Expert insights. Personalized for you.
As a marketer, I’m always looking for new ways to engage prospects and drive leads for my sales team. That’s why webinars become interesting as a lead generation tactic. That’s why you see webinars rated as one of the top lead-gen tactics today (source: Placester ). We generated 23 marketing qualified leads for our sales team to start working right away. And we’ve seen, the attendees from our webinars convert to warm leads very quickly. MORE
People look to me as an expert at lead generation because I wrote a book and speak about it. This is more complex than standard lead generation – we’re not trying to sell. Learn more about our experience with that here: “ Lead Generation: How using science increased teleprospecting sales handoffs 304%.”. As I continually learn new methods to improve my own lead generation, I understand the process better. What lead gen and life lessons did you learn in 2013? MORE
Need more leads? Need better leads? Which is just one of the reasons why it’s so excellent for generating conversions – and leads. To give you some inspiration for how to use interactive content in your lead generation campaigns, we’ve rounded up a bunch of examples of interactive content that’s specifically designed to get leads. We’ve written about them as a lead generation tactic before. It’s all fair game for lead generation. MORE
Tweet Our sister publication, MarketingSherpa, publishes three weekly newsletter case studies, and in the B2B beat in particular, those weekly articles routinely feature a story covering marketers tackling lead generation for the complex sale. For this B2B Lead Roundtable Blog post, I want to offer four of those case studies published over the last couple of years addressing that very topic. Case Study #1 – Local B2B Marketing: 150% boost in lead generation. MORE
While email and social media marketing still yield big ROI for B2B marketers, increasing leads and lead gen tactics remain focal points, according to new research. The “2018 B2B Marketing Mix Report” from the SageFrog Marketing Group discovered that the majority of B2B marketers (67 percent) have made generating leads for their sales teams a “high priority” for the coming year. Converting leads into customers (47 percent) is also a “high priority” for 2018. MORE
Most lead generation training programs start with discovery, one of the most basic tenets of sales. Asking too many questions in a gated form before a prospective partner shows interest in your product is a lead gen mistake—just one of the many that marketers consistently make. The most effective way to generate leads changes over time and is different for every business. Ask leads to identify their industry so the leads go to the right salespeople. MORE
Using cross channel marketing and multi touch campaigns, Oracle Marketing Cloud helped ARC Document Solutions achieve astonishing results including a 2,000% increase in lead generation in the first year alone. Lead Nurturing Marketing Automation Marketing Automation Process (MAP MORE
discovered that lead generation/nurturing (55 percent) is considered to be the most useful metric for gauging content marketing success. On the opposite end of the spectrum, 46 percent claim lead generation is an important objective, and 55 percent receive useful metrics on this tactic. Marketers are still trying to create the perfect content marketing strategy, and research shows they are using a wide array of metrics to gauge their success. MORE
Just look at the sudden influx of companies boasting so-called “predictive analytics” solutions – software that allows marketers to better score leads, acquire new names, target market sectors, and even refine message and content, based on highly sophisticated algorithms. The simple act of generating leads – primarily through online means – has never been easier. This sentiment was borne out in a recent survey on lead generation strategy conducted by Ascend2 Research. MORE
Most lead-generation marketers are not in crisis, but many could use an orderly process to help combat challenges. I chatted with Jen Doyle, Senior Research Manager at MECLABS, about her work as lead author of the MarketingSherpa 2012 Lead Generation Benchmark Report (coming out this spring). It can be helpful to have a reliable plan for generating leads when challenges loom (just like it can be helpful to have an evacuation plan before the building is on fire). MORE
Lead Gen- you might be thinking they’re just buzz words you hear in business conversations or see in sales and marketing materials. But what’s so important about lead generation and what is it, exactly? According to HubSpot , lead generation is the process of attracting and converting strangers and prospects into someone who has indicated interest in your company’s product or service. Lead generation sounds simple enough, right? MORE
