Desperate and Fearful: Need Pipeline – Want Sales Lead Generation

ViewPoint

Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. So, they settle for a cheap solution—which is how mediocre sales lead generation firms survive. The need for sales pressures the CMO to deliver leads fast. Trouble is, that CMO is also under budget pressures, so corners are cut in the pursuit of needed sales leads.

How to Ramp Up Your B2B Sales Lead Generation with Social Media

Marketing Insider Group

In fact, a report by LinkedIn found that 90% top performing sales representatives incorporate social media into their tactics. The post How to Ramp Up Your B2B Sales Lead Generation with Social Media appeared first on Marketing Insider Group. Social media is no longer just a fun, helpful supplement to a marketing mix. For many companies, it has become the primary vehicle for customer engagement.

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

ViewPoint

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. When you and your team are focused exclusively on “lead” outcomes, immediate costs are misleading and long-term costs increase dramatically. That is why you frequently hear sales say: “the leads suck.”. B2B Sales Lead Nurturing

How much should you pay for a sales lead?

Biznology

When planning a B2B lead generation program, you need to deliver leads to your sales team at an affordable price. A neat way to determine in advance how much you can spend on a lead is to calculate the Allowable Cost per Lead for your campaign.

The top 10 tricks for sales lead generation

Biznology

Yesterday’s webinar with Ruth Stevens and me was about making sure the leads you send to your sales team are qualified and the process of how to qualify them. The productivity of a sales force or distributor improves dramatically with a steady supply of qualified leads.

Where to Find B2B Sales Leads

Great B2B Marketing

The need for fresh sales leads gives a recurring headache to B2B companies and the competition for prospects is only going to get fiercer. The key to success is to constantly supplement your existing lead generation efforts with new sources. A well-crafted lead plan will allow you to get the bulk of your leads from old reliable programs while you set aside 5-10 percent of the budget to test new sources. pay-per-lead or pay-per-appointment).

Sirius Decisions Thinks Websites Will Generate 71% of All B2B Sales Leads by 2015. I Disagree.

The Point

In fact, I’ll make almost the exact opposite prediction: “By 2015, the percentage of B2B leads that arrive via corporate Websites will shrink dramatically as marketers maintain multiple, distinct online channels that are optimized for demand generation.”.

B2B Sales Lead Generation Pros Who Listen, Learn

ViewPoint

Those of us who use the phone to successfully generate sales leads have picked up an essential trade secret. Sometimes, this leads to a future appointment, often it neutralizes their attitude and allows me to continue. Instead, my sincere words “I am sorry to catch you at a bad time,” can lead to a productive conversation. The PointClear team would like to hear from you about your sales lead generation best practices. Inside Sales

B2B Sales Leads: How To Avoid The “19 Year-Old Dude Move”

The Forward Observer

Are all your B2B sales leads ready to buy from you right now? If not, here's how to romance your prospects toward a sale with content. As a result, their sales process resembles what Gary Vaynerchuk calls “the 19 year-old dude move.”.

18 ways to generate more B2B sales leads

Leadfeeder

This post will help you get whatever your B2B company is selling in front of as many people as possible and the strategies are guaranteed to help you generate new B2B sales leads. In order to sell effectively, you’ll need to constantly generate high-quality leads that you can convert to customers: leads that your salespeople can take, contact, meet and make sales with. This can even be fully automatic but your leads still need to be high quality.

Vote for Kimmy Netterville, an inspired sales lead management leader

ViewPoint

PointClear’s Kimmy Netterville has been nominated as one of the 40 Most Inspired Leaders in Sales Lead Management. The Sales Lead Management Association announced today that nominations are now closed, and voting is open until Dec. Many of PointClear’s clients over the past 11 years have directly benefitted from Kimmy’s abilities managing B2B lead generation, lead qualification and lead nurturing programs.

