Are you doing webinars for lead gen? You should be.


As a marketer, I’m always looking for new ways to engage prospects and drive leads for my sales team. For many marketers, webinars may not be worth the trouble. That’s why webinars become interesting as a lead generation tactic.

When NOT to Use Lead-Gen CTAs in Your Marketing


If the goal of inbound marketing is finding people who are excited to learn about your product or service, then your CTAs are the big (occasionally red and blinking) heralds telling your site visitors where to go next. Because we weren't looking to use that video directly to get new leads.

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How to Put the Customer First in Lead Generation

B2B Lead Generation

Tweet Putting customers first in lead generation. As marketers, we have more ways to observe our customers behavior and can leverage tools like marketing automation, Web analytics and CRM systems to help us manage all this complexity.

B2B Marketing: The first step a systems integrator took to achieve Sales-Marketing alignment

B2B Lead Generation

Tweet “One of the most important things you can do for your sales team is to generate qualified sales,” Kelly Harman, Vice President, Marketing, Carousel Industries, said at B2B Summit 2012. Related Resources: Lead Gen Summit 2013 (September 30 – October 3, 2013 in San Francisco).

Best Lead Generation Tactics for Content, Email & Social Media Marketing

Single Grain

Leads are the lifeblood of every business. You need a constant flow of leads in order to generate more sales and get an edge over your competitors so that they don't snag those precious customers first. Online lead generation is important for every industry. Content marketing.

How to Set the Right Lead Gen Goals for Your Marketing Team


As inbound marketers, we all know the value and importance of measuring, tracking, and reporting on key metrics and goals. Let's take the data you collect around your lead generation efforts, for instance. Step 2: Set lead generation goals based on larger business goals.

What is Demand Generation Marketing?


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. Today’s Demand Gen Marketer is a key cog in your marketing machine, fueling your sales pipeline. But as the buyer’s journey has changed, as B2B decision makers are now a team of buyers, the one-size-fits-all lead has been dumped because it doesn’t work.

7 Ways AI Changes B2B Marketing


AI and Machine Learning for B2B Marketing. You may not think artificial intelligence and B2B marketing are a match made in heaven. With new changes in AI, you can improve lead generation, establish a marketing database, track behaviors and more. Now’s the time to be asking questions about the possibilities of AI, which has enormous potential for B2B marketing, facilitating data driven matching of businesses and sales prospects. High-volume lead generation.

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How One Tweak to the Funnel Increased Conversions 150% at Avaya


A methodical approach to Avaya’s sales and marketing funnel sent conversions skyrocketing at all stages of their pipeline, using a simple change any marketing team can implement. Would you love to tell your board how you boosted sales-qualified-leads by 150 percent? I don’t have to tell you a proper sales and marketing funnel can make or break a company. Despite marketing’s best intentions, the funnel wasn’t working.

Why You Might Want to Rethink B2B Revenue Attribution


Usually, the head of marketing operations advocates measuring revenue. He’s running marketing operations at Medidata Solutions now, but he shared valuable insights from his years as VP of Marketing Operations at SAP. We talked about what it takes to build a results-driven marketing team. David also touched on these topics: The danger of linking marketing to revenue-generating activities. Is your marketing team focused on the right outcomes?

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Green Leads Announces New CEO, Mike Farrell

Smashmouth Marketing

Green Leads Appoints Industry Veteran, Mike Farrell as CEO. Pipeline generation leader to oversee Green Leads’ global team of lead development and sales development reps. Boston, MA - January 18, 2020 - Green Leads today announces the appointment of Mike Farrell as their new CEO.

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How Sales and Marketing Alignment Increased Revenue at Pitney Bowes


Sales and marketing alignment eludes many companies. She has been a pioneer of marketing operations, most recently with Pitney Bowes where she was Vice President of Global Marketing Operations and Technology. Accepting and Moving Past the Marketing-Sales Culture. The marketing-sales disconnect is often simply a matter of definitions. The word “lead” is a perfect example. To marketing, a lead is someone who shares their contact information.

Sales 101

Leads Don't Suck - Good Leads Are.

Smashmouth Marketing

When I was on my conference road trip this spring, I heard publicly, from speakers and audience alike the same comment, "Leads Suck". What if you could get your sales team to NEVER say "Leads Suck"? There are lots of terms describing leads.

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How to Generate Better Results with ABM


Earlier this week, we launched “ Ask an ABM Expert ” a series of bite-sized videos created to answer the most pressing questions in ABM and modern B2B marketing. In the first episode, Andrew highlights why you should drop the old, outdated lead gen model and instead invest in ABM.

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.

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.

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.

A 5 Steps Journey to Launching an ABM Program


While account-based marketing (ABM) has gained a lot of traction among B2B marketers, there isn’t much consensus in the industry around how to get started. Taking a tiered approach to ABM aligns the way your marketing and sales teams prioritize target accounts.

How to Fix your MQL Problem


As a modern marketer, you’ve probably experienced the limitations of traditional lead generation. In leads-based companies, there’s a lot of pressure on demand gen units to deliver more marketing-qualified leads (MQLs). ABM marketers don’t count leads.

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The New Rules of Lead Generation: Book Review

The Effective Marketer

I was fortunate to receive a copy of “ The New Rules of Lead Generation “, by David T. Scott, is the founder and CEO of Marketfish , a data management and lead generation platform. According to David, there are 5 steps to a successful lead generation program: 1.

