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

Use B2B Marketing for Sales Lead Generation: It Really is Cost-Effective

Sales Lead Insights

What’s a more cost-effective way of making a business-to-business sale? Saving the one-to-one sales calls until the end. Most of the fastest-growing companies I know don’t rely solely on one-to-one sales contacts to grow their business.

How to Revive Dead Sales Leads

Fusion Marketing Partners

Guest Expert Contributor B2B Leads Sales Sales LeadsThis blog originally appeared at tenfold.com. Effective selling isn’t about finding people who are interested, talking to them once or […].

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.

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.

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.

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).

Where to Find B2B Sales Leads – Part 3

Great B2B Marketing

I hope you have found my two previous posts on where to find sales leads to be helpful. This week, I will share some ideas on how to fill your sales funnel with leads from events and content marketing. Online Events – Having spoken at and/or conducted many web seminars, I am a fan of this medium and have used it to generate tens of thousands of leads. are consistent lead producers. Technorati Tags: B2B Leads , B2B Sales , Lead Generation , Sales Leads.

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

More Evidence That Waiting Even 5 Seconds to Contact a New Sales Lead Can Be Disastrous

The Point

In my experience, most of the mental energy and strategic thinking around the practice of lead nurturing and lead management is usually applied to the goal of accelerating prospects through the sales process – from MQL to SQL, from SQL to Opportunity, and so on.

Need More B2B Sales Leads? Ignore This Research

Webbiquity

According to recent research conducted by InsideSales.com and reported by MarketingProfs , websites, blogs and search are among the most effective tactics for both lead generation and brand awareness. The single leading source of traffic for most b2b websites remains organic search.

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.

Embarking on a sales lead generation project: What could go wrong?

ViewPoint

a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. We had just finished talking about the importance of marketing and sales coming together to mutually define a lead prior to starting a lead generation program. And we’d gone into some depth as to how our associates are all seasoned, degreed and sales trained. And to drive the leads needed to meet revenue goals.).

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.

B2B Sales Leads from Data Services - Smashmouth Review

Smashmouth Marketing

When we're selling our outbound marketing demand gen solutions, we get asked all the time, where can I find inexpensive b2b sales leads ? So below is a collection of data sources we've used in our lead generation work.

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Need More B2B Sales Leads? Ignore This Research

Webbiquity

According to recent research conducted by InsideSales.com and reported by MarketingProfs , websites, blogs and search are among the most effective tactics for both lead generation and brand awareness. The single leading source of traffic for most b2b websites remains organic search.

Sales Lead Generation – by Christopher Ryan

Great B2B Marketing

I talk to a lot of B2B marketers and business owners and hear about the difficulties they are experiencing in sales lead generation and management. These companies have a crying need to get sales leads in large quantities to feed their hungry sales forces. Insufficient quantity – the sales process works well and close rates are high but there aren’t enough sales leads coming into the top of the funnel.

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

Leverage Partnerships to Find New B2B Sales Leads

Great B2B Marketing

Partner marketing programs can be one of your best sources for new sales leads, for the following reasons: Partners open up access to totally new markets. Partner marketing programs can lead to an acquisition cost of ½ or less of do-it-yourself marketing campaigns. Remember that partners will want to cooperate with you (and supply you with fresh leads) only to the degree that they perceive it to be in their best interest.

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.”.

2012?s Most Influential People in Sales Lead Management: 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 2012. Obermayer, CEO and executive director of the Sales Lead Management Association said, "These are people who have given their time and expertise in the field of lead management and are now recognized by their peers for outstanding work. B2B sales leads News Sales lead management

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!

2010’s 50 Most Influential People in Sales Lead Management: 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 2010. Here's the list of 50 Most Influential People in Sales Lead Management in 2010.

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

ViewPoint

Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. The main reason for these failures is that there is a LOT of mediocrity in the lead generation industry, which is why some say outbound is supposedly “dead.” These firms, like those traveling sales folks who hawked one-size-fixes-all elixirs to those who wanted to believe, make great claims—that inevitably fail to pan out. Lead Generation

Targeting Your B2B Lead Generation

Sales Lead Insights

When searching for leads to buy your products or services, you want to find those companies who have a problem for which you have the solution. Customer relationship management Sales lead generation

Call Every New Sales Lead 6 Times? Sorry, that’s Crazy.

The Point

I only recently came across the results of research published late last year by Leads360 , a leading provider of hosted (SaaS) solutions for managing sales leads. Leads360 base their conclusions on studying more than 20 million leads.

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.

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

Sales Lead Insights

Don't miss your opportunity to vote for your top three candidates to be among the "50 most influential people in sales lead management" in 2011. Because the Sales Lead Management Association (SLMA) is closing the polls at Midnight Pacific Time (UTC-8) on Wednesday, November 30th.

Advanced B2B Sales Lead Management Strategies: A Webinar for CMOs on What is Really Working Today

Sales Lead Insights

Mark your calendar to attend this webinar about advanced sales lead management strategies for B2B CMOs. Advanced B2B Sales Lead Management Strategies: A front line report for CMO’s on what’s really working today. Direct from the front lines, hear the latest trends, and learn about successful programs, strategies and tactics from three of the top experts in B2B marketing.

Advanced B2B Sales Lead Management Strategies: A Webinar for CMOs on What is Really Working Today

Sales Lead Insights

Mark your calendar to attend this webinar about advanced sales lead management strategies for B2B CMOs. Advanced B2B Sales Lead Management Strategies: A front line report for CMO’s on what’s really working today. Direct from the front lines, hear the latest trends, and learn about successful programs, strategies and tactics from three of the top experts in B2B marketing.

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.”.

Six Tips to Calculate How Many Leads You Need in Your Sales Pipeline

Fusion Marketing Partners

B2B Sales Sales leads Sales LeadsI have had more than a few people accuse me of being obsessed with marketing numbers (guilty as charged). One […].

Sales 75

16 B2B print advertising tips

Sales Lead Insights

Proven techniques for better B2B sales lead generation with print advertising. B2B advertising B2B marketing print advertising

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.

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.

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.

Mobile 182

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.

B2B Sales Leads from Data Services - Smashmouth Review

Smashmouth Marketing

When we're selling our outbound marketing demand gen solutions, we get asked all the time, where can I find inexpensive b2b sales leads ? So below is a collection of data sources we've used in our lead generation work.

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Sales Lead Management: Are You a Victim of FTFU (Failure to Follow-Up)?

Great B2B Marketing

This failure can be fatal to the success of your sales lead management program. So what are the lessons of this example and how do they apply to B2B marketers who are selling more expensive products and services? In the B2B world 3-8 percent of responders may be in an active buying cycle. Don’t practice optional behavior when it comes to sales lead management. FTFU is a disease that can be deadly to the B2B marketer.

Blog Makeover Nets Sales Leads for Software Company

The Point

That was the challenge faced by Navicure , a leading Internet-based medical claims clearinghouse in Atlanta that helps medical practices increase profitability. convert that search traffic to measurable sales leads.