August, 2009

What IS and ISN’T Lead Nurturing

B2B Lead Generation

While chatting with a client recently, she told me that she had just met with her third new boss this year to explain the company’s new lead nurturing process. The problem was that her boss felt their current integrated marketing campaigns qualified as lead nurturing. We discussed the challenges of communicating what IS and ISN’T lead nurturing.

Sales Ready Leads: Quality vs. Quantity

Smashmouth Marketing

The topic of Quality vs. Quantity in demand gen has been a constant debate. Whether it's inbound marketing or outbound marketing there are costs associated with a lead, there are costs associated with the time and effort needed to convert that lead to an opportunity, and there are costs tied to the quality of those leads and how that impacts conversion rates. As David Greenberg, Sr.

Sales 172

Sign Up for our Newsletter

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

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.

Recruiting Customer References on your Website


Run a Google search on the phrase "customer reference programs" and you'll easily find links to information from many technology companies. Typical content on a customer reference page includes: A discussion of program activities and benefits for participating customers. An online form for expressing interest in becoming a reference customer. Links to current case studies and customer videos, user groups, and events. A link to request a reference call or visit.

75% of World Trade Flows Through Indirect Channels - Are You Enabling the Right People?

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years. Join Jay McBain from Forrester as he unpacks these future trends.

are you paid enough? new salary survey released

The Effective Marketer

we all like to complain about how much we make, so here's another reason for you to either shut up or have that awkward conversation with your boss about getting a raise. exhibitor magazine's july edition showcases their annual salary

More Trending

8 Tips for generating high quality leads that sales people love

B2B Lead Generation

Ask most executives and marketers what sales people need to sell in this economy and they will say, "more leads." " So their lead generation focuses on getting MORE leads to their sales team but I've found that sales people really don't want more leads. Actually, what they want is more effective selling time with BETTER "sales ready" leads that will convert into pipeline opportunities. Accelerates The Close Part 2 - Smashmouth Review

Smashmouth Marketing

In the Smashmouth Review of Part 1 , we focused on Genius Pro. Since then, we've had the opportunity to work with and evaluate Genius Enterprise. The one liner summary: marketing automation and sales enablement with a 2.0 twist. The product is so rich in features that this article alone will not do it justice. It’s always tempting to try to make apples to apples comparisons with other marketing automation vendors, but Genius is different.

Review 149

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

Sales Lead Insights

If you want your B2B lead generation campaigns to be as successful as possible, you need your lead generating messages to break through the clutter, get your prospects’ attention and provide them with compelling reasons to respond. To accomplish these objectives, consider leveraging your prospect’s five senses. Sight: Many of your prospects process information best visually.

Five Ways Facebook Can Get You Fired!

Buzz Marketing for Technology

Can your social media activities cost you your job? You bet they can, and it’s my mission to show you how to avoid that fate! You are about to see a number of real-life case studies about Facebook. These people are not actors or anything I dreamed up – they are real people whose lives changed based on a few bad keystrokes and misaligned priorities. So sit back, relax and enjoy another installment of the ways in which social networking can change your life.

The Complete Guide to SaaS Revenue Modeling

In today’s climate, it’s more important than ever for SaaS companies to build rock-solid financial models on which they can operate and make key business decisions. The teams at SaaSOptics and Burkland have teamed up to create a comprehensive guide to the most difficult aspect of financial modeling: revenue forecasting.

The five components of a successful thought leadership program

Chris Koch

Recently, I was asked by a former ITSMA client to help put together a plan for a thought leadership program for a B2B technology company that sells both products and services. It forced me to think about all the components necessary to build and sustain a thought leadership strategy. Here are my thoughts on the big pieces. Please tell me what I’ve gotten wrong or left out. Research the need. Most people start with strategy. But starting with strategy assumes a need that may not be there.

B2B Pay Per Click Advertising


Interview with Terry Whalen from CPC Search. To generate demand for your products, it’s not enough to nurture the existing leads in your database. You also need a steady stream of fresh leads coming in. There are many ways to find these new leads: inbound marketing, search advertising, tradeshows, lead programs, etc. They all have their pros and cons, and most companies use a combination of strategies.

Click 135

Lead Generation Checklist - Part 1: The Mindset: Conversations, not campaigns

B2B Lead Generation

Building an effective lead generation program is kind of like baking a cake. There are certain ingredients that are absolutely necessary. You can tweak the recipe a little here and there adding your own special touches as long as you include the main components. Over the next few months, I want to offer you a ‘recipe’ for building an effective lead gen program. It’s an eight-step checklist. Any one of the eight steps is as important as the others.

