B2B Lead Generation Blog

Who should own lead generation for a complex sale?

B2B Lead Generation Blog

So, who should own B2B lead generation: sales, marketing or both? Sales and marketing aren’t doing a great job of executing lead generation because they both believe it’s the others job. Companies don’t typically call what salespeople do “lead generation” or “demand generation.” Marketing rarely generates a sufficient volume of qualified leads. A well-crafted, researched, intentional lead generation strategy can’t come from sales.

Tips on how to use LinkedIn for Better Lead Generation

B2B Lead Generation Blog

Have you ever wondered about how can you use LinkedIn for better lead generation and business. What are tips and advice do you have for people want to use LinkedIn more effectively for business development/lead generation? . Related resources: How to Use LinkedIn to Generate Leads.

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31 Tips for Improving Sales and Marketing Lead Generation Alignment

B2B Lead Generation Blog

Lead generation is an iterative process that requires consistent closed-loop feedback. Develop a strategic lead generation plan, with focus on standardizing and documenting the sales process for purposes of tracking and measuring. Share best-practice lead generation information.

New B2B Persona Research From Salesforce and LinkedIn Study

B2B Lead Generation Blog

Lead GenerationWhen was the last time you looked at the quality and accuracy of your B2B persona and contact data? Getting the right content to the right people continues to be a challenge in B2B marketing. Starting in the fall of 2014, Salesforce started to analyze more than 15 million data points, spanning a four-year period, from two of the largest B2B databases: Data.com and LinkedIn. The goal?

Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure

How to do lead management that improves conversion

B2B Lead Generation Blog

Also, marketers see generating high-quality leads as their number one business challenge according to The 2017 State of Digital Marketing Report published by DemandWave. Marketing automation can’t generate collaboration between sales and marketing. And it also cannot create processes, take the place of people, nor will it generate sales-ready leads on its own. As a marketer, your job isn’t simply to generate leads.

How to Put the Customer First in Lead Generation

B2B Lead Generation Blog

Tweet Putting customers first in lead generation. Unfortunately, empathy is often ignored or lost when we start to become overly clever and complex with lead generation. At its core, lead generation is really about relationships.

How Empathy Will Grow Your Sales and Marketing Pipeline

B2B Lead Generation Blog

How to Put the Customer First in Lead Generation. Marketing Strategy customer-centric empathetic marketing empathy lead generation marketing strategyWriters note – This as a primer for my session at Dreamforce 2016 next week.

Lead Generation via Influencers and Experts in 4 Steps

B2B Lead Generation Blog

Tweet Proactively building relationships with influencers and industry experts and is a powerful way to generate leads and positive word of mouth (WOM). Influence the Influencers: 5 Tactics to Generate Demand [MarketingSherpa how-to article].

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful

Stuck on words: how can marketing connect with customers better?

B2B Lead Generation Blog

You see, I’ve worked in the world of complex sales, B2B marketing, and lead generation for two decades. Back when I wrote the book Lead Generation for the Complex Sale which succeeded beyond my hopes. How to put your customers first with lead generation. How can marketers better connect with people we hope will become our customers?

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4 Ways to Humanize Marketing to Fit Your Buyer’s Journey

B2B Lead Generation Blog

For more on this read, How to Put the Customer First in Lead Generation. All marketing, selling and lead generation is about one word: relationships. We need to stop treating our customers like objects and treat them like people.

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7 Tips to Boost Your Email Nurturing Results Immediately

B2B Lead Generation Blog

Read more on how to put your customers first in lead generation. People aren’t looking for a reason to read your email nurturing messages, they’re looking for a reason to delete them. Think about it. You probably do this with your inbox too. This is important because marketers rely on email as the top lead-nurturing tactic and according to Econsultancy, it’s the best channel for ROI.

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5 Useful Lead Nurturing Tactics to Get More Opportunities

B2B Lead Generation Blog

In this article, I’ll share how to apply lead nurturing to help advance leads through three stages of your lead generation funnel to get more qualified opportunities. Three Lead Generation Stages You Need to Nurture. All three are part of an integrated lead generation funnel, and this article touches on each element while taking a closer look at lead nurturing. The following mind map shows some of the channels can use in your lead generation portfolio. .

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

B2B Lead Generation Blog

Tweet It’s a new year, and you’re likely kicking off marketing and lead generation programs to drive more new leads for 2015. I find that connecting the marketing and sales funnels together is really a big challenge and that is a big stopgap for most demand generation programs.

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust

How the Halo Effect Drives Lead Generation

B2B Lead Generation Blog

My dad taught me many lessons growing up, and one that stands out as relevant to lead generation went something like this: He said, “Choose your friends carefully because we become like the people we spend most of our time with, and [like it or not] we’re judged by the company we keep.”

Why customer advocacy should be at the heart of your marketing

B2B Lead Generation Blog

I got really excited about this idea of advocacy, but it turns it was way harder than I thought to generate consistent advocacy. There is so much money that’s available for companies if you can generate the growth and if you can generate an efficient business model. Those sorts of things generate a lot more advocacy because people are getting that feedback. Are you connecting with and empowering your customer advocates? If not, you should. Here’s why.

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Best B2B Lead Posts in 2014: Lead generation, lead nurturing and content marketing

B2B Lead Generation Blog

Topic #1 — Lead generation is king. Lead generation was a huge topic for 2014 and for good reason. Every lead nurturing campaign, every lead conversion, every sale depends on first generating a lead. Develop a strategic lead generation portfolio.

How to Improve Lead Routing for More Sales

B2B Lead Generation Blog

LeadData’s new report, The State of Lead Management , based on a survey of 527 B2B sellers and marketers found an average 25.5 % of marketing-generated leads get assigned to the wrong account owner. Over 25% of marketing-generated leads get assigned to the wrong person. For example, the chart below shows 30% of marketing leaders believe that sales will always follow-up on marketing-generated leads compared to 61% of sales leaders.

