Time to abandon spray-and-pray lead generation


A couple of years ago, a client told me he was having some lead quality problems. The company had contracted with a major IT publisher for a webcast that guaranteed 150 leads. B2B publishing houses have long relied upon their subscriber lists for the generation.

Lead Qualification: The Secret Sauce of B2B Lead Generation Marketing


The Number One rule in B2B marketing: Never, ever, pass an unqualified lead to your sales force. In this kind of situation, the lead should stay with the marketing team, where the relationship can be developed, and nurtured, until it’s ready to take up a salesperson’s valuable time.

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How to select the right lead generation media mix


Most B2B lead generation campaigns involve multiple touches via multiple media channels. But how do you decide which media are optimal, and more to the point, how they work together to generate a qualified lead? Lead flow requirements. Qualified leads.

The top 10 tricks for sales lead generation


Yesterday’s webinar with Ruth Stevens and me was about making sure the leads you send to your sales team are qualified and the process of how to qualify them. The productivity of a sales force or distributor improves dramatically with a steady supply of qualified leads.

Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure

Read this article before you start a social media program


Instead, social media is used ahead of the sale to generate interest, promote expertise, and build a sense of trust. Are you a B2B business exec whose instincts are saying you should be doing something with social media, but you’re not sure what? You’re not alone.

The 10 most fascinating people in B2B marketing in 2016


When he sold it to Harte Hanks in 1994, Gary went on to thrive as an executive there, and is now CEO of Aberdeen Group , supervising its transformation from industry analyst firm into a really smart marriage of data and content for lead generation.

Lead generating machine: is your website actively helping your business grow?


Your website, when done right, can be one of the most effective lead generation tools in your arsenal. To get those leads moving through the funnel, focus on creating a stellar user experience. A CRM with web forms can help automate your lead management process.

How to simultaneously attract new prospects and retain loyal customers


One of the challenges business owners face is attracting new customers while trying to retain current customers. Choosing where to spend your energy and how to divvy up your time between the two can be challenging.

Seven Things Marketers Need to Know About Lead Generation

Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY

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. One of the biggest responsibilities and challenges for marketers is generating leads.

Social media employee advocacy is the heartbeat of your company


Forget about all the advice from the lead generation and website traffic gurus about how to push people to your website and get them to sign up for your newsletter. Employee advocacy is the heartbeat of your company. Why are we talking about heartbeats and business?

How to get 67% more revenue opportunities using LinkedIn and not just leads that go nowhere


How sales, marketing professionals, and social media lead generation companies are focused on only 3% of the target market. They’re focused on lead generation even though most leads go nowhere—when the focus should be on prospect development.

How to use Instagram marketing to get new leads for your business


The world has become increasingly busy leading to an explosion in demand for content that can be consumed quickly and efficiently. Since humans are visual learners, showing your brand value is far more powerful in converting visitors into leads.

What’s the killer app in B2B marketing? Face-to-face events


Events are also at the top of the heap based on lead generation effectiveness. If you don’t have a solid lead management process in your company, don’t spend a penny on events.

Are you ready for GDPR, Europe’s upcoming data privacy requirements?


Alongside lead generation and data hygiene calling, she offers GDPR compliance services. Privacy is probably one of the least appealing topics in marketing. But this one’s a doozy.

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust

Tips for your professional B2B corporate video production project


Want to convert more of those visitors into leads and customers? Presently, the use of corporate online video production will put any company far ahead of their competition due to online video’s unique way of engaging and converting casual browsers into leads and paying customers.

Exciting new tools for B2B prospecting


B2B Marketing Internet Marketing B-to-B marketing B2B B2B marketing data sources lead generation prospecting data Finding new customers is a lot easier these days, what with innovative, digitally based ways to capture and collect data.

The 10 most fascinating people in B2B Marketing in 2015


Jim Obermayer, founder of the Sales Lead Management Association. I’ve known Jim for years as a consultant and author specializing in lead management—a generally under-appreciated subject that Jim uniquely understood to be a critical success factor in business selling.

4 Elements that drive B2B direct marketing results


Over the past few months, I have gotten a number of calls from individuals who are seeking new sales leads for their company. By offering ongoing valuable information, you keep the lead interested. This offer is termed “hard” as it commits the lead to an action closer to the sale.

9 Experts Rethinking Demand Generation

How to strategically target your content and lead generation campaigns to disrupt the status quo and facilitate the sale

B2B prospecting data just keeps getting better


B2B Marketing Market Research Offline Marketing Slider B-to-B B2B Data data modeling database marketing lead generation marketing lists propspecting (Photo credit: Wikipedia).

