B2B Lead Generation without Lead Nurturing is Doomed to Fail

Industrial Marketing Today

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? It is a fact of life that the bulk of your site visitors and/or conversions from landing pages are not ready to buy now. What is lead nurturing?

Classifying Your Sales Leads: Hot Leads or Cold Leads

Unbound B2B

It is not very often to see people consider the efficacy of leads classification in business and online marketing. The concept of getting leads classified is not all about fulfilling a routine arrangement, but a means of maximizing the benefits such leads offer. Cold Leads.

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

How To Manage Sales Leads


3 of the top 5 most important goals for B2B organizations are lead generation, sales and lead nurturing, according to the 2016 Benchmarks, Budgets, and Trends report compiled by CMI. Out of the leads that get generated, 79% of it won’t convert to sales!

B2B Lead Generation Checklist: 22 Success Tips

Sales Lead Insights

What do I like best about being a B2B lead generation consultant? 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. Speaking of what works best, here are 22 tips for getting better results from your B2B lead generation programs: ? Focus on generating response. ?

B2B Lead Generation: The Best of PowerViews


Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management.

Will Inbound Marketing solve my Lead Generation problem?

Leading Results Rambings

Inbound marketing is a discipline, when used correctly, can solve your sales lead shortage, but by itself, it doesn’t solve the lead generation issue. Specifically inbound marketing and what a lead is. The short answer is no.

Defining the Perfect Sales Lead – 4 Tips to Getting it Right


Today’s B2B marketing success revolves around the new spirit of collaboration between marketing and sales, and nowhere is this more important than the point where the sales cycle begins – defining the perfect sales lead. by Andrew Spoeth.

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


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.

How to Use Lead Scoring to Drive the Highest Return on Your Trade-Show Investment

B2B Lead Generation

Smart marketers apply some type of lead scoring to leads generated from website, SEO, and email initiatives. I recommend ranking trade show leads using the point-system outlined below – the higher the ranking, the hotter the lead.

B2B Lead Generation Blog: Google Makes Web Analytics Free but will it help your lead generation?

B2B Lead Generation

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

Is it Time to Change the Universal Definition of a Lead?


So do we need to revisit the universal definition of a lead in the world of sales and marketing? Here’s What HAS Changed with B2B Lead Generation: Building volume at the top of the funnel is easier. What steps have you taken to unite sales and marketing?

Lead 87

Inbound Marketing Must Set the Table for Industrial Sales

Industrial Marketing Today

They agree it helps them get found in search engines early and often, drives hordes of traffic to their site and fills the top of their funnel with qualified leads at a lower cost per lead. Then comes the silence because they are having trouble connecting the dots between inbound marketing and sales. Brien, VP of Sales Enablement at Bulldog Solutions , summarized the problem very well in his recent article where he wrote, “In general, salespeople don’t like leads.

B2B Lead Generation Blog: Sales and Marketing as a Team: Five Tips to Improve Performance

B2B Lead Generation

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 Likewise, the harmonious interaction of sales and marketing is crucial.

Don’t Underestimate Industrial Marketing’s Contribution to Sales

Industrial Marketing Today

The more I talk to manufacturers and industrial companies, the more I’m convinced that RFQs and sales conversations are all that matter to them. I get it that industrial marketing must be held accountable and I firmly believe that it should make a direct contribution to growing sales and revenues. However, ignoring industrial marketing’s role in creating sales opportunities is a fallacy in my opinion. See Manufacturers Need Lead Management to Close the RFQ Gap ).

6 Ways Marketing Can Help Generate Early Leads for Sales

Modern Marketing

What does sales want more,” he asked, “qualified leads or early leads?”. Research indicates that sales cycles are 22% longer over the past 5 years but 49% of companies are saying that their buying cycles are shorter. Clearly, buyers are far more educated and sales is excluded from much of the conversation. Getting to prospects is paramount, but so is focusing on the most qualified leads. Make Sales Aware of Unknown Website Visitors.

Demand Generation and Lead Management Explained

The Effective Marketer

Last week Carlos Hidalgo , CEO of the Annuitas Group , shared on the Software Advice blog a nice video explaining two basic concepts that are often used interchangeably by vendors and even analysts in the Marketing Automation space but should in fact be treated as separate concepts: Demand Generation and Lead Management. Demand Generation vs. Lead Management. According to Carlos, Demand Generation has two goals: Filling the funnel.

