B2B Lead Generation Blog

New B2B Persona Research From Salesforce and LinkedIn Study

B2B Lead Generation Blog

I wanted to talk with Mat and bring this vital information to B2B marketers. So these were effectiveness measures, and without really detailed information into our audiences, and exactly their size, their growth, their churn, we really have no way to answer any of those questions, which should be key fundamental questions that we should be able to answer about our job. Which, as a marketer, is not enough information for us to know if they are still in our persona or not.

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How to do lead management that improves conversion

B2B Lead Generation Blog

Provide accurate qualification information for each lead and have a clear lead routing process. Instead, you need to think about it in much broader terms by reaching people in whatever channels they want to be contacted with information that is valuable, relevant and helpful to them. By providing an individual with meaningful information, you are helping that person have meaningful dialogue with others in that organization.

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7 Tips to Boost Your Email Nurturing Results Immediately

B2B Lead Generation Blog

Be sure to provide different kinds of information to your prospect based on what point they are in the customer buying journey. With marketing automation, you can use behavioral information. Industry information will most likely tell what pains your prospects are experiencing at an organizational level. Be sure to add this information to your marketing data often so that you can easily define your target segments based on these indicators.

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Who should own lead generation for a complex sale?

B2B Lead Generation Blog

Sales know the ideal customer profile…that information needs to be communicated to marketing so that marketers can do what they do best… so that sales can close more business…”. So, who should own B2B lead generation: sales, marketing or both? You might be thinking, “isn’t the answer obvious?”. It’s not. Let me explain. I hear the same problem over and over.

5 Useful Lead Nurturing Tactics to Get More Opportunities

B2B Lead Generation Blog

Look at the relationships you’ve started through the different lead generation sources and ask what content or information can be shared to advance that conversation. This is a good strategy because I see more and more readers who would rather read short nuggets of information than longer. Research where your customers and clients are going for information. There is only so much information that you can get off a web form, or that someone will volunteer in an email.

Tips on how to use LinkedIn for Better Lead Generation

B2B Lead Generation Blog

But it was obvious to me that another significant change was occurring both in how we get information and how we communicate with each other. Our blog, www.theconversioncompany.com/blog, contains a wealth of information about strategy and tactics.

Fast Growth Marketing: From 0 to 500,000 Users

B2B Lead Generation Blog

The general trend here is there’s just so much information out there. Our goal with Owler to become a must use tool that gives a lot of very crisp information in a way that people can absorb it. How can you drive fast growth with marketing?

6 Ideas to Create More Relevant Lead Nurturing Emails

B2B Lead Generation Blog

Be sure to provide different kinds of information to your prospect based on what point they are in the buying process. Industry information will most likely tell what pains your prospects are experiencing.

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

B2B Lead Generation Blog

Share information that sticks with them. Here’s a nurturing litmus test: Can prospects benefit from the information you provide, regardless of whether they buy from you? Share information that sticks with them. Qualification information for each lead.

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

B2B Lead Generation Blog

These are the key points of information that sales often wants to know about a lead: Role in the organization. Lead nurturing involves providing prospects with relevant and valuable information and helping them on their buying journey and adding value regardless if they ever buy from you.

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

B2B Lead Generation Blog

Helping to answer a question or offering more information. Sending information that is relevant to the recipient’s problem. Giving them useful information that sticks with them and/or helps them grow as an individual or company.

31 Tips for Improving Sales and Marketing Lead Generation Alignment

B2B Lead Generation Blog

Share best-practice lead generation information. Tweet More often than not, there seems to be a disconnect between Marketing and Sales. Not having these two teams aligned can be a vital — and costly — mistake. How does your sales team perceive the leads Marketing produces? Be honest.

Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

Keep the ‘giving of information’ at a comfortable leve l. They come to your site for information. People start to question the value of providing too much information on forms before you’ve earned their trust.

10 Most Popular B2B Lead Blog Posts of 2016

B2B Lead Generation Blog

I look forward to continuing to bring you useful information, tips, and insights in 2017. The year 2016 is quickly coming to an end and the holiday season is a time for reflection and preparation.

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

B2B Lead Generation Blog

You’re creating value by giving them useful information in digestible, bite-sized chunks. By providing valuable education and information to prospects up front, you become a trusted advisor. Tweet Lead generation can take you on a long hike.

Lead Nurturing in 6 Simple Steps

B2B Lead Generation Blog

Make sure you understand what each persona looks like, their needs and goals, what information they’re looking for and how they prefer to receive their information. Decide what information would be most relevant to them .

Lead Generation via Influencers and Experts in 4 Steps

B2B Lead Generation Blog

Secondly, experts stay experts by continually updating their knowledge of industry trends, information, key players, tools and ideas. Tweet Proactively building relationships with influencers and industry experts and is a powerful way to generate leads and positive word of mouth (WOM).

Lead Nurturing: Unique tracks and impactful tests

B2B Lead Generation Blog

Paradoxically, the most “unique” nurturing tracks are the most basic and have been executed long before the concept of lead nurturing ever existed: where a sales, marketing or customer service professional sends a prospect information focused specifically on meeting the client’s need.

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

B2B Lead Generation Blog

You can utilize this information to better inform your 2015 strategy. In the Internet age of uber-informed and advertising-adverse consumers, cold calling just doesn’t work like it once did.

