B2B Lead Generation Blog

New B2B Persona Research From Salesforce and LinkedIn Study

B2B Lead Generation Blog

What I mean by movement is that a person goes through both horizontal and vertical changes within a company. So, if we’re only looking at the measure of, “is this email address any good for us,” and “we’re only looking at the bounce,” all that says is, “does this person still work at that company.” How many of you have had your job responsibilities change in the same company you’re working with?

How to do lead management that improves conversion

B2B Lead Generation Blog

I find the top issues B2B companies have with lead management include: Sending marketing qualified leads (MQLs) to salespeople without using criteria agreed upon by sales. In this post, I’m going to focus on how to do lead management that increases sales conversion. Here’s why: First, B2B lead conversion to actual revenue conversion is low. You may be wondering: how low? According to Forrester, top performers convert 1.54% of leads to revenue.

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7 Tips to Boost Your Email Nurturing Results Immediately

B2B Lead Generation Blog

For example, I get emails often from companies that “know” me — in some cases, I’m their customer — but their emails don’t show it. name, company, email, etc.). You need to learn if this person and/or their company is a fit and their level of qualification. As you know more about your prospects role and the industry they’re in, you can then create messages based on industry vertical or company size. .

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What can B2B Marketers Adopt from Growth Hacking?

B2B Lead Generation Blog

He also helps companies like Amazon, NBC, GM, HP and Viacom grow their revenue. I interviewed Neil Patel because I wanted to get his input on growth hacking specifically because he’s rapidly grown several multimillion dollar companies and he’s written the definitive guide on the subject.

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Customer Success and Marketing Alignment: The Key to Unlocking Customer Advocacy

Most B2B companies say the customer experience is a priority, but their teams are not prepared or coordinated enough to make this a reality

B2B Content Marketing: Will Video Kill eBooks?

B2B Lead Generation Blog

“With the rise of content marketing, a lot of businesses get stuck in the eBook rut,” saysLinda West ( @ misslindawest ), Director of Digital Marketing at Act-On Software , a rapidly growing company that makes a marketing automation Software as a Service (SaaS).

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How Empathy Will Grow Your Sales and Marketing Pipeline

B2B Lead Generation Blog

This fact is particularly the case for companies that have a complex sale where B2B buyers face daunting decisions that involve huge risks. They need useful content that helps them convince colleagues inside their companies to choose a different path.

5 Useful Lead Nurturing Tactics to Get More Opportunities

B2B Lead Generation Blog

name, company, email, etc.). You need to learn if this person and/or their company is a fit and their level of qualification. Larger companies with marketing teams will likely have tools such as marketing automation and CRM software that help automate parts of lead nurturing. Small businesses, even as small as a one-person company, face challenges in only finding the time for lead nurturing.

Inbound Marketing: How a B2B company used a content marketing strategy to improve customer experience

B2B Lead Generation Blog

Tweet Inbound marketing is typically a term reserved for B2C companies striving to draw customers in with flashy social media campaigns, witty tweets and beautiful infographics.

The Biggest Contributor to B2B Revenue

B2B Lead Generation Blog

In most B2B companies with complex products or services, marketing-sourced leads rarely account for even half the revenue and often it is much less. If y our company does not have such a team or the team you have is not optimized, getting the model or strategy right is key.

Why purpose matters to marketing: growth, revenue, and profit

B2B Lead Generation Blog

Here’s why: According to research, curated by Mack Fogelson, consider the following: 73% of people care about the company, not just the product when making a purchase. 85% of purpose-led companies showed positive growth ( Harvard Business Review/EY ). That’s why I interviewed Mack Fogelson ( @mackfogelson ), the CEO of Genuinely , a consulting and training company. We started by helping companies be better. And maybe many companies are doing that.

How giving useful ideas and secrets builds trust

B2B Lead Generation Blog

He replied something like, “I think companies [like yours] give away too many of their trade secrets on their website and blogs. Most companies sell the same basic car.

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Tips on how to use LinkedIn for Better Lead Generation

B2B Lead Generation Blog

In this post, I interview Susan Tatum, Partner at The Conversion Company. By then I had my own marketing company and at first, I spent a lot of time explaining to my clients – who were all B2B companies – why they didn’t need to run out and get a Facebook page.

Fast Growth Marketing: From 0 to 500,000 Users

B2B Lead Generation Blog

Jim: One of my marketers came up to me as we were naming the company, and we were looking at a bunch of different names like Jigsaw. She came to me and went, “Fowler, I’ve got the perfect name for our company: Owler.” That becomes a globally important company.

6 Ideas to Create More Relevant Lead Nurturing Emails

B2B Lead Generation Blog

For example, I receive emails often from companies that claim to “know” me — in some cases I’m their customer — but their emails certainly don’t show it. I’m sure that’s not their intent, but these companies are missing the key idea of relevance.

16 Proven Ways to Get Better Opportunities Now (Part 2)

B2B Lead Generation Blog

Give your potential customers educational content that helps them grow as an individual or a company. People buy from people, not companies. You need a quick process to identify the person’s function and role in the company rather than going the by title.

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Mobile Marketing: What 4 top B2B companies can teach us about mobile

B2B Lead Generation Blog

According to the MarketingSherpa 2012 Mobile Marketing Benchmark Report (free excerpt at that link), when asked, “Which mobile marketing tactic does your company use?” 64% of B2B companies listed mobile websites as their number one mobile marketing strategy in use.

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16 Proven Ways to Get Better Opportunities Now (Part 1)

B2B Lead Generation Blog

Without a ULD, salespeople will have a tendency to focus on the companies they already know and relationships they previously had and ignore the others. The next question is, was that you were asking the question, or was that someone else in your company asking the question?