Book Review of Ruth Stevens’ Maximizing Lead Generation


I like to do book reviews once in a while on Biznology, and this one was a natural because I know Ruth Stevens and I know her expertise in B2B marketing, so I needed to pore over her book, Maximizing Lead Generation , for tips–and I found them. Image by shutterhacks via Flickr.

What’s new in content marketing?


Content marketing is the technique of generating and distributing valuable and relevant content in order to attract, educate, and obtain a target audience with the goal of driving profits via customer action.

How much should you pay for a sales lead?


When planning a B2B lead generation program, you need to deliver leads to your sales team at an affordable price. A neat way to determine in advance how much you can spend on a lead is to calculate the Allowable Cost per Lead for your campaign.

Empathy: Your Lead Generation Superpower

Speaker: Brian Carroll, CEO & Founder of markempa

The single biggest issue for B2B growth is effective lead generation: increasing lead quality and quantity. Empathy is not just a “soft” skill, it's an incredibly powerful tool to understand customer motivation and increase lead conversion.

Meet more new clients with these 8 tactics


Robert Cialdini , author of the best selling book Influence: The Psychology of Persuasion and its follow-up Pre-suasion: A Revolutionary Way to Influence and Persuade , tells us “anything that draws focus to itself can lead observers to overestimate its importance.”.

How long should your online business video production be?


A B2B promotional video that is made for lead-generation, like a landing page, needs to be quick; whereas a online business video production that is used during, or as a follow up to a presentation is very different in length.

Video 90

More LinkedIn leads can destroy your revenue performance: an interview with Ian Addison from


Because we find that sales and marketing leaders focus on lead generation instead of demand generation and full funnel marketing, I have interviewed our resident challenger social selling expert, Ian Addison , on how more LinkedIn leads can be bad for your organization.

Five B2B marketing beliefs and trends debunked


It’s not that inbound marketing is not important; it’s just that if you have a highly targetable and valuable market, you can’t rely only on inbound marketing to enough generate leads. First a disclaimer – I’m an “old” salesperson!

B2B marketing is falling down on the job


Resist the plea from Sales to pass unqualified leads. But if you let them know that a mere inquiry came in from an account in their territory, and they pounce, only to find it unworkable, you know darn well what you’ll hear from Sales: “The leads Marketing gives me are useless.”

The Building Blocks of Content Marketing: How to Plan Your B2B Content Library


She also covers the best applications for content in driving toward B2B marketing objectives, like sales lead generation. Thanks to all our sponsors: B2B Marketing Content Marketing Slider Webinars business-to-business content Content marketing Infographic lead generation Ruth P.

How most Social Media experts are wrong about LinkedIn


A shotgun approach may be better when you have a lower cost product or solution when you need as many leads and subscribers as possible to get a return on your social media investment. I’m sorry, but social media reach without engagement that leads to revenue means nothing.

Five tips for using email as a lead generating machine


Done right, it can still be a powerful tool for lead generation. Leads are the metric that marketers live and die on because leads mean money. Here are five tips for using email as a lead generating machine. (Photo credit: Wikipedia).

27 surprising facts about salespeople who are Social Selling


It’s a real way for generating revenue and results. 61% of US marketers use social media for lead generation (source: IBM). 50% of identified sales leads are not ready to buy (source: Gleanster ).

Prospecting data accuracy


PointClear provides lead generation and management services, and houses a sophisticated and efficient call center run by Karla Blalock. . Good news: B2B prospecting data is more accurate than you may think. Business marketers are always complaining about their customer data. “It’s

How Many Leads Do You Need to Generate? Use This Simple Calculator


One key to successful B2B lead generation programs is to calculate exactly the right number of qualified leads to provide to sales—as part of your campaign planning. If you generate too many leads, you’ll be wasting precious marketing dollars.

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. 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 ).

How a smarter website can improve your marketing effectiveness, Part I


If you’re wondering why you’re not seeing the results you expect from your website – the engagement, lead generation, and sales – you’ll want to pay close attention.

37 facts on the future of Social Selling vs. Cold Calling


80% of introductions generate a sale (source: DSWA ). 61% of US marketers use social media for lead generation (source: IBM). 50% of identified sales leads are not ready to buy (source: Gleanster ). 60% more expensive per lead than other methods (source: HubSpot ).