Sales Lead Insights

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

A creative director’s take on marketing strategy and tactics

Sales Lead Insights

Once you know the audience, you have to pick the best way to reach it. This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals.

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How to Improve Your Marketing Automation ROI

Sales Lead Insights

Improved focus on the best targets raises the response rate to roughly four percent. Effective B2B marketing processes plus automation yield outsized returns.

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B2B Marketing Automation: Crawl, Walk, Run, Win

Sales Lead Insights

Test your offers to see which work best. Feed this “closed-loop” results information back into the system, using it to make better decisions, eliminating or fixing the things that are not working and doing more of what is working best.

Secrets to Successful B2B Webinars

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

Marketing for leads and sales: What’s working for technology companies today

Sales Lead Insights

Tweak it to make sure you’re getting the best bang for your buck. Jigger your budget to put more dollars on the parts of the plan that are giving the best ROI.

Near Boston or New York City? Get up to speed on BtoB marketing automation on your way to work

Sales Lead Insights

In fact, Aberdeen's research reveals that 58% of Best-in-Class companies use marketing automation to drive more leads and sales!

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Is social media effective for B2B lead generation?

Sales Lead Insights

Michael Stelzner , best known as the author of Writing White Papers: How to Capture Readers and Keep Them Engaged , recently released his report on the results of a survey on social media marketing that he’s using as bait for the Social Media Success Summit he’s producing in May. I’m probably biased, but I believe the primary objective of business-to-business marketing is driving sales of the company’s products and services.

How to maximize your online lead-generation conversion rate – a complimentary webinar

Sales Lead Insights

Understand why following "conventional online wisdom" often isn't wise, and how to determine what really works best. Interested in getting some expert advice about how to optimize the lead-generation conversion rates of your web pages? If so, be sure to attend this complimentary, how-to webinar for B2B marketers: HOW TO MAXIMIZE YOUR ONLINE LEAD-GEN CONVERSION RATE. A complimentary, 50-minute Webinar. This Thursday - February 17, 2011. 11:00am PST - 2:00pm EST. Register here.

5 Pillars of Marketing Automation Success

Ensure Your B2B Marketing Clients Get the Best Results

Learn the secrets to generating more B2B leads and sales for less

Sales Lead Insights

This may be your best opportunity to quickly get up to speed about B2B marketing automation—while having breakfast and discussions on the topic with a select group of your peers.

B2B Email Marketing: Interview with Stephanie Miller

Sales Lead Insights

This is true for even the best of marketers. This last option is available to only the best senders who qualify. Can you share some email best practices that B2B marketers should be following? Note: My employer is NOT in this business, but we do partner with the best ESPs to provide inbox deliverability data.).

B2B Lead Generation Checklist: 22 Success Tips

Sales Lead Insights

What do I like best about being a B2B lead generation consultant? The fun part is I get to work with some of the best people at the best companies in the business. The rewarding part is I get to see first-hand what works best (and what doesn’t) when it comes to generating, nurturing and identifying the qualified, sales-ready leads that salespeople, reps, resellers and distributors need.

Can you join me for breakfast or lunch in Chicago at Harry Caray’s on August 25th?

Sales Lead Insights

Attend this breakfast or lunch for marketers at large companies and learn how to: Best connect with your prospects and customers. Find balance between flashy new marketing tactics and tried-and-true best practices.

Get up to speed on B2B marketing automation in an hour for free

Sales Lead Insights

In fact, Aberdeen's research reveals that 58% of Best-in-Class companies use marketing automation to drive more leads and sales!

Marketing-for-Leads Guide: Step 10 – How will you reach the best prospects?

Sales Lead Insights

Step 10: Determine how to reach the best companies and contacts. After you have identified the right companies and contacts to target with your B2B lead generation efforts, you need to determine the best ways to reach them.

Marketing-for-Leads Guide: Step 10 - How will you reach the best prospects?

Sales Lead Insights

Step 10: Determine how to reach the best companies and contacts. After you have identified the right companies and contacts to target with your B2B lead generation efforts, you need to determine the best ways to reach them.

Marketing-for-Leads Guide: Step 9 – Who are your best prospects?

Sales Lead Insights

Step 9: Target the best companies and contacts with your lead-generation efforts. Which companies represent the best fit for what you are selling? Rank these companies in order, descending from the best fit. Marketing-for-Leads Guide: Step 9 – Who are your best prospects?