B2B Appointments, A Third of C/VP Execs Delegated Down - POLL

Smashmouth Marketing

At one time or another, I've been asked by demand gen folks, Green Leads' clients and prospects, "So you JUST get meetings with C/VP level executives?" A C Level meeting is the holy grail of outbound marketing, everyone wants to hear "Yes" and then implement a successful program.

Stats 147

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

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

Sales Lead Insights

Are you looking for data to help justify a bigger budget or more resources for your B2B lead generation programs? Are you looking for advice you can use to make your B2B lead generation programs as productive as they can be? Get the 2009 B2B Lead Generation Benchmark Study Report. It provides metrics and best practices for business-to-business lead generation.

Why Sales Lead Generation Has Such a Bad Name!


The Long-Form, Text-Heavy White Paper is Dead


Every time I see a long-form, copy-heavy sales document these days, my first reaction is "Why do marketers still think prospects will read this?" Does this mean I think white papers are no longer effective as marketing documents? No, not at all. But they do need to change in length, content, and presentation. Continue reading this post on my Copywriting That Sells High Tech blog. Content Marketing White Papers

Paper 120

What is the ROI of Lead Management?


Earlier this year I downloaded Silverpop’s lead management workbook , and I planned to write about it. Unfortunately, not enough time… Last week I received a copy of Marketo’s Lead Nurturing workbook. Similar books, but each with their unique approach and lots of smart advice. Both books show how you can increase sales by nurturing all leads, from inquiry to opportunity. Heck, why not nurture customers too? that is one of the great suggestions in Marketo’s book).

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

When leads lie, what should you measure?

B2B Lead Generation

Thanks to Jim Berkowitz and his CRM Mastery E-Journal for pointing me to CIO article by David Tabor, " When Leads Lie." " Check both resources out they are well worth a read. Here's a few excerpts from Tabor's article:  Why do leads lie? Leads lie because we think they’re saying something that they aren’t. A lead is not ready to buy. They’re typically not even ready to talk with one of your sales reps.

Inbound Marketing and Outbound Marketing, by Tony Soprano

Smashmouth Marketing

Tony Soprano: "Every decision you make affects every facet of every other #?%!% thing.". ok, the Tony Soprano thing was just a late addition after I read some hilarious quotes from the show on IMDB last night, and realized they had some.ahem. relevancy -- just a little fun ;). For years the world of b2b marketing has used outbound marketing as a source of lead generation.

B2B Marketing Tests Webinar: How to Improve Your Results & Fight for Your Budget

Sales Lead Insights

B2B marketers responsible for lead generation. What? A live webinar, B2B Marketing Tests: How to Improve Results & Fight for Your Budget , presented by Anne Holland with her special guest, B2B lead generation expert Mac McIntosh. Yes, I’m honored to say that’s me!).

Budget 141

Lead Generation—What I have learned. the hard way.


SaaSOptics SaaS Metrics Template

Download this template that includes calculations, formulas, definitions and a customizable dashboard. The template includes subscription momentum metrics (ARR, customer count, avg. ARR), churn and retention metrics, and customer lifetime value metrics.

Roundup: Social Media Policies from Technology Companies


In the spirit of openness that is encouraged by social media, many high-tech companies have posted their policies for employee blogging and social media use as public web pages. Some examples: Cisco's Internet Postings Policy. Dell's Online Communication Policy. HP Blogging Code of Conduct. IBM Social Computing Guidelines. Sun Guidelines on Public Discourse.

Marketing Automation ROI: Efficiency or Revenue?


As a response to my posts 7 Reasons Why Marketing Automation Projects Fail and Marketing Automation ROI , several people mentioned that the benefits of Marketing Automation are not just increased sales. They are also increased efficiency. That made me think: aren’t benefits either cost savings, or increased revenue? Marketing Automation Increases Revenue. The key marketing performance indicators suggested by SiriusDecisions are all related to revenue: Marketing sourced pipeline.

Things a B2B company can do to be more social now

B2B Lead Generation

I think the hardest part in participating in social media is defining a clear strategy on WHY you're doing it. Then the execution (actually doing it) becomes much easier. That said, if you're looking for some simple ideas for incorporating social media I came across this great list of ideas by Amanda O'Brien over at the Social Media B2B site. The post has some great tips that I think most B2B marketers can incorporate quickly.

Inbound Marketing and Outbound Marketing, by Tony Soprano

Smashmouth Marketing

Tony Soprano : "Every decision you make affects every facet of every other #?%!% thing." ok, the Tony Soprano thing was just a late addition after I read some hilarious quotes from the show on IMDB last night, and realized they had some.ahem. relevancy -- just a little fun ;) For years the world of b2b marketing has used outbound marketing as a source of lead generation.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.