Tweet Recently, we ran a live test for our audience at MarketingSherpa Lead Gen Summit 2013 and as I discovered, this isn’t the easiest thing to do. The greatest difficulty rests in thinking about lead generation and optimization in new ways – and hoping those ideas produce significant results. For example, the design process forced us to examine two important questions: what is a quality lead, and how do we measure it? Treatment #2 decreased lead generation by 11.9% MORE
Your lead generation partner has just handed you a list of marketing qualified leads (MQLs). But although those leads may buy from you in future, they are not quite there yet. The Problem With Lead Nurturing Inhouse. Can you trust the leads you get from your agent? MORE
So today, I will be explaining the pros and cons of a very commonly used ad format: Lead Gen Forms. What are LinkedIn Lead Gen Forms? LinkedIn Lead Gen Forms (LGF) is a type of LinkedIn Ad in which the user completes a form directly within the LinkedIn interface. You may be wondering how you can access lead information if they submit the data through LinkedIn and not your website. Lead Gen Forms Ad Formats. Lead Gen Forms Benefits. MORE
That’s the challenge for today’s businesses and the marketers tasked with making them gloriously conspicuous by establishing brand presence, generating demand, and enticing leads to come hither. The net:net of the new normal is that marketers must change the way they approach lead generation; they must figure out how to be highly visible and valuable during that 70-plus percent of the buying process. If you can do this, you’ll increase your site’s lead-gen magnetism. MORE
So what may have started out as a simple campaign to generate leads now turns into a whole lead-nurturing process with value-added content that shepherds them through the process until they’re sales-ready. It’s time to face some hard truths about B2B sales. People don't answer their phones the way they used to—some 85 percent of phone calls go to voice mail never to be returned. People can filter through their email and decide who they're going to listen to. MORE
You knew that social media is a very affordable lead generation tool, but did you know that it’s rated third in effectiveness after email and your website? Demand & Lead Generation Social Media Marketing demand gen demand generation lead lead gen lead generation leads social marketing social media social media marketing MORE
Marketers are still generating a generous amount of leads for their organizations, but new research suggests that there is still room for improvement in terms of strategy. Ascend2 recently conducted the “Lead Generation Quality Survey,” and the majority of marketers (60%) said that their lead generation quality strategy has only been “somewhat successful.” B2B Marketing News Industry News lead generation marketing measurement Search Engine Marketing MORE
Continue reading → The post Shares Don’t Cut It: Pick Better Metrics for Demand and Lead Gen appeared first on Content Marketing Institute. The only way to know the value content brings to your business is to establish standards. But it’s impossible to know how close your content is to achieving its goals without the right metrics. MORE
In a statement given to Demand Gen Report , Pierre Custeau, VP, product management, Oracle Eloqua had this to say about marketer problems, “As customer expectations continue to evolve, marketers are facing more pressure than ever to deliver the consistent and connected experiences needed to drive sales and strengthen brand and customer loyalty.”. MORE
LinkedIn lead gen forms are a powerful tool to attract more B2B leads.Users can submit their information directly via the LinkedIn interface without having to navigate to your website, and fields are pre-populated to save effort.In MORE
Lead generation is the number one challenge for marketers today. And it’s only going to get harder now that most Google search results pages have become saturated with promotional lead magnets masquerading as “great” content. For inspiration, we talked to some of the most legendary marketers working today and asked them to share their most creative lead gen examples. Use these ideas as inspiration for your next lead gen campaign. Boom, lead generated. MORE
Is it Fraudulent to Spend Money on Lead Gen Without an ROI? The post B2B Reads: AIDA, Fraudulent Lead Gen, and Sales & Marketing Secrecy appeared first on Heinz Marketing. B2B Reads Demand Generation ABM abm strategy AIDA b2b purchases demand feedback lead gen praise ROI sales enablement tools word-of-mouth MORE
Or perhaps you are the marketing team and you want to give your sales team some quick tips to help further the lead gen cause. We’ve got you covered, with 6 easy lead gen tips your sales team can implement today. Using your social media accounts to share content and promote your company is a great and free way to direct traffic to your website, and hopefully generate some leads. Capture those Leads. How are you getting leads from your website? MORE
