Trending Sources

Sales Lead Generation: Saving Money – Killing Performance

ViewPoint

PointClear was recently given a verbal approval for a pilot program by the SVP of Sales for a technology solutions provider. Then we got turned over to sales operations and purchasing (supposedly a formality). Bye-bye Bosch appliances, Kohler fixtures, Pella windows and white oak floors. The point is, not all sales lead generation firms are created equal, just as not all houses are the same. Lead Generation Cost Per Lead Sales Leads White Papers

Beware the Siren Call of Pre-Qualified Leads

The Point

There is a growing trend in the content syndication space, and among Cost Per Lead (CPL) programs in general, for media vendors to offer B2B clients the option of pre-qualified leads. Naturally, you pay a big premium (in the form of a higher CPL) for pre-qualified leads.

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A Follow-Up Strategy for Content Syndication Leads

The Point

It’s important to recognize that content syndication leads are not like most sales leads. If you hand off content syndication leads to your sales force without setting these expectations, your program may be doomed to fail.

Permission Marketing Drives White Paper Relevance

NuSpark

As terrifying as it may be for many sales and marketing executives to admit, today’s buyers have more control over the sales process than ever before. Enter the white paper. White papers have become a powerful marketing tool because of two important qualities. First, white papers give readers the information they seek. For businesses that see the demise of their interruption marketing methods, white papers are crucial.

Need More B2B Sales Leads? Ignore This Research

Webbiquity

According to recent research conducted by InsideSales.com and reported by MarketingProfs , websites, blogs and search are among the most effective tactics for both lead generation and brand awareness. They can also promote content downloads—reports, white papers, e-books and guides.

B2B Sales Leads: How To Avoid The “19 Year-Old Dude Move”

The Forward Observer

Are all your B2B sales leads ready to buy from you right now? If not, here's how to romance your prospects toward a sale with content. If I could wave a magic wand for a B2B salesperson and grant a wish , many would ask to spend their days closing inbound sales qualified leads.

Steal This Technique for Your Next Sales Email

The Point

So, for example: “Click to download our free white paper”. I was reminded of this principle earlier today when a colleague forwarded an email received from a inside sales representative at a technology company looking to partner with our agency.

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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). Also be sure to interview your sales team and your potential buyers.

A Simple 2-Step Technique for Improving Lead Follow Up

The Point

In an era when “demand generation” and “content marketing” are virtually synonymous, most B2B sales leads are the result of a prospect downloading or requesting content. inside sales reps make contact with, and engage with, new prospects; and, as a result, 2.

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A Conversation with Shawn Naggiar About Sales, Lead Generation, and Marketing Automation

Marketing Action

Monique Torres: We know that lead generation and qualification continues to be a number-one concern for all marketers, regardless of the size of their company or the industry they’re in. MT: Tell me a little more about how marketing automation helps with those leads.

The #1 Reason CEOs Should Care About Lead Generation

ViewPoint

I often say that CEO’s don’t care about leads, they only care about revenue. Unfortunately, unless you, as the CEO of your company, start caring about leads you are going to lose revenue and miss your number. It is not just about increasing sales and profits.

What is Demand Generation Marketing?

Act-On

The role of demand generation marketing is evolving along with technology, enabling B2B marketers to get better at filling the pipeline with actual opportunities versus just a bunch of leads. Now why is this relevant to the role of demand generation, you may ask? Today’s Demand Gen Marketer is a key cog in your marketing machine, fueling your sales pipeline. It’s about seeing that lead all the way through the funnel.

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. Most new leads go nowhere. It’s not about more leads; it’s about doing better with the ones you already have.

The 2 Things You Must Nail For Lead-Generating B2B Content

B2B Marketing Insider

Are you overwhelmed with the complexity of creating B2B marketing content that generates leads? Studies show that 60% of the B2B sales cycle is over before a prospect first talks to a salesperson ( Corporate Executive Board ). Demand Generation

Killer Questions to Ask Before Starting a White Paper Project

Ambal's Amusings

How can you create a white paper that serves it purpose - create high quality leads, provide useful information to potential customers etc. Jonathan Kantor is 14-year white paper marketing veteran. Generating More Leads with Video White Papers.

SME 2

The White Paper Question: To Gate or Not To Gate?

Ambal's Amusings

Which content should be gated to genereate leads? We asked white paper experts: " How should marketers balance the need for free content (helpful for prospects decision making) Vs. the need to have content that produces a steady flow of good leads (that can directed to sales team)?

FAQ 2

For prospecting success, leave your data order till later

Biznology

Marketers looking to acquire new customers, or generate sales leads, typically rely on outside data providers for lists and contact data to give them access to new markets. For example: Generate 45 qualified leads, at $350 per lead, in the quarter.

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Marketing 101: How to get started in lead generation

B2B Lead Generation Blog

Tweet I was recently reading your blog “ Lead Generation: Who knows the customer better – Marketing or Sales? It’s been really fascinating to me to try and figure all this sales and qualifying a lead thing out. Do you have any advice or books on how to effectively get leads and qualify them and the processes involved in doing so? I’ll focus on some fundamental questions you should answer as you craft your lead gen program.

