INDUSTRY INSIGHTS YOUR PEERS ARE READING
Lead nurturing is one of those things that’s easy to talk about but hard to do. In this post, I’m going to share how to apply lead nurturing to help advance leads through three stages of your demand generation funnel to get more sales qualified opportunities. MORE
Lead qualification is one of the primary jobs for B2B marketers, and a great deal of time and money is spent on this step of the sales cycle. Now that I’ve stated the obvious, I see both good and bad lead qualification processes in the market. Don’t ditch old lead lists. MORE
And if you’re extra lucky, she agrees to an interview drawn from her new book “Maximizing Lead Generation.”. What are the biggest challenges for marketer to generate the number of leads they need currently? What are the best performing lead sources currently? (eg MORE
A well-oiled inbound sales machine means reps spend less time working low quality leads, and more time closing sales. More leads in, more revenue out. In fact, almost half of B2B sales reps list lead quantity and quality as their top challenge: ( Source ). MORE
Unbelievably, most are still sending only raw leads to Sales, and they aren’t making an effort to bring those leads to a place where they’re ready for Sales to bite into. 64% of marketers still send all leads that respond to marketing campaigns directly to Sales. MORE
If you’ve been feeling the pain of producing lead quality and quantity but don’t know what to do about it, keep reading. I’m going to give you what you need to start easing that pain now by developing a formal lead generation strategy with a universal lead definition (ULD). MORE
We are working with several clients to help them improve their lead nurturing program to deliver a higher volume and quality of sales ready leads to the outside sales team. In many cases they are actively prospecting for new leads from an unqualified list. ‘Lead qualification’ was third most popular, cited by 67 per cent. These findings confirm that the primary role of telemarketing is in the so-called demand generation arena.” MORE
Following my last blog on lead qualification, I received some great comments and several questions as to whether lead qualification differs for trade show leads. While these individuals are often called “leads,” they are not. MORE
I recently caught up with Dan McDade , longtime B2B practitioner in lead qualification and nurturing. You’ve been involved in the lead generation world for a long time. Certainly, technology lets us deliver more leads to sales, faster than ever before. But just as often these are bad leads. Lead generation success rests on quality— not quantity, and not speed. What’s working in lead gen and lead development? MORE
While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. We know that in the lead generation, lead qualification and lead nurturing business, it takes multiple tries, across multiple cycles, to fully work a lead. PointClear is known for its perseverance. MORE
We tend to get caught up focusing on more: More sales, more traffic, more leads. And having more leads is also not necessarily better, but having better leads? Leads are great, but each one comes with a certain amount of work that misalignment will only complicate. MORE
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? Centralize the lead qualification process. MORE
In this post, I’m going to focus on how to do lead management that increases sales conversion. Here’s why: First, B2B lead conversion to actual revenue conversion is low. According to Forrester, top performers convert 1.54% of leads to revenue. And average performers turn less than 0.75% of leads into closed deals. Have you thought about the experience you want to create for your potential customer so as to optimize your lead management approach? MORE
You already know the essentials of spring cleaning your B2B lead generation : cleanse your leads database. refine your lead generation strategy to do more of what’s working and stop what’s not working. focus on priming hot leads to make them sales-ready. MORE
52% of marketers say they provide salespeople with their best quality leads, while salespeople rank marketing-sourced leads last. Commonly, BANT qualification methodology has been used by sales to define what constitutes a ‘quality’ lead. This leads us on nicely to…. MORE
Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? But first, let's take a look at some lead generation challenges. Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year. Think of lead generation, lead qualification and lead nurturing as progressive steps in a funnel. MORE
Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? But first, let's take a look at some lead generation challenges. Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year. Think of lead generation, lead qualification and lead nurturing as progressive steps in a funnel. MORE
Lead nurturing is one of those things that’s easy to talk about but hard to do. In this article, I’ll share how to apply lead nurturing to help advance leads through three stages of your lead generation funnel to get more qualified opportunities. Three Lead Generation Stages You Need to Nurture. You need to learn if this person and/or their company is a fit and their level of qualification. Nurturing as a small business. MORE
Marketers spend a lot of time and effort generating inbound leads, but they often struggle getting those leads to convert into sales opportunities and customers after they hand them off to sales. . Touch longer-term leads frequently and relevantly. . MORE
When it comes to lead management, attracting potential buyers is only the beginning. Remember that for a lead to be considered successful, it must ultimately turn into a sale. To get there, you’ll need to be proactive about nurturing each step in the sales conversion process. Lead nurturing is the process of sending relevant content to your leads. A good lead nurturing program has: A clear goal. Lead Nurturing Mistakes to Avoid. MORE