In this last post of the series, I turn my attention to the 3 rd and final of my 3 enduring fallacies of B2B marketing – that the purpose of B2B marketing is lead generation. And not all leads are good leads. They went on to say that it’s only through this lead generation activity that marketing can gain the respect of the business. Somewhere along the way we’ve become convinced that results mean leads – or even better – revenue. MORE
Last week we published a piece on Lead Ads and why B2B marketers should harness them into their campaign strategy. This time, we’re zooming in on LinkedIn Lead Gen Forms, which unlike their predecessor, take a mobile-first approach to help marketers capture more quality leads using pre-filled forms. B2B Marketing B2B Marketing Tips Lead Generation LinkedIn MORE
If you’re hoping that your content is going to directly lead to sales on a consistent basis, you’re going to be sorely disappointed. more leads than those who publish less than four times per month, and 93 percent of B2B marketers say that content marketing generates more leads than traditional marketing strategies. Leads influenced: The number of people who engaged with a piece of content and converted into a lead within the next 90 days. MORE
by contributor | Tweet this Editor’s Note : Today’s post comes courtesy of Josh Haynam , the co-founder of Interact, a platform for creating lead capture quizzes. In an ideal world, your content marketing efforts would yield droves of leads that stream in endlessly. Back in reality that just doesn’t happen and generating leads is a constant struggle for content marketers. Luckily there are three new forms of content that capture leads at amazing rates. MORE
You’re looking for any way to improve your lead gen capabilities while sales is trying to win accounts. Salespeople talk about accounts, they talk about customers… they don’t talk about leads. It’s the strategy that can replace lead generation and get your team on the same page as sales. With the right approach and the right data , your lead gen engine can play an important role in ABM. The Role of Lead Gen in ABM. MORE
Tweet According to the MarketingSherpa 2012 Lead Generation Benchmark Report , 24% of marketers ask a timeline-to-purchase question on their lead capture forms. Q: Please select the most important fields that you need to collect from your leads on the lead generation form. I suspect marketers do so because they have heard about “BANT qualified leads” and apply these criteria to Web forms. Lead qualification in a post-BANT world. MORE
Here are some tips to infuse next gen social data in email marketing to improve ROI: 1. Which is why we put together an eBook, " Amp your Lead Gen with Next Gen Socia l " to help brands understand how segmentation, personalization and automation can increase email marketing ROI. MORE
Besides the expensive traditional channels for generating leads, there is an innovative, often-overlooked approach to filling the top of your sales funnel: formal business referral program. Here are 5 steps to effectively use your professional network to become an extension of your sales force by generating high quality leads and business referrals: #1 – Define your Ideal Customer. If you follow the above 4 steps, you will have a consistent pipeline with relevant leads. MORE
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 . MORE
Is your ABM approach disconnected from your lead gen goal? The parade for account-based marketing seems to be a never-ending celebration, often leading to misguided trust in whatever strategy most people are doing. These five myths could be getting in the way of a successful lead gen strategy. Given the nature of ABM, your lead is most likely someone from a larger company, possibly 10k or more employees. MORE
By deploying artificial intelligence and machine learning solutions strategically, B2B marketers can meaningfully improve their lead generation efficiency and sales productivity -- while also unleashing new capabilities that spark customer engagement-transforming innovations. For example, smart CRM capabilities equip businesses to target customers by using new insights, tailoring offerings (and special offers), and qualifying leads in order to reduce risk and maximize sales efficiency. MORE
Lead Gen Related Topics Act-On
MAY 23, 2018
You knew that social media is a very affordable lead generation tool, but did you know that it’s rated third in effectiveness after email and your website? Demand & Lead Generation Social Media Marketing demand gen demand generation lead lead gen lead generation leads social marketing social media social media marketing
KoMarketing Associates
NOVEMBER 26, 2019
So today, I will be explaining the pros and cons of a very commonly used ad format: Lead Gen Forms. What are LinkedIn Lead Gen Forms? LinkedIn Lead Gen Forms (LGF) is a type of LinkedIn Ad in which the user completes a form directly within the LinkedIn interface. You may be wondering how you can access lead information if they submit the data through LinkedIn and not your website. Lead Gen Forms Ad Formats. Lead Gen Forms Benefits.
