The Case for Allowing Personal Emails on Lead Gen Forms

The Point

Should you allow prospects to enter a personal email address when they fill out lead gen forms? Translation: requiring business emails could cut lead volume in half, albeit (in theory) by eliminating those prospects less motivated to complete the form.

Lead Generation 101: 7 Lead Gen Tips for Beginners

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So, you want to learn about lead generation? Lead generation is tricky for all skill and experience levels, but understanding the basics of lead generation can greatly help you improve your marketing and sales tactics.

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7 Ways B2Bers Can Rock Lead Gen Via Social Media

Act-On

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

Building Your Strategic Lead Generation Portfolio

B2B Lead Generation

Tweet To be successful at lead generation, marketers can’t rely on one specific tactic. A while ago, I created a mind map of lead generation channels for my book Lead Generation for the Complex Sale. You click the map image to expand it or download it as a PDF: Download the Lead Generation Channel Map as a PDF. How do you determine which channels are the best for generating leads and finding future customers?

Lead Gen and Engagement: Find your Marketing Sweet Spot

Speaker: Dawn Colossi, CMO, FocusVision

A shift is occurring for B2B Marketers. We were measured by the number of leads we generate. So, we put gates up on our website, we stand in trade show booths and collect business cards, and run webinars or smaller events where we get people to sign up. Over time, we’ve become much better at measuring conversion rates and lead quality. Now that recent studies have shown that 49% of companies achieve a higher ROI by focusing on engagement over acquisition, there’s a shift from lead counts, lead quality to engagement. But as a B2B Marketer, what does engagement mean? How can you get there? How do you measure it? How do you show value to the business? Where does lead gen and lead quality fit in? Dawn Colossi, CMO of FocusVision and a recognized leader in data-driven marketing strategy, has answers based on hard won experience.

12 Ways to Boost Your Website’s Lead Generation Performance

Act-On

Check out these 12 proven website lead generation strategies to get more and better leads. Demand & Lead Generation Digital Marketing Forms & Landing Pages Lead Generation lead gen lead generation lead generation strategy website optimizationWith examples!

Lead Generation via Influencers and Experts in 4 Steps

B2B Lead Generation

Tweet Proactively building relationships with influencers and industry experts and is a powerful way to generate leads and positive word of mouth (WOM). Here are four steps to engage and develop leads via influencers: Step 1: Target — Map out the key players, experts and opinion molders in your industry. As you build your lead generation program, your experts may be interested in codeveloping white papers, special research reports, articles and even events with you.

31 Tips for Improving Sales and Marketing Lead Generation Alignment

B2B Lead Generation

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. Do not force-feed leads at a time when their focus might be on closing important sales efforts.

Lead Gen: A proposed replacement for BANT

B2B Lead Generation

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.

BANT 218

How to Put the Customer First in Lead Generation

B2B Lead Generation

Tweet Putting customers first in lead generation. Complexity found in things like Marketing-qualified leads (MQLs), Sales-qualified leads (SQLs), opportunities, lead engagement scores and other KPIs are helpful to see trends and measure what we deem important to us, but something is often missing. Unfortunately, empathy is often ignored or lost when we start to become overly clever and complex with lead generation.

Lead Generation Companies: How to Pick a Right One

Best Lead Gen Digital Agency: Top 5 Choices for 2022

Single Grain

Success in any industry relies on a brand’s ability to consistently generate, nurture and convert leads. The more effective your lead generation strategy is, the higher your profit. That's where a lead gen digital agency can help. 5) Pearl Lemon Leads.

35 Best Lead Generation Software & Tools for Targeted Leads

Optinmonster

Are you looking for the best lead generation tools to grow your business? Lead generation is more than just getting people to visit your site. And just like any tough job, lead generation requires the right tools–even for professional marketers.

Lead Generation Guide: Basics of Lead Gen

Lake One

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? Lead generation sounds simple enough, right?

Lead Gen Tactics from 4 MarketingSherpa Case Studies

B2B Lead Generation

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.

Lead Generation: Streamlining the process for quality over quantity

B2B Lead Generation

Tweet For her first week on the job, Debbie Pryer, Program Manager, Siemens Healthcare, arrived ready to accept an intimidating challenge: Bring Marketing and Sales together for one common cause – generating quality leads. According to Debbie, the process in place had been corrupted and broken by a system of incentives to drive lead volume with little check and balance in place for assessing lead quality before the handoff to Sales.

Lead Generation: 2 tips to transform your content marketing

B2B Lead Generation

Tweet Content marketing can be an effective tactic for lead generation as customers look to your brand as an authority in the marketplace delivering relevant information that is useful to their needs. In today’s B2B Lead Roundtable Blog post, we’ll look at two tips on transforming your content marketing strategy from Shelby Britton, Senior Product Marketing Manager, Adobe, who presented at MarketingSherpa Lead Gen Summit 2013.

Top Three Signs You Need a Better Lead Gen Plan

PureB2B

But among all sales roles, the one most essential to a company’s profitability is the lead generator. Sometimes companies keep lead generation teams in-house; sometimes they outsource lead gen efforts to a third-party company. How’s My Lead Gen Looking?

Who should own lead generation for a complex sale?

B2B Lead Generation

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.” Even with the increase of content marketing and inbound marketing, I find salespeople get stuck carrying the load of prospecting for their leads.

Lead Generation: Balancing lead quality and lead quantity

B2B Lead Generation

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. As Debbie Pryer, Program Manager, Siemens Healthcare , discovered, finding the right balance between lead quantity and quality takes trust, teamwork and planning.

3 Important Lessons for Lead Gen and Life

B2B Lead Generation

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.