8 proven B2B sales lead generation methods

Sales Lead Insights

Drive more sales leads by including these marketing tactics in your B2B lead generation programs. B2B Lead Generation Sales lead generation

I Need Hot Leads, and I Need Them Now

The Point

Prospects may simply not be ready to engage with sales because either 1) they don’t know such a solution exists, or 2) they may not be aware they have the problem in the first place. This requires a constant re-loading of the sales funnel with new, expensive leads.

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Which Comes First: Lead Nurturing or Inside Sales?

The Point

For a long time, “ lead nurturing ” was thought of as something you did with the leads that sales didn’t want. The theory was: leads come in, the sales team gets the hot ones, and the rest go to lead nurturing.

Prevent Defense or Permit Offense? What a Football Argument Has to Do with B2B Sales Lead Generation

ViewPoint

I can’t mediate those in the world of football, but I can weigh in on three areas of argument in our industry that are dramatically impacting sales and marketing spending and results that I feel are important to understand: There are some who say that Inbound/Content marketing is king and Outbound is dead. Inbound drives organic engagement and attracts leads, while outbound helps you target specific prospects more accurately. Sending sales leads that suck is a lose-lose plan.

MobileIron Harnesses End-User Demand to Drive Mobile IT Sales Leads

The Point

If end users want your product, but their IT department makes the purchase decision, can you leverage that demand to drive IT sales leads? That was the question contemplated by the marketing team at MobileIron , a leading provider of mobile device management technology.

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. Feel free to comment here or join me on the B2B Lead Roundtable LinkedIn Group.

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. Aaron Ross and Craig Rosenberg , are two of the biggest advocates of having a separate sales development function.

The Very First Step To Take For Better Quality B2B Sales Leads

The Forward Observer

Sure, you're generating sales leads, but are they good leads? Here's how to step up your lead quality. The same kind of logic, applies to generating better quality B2B sales leads. Sometimes, the marketing and sales people haven’t even met each other.

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10 Most Popular B2B Lead Blog Posts of 2016

B2B Lead Generation Blog

I’ve compiled a list of the 10 most popular and shared posts on the B2B Lead Blog, chosen by marketers, just like you, to help you get ready to have a great 2017. The Biggest Contributor to B2B Revenue. Read The Biggest Contributor to B2B Revenue.

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Who Can Use More B2B Sales Leads?

Great B2B Marketing

I’ve had several posts recently about where and how to find fresh sales leads. Leads are the lifeblood of many B2B organizations and if you ask the VP of sales what he or she most covets, it is often a variation on the theme, “lots of qualified leads.”

B2B Lead Management – 6 Best Practices

Great B2B Marketing

Some companies are good at generating B2B sales leads , others are good at qualifying and closing those leads, but the top performing companies, are those that leverage B2B lead management techniques and can do both. Here are six strategies you can implement to create your own unstoppable marketing and sales machine: Follow up every inbound inquiry within 48 hours – preferably 24 hours. Set strict criteria for scoring leads.

Lower the Cost and Boost the Productivity of B2B Sales

Great B2B Marketing

Last month, David Brock, president of Partners in Excellence, published an excellent article titled A Frightening Look At the Cost Of a Sales Person. Brock recounted some statistics that should disturb senior sales executives, as well as their CEOs and CFOs. For example: The average tenure of a salesperson from the time they start a job to the time they leave is less than two years (Sales Readiness Group). The average tenure of a sales manager is 19 months.

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Writing effective email copy from an expert in B2B marketing, lead generation and lead nurturing

Sales Lead Insights

This is the latest in our ongoing series of tips from some of the experts who provide our sales lead management consulting and training services and our marketing automation and lead-generation agency services. Remember that even in B2B, people make the buying decisions.

Marketers, Is ABM the Solution to Your Broken Sales Lead Handoff?

Engagio

The B2B lead handoff process is broken. Marketers invest a ton of time and resources to acquire leads using a variety of tactics, from data acquisition to SEO to trade shows to paid ads. Passing individual leads is ineffective. Working accounts, not leads.