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Act-On
MARCH 22, 2019
On the Rethink Marketing podcast, Tom Schwab outlines how podcasts can be a great lead gen tactic, even converting 25 times bettter than a blog. Demand & Lead Generation
Oracle
MARCH 18, 2014
by contributor | Tweet this Editor’s Note : Today’s post comes courtesy of Josh Haynam , the co-founder of Interact, a platform for creating lead capture quizzes. In an ideal world, your content marketing efforts would yield droves of leads that stream in endlessly. Back in reality that just doesn’t happen and generating leads is a constant struggle for content marketers. Luckily there are three new forms of content that capture leads at amazing rates.
Speaker: Dawn Colossi, CMO, FocusVision
We were measured by the number of leads we generate. Over time, we’ve become much better at measuring conversion rates and lead quality. Where does lead gen and lead quality fit in? How to spend less time and gather higher quality leads.
B2B Lead Generation
SEPTEMBER 9, 2013
Tweet According to the MarketingSherpa 2012 Lead Generation Benchmark Report , 24% of marketers ask a timeline-to-purchase question on their lead capture forms. Q: Please select the most important fields that you need to collect from your leads on the lead generation form. I suspect marketers do so because they have heard about “BANT qualified leads” and apply these criteria to Web forms. Lead qualification in a post-BANT world.
KoMarketing Associates
NOVEMBER 20, 2017
While email and social media marketing still yield big ROI for B2B marketers, increasing leads and lead gen tactics remain focal points, according to new research. The “2018 B2B Marketing Mix Report” from the SageFrog Marketing Group discovered that the majority of B2B marketers (67 percent) have made generating leads for their sales teams a “high priority” for the coming year. Converting leads into customers (47 percent) is also a “high priority” for 2018.
TaylorMadeIn KEW
OCTOBER 7, 2018
In this last post of the series, I turn my attention to the 3 rd and final of my 3 enduring fallacies of B2B marketing – that the purpose of B2B marketing is lead generation. And not all leads are good leads. They went on to say that it’s only through this lead generation activity that marketing can gain the respect of the business. Somewhere along the way we’ve become convinced that results mean leads – or even better – revenue.
B2B Lead Generation
AUGUST 25, 2014
Tweet Our sister publication, MarketingSherpa, publishes three weekly newsletter case studies, and in the B2B beat in particular, those weekly articles routinely feature a story covering marketers tackling lead generation for the complex sale. For this B2B Lead Roundtable Blog post, I want to offer four of those case studies published over the last couple of years addressing that very topic. Case Study #1 – Local B2B Marketing: 150% boost in lead generation.
Heinz Marketing
NOVEMBER 17, 2018
Is it Fraudulent to Spend Money on Lead Gen Without an ROI? The post B2B Reads: AIDA, Fraudulent Lead Gen, and Sales & Marketing Secrecy appeared first on Heinz Marketing. B2B Reads Demand Generation ABM abm strategy AIDA b2b purchases demand feedback lead gen praise ROI sales enablement tools word-of-mouth
Oktopost
DECEMBER 11, 2018
Last week we published a piece on Lead Ads and why B2B marketers should harness them into their campaign strategy. This time, we’re zooming in on LinkedIn Lead Gen Forms, which unlike their predecessor, take a mobile-first approach to help marketers capture more quality leads using pre-filled forms. B2B Marketing B2B Marketing Tips Lead Generation LinkedIn
B2B Lead Generation
DECEMBER 16, 2013
People look to me as an expert at lead generation because I wrote a book and speak about it. This is more complex than standard lead generation – we’re not trying to sell. Learn more about our experience with that here: “ Lead Generation: How using science increased teleprospecting sales handoffs 304%.”. As I continually learn new methods to improve my own lead generation, I understand the process better. What lead gen and life lessons did you learn in 2013?
Contently
APRIL 13, 2017
If you’re hoping that your content is going to directly lead to sales on a consistent basis, you’re going to be sorely disappointed. more leads than those who publish less than four times per month, and 93 percent of B2B marketers say that content marketing generates more leads than traditional marketing strategies. Leads influenced: The number of people who engaged with a piece of content and converted into a lead within the next 90 days.