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The New Rules of Lead Generation: Book Review

The Effective Marketer

I was fortunate to receive a copy of “ The New Rules of Lead Generation “, by David T. Scott,is the founder and CEO of Marketfish , a data management and lead generation platform. According to David, there are 5 steps to a successful lead generation program: 1.

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Why B2B Lead Generation Is Dying A Slow Death (And What To Do About It)


If you’re a B2B marketer, that’s the question you’re faced with every single day at work. And if you’ve answered this question anytime in the past decade, the answer probably involved implementing a marketing automation platform and executing a multistage lead generation funnel. Even more depressing, one study showed that less than 1% of marketing qualified leads actually result in closed deals. Account Based Marketing

PPC Lead Generation: If You Want Better Leads, Start Asking Questions

KoMarketing Associates

It’s not enough to just get more leads anymore with ppc lead generation. In 2019, Marketers need better leads. The definition of exactly what makes a lead “better” may shift from marketer to marketer, but almost universally, “better leads” are leads that can be directly tied to revenue. A recent survey found that only 14% of B2B marketers are still measured based on the total number of leads or inquiries they bring in.

Email Analytics: KPIs to Gauge the Success of Your Campaign


If you use email to generate leads for your company (and if you don’t, you should ), you have to face a basic question: how do I know if my campaign has been successful? There are a number of ways to measure the success of an email lead gen campaign. The most basic is the raw number of leads. If you ask for 100 leads and you get them, you’ve been successful. Here are a few ideas on how to gauge the ROI of your lead generation.

A 6 Step Guide to ABM Execution


The old lead gen model tracked leads, form fills and only delivered marketing-qualified lead (MQLs). An ABM program instead tracks accounts, interest/engagement from defined target accounts, and delivers marketing qualified accounts (MQAs) to your sales team.

What is Demand Generation in the B2B World?


Making the public conscious of their business is a key factor in leading them to want to learn more. It’s any marketing effort your B2B company makes to bring people into your sales funnel, with an emphasis on personalization. Isn’t that just lead generation?

First-Party Content Consumption Research for the No-Nonsense, Data-Minded Marketer


While that sounds like a lot of number-crunching for the B2B marketer, we did all the work making it digestible and useful. Each section is just a slice of the most important insights that emerged from the data and offers useful takeaways marketers can put to use right away.

Act-On’s a Leader in the Forrester Wave™ and What That Means to You


Act-On Software is a marketing automation company delivering innovation that empowers marketers to do the best work of their careers. The sentence above is more than just boilerplate “marketing jargon” Act-On slaps onto its press releases and other collateral. As a company built by marketers for marketers, we are – from CEO to summer intern – focused on the needs of the CMO and their marketing teams. It is about being a better content marketer.

PPC Lead Generation: If You Want Better Leads, Start Asking Questions

KoMarketing Associates

It’s not enough to just get more leads anymore with ppc lead generation. In 2019, Marketers need better leads. A recent survey found that only 14% of B2B marketers are still measured based on the total number of leads or inquiries they bring in.

4 Steps to Optimize Your Lead Generation Process


Tailor specific content, comms and offers according to the current status of the leads. Don’t be discouraged by rejected leads. Don’t let hot leads cool down! That explains why 63% of companies consider generating traffic and leads as their most important challenge.

The Trick to Increased Revenue: Better Sales Lead Qualification Criteria


That’s a new idea for marketers. We tend to get caught up focusing on more: More sales, more traffic, more leads. Here’s why: Doing more and more marketing work is not better. But doing more effective (and thus better) marketing tasks? They are bottom-funnel leads.”.

How Engaging is Your Content Marketing? 5 KPIs to Measure Content Engagement

Lake One

Engagement is a key goal for many marketers. Research has found that getting target customers to engage with a brand is the top challenge for B2B marketers. Related Reading: Lake One’s Guide to LinkedIn Marketing. Brand Market Share. Qualified Leads.

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Marketing Funnel vs. Sales Funnel: A Complete Guide

Ledger Bennett

Have you ever wondered how sales and marketing fit together? What is a Marketing Funnel? A Marketing Funnel is a tool/visualization that marketers utilize to understand the process of interaction with their audience. Marketing Funnel Stages: Top vs Bottom.

Content Marketing is More than a Branding Exercise

Sales Engine

Once upon a time, branding was the main focus of marketing departments. As marketers, we spent our budgets on bold logos, memorable slogans, pricy sponsorships, advertising, and PR campaigns designed to get us in the Wall Street Journal. How many leads turned into sales?

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Why Custom Attributes are Essential to Lead Scoring Your Videos


It’s 2018 and virtually all marketers understand the importance of adding video content to the buyer’s journey. Which is why you need to integrate video into your lead scoring models and associate the right scores to the right videos. Blog Demand Generation Marketing

How to Shorten Turnaround on Inbound Lead Generation


For quality leads — that are more effective in the long-term — inbound marketing undoubtedly provides better sources for lead generation than outbound. Well, for starters, inbound prospects, by definition, choose themselves as leads. What is Inbound Lead Generation?

How Content Accelerates Lead Generation


The way marketers measure success seems to change about as quickly as my computer makes me change my password (usually about the time I finally memorize the old one). The B2B world, in particular, has seen an interesting shift in how marketers view success. While website traffic is a common success metric for B2B marketers, more and more marketers are responsible for reporting on marketing qualified leads and marketing-assisted sales through their content efforts.