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Andy Rooney on Sales Leads

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. ” How did Andy know so much about sales, marketing and sales leads? I think what Andy meant for us is that if your salespeople don’t follow-up on a sales inquiry (not to mention qualified leads), the opportunity will default to your competitor who does follow-up.

The top 50 in sales lead management: Who do you pick to be on the 2012 list?

Sales Lead Insights

Don't miss your last opportunity to vote for your top three candidates to be among the "50 most influential people in sales lead management" in 2012. The Sales Lead Management Association (SLMA) is closing the polls at Midnight Pacific Time (UTC-8) on Friday, November 30th!

Does Your B2B Sales Model Need an Overhaul or a Tune-up?

Great B2B Marketing

When designing a new, or optimizing an existing, sales model, you will be faced with some tough but extremely important […]. The post Does Your B2B Sales Model Need an Overhaul or a Tune-up? appeared first on Great B2B Marketing.

How to get quality sales leads from marketing campaigns with Leadfeeder

Leadfeeder

Sales and marketing alignment has become a huge topic in the past couple of years in the B2B space as companies struggle to ensure that marketing and sales teams work efficiently together and share data. As a result there’s a strong probability that sales people are missing out on high-quality sales leads. As B2B marketers spend more money on software and marketing campaigns, getting real value and reliable insights has become the elephant in the room.

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A Simple 2-Step Technique for Improving Lead Follow Up

The Point

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. inside sales reps make contact with, and engage with, new prospects; and, as a result, 2.

B2B Lead Generation Blog: New Cartoon Series Depicts "Sales Lead Hell"

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 a new cartoon series by MarketingSherpa called "Sales Lead Hell."

Please Don’t Let Your Sales Reps Nurture Leads

The Point

Bear with me as I relate a quick story about lead nurturing: A few months back I became a sales lead. A question: at this point, what kind of lead am I? By my own reckoning, I’m an MQL (Marketing Qualified Lead). I’m also a perfect candidate for lead nurturing.

How We Generate An Avalanche of B2B Leads on LinkedIn™ (6 Easy Steps)

Prospectr

” — loudly proclaim all the B2B sales professionals around the world as soon as they fail to generate B2B leads and sales on LinkedIn… The. In fact, we get 10-15 leads and 200+ new connections on LinkedIn every week. Sales.

50 Most Influential People in Sales Lead Management: 2011 Winners announced

Sales Lead Insights

The Sales Lead Management Association just announced the results of the voting for the Most Influential People in Sales Lead Management in 2011. B2B sales leads News Sales lead management

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For prospecting success, leave your data order till later

Biznology

Marketers looking to acquire new customers, or generate sales leads, typically rely on outside data providers for lists and contact data to give them access to new markets. For example: Generate 45 qualified leads, at $350 per lead, in the quarter.

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Steal This Technique for Your Next Sales Email

The Point

I was reminded of this principle earlier today when a colleague forwarded an email received from a inside sales representative at a technology company looking to partner with our agency.

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Offers are key to generating more leads and sales with your B2B Marketing

Sales Lead Insights

The best way to generate sales leads is by making strong "offers" or "calls-to-action". B2B Lead Generation calls-to-action leadgeneration marketing tips offers

Why is Inside Sales So Scared of Lead Nurturing?

The Point

Recent studies tell us while the adoption of marketing automation technology continues to gain momentum, fewer than 20 percent of marketing executives say that they are fully integrating the technology into their current sales and marketing initiatives.

20 Signup Form Optimization Techniques for More Sales Leads

PureB2B

Marketers and entrepreneurs focus much of their time and energy on growing their email list and generating leads. For any email marketer, the success of this strategy is determined by the number of subscribers and how well these subscribers are converted into actual sales. When creating signup forms, be it for your landing page, homepage, or blog posts, keep in mind that the primary purpose of this offer is to provide value to your sales prospects.

B2B Lead Generation Blog: Will Writing a Business Book Generate Sales 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 " So does writing a book help you lead generation?