KoMarketing Associates
NOVEMBER 13, 2019
Marketers are still generating a generous amount of leads for their organizations, but new research suggests that there is still room for improvement in terms of strategy. Ascend2 recently conducted the “Lead Generation Quality Survey,” and the majority of marketers (60%) said that their lead generation quality strategy has only been “somewhat successful.” B2B Marketing News Industry News lead generation marketing measurement Search Engine Marketing
KoMarketing Associates
AUGUST 2, 2017
discovered that lead generation/nurturing (55 percent) is considered to be the most useful metric for gauging content marketing success. On the opposite end of the spectrum, 46 percent claim lead generation is an important objective, and 55 percent receive useful metrics on this tactic. Marketers are still trying to create the perfect content marketing strategy, and research shows they are using a wide array of metrics to gauge their success.
The Point
OCTOBER 20, 2014
Just look at the sudden influx of companies boasting so-called “predictive analytics” solutions – software that allows marketers to better score leads, acquire new names, target market sectors, and even refine message and content, based on highly sophisticated algorithms. The simple act of generating leads – primarily through online means – has never been easier. This sentiment was borne out in a recent survey on lead generation strategy conducted by Ascend2 Research.
Lead Liaison
JANUARY 5, 2017
Besides the expensive traditional channels for generating leads, there is an innovative, often-overlooked approach to filling the top of your sales funnel: formal business referral program. Here are 5 steps to effectively use your professional network to become an extension of your sales force by generating high quality leads and business referrals: #1 – Define your Ideal Customer. If you follow the above 4 steps, you will have a consistent pipeline with relevant leads.
Biznology
MARCH 27, 2015
As a marketer, I’m always looking for new ways to engage prospects and drive leads for my sales team. That’s why webinars become interesting as a lead generation tactic. That’s why you see webinars rated as one of the top lead-gen tactics today (source: Placester ). We generated 23 marketing qualified leads for our sales team to start working right away. And we’ve seen, the attendees from our webinars convert to warm leads very quickly.
NetLine
JUNE 12, 2019
Is your ABM approach disconnected from your lead gen goal? The parade for account-based marketing seems to be a never-ending celebration, often leading to misguided trust in whatever strategy most people are doing. These five myths could be getting in the way of a successful lead gen strategy. Given the nature of ABM, your lead is most likely someone from a larger company, possibly 10k or more employees.
Lake One
FEBRUARY 3, 2020
Lead Gen- you might be thinking they’re just buzz words you hear in business conversations or see in sales and marketing materials. But what’s so important about lead generation and what is it, exactly? According to HubSpot , lead generation is the process of attracting and converting strangers and prospects into someone who has indicated interest in your company’s product or service. Lead generation sounds simple enough, right?
B2B Lead Generation
FEBRUARY 26, 2012
Most lead-generation marketers are not in crisis, but many could use an orderly process to help combat challenges. I chatted with Jen Doyle, Senior Research Manager at MECLABS, about her work as lead author of the MarketingSherpa 2012 Lead Generation Benchmark Report (coming out this spring). It can be helpful to have a reliable plan for generating leads when challenges loom (just like it can be helpful to have an evacuation plan before the building is on fire).
PPCRAO.in
SEPTEMBER 1, 2020
LinkedIn lead gen forms are a powerful tool to attract more B2B leads.Users can submit their information directly via the LinkedIn interface without having to navigate to your website, and fields are pre-populated to save effort.In
Valasys
OCTOBER 5, 2018
In a statement given to Demand Gen Report , Pierre Custeau, VP, product management, Oracle Eloqua had this to say about marketer problems, “As customer expectations continue to evolve, marketers are facing more pressure than ever to deliver the consistent and connected experiences needed to drive sales and strengthen brand and customer loyalty.”.
Lake One
FEBRUARY 20, 2020
Or perhaps you are the marketing team and you want to give your sales team some quick tips to help further the lead gen cause. We’ve got you covered, with 6 easy lead gen tips your sales team can implement today. Using your social media accounts to share content and promote your company is a great and free way to direct traffic to your website, and hopefully generate some leads. Capture those Leads. How are you getting leads from your website?