3 Models for Gating Lead Generation Content on Your Website

The Point

Ask a group of B2B marketers whether their Websites’ lead generation content (white papers, archived Webinars, case studies, videos, etc.) If I’m the prospect, I want to download your white paper or view your demo, not register on your site, or create an account.

3 Ways to Improve the Quality of Your Sales Leads

Modern B2B Marketing

by Carol Fox If your sales leads aren’t receiving lead nurturing efforts from marketing to convert them quickly into business, they ultimately aren’t going to benefit your bottom line. Fine-tune your lead scoring system. Commit to lead nurturing.

B2B Lead Generation vs B2B Advertising: What You Need to Know

Digital B2B Marketing

Among paid media and advertising tactics, lead generation programs like content syndication are a key source of leads for B2B marketers, especially in the enterprise technology space. Lead Generation vs Advertising: The Numbers How big is the difference?

B2B Lead Generation Blog: Using White Papers for Lead Generation

B2B Lead Generation Blog

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 Do you qualify leads before sending them to your sales team?

Fresh Ideas to Reignite Stalled Leads and Accelerate the Sales Funnel

B2B Lead Generation Blog

Tweet Longer selling cycles and stalled deals are impeding sales funnels everywhere. Use these three practices to convert more leads into revenue: Use Funnel-Specific Market Research. In such cases, lead nurturing and campaigns targeting more senior executives can be of value.

Is social media effective for B2B lead generation?

Sales Lead Insights

I’m probably biased, but I believe the primary objective of business-to-business marketing is driving sales of the company’s products and services. Of course branding and awareness are also roles that can be played effectively by B2B marketing, but from my point of view these are only supporting roles—secondary to the primary objective of helping drive sales. So I’ve also been searching for evidence of leads and sales from social marketing everywhere I can.

The Flavors That "Sales Ready" Leads Come In

ViewPoint

I once worked with the then SVP, Marketing of a large public company who was frustrated with sales. At one point he got so angry that he offered sales management the following choices for spending a $100,000 budget to generate leads. How much should a lead cost?

SAL is the Glue that Binds Sales and Marketing in Lead Generation

Industrial Marketing Today

A lead is a lead, right? Depends – are you in marketing or in sales? SAL – Sales Accepted Leads is the bridge between Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL). Defining qualified leads.

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

ViewPoint

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.

B2B Lead Generation Blog: White Papers and Lead Generation, Key for BtoB Marketers

B2B Lead Generation Blog

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

B2B 2

B2B Online Video Marketing; Planning to Execution Best Practices for Lead Generation

NuSpark

Depending on what you read, most research shows that white papers are still the most authoritative content asset, but video marketing continues to grow. Video and the Sales Funnel. Determine goals: sales; leads; brand building; product demonstration; education.

Relevant Content Converts More Industrial Site Visitors into Sales Leads and Customers

Industrial Marketing Today

And I have used some of these tactics to help my industrial clients make their content more relevant in engaging with their target audience and converting more of them into qualified sales leads. The qualified lead comes from being designed in. The examples I’ve cited here show that relevant content doesn’t always have to be in the form of white papers, webinars or downloadable guides in order to engage with industrial prospects and convert them into loyal customers.

B2B Lead Generation Blog: Lead Generation via Industry Experts

B2B Lead Generation Blog

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 This is an effective way to expand your network and generate more leads.

B2B Lead Generation Blog: Lead Generation via white papers and webinars

B2B Lead Generation Blog

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 As a result, Grams believes that hes generating better qualified leads.

B2B 2

The 2 Things You Must Nail For Lead-Generating B2B Content

The Forward Observer

Are you overwhelmed with the complexity of creating B2B marketing content that generates leads? Studies show that 60% of the B2B sales cycle is over before a prospect first talks to a salesperson ( Corporate Executive Board ).

3 Keys to an Effective Autoresponder Program

The Point

Studies show that responding to new sales leads promptly, literally within minutes, can have a dramatic impact on the rate at which those leads are qualified, and the speed at which they convert to opportunities and, ultimately, deals.

Why Chasing Hot Leads is a Bad Idea

The Point

In an ideal world, all B2B sales leads would be pre-qualified and ready to buy. In addition, response rates from tactical campaigns are likely to be much lower — for the reasons outlined above — so companies need to spend more money to generate relatively few opportunities.

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.”.

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? This is because of the prevalent trend of industrial buyers using online resources to go deeper and deeper into their buying cycle before engaging with your sales people.

How to Optimize Your Website’s Resource Library for Lead Generation

The Point

A well-designed resource library can be a key factor in converting Website visitors to measurable, actionable sales leads. Conversely, a poorly designed resource library is where old white papers go to die.

Content Marketing Tips for Lead Nurturing

B2B Lead Generation Blog

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.

Failing at Paid Search? Maybe You’re Just Measuring It Wrong.

The Point

Are you trying to generate downloads, registrations, page views, sales leads, qualified leads, sales? which precise keywords are generating those actions at the lowest cost.