B2B Lead Generation

FEBRUARY 9, 2015

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.

Lead Nurturing 332

Lead Nurturing Leads Lead Content Marketing 332

Smashmouth Marketing

AUGUST 6, 2021

There are so many demand gen vendors out there, and if you are a demand gen professional in sales or marketing, we've probably called you. I believe this across lead gen: the most important thing to look at is cost per opportunity not cost per lead.

Lead Gen 232

Lead Gen Vendor Question Leads 232

B2B Lead Generation

JUNE 23, 2014

Tweet Marketing automation can help you manage lead nurturing efforts in a complex marketplace. In today’s B2B Lead Roundtable Blog post, we’ll look at three lead nurture tracks you should automate to aid your email marketing efforts from a MarketingSherpa Lead Gen Summit 2013 presentation featuring Keith Lincoln, Vice President of Marketing, SmartBear.

Lead Nurturing 327

Lead Nurturing Automation Email Leads 327

B2B Lead Generation

DECEMBER 29, 2014

Read on to find out what B2B Lead Roundtable Blog posts were shared the most as well as the three topics B2B marketers valued most in 2014. 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. But what’s the best way to optimize your lead gen efforts?

Lead Nurturing 332

Lead Nurturing Lead Generation Leads Lead 332

Industrial Marketing Today

FEBRUARY 12, 2012

Lead nurturing plays an important role in industrial lead generation programs because it is rare that an industrial sale is completed on the first call or the first visit to the manufacturer’s website. Forrester, CSO Insights and Marketo reported that lead nurturing produced much better results. Here are some of the significant findings from their research studies: Reduced the number of marketing-generated leads ignored by sales to as low as 25%.

Lead Nurturing 256

Lead Nurturing Effective Effectiveness Leads 256

B2B Lead Generation

OCTOBER 6, 2014

Tweet More often than not, there seems to be a disconnect between Marketing and Sales. How does your sales team perceive the leads Marketing produces? They complain about lead quality. They complain about lead volume. The say leads, what leads? Marketing gives us leads? Lead generation is an iterative process that requires consistent closed-loop feedback. Centralize the lead qualification process.

Lead Generation 326

Lead Generation Generation Leads Lead 326

B2B Lead Generation

APRIL 28, 2014

Tweet Effective content marketing starts with listening to customers to truly understand them, and then identifying the personas of your audience, according to Ninan Chacko, CEO, PR Newswire. In his keynote at MarketingSherpa Lead Gen Summit 2013, Ninan explained the five steps to effective content marketing. The third step requires marketers to “map the content to the cognitive process of each persona.”. Lead Gen Summit 2014 [Call for speakers].

Content Marketing 305

Content Marketing Content Lead Gen Marketing & Strategy 305

B2B Lead Generation

MARCH 16, 2015

Without some of us even noticing, LinkedIn developed into a useful publishing platform and lead generation tool for marketers and sales people looking to build relationships with prospects. But if you’re looking for an easy lead source, you won’t find it here. Here are some ways to make the most of LinkedIn for lead generation: 1. Check out the B2B Lead Gen Roundtable Group on LinkedIn. Tweet You need to rethink the way you use LinkedIn.

Linkedin 322

Linkedin Generation Leads Lead 322

Kapost

MAY 3, 2016

When it comes to lead generation, you may be unknowingly sabotaging your sales pipeline with these seven common lead generation mistakes. However, lead conversions suffer when tactics aren’t anchored into a bigger, long-term and purpose-driven marketing strategy. . Without accurate and diligent lead generation reporting, marketers often don’t realize their pipeline is in trouble. Getting Real About Lead Generation .

Lead Gen 86

Lead Gen Marketing & Strategy Leads Lead 86

Rev

SEPTEMBER 9, 2018

If you’re not getting the conversion rate you hoped with your nurture campaigns, listen to what Jon Powell has to say, excerpted from my podcast with Jon. Jon Powell is an original thinker with keen insights into digital marketing, storytelling, and human behavior. The Essence of Lead Nurturing. When I think of lead nurturing… I think ‘I am trying to build a relationship… to influence a desired action.’”.