Lead Generation: How to speak the language of your prospects

B2B Lead Generation Blog

Lead Generation: Customers are looking for a solution to their problems [More from the blogs]. Lead Generation best practices customer-centric Email marketing lead generation

Lead Generation: The power of copy

B2B Lead Generation Blog

In today’s B2B Lead Roundtable Blog post, we’ll take a look at how a one small tweak to the copy on a lead generation page increased conversion and what we can learn from the results. Lead Generation: Does your teleprospecting deliver value to prospects? Tweet Words matter.

The Biggest Contributor to B2B Revenue

B2B Lead Generation Blog

Some companies serve a broad market and generate lower revenue per account. Other companies are focused on larger enterprise accounts and so generate much more revenue per account.

Lead Generation: 2 simple tips to determine cost per lead

B2B Lead Generation Blog

Lead Generation Checklist – Part 4: Clear and Universal Lead Definition [More from the blogs]. Lead Generation lead generation lead generation strategy marketing strategy marketing tactics Tweet Getting to the heart of lead cost is not easy.

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

B2B Lead Generation Blog

As you’ll see this series isn’t just about getting more leads, but about generating better and higher quality of leads. That will bring a significant improvement in revenue generated from marketing. Marketing Strategy lead generation Lead Nurturing Marketing-Sales alignment

Lead Generation: How using science increased teleprospecting sales handoffs 304%

B2B Lead Generation Blog

There’s something I wish I would have known when I wrote my best-seller, Lead Generation for the Complex Sale. So, I wanted to see if this heuristic could be applied to lead generation through teleprospecting. Tweet I have a confession to make.

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

B2B Lead Generation Blog

Marketers spend a lot of time and effort generating inbound leads, but they often struggle getting those leads to convert into sales opportunities and customers after they hand them off to sales. . Most marketers try to generate all the content they send to leads themselves.

How giving useful ideas and secrets builds trust

B2B Lead Generation Blog

I had coffee with a potential partner, and our conversation ebbed to us talking about business philosophy, marketing, and lead generation. The purpose of a website is to convert, to get people to respond, and generate leads.”

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Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Generation Blog

Tweet Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. In fact, a lead generation Research Partner of ours at MECLABS wanted to discover new strategies to increase engagement and encourage deeper conversation.

Lead Generation: 5 tips to generate leads faster on LinkedIn

B2B Lead Generation Blog

A member of our B2B Lead Generation Roundtable LinkedIn Group was likely dreaming about this when he asked the group for a way to generate leads through LinkedIn that “doesn’t require a lot of time, engagement and endless keyword searches.”.

Fast Growth Marketing: From 0 to 500,000 Users

B2B Lead Generation Blog

Lead Generation B2B marketing growth Marketing-Sales alignment Sales SEOHow can you drive fast growth with marketing? In this interview you’ll hear from Jim Fowler, founder of Owler on what he’s learned to grow fast.

Lead Generation: Balancing lead quality and lead quantity

B2B Lead Generation Blog

Tweet Lead generation is somewhat like a tightrope act. Generate too many leads, and the rope between Sales and Marketing breaks. If you don’t generate enough leads that turn into sales, your ROI plummets.

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

B2B Lead Generation Blog

When I’ve talked with marketers about their b2b lead generation results, I’ve heard statements like, “We’re generating a ton of leads, but they aren’t converting” or “We need to increase lead quantity” or “We need to generate more qualified leads.”.

Lead Generation: Content among the most difficult tactics, but also quite effective

B2B Lead Generation Blog

Tweet To determine the most used lead gen tactics, and map that to their effectiveness and difficulty, we asked the following questions in the MarketingSherpa 2012 Lead Generation Benchmark Report …. Which of the following lead generation tactics does your organization currently use?

15 Tips to Generate More Leads in 2015 (Part 2, featuring tips 6-10)

B2B Lead Generation Blog

This post isn’t just about generating more leads; it’s about generating better and higher quality of leads. Most marketers try to generate all the content they send to leads themselves. B2B Lead Generation: 6 social media tactics from 7 experts [MarketingSherpa how-to article].

5 Things You Can Do To Improve B2B Lead Generation

B2B Lead Generation Blog

B2B Lead generation is rapidly changing process for companies with the advent of MarTech. . I’ll be sharing where B2B marketers can focus and what on the “best few” things they can do to improve their b2b lead generation efforts immediately. Register for “5 Things You Can Do Immediately to Improve your B2B Lead Generation.” If you’re want to get the most out of your B2B lead generation, make sure you attend this webinar.

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. Tips On How to Use LinkedIn for Better Lead Generation. Read the Tips on How to Use LinkedIn for Better Lead Generation.

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

B2B Lead Generation Blog

Not to say that they don’t generate significant profits from this path; it’s just a different way to it. That’s where you’re going to find connections, and that’s where you’re going to understand what your customers are thinking and feeling at every stage in your funnel so that you can generate resources, content, experiences that help to remove those roadblocks. Does your purpose currently impact your marketing, revenue growth, and profit?

Lead Qualification: Stop generating leads and start generating revenue

B2B Lead Generation Blog

Tweet B2B marketers, stop focusing on generating leads. Before you do any more lead generation, make developing one your highest priority. Human Touch human touch lead generation universal lead definitionYou’re wasting your time and your sales team’s time.

6 Ideas to Create More Relevant Lead Nurturing Emails

B2B Lead Generation Blog

Read more on how to put your customers first in lead generation. Read more on The Physics of Trigger Events for Lead Generation to get a look at a trigger event mind map. Tweet I’m writing this post while attending the ExactTarget Connections 2014 event.