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Lead Nurturing: What it is, and what it is not

B2B Lead Generation Blog

A lot of marketers say they are “nurturing” their prospects, when in reality, all they are doing is sending out nice brochures, landing page links or marketing copy focused on product releases or company announcements.

Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

I read recently that a company trimmed its registration form to include an extremely basic two-field form and found its conversion rate more than tripled with this simplification. You should: Identify company size, industry and geography.

Lead Generation: How an insurance company reduced acquisition costs in purchased leads

B2B Lead Generation Blog

There are a lot of expenses associated with purchasing hundreds of thousands of leads annually, so we are constantly working to maximize acquisition economics,” explained George Hurley, Director of Marketing Analytics, Plymouth Rock Management Company of New Jersey.

10 Most Popular B2B Lead Blog Posts of 2016

B2B Lead Generation Blog

For the majority of B2B companies with complex sales, marketing-generated leads rarely account for 50% of revenue and often it’s often much less. Additionally, IBM is gearing up to become the world’s largest design company.

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4 Steps to Lead Nurturing: Walking the buying path with your customers

B2B Lead Generation Blog

That said, I’ve seen companies spend most of their budget getting people to raise their hands but not putting enough toward progression. As you do that, consider the questions that customers have in mind before they make a buying decision: How will this product or service help my company?

How to Put the Customer First in Lead Generation

B2B Lead Generation Blog

You need to move from company logic to customer logic. Customers want to work with people and companies that can step in their shoes and understand the results they are trying to achieve. Tweet Putting customers first in lead generation.

Lead Nurturing in 6 Simple Steps

B2B Lead Generation Blog

What else have you learned to implement lead nurturing programs in your company? Tweet What’s the quickest, cheapest way to implement lead nurturing? I get that question frequently when I talk to marketers about lead nurturing.

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Generation Blog

He recently finished as a chief evangelist over at MECLABS, and he’s now helping B2B companies understand and execute some of their modern demand generation chores so I thought we would tap Brian right away to talk about this.

Lead Generation via Influencers and Experts in 4 Steps

B2B Lead Generation Blog

There are multiple opportunities with influencer development, which include: Getting more opportunities with people and companies you may have not otherwise engaged with. Step 2: Focus — Research them, their companies and their clients or customers.

3 Good Questions to Align Strategy, B2B Marketing, and Sales

B2B Lead Generation Blog

If not, you’re in good company. American companies annually spend about $900 billion every year on sales efforts. To put that in perspective, Brian, that amount is more than three times what companies spend on all media advertising– Super Bowls, everything else.

Lead Nurturing: Unique tracks and impactful tests

B2B Lead Generation Blog

After three months of calling, 40% wanted to continue to be in the IT company’s lead nurturing program, 15% moved further along in the sales cycle and 7% converted into customers. For an investment of less than $50,000, within three months the IT company gained $1.2

The Most Important B2B Marketing Metrics for CEOs

B2B Lead Generation Blog

B2B Marketing: How accounts payable company’s new process increased Marketing’s contribution to revenue 1,300% [MarketingSherpa B2B Marketing case study].

How to deal with change stress and be a better marketer

B2B Lead Generation Blog

And, there’s more change inside our companies too. Your company needs you and your marketing leadership more than ever. As marketers, we deal with a lot of change stress. Seriously. The marketing world is exploding.

Introduction to Lead Management

B2B Lead Generation Blog

However, companies continue to spend untold dollars on lead generation efforts ultimately doomed to fail.

How to Use Trigger Events for More and Better Leads

B2B Lead Generation Blog

Every company will have some trigger events that matter more than others because of what they sell solves various problems and addresses different motivations. Trigger events helped this company increase sales conversions by 400%. Twitter for @company @product @people mentions.

New Chapter for the B2B Lead Blog

B2B Lead Generation Blog

And entirely new companies and careers have been built up around them. You may have noticed the B2B Lead Blog has a new look. Image credit: PhotoDune. That’s because it’s my personal blog again.

15 Tips to Generate More Leads in 2015 (Part 1, featuring tips 1-5)

B2B Lead Generation Blog

In this situation, salespeople will have a tendency to focus on those companies they already know and relationships they already have, ignoring the others. The next question is, was that you asking the question, or was that someone else in your company asking the question?

Building Your Strategic Lead Generation Portfolio

B2B Lead Generation Blog

If you can’t measure your marketing channels in terms of return on investment to the organization — leads generated, opportunities in the funnel and business closed — why should your company “invest in your fund?”.

Where’s the Passion in B2B Marketing?

B2B Lead Generation Blog

I’ve wondered how we can be passionate advocates to people outside our companies if we don’t have close relationships or trust inside our place of work. Build relationships with the right people and companies, regardless of their timing to buy. Companies don’t buy — people do.

Lead Nurturing: Why good call scripts are built on storytelling

B2B Lead Generation Blog

The company identifier. Tweet In teleprospecting, it’s not just about what you “ask” prospects; it’s about when you ask them. This is where a lot of teleprospecting gets it wrong. Intuitively, fast, upfront and to the point seems like a sound approach and I’m a big fan of brevity.

5 Ways to Deal with Change for Successful Marketing

B2B Lead Generation Blog

But consumers aren’t the only ones who have changed; companies have changed too. Be the change you want to make in your company. Your company needs you and your marketing leadership more than ever. I’ve watched too many companies make half-hearted plans.

15 Tips to Generate More Leads in 2015 (Part 3, featuring tips 11-15)

B2B Lead Generation Blog

You need an intelligent process to identify the person’s function and role in the company, rather than going by title. With a recent MECLABS partner, we developed a process for determining a contact’s function in the company based on a series of conversations.