Lead Nurturing 114

Lead Nurturing Leads Lead Multivariate 114

Inbox Insight

NOVEMBER 23, 2022

What is B2B lead generation? Lead generation isn’t just about generating leads; it’s about generating quality leads – an essential activity for B2B marketing and sales teams. What are B2B leads? Inbound Marketing.

Lead Generation 79

Lead Generation Generation Leads Lead 79

Single Grain

SEPTEMBER 22, 2022

61% of marketers consider generating more traffic and new leads to be their biggest challenge. So what’s a marketer or sales rep to do? Use lead generation software — that’s what! TABLE OF CONTENTS: ↓ What Is a Lead-Generation Tool?

Budget Program 82

Budget Program Lead Generation Marketing Automation Services Traffic 82

B2B Lead Generation

MAY 12, 2014

Tweet At Lead Gen Summit 2013, Keith Lincoln, Vice President, SmartBear Software, discussed the importance of speaking the language of your customers, and, more importantly, when to say nothing at all. “If Ultimately, Keith knew that by offering a quality free trial product, users would become loyal customers and tell their friends about it – all of the emails and encouragement from the marketing department wasn’t necessary to convert free trial users to customers.

Lead Generation 313

Lead Generation Prospect Generation Leads 313

B2B Lead Generation

DECEMBER 30, 2013

Tweet As the holiday season quickly approaches an end, and marketers prepare to make 2014 their best year yet, we pulled together the top blog posts on the B2B Lead Roundtable Blog to share the most popular topics, chosen by marketers just like you. In 2012, the top focus for B2B marketers was understanding and leveraging social media. Use social media to generate leads and connect with prospects. Content marketing is becoming more essential for success.

Lead Generation 284

Lead Generation Review Generation Lead Gen 284

Go Beyond SEO

AUGUST 24, 2017

If your law firm marketing plan doesn’t include tracking phone calls, you’re missing out on a ton of benefits. Measure Law Firm Marketing Campaign Effectiveness & Get True ROI. I can tell you right now, when you’re running a marketing campaign for your law firm you will get more phone calls than form submissions. If your phone number isn’t prominently displayed on the page you will lose dozens of leads.

Plan 88

Plan Marketing Plan Marketing & Strategy Landing Page 88

Biznology

JUNE 4, 2019

I recently caught up with Dan McDade , longtime B2B practitioner in lead qualification and nurturing. You’ve been involved in the lead generation world for a long time. The big changes have been in the use of marketing technology. Certainly, technology lets us deliver more leads to sales, faster than ever before. But just as often these are bad leads. Lead generation success rests on quality— not quantity, and not speed.

Prospect 126

Prospect Lead Generation Experience Leads 126

B2B Lead Generation

NOVEMBER 26, 2012

Tweet For the past seven years, trade shows have surpassed websites, email marketing and paid search to secure the top spot as B2B marketers’ biggest investment, according to the MarketingSherpa 2012 B2B Marketing Benchmark Report. But, do marketers make the most of this investment? Use this content as part of a nurturing campaign, as outlined below. Don’t sell, nurture. How to Use Lead Scoring to Drive the Highest Return on Your Trade-Show Investment.

Trade Show 297

Trade Show Trade Optimization Tips 297

B2B Lead Generation

MAY 19, 2014

This B2B Lead Roundtable Blog post features a segment with Christine Nurnberger, Vice President Marketing, SunGard Availability Services , speaking on how the B2B IT disaster recovery company was able to take advantage of the pop culture zombie trend to create an effective multichannel marketing effort. Christine said, “I’m so passionate [about B2B marketing]. MarketingSherpa Lead Gen Summit 2014 Call for Speakers (Application Deadline: June 2, 2014).

Campaign 243

Campaign Lead Nurturing Clickthrough B2B 243

Hubspot

JULY 10, 2018

Lead generation for B2B is not about chasing a “secret method” that results in a ton of leads. A disciplined B2B marketer should understand the different dynamics, budgets, and expectations typical of each lead generation channel. Facebook Lead Ad.