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Marketing-for-Leads Guide: Step 9 - Who are your best prospects?

Sales Lead Insights

Step 9: Target the best companies and contacts with your lead-generation efforts. Which companies represent the best fit for what you are selling? Rank these companies in order, descending from the best fit. Marketing-for-Leads Guide: Step 9 - Who are your best prospects?

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Sales and Marketing Integration: An Interview with Elizabeth Vanneste, CMO of Miller Heiman

Sales Lead Insights

Miller Heiman's annual research study of sales practices, success metrics, and World Class Organizations – the Miller Heiman Sales Best Practices Study - has become recognized as the largest continuous research project dedicated to sales performance in the world.

Be my guest at B2B Marketing University in Dallas on June 23, 2010

Sales Lead Insights

Attendees will learn more about what is really working best today from top B2B marketing, lead generation and marketing automation experts (including me), including an end-of-day roundtable discussion with some of your peers.

Responsible for B2B marketing or lead generation? Be my guest at B2B University in Boston on May 18th

Sales Lead Insights

Attendees will learn more about what is really working best today from top B2B marketing, lead generation and marketing automation experts (including me), including an end-of-day roundtable discussion with some of your peers.

B2B Marketing University: See you in Palo Alto on April 7th…

Sales Lead Insights

The best part is that B2B Marketing University is 100% pure education for serious B2B marketers. Attendees will learn more about what is working best today from top B2B marketing and lead generatio experts (including me), and the end-of-day roundtable of additional B2B marketing experts.

B2B Marketing Summit: Learn what’s really working best in today’s difficult business environment

Sales Lead Insights

Join me, your B2B marketing peers and other marketing experts at MarketingSherpa’s 6th Annual B2B Marketing Summit 2009. 23-24 in San Francisco. 5-6 in Boston. Join America’s top B2B marketers to learn, apply and share the latest advancements in marketing while honing your traditional B2B marketing skills in parallel.

In British Columbia? Consider attending a live, half-day workshop about driving more leads and sales with marketing

Sales Lead Insights

If you are near Kelowna, Victoria or Vancouver, consider attending one of this series of live, half-day workshops: Marketing for Leads and Sales: What’s Working Best for Technology companies Today. Which lead generation tactics are working best today, and which should you avoid. 8:30 am to 12:30 pm. February 22 - Kelowna, BC. February 23 - Victoria, BC. February 24 - Vancouver, BC.

B2B product marketing professionals: This might interest you

Sales Lead Insights

I called a Vice President of a company … Continue reading → Tags: Demand Generation Lead Nurturing Lead Scoring Leadership Management best practices Marketing lead generation (If you enjoy the Fearless Competitor, watch me live on HubSpotTV on 11/19 at 4:00pm ET) See this picture? “My child is an honor student at… &# That is how most companies talk.

What B2B marketing automation is all about, and why you should care: An Executive Breakfast Briefing near Boston on June 29, 2010

Sales Lead Insights

This may be your best opportunity to quickly get up to speed about B2B marketing automation—while having breakfast and discussions on the topic with a select group of your peers. Interested in learning more about B2B marketing automation and how it may benefit your company?

Webinar Leads Demystified: Free webinar on April 28, 2010 at 2:00 pm EDT

Sales Lead Insights

Webinar Leads Demystified: Best practices for leveraging both webinar registrants and attendees. nurturing best practices. Webinar Leads Demystified: Best practices for leveraging both webinar registrants and attendees. Don’t miss this complimentary webinar about turning webinar registrants and attendees into qualified, sales-ready leads. Wednesday, April 28, 2010 2:00 p.m. EDT (11:00 a.m. For more information and to register, click here.

B2B e-newsletters: Three bits of advice

Sales Lead Insights

A client just asked me, "What are the three best pieces of advice to give to companies that embark on an e-newsletter for the first time?" What best advice would you give your fellow B2B marketers about e-newsletters? " Here’s my answer: Useful, relevant content is essential to get readership, and to avoid opt-outs. (I I recommend aiming for 80 percent or more useful content and 20 percent or less promotional content.).