Content Marketing Tips for Lead Nurturing

B2B Lead Generation

Tweet I was asked by a reader to provide some examples of what lead nurturing touches may look like. Lead nurturing is something that’s fairly easy to understand, but for many, it’s become a frustrating thing consistently execute for two reasons: Lack of content. I’ve found that many marketers get stuck on not having enough good and effective lead nurturing content. My advice is to start accumulating and building your lead nurturing library now.

B2B Marketing Lead Generation: Thought Leadership with Amy Hawthorne


The next interview in the B2B Marketing thought leader interview series is with Amy Hawthorne, Director of Marketing at B2B lead generation company ReachForce , and frequent contributor to the B2BLead blog. As a long time B2B marketer, Amy is continuously looking for new ways to help companies build their sales pipeline with targeted lead generation initiatives. I love the thrill of the chase, so lead generation has always been my primary focus.

Unpack Your Sales Funnel

Marketing Action

Sales has come a long way from the Glengarry Glen Ross days of high pressure and aggressive tactics. Especially in the last five years, sales and marketing roles have shifted and this impacts the way the funnel breaks down as well. Sales is hard. Sales infrastructure.

Funnel 104

Lead Scoring: How to pick the right ingredients for high ROI

B2B Lead Generation

Tweet Marketers use lead scoring to slice all the potential deals in their pipelines and serve the sales team what it’s hungry for — leads that are ready to buy. Each attribute and action adds to a lead’s total score. Lead scoring is a simple premise.

Pay-Per-Click (PPC) Advertising Part 2 – Before You Begin: Measurement, Tracking and Setting Up Your Account

Go Beyond SEO

For example, you can structure your campaigns to target your ideal audience based on where they are in the buying cycle. Are you trying to generate leads or increase revenue? Conversions: The number of conversion actions your ads have generated. Google provides these five categories for types of website actions you can track: Purchase/Sale, Sign-up, Lead, View of a key page, and Other. For example, website clicks lead forms.

PPC 60

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)


Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. Telemarketing jumped into the system when a large recession devastated their business model of lead generation, and appointment setting was not enough to keep them going.

Pay-Per-Click (PPC) Advertising Part 3 – Everything Else You Need to Know

Go Beyond SEO

Your non-brand campaigns might be organized by conversion action type, stages of the buying cycle, product or service type, geographic targeting and more. Also consider where they may be in the buying cycle and then group these into themes, which will then become your ad groups.

PPC 99

Why Best Practices Aren’t a Best Practice

Cody Ward

Each can target a different audience with a different buying cycle. Is it driving sales? Leads? Email Marketing Lead Generation Online Advertising Paid Search Search Engine Optimization advertising best practices cmo conversion goals lead generation marketing testingAs marketers, we sometimes get pulled into the black hole of thinking that best practices are the answer.

Pay-Per-Click (PPC) Advertising Part 3 – Everything Else You Need to Know

Go Beyond SEO

Your non-brand campaigns might be organized by conversion action type, stages of the buying cycle, product or service type, geographic targeting and more. Also consider where they may be in the buying cycle and then group these into themes, which will then become your ad groups. Highly relevant extensions can lead to lower CPCs and a higher position on the page. Promotion extension: Promotion extensions are great if you’re promoting a sale or special offer.

PPC 60

You Need to Define an Effective Criteria for Lead Scoring


Knowing which of your sales leads have the highest potential to buy is key to effectively allocating your resources and optimizing your sales & marketing spend. We’ve touched on the idea of how to approach lead scoring , but this post will elaborate on defining a lead scoring criteria that fits your business’ needs, and more importantly, your target audience. Here, you must factor in the entire buying cycle of your customers.

Three Truths Behind Sales and Marketing Alignment


by Bill Binch To create the best lead generation process, you’ve got to keep sales and marketing on the same page. There is a continuing challenge for marketing to fill the sales lead coffers. Collaborative lead scoring is the basis for effective qualification.

Sales 105

Improve lead qualification with these website hacks


Quality lead generation is more than driving traffic to your website. As you begin to see more visitors hit your site, lead qualification becomes more important. Customers also have a better experience as they progress through the buying process.