Lead Gen 96

Lead Gen Channel Hubspot PPC 96

Industrial Marketing Today

JUNE 4, 2011

If you are an industrial or a manufacturing marketer, you know all about the constant pressure of generating high-quality sales leads. There are three key ideas in the headline of my post – 1) Industrial blogs, 2) Lead generation and 3) Inbound marketing. In this post I’ll talk about how the three work together nicely in industrial and manufacturing marketing. Marketing does not end with filling the top of the funnel.

Lead Generation 218

Lead Generation Industry Inbound Marketing Generation 218

Go Beyond SEO

AUGUST 24, 2017

If your law firm marketing plan doesn’t include tracking phone calls, you’re missing out on a ton of benefits. Measure Law Firm Marketing Campaign Effectiveness & Get True ROI. I can tell you right now, when you’re running a marketing campaign for your law firm you will get more phone calls than form submissions. If your phone number isn’t prominently displayed on the page you will lose dozens of leads.

Plan 60

Plan Marketing Plan Marketing & Strategy Landing Page 60

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? What does a “good lead” look like anyway? Get answers to these questions about lead gen — and so much more! What is Lead Generation? What is a Lead?

Lead Generation 229

Lead Generation Zoominfo Generation Sales Management 229

Marketing Insider Group

AUGUST 12, 2010

Skip to content Home About Michael Brenner Appearances B2B Marketing Insider Michael Brenner's Blog on B2B Marketing Content Marketing Demand Generation Mobile Sales Alignment Search Marketing Social Media Strategy August 12, 2010 9 Subscribe Marketing Leads: Quality Vs. Quantity Share Last night I had the pleasure of dining with one of our media partners. We discussed the great lead quality vs. lead quantity debate.

Leads 195

Leads Lead Marketing Lead Marketing & Strategy 195

Smashmouth Marketing

NOVEMBER 14, 2008

I believe this applies to demand gen as well. Most marketers do not spend enough time looking at the investment they make at each phase of the funnel. They look at stages and lead scoring, but are they looking at the value of a lead and a demand generation/lead nurturing program? As a lead moves through the process, it picks up overall investment value - call it "lead equity" (am I coining a phrase?).

Marketing Lead 145

Marketing Lead Broker Leads Lead 145

Buzz Marketing for Technology

MARCH 16, 2010

You must keep a constant eye on mentions of your brand, your products and your services in order to survive in this market landscape. In the last post we covered Social Media Listening for B2B Marketing and while providing outstanding customer support is always a good choice when it comes to building a business case that will stand up in the boardroom, another very fertile area to consider is creating a stream of leads from all those conversations out there.

Social Media 206

Social Media Buzz Leads Lead 206

DealSignal

DECEMBER 28, 2021

What Is Demand Generation Marketing? Demand generation marketing is a strategy that marketers use to generate brand awareness and interest in a product or solution at scale, leveraging several disciplines within marketing. Demand gen strategies.

Demand Generation 52

Demand Generation Marketing & Strategy Lead Generation Differences 52

Smashmouth Marketing

NOVEMBER 16, 2008

I believe this applies to demand gen as well. Most marketers do not spend enough time looking at the investment they make at each phase of the funnel. They look at stages and lead scoring, but are they looking at the value of a lead and a demand generation/lead nurturing program? As a lead moves through the process, it picks up overall investment value - call it "lead equity" (am I coining a phrase?).

Broker 124

Broker Marketing Lead Leads Lead 124

B2B Lead Generation

AUGUST 26, 2013

Tweet Many marketers use a model for lead qualification based on these four key characteristics: B = Budget. Before we start another unproductive war between Sales and Marketing, maybe we should focus on building bridges of understanding between these two departments. Let’s start by creating a common language for lead qualification that makes more sense than BANT. Their critiques of marketing leads are much more fundamental.