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B2B Marketing University: 3/3 in DC and 4/7 in Palo Alto

Sales Lead Insights

The best part is that B2B Marketing University is 100% pure education for serious B2B marketers. Attendees will learn more about what is working best today from top B2B marketing experts including: Carlos and Jay Hidalgo with The Annuitas Group, Adam Needles with Silverpop, (yours truly) Mac McIntosh, and the end-of-day roundtable of additional B2B marketing experts.

Business Marketing Association Renames its Marketing Awards Competition the B2s

Sales Lead Insights

And that isn’t the best analogy for an awards show, is it?) Before I get to sharing my opinion about the Business Marketing Association (perhaps better known as the BMA) changing the name of its Pro-Comm Awards to the B2s, let me point out that I’m a long-time member and big-time fan of the organization.

B2B Marketing University 2010 Kicks Off March 3rd in Washington DC

Sales Lead Insights

The best part is that B2B Marketing University is 100% pure education for serious B2B marketers. Attendees will learn more about what is working best today from top B2B marketing experts including: Carlos and Jay Hidalgo with The Annuitas Group, Adam Needles with Silverpop, (yours truly) Mac McIntosh, and the end-of-day roundtable of additional B2B marketing experts.

B-to-B Lead generation: What Enterprise-size Companies Should be Doing Differently in 2010

Sales Lead Insights

Lead Gen in 2010: Learn What is Working Best Right Now. This one-hour webinar will cover: The latest trends in B-to-B lead generation, and how you can leverage them; Which lead gen strategies and tactics are working best, and which no longer work for enterprise companies like yours; The pros and cons of various marketing media for generating, nurturing, and qualifying leads. We will show you how best to accomplish this, and more.

Planning B2B Lead Generation for 2010? Attend this Webcast on January 27th

Sales Lead Insights

We will show you how best to accomplish this, and more. Be sure to join us on January 27th, from 2:00 to 3:00 pm EST, as we share proven ways for enterprise companies like yours to uncover qualified sales leads, highlight real life success stories, discuss best practices, and show you how to maximize your lead gen ROI in 2010. Are you responsible for B2B lead generation at a large company?

Web Inquiry Management: Interview with Mike Wallen

Sales Lead Insights

This is really important because according to the 2008 Miller Heiman Sales Best Practice Study , the number of decision makers involved with each sale shifted up by 16 percent compared to the previous year’s study and companies are getting more sophisticated about how they make decisions. This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals.

An Interview With Mike Damphousse About B-to-B Appointment Setting

Sales Lead Insights

I believe I’ve heard you say that to get the best results, B-to-B telemarketing should be part of an integrated marketing and sales program. This is the first in a series of occasional interviews with top practitioners in the field of B-to-B demand generation. Today’s guest is Michael Damphousse , CEO/CMO of Green Leads, LLC , a firm that specializes in using the phone to get qualified appointments for its clients’ salespeople on a pay-per-performance basis.

The B2B Lead Generation Benchmark Study Report: Useful data and advice

Sales Lead Insights

It provides metrics and best practices for business-to-business lead generation. If you’re still not convinced, consider this… The 2009 B2B Lead Generation Benchmark Study Report gives you the information you need to justify and improve your lead generation programs: It shares the lead generation best practices that are now getting the best results for your peers at other companies that sell products or services to businesses, institutions or the government.

Want To Generate More Leads? Leverage Your Prospects’ Five Senses

Sales Lead Insights

Sight: Many of your prospects process information best visually. It seems I’m always trying to show her something, as I process information best visually. To communicate best with these auditory people, have a conversation with them; either out loud with spoken words or in their heads with written words.

Business Software Marketers: Finally a Conference Designed Just For You!

Sales Lead Insights

It will be your opportunity to swap ideas about lead generation with some of the best in the business: your business software marketing peers. Join me and your business software marketing peers at this conference just for software marketing leaders. Capterra: The Conference. Empowering Software Marketing Leaders. September 13-15 in Washington DC. Make the absolute most out of your marketing efforts across the board.

B2B Lead Generation Benchmark Study 2009

Sales Lead Insights

Are you wondering about the B2B lead generation media and tactics that will get you the best results? Please participate in this important B2B Lead Generation Benchmarking Study by taking this fast and easy online survey. It will take you less than 10 minutes to complete, and you will automatically qualify to receive a free executive summary of the study results.