars in Q4 is simply a matter of “use it or lose it.” First, it should be generating sales leads. Make the most of the leads you have.

Marketing Budget Creation 100

Marketing Budget Creation Marketing Budget Paid Content Budget Programs 100

PureB2B

FEBRUARY 26, 2020

The marketing pipeline is a multi-stage, and multi-dimensional way of looking at the buyer’s journey, so a simple slide down the pipeline to revenue is not what happens when leads are generated. In every stage of the funnel, potential B2B clients can always exit if they feel it doesn’t suit their organization’s needs.

Top of Funnel 62

Top of Funnel Sales Qualified Leads Lead Qualification Marketing & Strategy 62

Smashmouth Marketing

SEPTEMBER 23, 2009

sherpab2b09 andrewspoeth : Picture of today's crazy, complex sales funnel according to Forrester. Tags: hubspot lead nurturing b2b events socialmedia facebook b2b marketing outbound marketing twitter b2b siriusdecisions demand gen b2b sales lead gen marketingsherpa inbound marketing.

Webcast 100

Webcast Lead Scoring Lead Ranking Lead Gen 100

Valasys

APRIL 10, 2020

Account-based marketing is a technique employed by B2B marketers to identify and target the accounts they value the most. Furthermore, according to a survey by SiriusDecisions , 92% of B2B companies recognize the value in ABM. The sales offers are designed to help the sales teams set more appointments for meeting the prospects.

Account Based Marketing 52

Account Based Marketing Marketing & Strategy Webinar Metrics Marketing Strategy 52

ClearVoice

APRIL 2, 2021

Providing a framework for sales activities to guide next steps. Streamlining onboarding for new sales team members. Allowing teams to communicate about and collaborate on sales pursuits. Designing lead nurturing strategies for prospects. Forecasting sales and revenue to support financial planning.

Sales Cycle 59

Sales Cycle Lead Qualification Work Management Marketing Management 59

The Point

NOVEMBER 28, 2011

The demise of email newsletters as an effective B2B marketing tactic has been, to paraphrase Mr. Twain, grossly exaggerated. In fact, email newsletters can be a critical part of an ongoing lead nurturing strategy. Make it look good. A well-designed newsletter increases open rates, readership, sharing, and new subscribers.

Newsletter 100

Newsletter Tips Paid Search Agency Ad Frequency 100

ANNUITAS

APRIL 10, 2014

The continued rise in revenue is indicative of the increased sophistication of the B2B market and the need for marketers to be more strategic in driving demand for their organizations. A white paper is developed and marketing decides to launch a “campaign” around the white paper. According to Raab Associates, Inc.

Paid Search Agency 100

Paid Search Agency Enterprise Management Marketing Management Automation 100