Oracle
OCTOBER 21, 2014
Here are some tips to infuse next gen social data in email marketing to improve ROI: 1. Which is why we put together an eBook, " Amp your Lead Gen with Next Gen Socia l " to help brands understand how segmentation, personalization and automation can increase email marketing ROI.
Oracle
MAY 4, 2015
Using cross channel marketing and multi touch campaigns, Oracle Marketing Cloud helped ARC Document Solutions achieve astonishing results including a 2,000% increase in lead generation in the first year alone. Lead Nurturing Marketing Automation Marketing Automation Process (MAP
Aberdeen HCM Essentials
APRIL 16, 2019
You’re looking for any way to improve your lead gen capabilities while sales is trying to win accounts. Salespeople talk about accounts, they talk about customers… they don’t talk about leads. It’s the strategy that can replace lead generation and get your team on the same page as sales. With the right approach and the right data , your lead gen engine can play an important role in ABM. The Role of Lead Gen in ABM.
Unbound B2B
SEPTEMBER 2, 2020
Your lead generation partner has just handed you a list of marketing qualified leads (MQLs). But although those leads may buy from you in future, they are not quite there yet. The Problem With Lead Nurturing Inhouse. Can you trust the leads you get from your agent?
Unbounce
APRIL 23, 2019
Lead generation is the number one challenge for marketers today. And it’s only going to get harder now that most Google search results pages have become saturated with promotional lead magnets masquerading as “great” content. For inspiration, we talked to some of the most legendary marketers working today and asked them to share their most creative lead gen examples. Use these ideas as inspiration for your next lead gen campaign. Boom, lead generated.
B2B Lead Generation
OCTOBER 28, 2013
Tweet Recently, we ran a live test for our audience at MarketingSherpa Lead Gen Summit 2013 and as I discovered, this isn’t the easiest thing to do. The greatest difficulty rests in thinking about lead generation and optimization in new ways – and hoping those ideas produce significant results. For example, the design process forced us to examine two important questions: what is a quality lead, and how do we measure it? Treatment #2 decreased lead generation by 11.9%
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 .
Content Marketing Institute
JUNE 26, 2019
Continue reading → The post Shares Don’t Cut It: Pick Better Metrics for Demand and Lead Gen appeared first on Content Marketing Institute. The only way to know the value content brings to your business is to establish standards. But it’s impossible to know how close your content is to achieving its goals without the right metrics.
Act-On
SEPTEMBER 27, 2016
Need more leads? Need better leads? Which is just one of the reasons why it’s so excellent for generating conversions – and leads. To give you some inspiration for how to use interactive content in your lead generation campaigns, we’ve rounded up a bunch of examples of interactive content that’s specifically designed to get leads. We’ve written about them as a lead generation tactic before. It’s all fair game for lead generation.
Sales Engine
APRIL 20, 2016
So what may have started out as a simple campaign to generate leads now turns into a whole lead-nurturing process with value-added content that shepherds them through the process until they’re sales-ready. It’s time to face some hard truths about B2B sales. People don't answer their phones the way they used to—some 85 percent of phone calls go to voice mail never to be returned. People can filter through their email and decide who they're going to listen to.
Martech Advisor
FEBRUARY 5, 2020
By deploying artificial intelligence and machine learning solutions strategically, B2B marketers can meaningfully improve their lead generation efficiency and sales productivity -- while also unleashing new capabilities that spark customer engagement-transforming innovations. For example, smart CRM capabilities equip businesses to target customers by using new insights, tailoring offerings (and special offers), and qualifying leads in order to reduce risk and maximize sales efficiency.
Contently
JULY 12, 2016
Most lead generation training programs start with discovery, one of the most basic tenets of sales. Asking too many questions in a gated form before a prospective partner shows interest in your product is a lead gen mistake—just one of the many that marketers consistently make. The most effective way to generate leads changes over time and is different for every business. Ask leads to identify their industry so the leads go to the right salespeople.
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