Sales Qualified Lead 251

Sales Qualified Lead Leads Lead Sales 251

BOP Design

MAY 29, 2019

For many B2B marketers, attracting and generating leads is often the primary goal. However, how to attract leads varies widely from company to company. While the inbound lead generation strategy should be unique to your firm, there are several best practices or do’s and don’ts for attracting good quality leads to your B2B website. Here’s a quick look at what you should do and not do when attracting leads. Be Prepared to Handle Leads.

Marketing & Strategy 58

Marketing & Strategy Planning Leads Lead 58

The Point

MAY 17, 2021

Whatever demand gen channels you use to generate marketing leads, there’s value in always promoting a mix of content and other offers that span the entire buying cycle: early-stage, mid-stage, and late-stage.

Content 174

Content Buying Cycle SEM Demand 174

B2B Lead Generation

OCTOBER 27, 2014

Tweet The ultimate goal of B2B marketing and lead generation is to help the sales team sell. Marketers spend a lot of time and effort creating inbound leads but struggle getting those leads to convert into customers after they hand them off to sales. I’m going to share 10 levers you can use to improve your lead conversion right now: 1. The more you can humanize your lead follow-up the better. Relevance is critical lead nurturing.

Conversion Rate 333

Conversion Rate Conversion Rate Optimization 333

Lake One

JANUARY 9, 2020

Anybody in a sales role likely isn’t doing just sales, the marketing person might double as HR, and the CEO likely wouldn’t be able to fit all his or her descriptive titles on a business card. What is Marketing Automation. Marketing Automation through Workflows. Nurturing.

Lead Generation 59

Lead Generation Marketing Automation Automation Generation 59

WebMarketCentral

AUGUST 4, 2009

Marketing automation provider Marketo has just published The Definitive Guide to Lead Nurturing , a white paper that provides real value, covering the lead nurturing process from the basic how and why through ROI measurement. Unlike most white papers, this guide is very light on marketing (selected pages have sidebars headed "How Marketo Does It" rather than embedding marketing copy in the content—a nice touch). Tags: General Marketing

Marketo 20

Marketo Lead Nurturing Lead Gen Buying Cycle 20

B2B Lead Generation

AUGUST 1, 2007

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Do you ever wonder was the lead even contacted?

Lead Generation 120

Lead Generation Leads Lead ROMI 120

Unbounce

NOVEMBER 21, 2021

Time to pat yourself on the back and let the leads come in, right? You might think lead generation stops at email signup. But you’ve gotta think about nurturing those leads early on: Guiding them to the conversion you want—like a purchase or subscription.

Tactics 74

Tactics Marketing & Strategy CTR Psychographic 74

B2B Lead Generation

MARCH 6, 2007

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Positioning: How To Test, Validate, And Bring Your Idea To Market

Webcast 120

Webcast Lead Generation Leads Lead 120

KEO Marketing

OCTOBER 3, 2017

What exactly is account based marketing (ABM) and how does it stack up to traditional lead generation efforts? ITSMA, the Information Technology Services Marketing Association, introduced ABM in 2003 as an innovative and strategic way to target high-value accounts. ABM requires tight alignment between your sales and marketing teams to identify specific opportunities, develop personalized messaging, coordinate sales activities, and measure progress.

Marketing & Strategy 54

Marketing & Strategy Lead Generation Account Based Marketing Generation 54

Contently

JUNE 29, 2017

Instead, in the spirit of Contently’s accountable content series , let’s talk about something much more practical: how to use B2B content to drive leads. So, how do you—or others—use article content to influence leads in the B2B process? You’re marketing team should already have these, and if not, get working on it! A lot of short-sighted marketers don’t see how top-of-funnel content like articles and videos drive leads.

Top of Funnel 133

Top of Funnel Leads Lead Funnel 133

Inbox Insight

JULY 7, 2020

This creates huge opportunities for tech marketers, but knowing how to reach, engage and convert IT leads is key. The aim of this study is to enlighten demand generation marketers and tech vendors on buyer behaviour.

Demand Generation 76

Demand Generation Research Vendor Survey 76

B2B Lead Generation

JULY 28, 2006

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Positioning: How To Test, Validate, And Bring Your Idea To Market

Lead Generation 120

Lead Generation Generation BtoB Leads 120