The Lead Generation Strategy Guide

Zoominfo

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 That Converts Leads into Sales Opportunities

B2B Lead Generation

Tweet Ask most executives and marketers what salespeople need to sell in this economy, and they will say one thing: more leads. That’s why many marketing and lead generation programs tend to focus on quantity. Unfortunately, as little as 5 to 15% of all marketing inquiries (aka leads) turn out to be truly sales-ready opportunities. However, according to MarketingSherpa’s data , generating “high-quality leads” is the B2B marketer’s No.

Lead Generation: How an insurance company reduced acquisition costs in purchased leads

B2B Lead Generation

Tweet Generating leads organically can ease the qualifying process, throwing “bad” leads out that are simply not worth pursuing. Growing a list organically also allows marketers to know more about a prospect right from the get-go, passing more qualified leads on to Sales. However, when you start supplementing organic leads with purchased leads from a third party, how can you be sure you are getting the most bang for your buck?

Lead Generation: 2 simple tips to determine cost per lead

B2B Lead Generation

Tweet Getting to the heart of lead cost is not easy. In today’s B2B Lead Roundtable Blog post, I wanted to explore cost per lead by sharing a few tips and insights from the panel of industry experts that spoke on the subject at MarketingSherpa Lead Gen Summit 2013. Clearly define what a lead is for your organization. The panel rightfully pointed out the idea of a lead can mean a lot of different things to a lot of different people.

7 Tried-and-True Lead Gen Hacks for When Your Lead Numbers Are Low

SmartBug Media

Your lead numbers are low, and you’re running out of time. It’s nearly the end of the month or quarter, you view your marketing dashboard to check on your metrics, and you see that your lead numbers are not hitting the mark. Hack: These communities are great for lead generation.

6 B2B Lead Generation Strategies to follow in 2022

Only B2B

Do you wish to increase your lead generation business in 2022? But, in 2022, what are you going to do better to enhance your B2B lead generation strategies? Conventional lead generation tactics for B2B marketers will not work in 2022.

B2B Lead-Gen: Top tactics for a crisis-proof strategy

B2B Lead Generation

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).

How to Create a Lead Generation Strategy for SMBs

Zoominfo

And for a small to medium-sized business (SMB) to maintain that success, they need to focus attention on growth strategies, including lead generation. Lead generation is the practice of capturing interest from potential buyers to purchase your product or service.

Lead Generation: The power of copy

B2B Lead Generation

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. Objective: To increase leads from quote requests. Primary Research Question: Which form messaging will result in the most leads? I like the results of this test because they speak clearly about lead capture from a prospect’s perspective. Tweet Words matter.

Lead Generation: How to speak the language of your prospects

B2B Lead Generation

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 Keith explained that they already captured the lead, and the lead was using a free trial version of the software. Lead Generation: Customers are looking for a solution to their problems [More from the blogs].

B2B Marketing: What a 11% drop in conversion taught a live audience about lead gen

B2B Lead Generation

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? Lead Gen: A proposed replacement for BANT.

Enterprise Lead Generation: What, Why, And How?

Zoominfo

Enterprise leads are the gold standard of lead generation. Your typical lead gen strategy may not be enough when targeting the biggest fish. So if you want to grow your leads, it’s time to grow your strategy. . What Is Enterprise Lead Generation?

Thriving in the Pressure Cooker: 5 tips for optimize your time, knowledge for better lead gen

B2B Lead Generation

So it is with generating leads – yet, when the funnel needs to be fed now, we toss in more leads, turn up the pressure, and voila! My colleague Dave Green and I were essentially giving marketers the ingredients they needed to thrive in a pressure-cooker lead-gen environment: Build the foundation for lead generation programs. ( Ideal Customer Profiles: 5 steps to ensure your lead generation stays on target ). Uncover qualified leads.

Lead Generation: How to establish a connection offline

B2B Lead Generation

MarketingSherpa Lead Gen Summit 2014 Call for Speakers. Lead Generation: Does your teleprospecting deliver value to prospects? Lead Generation direct mail lead generation Lead Nurturing multichannel campaign multichannel marketing Tweet Typically, we’re the ones asking the hard-hitting questions during our MarketingSherpa webinars. But in a recent live broadcast, the roles were reversed.

How to Use B2B Google Ads for Lead Generation: A 6-Step Guide

KoMarketing Associates

In B2B marketing, lead generation is the most crucial step in the sales and marketing pipeline. Marketers know there are many tactics that build a strong lead generation strategy, including search engine advertising. . If you want to generate a pipeline, you need leads.

Optimizing the Lead: 4-step lead generation analysis

B2B Lead Generation

Including lead generation. EST – “ Planning for 2013: How to best utilize top lead gen tactics in the New Year ” – David Kirkpatrick, Senior Reporter, MECLABS, and I will review the basics of the lead generation funnel. Among other things, we’ll take a basic look at conducting a lead generation analysis, to help you optimize your lead generation process, campaigns and programs. Step #2: Review new leads.

The Anatomy of an Effective SaaS Lead Generation Strategy

Single Grain

Leads are the name of the game. More sales qualified leads = more sales. If you do lead generation for your SaaS business on a daily basis, you’ve probably noticed that leads don’t always result in thousands of sales. Lack of an effective lead nurturing strategy.

Lead Generation: 81% of marketers use email marketing

B2B Lead Generation

Tweet We surveyed 1,915 marketers for the 2012 MarketingSherpa Lead Generation Benchmark Report , and asked them about their most widely used lead gen practices. Which of the following lead generation tactics does your organization currently use? To help you improve your own lead generation efforts, here are some insights and tips from our audience…. Is email a lead gen tactic?”

Marketing 101: How to get started in lead generation

B2B Lead Generation

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. What is a lead?