Introduction to Lead Management

B2B Lead Generation Blog

Provide qualification information for each lead while making it clear who owns the lead.

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

B2B Lead Generation Blog

Different audiences require different perspectives, pieces of information and credibility indicators than others. This is a very intentional use of email and social content, driving the customer down the funnel with informative and sharable content.

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

B2B Lead Generation Blog

” In my work with one organization, these are the key points of information that Sales often wants to know about a lead: Role in the organization. Tweet It’s a new year, and you’re likely kicking off marketing and lead generation programs to drive more new leads for 2015.

How to Use Trigger Events for More and Better Leads

B2B Lead Generation Blog

It also helps me track my industries, competitive information, customer news, and potential customer news. People aren’t ready to buy when we want to sell. Think about it. . This common statement has big implications if you’re doing account-based marketing (ABM) and lead generation.

Lead Nurturing: Why good call scripts are built on storytelling

B2B Lead Generation Blog

As a consequence, how you arrange the story your marketing efforts will make the difference between delivering information of true value, or just another frustrating sales pitch prospects don’t want to hear.

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

B2B Lead Generation Blog

Qualification information for each lead. For example, one partner had an administrative person at the meetings enter information about leads into the CRM system as people were talking. Soon, sales began to see why they needed to capture accurate information about leads in the system.

Lead Nurturing: How a social business strategy can help you move from selling to helping your prospects

B2B Lead Generation Blog

Todd said SAP uses social business as a strategy that employs social media, social software and social networks to drive a mutually useful connection between people, information and assets.

Content Marketing Tips for Lead Nurturing

B2B Lead Generation Blog

Keep your emails brief, relevant, helpful, informational, but not promotional. 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. No plan for consistency. I’ve found that many marketers get stuck on not having enough good and effective lead nurturing content.

Social Media Marketing: Dell reveals how it turns thousands of brand detractors into fans

B2B Lead Generation Blog

Instead, people are sharing information and driving relationships,” Margetic said. Tweet Five years ago, Dell had little presence on social media.

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Generation Blog

In Treatment B, the focus was on sharing valuable information that is not nationally advertised. lift over Treatment A and in attaining broker information from the decision-maker at an 88% level of confidence.

B2B Marketing: 3 simple tips for creating PPC ads

B2B Lead Generation Blog

Including information about what visitors can use your website for such as “browsing,” “view pricing” and “save favorites” will clue prospects into what they can do on your landing page.

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Optimizing Lead Distribution for Higher Conversion

B2B Lead Generation Blog

There is only so much information that you can get off a Web forum or that someone will volunteer in an email. The more you know about your salespeople, the more you can use that information to match them with leads they’ll have the most success with. Tweet The management of sales leads is critical to generating marketing ROI. Sadly, sales leads often land on the scrap heap because marketers throw leads over the wall and then expect salespeople to catch them.

Lead Generation: The power of copy

B2B Lead Generation Blog

They want information. Tweet Words matter. Words inspire. Words are influence. One of my greatest inspirations in copywriting has always been Rudyard Kipling because he understood the true power words possess.

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

B2B Lead Generation Blog

Anyone who has worked in inside sales knows that sales professionals are always informally testing to learn what works and what doesn’t. Tweet I have a confession to make. There’s something I wish I would have known when I wrote my best-seller, Lead Generation for the Complex Sale.

Email Marketing: 3 simple steps for building customer personas

B2B Lead Generation Blog

To learn more about the challenges Byron faced in transforming IHS’ email program, you can watch the on-demand webinar replay of “ Marketing Automation: Key challenges a global information company overcame to transform from batch and blast to persona-driven email marketing.”.

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

B2B Lead Generation Blog

For example, if you have a webinar, send them a follow-up email with more information. Tweet For the new year, I’m sharing 15 ideas on how to make your lead management more effective.

Marketing Automation: Lessons from 4 case studies

B2B Lead Generation Blog

The title of each of these summaries links to the full MarketingSherpa B2B Newsletter article with detailed steps and creative samples, so if any of the case studies shared in this post grabbed you, do click through so you can get the full value of the information and campaigns your marketing peers shared with us. Tweet Marketing automation technology has become an indispensable tool in the complex sale marketer’s arsenal.

A/B Testing: How adding a second CTA increased clickthrough 291%

B2B Lead Generation Blog

If left to themselves, visitors might not have found the demo and could have left the site without gaining information that would have led to an eventual sale. Tweet How do you serve “ready to buy” customers and “just looking” prospects on the same page?

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Stop Cold Calling and Start Lead Nurturing

B2B Lead Generation Blog

Every time you pick up the phone — whether it be the first call or the 50th call — it’s important to create value by providing your prospects useful information in digestible, bite-size chunks. ” Be relevant and uber-informed. and you can leverage this information through lead scoring to help you prioritize when someone might be ready for a call. Become a trusted advisor by adding value with each interaction and sharing relevant information.

Content Marketing: 4 stages to mapping your content strategy

B2B Lead Generation Blog

But it’s what you do with that gathered information that makes the biggest difference. 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.

Social Media Marketing: 6 tips for running a valuable LinkedIn group that attracts prospects

B2B Lead Generation Blog

Before launching, make sure you have enough content to post fresh information at least twice a week for a couple of months. This is not advertising or self-promotional content, but information that is fully aligned to the group theme and your members’ needs.