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The Point
OCTOBER 1, 2021
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.
Visitor Queue
APRIL 15, 2022
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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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
B2B Lead Generation
OCTOBER 13, 2014
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?
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.
Act-On
JUNE 13, 2018
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!
B2B Lead Generation
DECEMBER 15, 2014
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.
B2B Lead Generation
OCTOBER 6, 2014
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.
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.
B2B Lead Generation
AUGUST 11, 2014
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.
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Single Grain
MAY 18, 2022
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.
Optinmonster
DECEMBER 14, 2021
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.
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? Lead generation sounds simple enough, right?
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.
B2B Lead Generation
JUNE 30, 2014
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.
B2B Lead Generation
JUNE 9, 2014
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.
PureB2B
JANUARY 3, 2022
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?
B2B Lead Generation
JUNE 13, 2017
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.
B2B Lead Generation
FEBRUARY 3, 2014
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.
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.
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?
B2B Lead Generation
APRIL 6, 2015
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.
B2B Lead Generation
FEBRUARY 16, 2015
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?
B2B Lead Generation
JUNE 16, 2014
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.
SmartBug Media
JULY 25, 2022
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.
Only B2B
FEBRUARY 16, 2022
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 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).
Zoominfo
MARCH 4, 2021
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.
B2B Lead Generation
APRIL 7, 2014
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.
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 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 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? Lead Gen: A proposed replacement for BANT.
Zoominfo
JANUARY 26, 2021
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?
B2B Lead Generation
DECEMBER 3, 2012
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.
B2B Lead Generation
APRIL 21, 2014
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.
KoMarketing Associates
MAY 25, 2022
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.
B2B Lead Generation
NOVEMBER 5, 2012
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.
Single Grain
APRIL 1, 2020
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.
B2B Lead Generation
OCTOBER 14, 2012
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?”
B2B Lead Generation
MARCH 17, 2014
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?
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