Top 10 Industrial Marketing Posts of 2011

Industrial Marketing Today

B2B Lead Generation without Lead Nurturing is Doomed to Fail. Deconstructing the Four Stages of the Industrial Buy Cycle. 7 Key Components of a Successful Lead Generation System. Relevant Content Converts More Industrial Site Visitors into Sales Leads and Customers. As we wind down 2011, this is a good time to review all the industrial marketing posts that I have published here and been viewed by you, my readers, during the year.

3 Awesome B2B PR Methods That Will Attract High Quality Leads

B2B PR Sense

One is getting B2B leads. Are you tired of chasing sales leads that aren’t all that interested? Do you want more qualified sales leads that need what you're selling and who will create larger revenue for your company? How do press releases increase quality leads?

PR 193

The Wealth Behind B2B Intent Data


Intent data is the heir of big data analytics and lead generation. Concentrating on lead generation based on the users intent instead of traditional demographic targeting will deliver higher quality leads. Intent Data can Influence the Buying Cycle.

B2B Sales Strategy: How to get more leads for B2B Business


Lead generation forms the bedrock of a highly successful B2B sales strategy. With the constant evolution in the digitized landscape & Internet of Things (IoT), the B2B sales process has changed. What is Lead generation ? Ways to Get More Leads.

Demand Generation Quiz: How Good Are You?


How do you know if your demand generation is good enough or when it's time to take your lead management processes to the next level? Ask these questions to yourself, your boss, your direct reports, your head of sales, and any other stakeholders in your demand generation process. Lead Generation. Are you happy with the number of leads in your pipeline? Is your sales team? Lead Follow-Up. Do your leads ever get dropped on the floor?

Interesting Infographics: Top Content Marketing Trends You Need To Know


The buying cycle – 43%. Brand recognition, gaining new customers and lead generation are top goals that encourage B2B marketers to succeed. Note: The Content Marketing Institute has reported that lead generation is the top reason why 93% of B2B content marketers build effective content marketing.) Content marketing success is frequently measured via web traffic, the value of sales leads and social media distribution.

PowerViews with Jim Dickie: Customer-centric is Key


Jim has over 29 years of sales and marketing management experience. Jim is also an author and often-requested keynote speaker at sales management, CRM and E-Business conferences. Lead Generation — Don''t Just Turn Up the Volume. Analysis of Buying Cycles and Stakeholders.

Sales and Marketing Alignment: Thought Leadership with Jill Konrath


The next interview in the B2B Marketing thought leader interview series is with Jill Konrath, Chief Sales Officer and Author of Selling to Big Companies. This interview with Jill provides great insight and best practices to improve sales and marketing alignment and shorten the sales cycle for B2B companies. How did you get into sales and marketing, and what you like most about it? Sales and Marketing alignment ? Create a resource-rich sales portal.

Unleash Your House Database with Lead Nurturing


Five Tips for Effective Lead Nurturing. How much revenue does that asset generate for your business? Here’s what most companies do: New prospects are generated, often in a lumpy “feast or famine” fashion, e.g. when you get a big batch after a tradeshow and then almost nothing else the rest of the quarter. Fewer than 25% of them meet the criteria for “sales ready” and fewer than 5% have an active opportunity. Using Lead Nurturing to Unlock the Marketing Database.

6 Sales & Marketing Strategy Recommendations for 2012


Bob is the founder of Inflexion-Point Strategy Partners, a UK firm that engages with B2B companies to improve their sales and marketing strategy and drive revenue. He does a great job of clearly presenting, assessing and recommending solutions for today’s pressing sales lead management challenges. I encourage you to visit and explore the entire post in which Hugh suggests that leaders should adopt these six sales and marketing strategies in 2012: 1.

32 B2B Marketers to Add to Your Google Plus Circles

KoMarketing Associates

As such, for B2B marketers specifically, activity on Google Plus could potentially have significant effects on lead acquisition and brand trust. In one example , survey data shows that 77% of buyers indicate they are more likely to buy from a company whose CEO uses social media.

Google 320

B2B Technology Marketing: Five Best Practices

KEO Marketing

Tech firms must take advantage of various methods and multiple channels to connect with leads throughout the buying cycle. Marketing automation and lead nurturing. A vital part of staying on top of, reaching out to, and nurturing leads is using marketing automation tools.