So cosy up with a cup of cocoa and let’s think about what matters most this holiday season – just how effective is your lead management process? But if the right lead management process is not in place, all your best efforts could be leaking right out of your lead generation pipeline…. MORE
PointClear’s success doing lead generation, lead qualification and lead nurturing for our clients is grounded in proactively reaching out and connecting with prospects via a one-on-one telephone conversation. MORE
Below are 3 simple but effective ideas on how you can personalize B2B lead generation to make it as exciting and rewarding as holiday gift-giving: Match customer personas and profiles to your offering. Focus on driving leads further down the funnel. MORE
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. MORE
B2B SaaS marketers who follow best practices can still absolutely find the leads they need. Whether they do it via SEO and content marketing or many other strategies, SaaS B2B lead generation still has a ton of opportunities. Focus on lead quality. Qualify leads. MORE
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 MORE
The more qualified a lead is, the more likely they are to convert. Effective lead qualification helps your company convert a greater percentage of leads to opportunities and opportunities to closed-won sales. Follow these steps to form a plan for improved lead quality. MORE
The lead nurturing program they implemented included 40+ (yes, forty) separate and distinct tracks of emails, tailored to different audience segments, product interests, and stages in the lead lifecycle. MORE
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. MORE
While brand building activities are taking a hit, trends show that lead generation is not only back but high on the B2B marketing agenda. This article looks at how to evolve your lead generation strategy in order to adapt to the new market conditions and gain competitive advantage. MORE
Without a solid lead generation strategy, companies don’t have enough raw leads to convert into sales opportunities to meet revenue and growth objectives. Therefore, fixing the conversion problem requires first fixing the lead generation problem. MORE
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 MORE
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? MORE
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. MORE
Tweet B2B marketers, stop focusing on generating leads. By sending them only qualified leads. Most leads aren’t qualified. Leads are only qualified when they fit your universal lead definition (ULD). The only way to qualify leads is to call them. MORE
Lead Nurture Planning. Considering that around 80% of leads never turn into sales, you need a proper lead nurturing plan, including lead scoring, with the goal to transform those leads you do have into potential sales opportunities. Nurture Strategy. MORE
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. Second, it must manage all the incoming leads effectively. MORE
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 When it comes to lead generation, the dating analogy is nothing new. MORE
When I’ve talked with marketers about their b2b lead generation results, I’ve heard statements like, “We’re generating a ton of leads, but they aren’t converting” or “We need to increase lead quantity” or “We need to generate more qualified leads.”. MORE
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 You can increase your odds success by adding a lead nurturing program. MORE
Tweet A couple of weeks ago, I presented an American Marketing Association webcast , “ The One-Two Punch of Effective Lead Engagement: Accurate Lists and Powerful Content” (a replay of the webcast is posted below). These questions hit on key challenges in lead nurturing today. I hope the answers will help you solve specific challenges in defining qualified leads, nurturing them, and aligning your sales and marketing teams. How to define a lead. MORE
Inbox Insight
OCTOBER 8, 2019
52% of marketers say they provide salespeople with their best quality leads, while salespeople rank marketing-sourced leads last. Commonly, BANT qualification methodology has been used by sales to define what constitutes a ‘quality’ lead. This leads us on nicely to….
B2B Lead Generation
MARCH 18, 2012
Tweet A couple of weeks ago, I presented an American Marketing Association webcast , “ The One-Two Punch of Effective Lead Engagement: Accurate Lists and Powerful Content” (a replay of the webcast is posted below). These questions hit on key challenges in lead nurturing today. I hope the answers will help you solve specific challenges in defining qualified leads, nurturing them, and aligning your sales and marketing teams. How to define a lead.
Biznology
AUGUST 19, 2015
Following my last blog on lead qualification, I received some great comments and several questions as to whether lead qualification differs for trade show leads. While these individuals are often called “leads,” they are not.
Conversica
JULY 2, 2018
The more qualified a lead is, the more likely they are to convert. Effective lead qualification helps your company convert a greater percentage of leads to opportunities and opportunities to closed-won sales. Follow these steps to form a plan for improved lead quality.
ViewPoint
JANUARY 17, 2012
Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? But first, let's take a look at some lead generation challenges. Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year. Think of lead generation, lead qualification and lead nurturing as progressive steps in a funnel.
Biznology
JULY 31, 2015
Lead qualification is one of the primary jobs for B2B marketers, and a great deal of time and money is spent on this step of the sales cycle. Now that I’ve stated the obvious, I see both good and bad lead qualification processes in the market. Don’t ditch old lead lists.
|
ViewPoint
SEPTEMBER 23, 2011
PointClear’s success doing lead generation, lead qualification and lead nurturing for our clients is grounded in proactively reaching out and connecting with prospects via a one-on-one telephone conversation.
ViewPoint
JANUARY 17, 2012
Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? But first, let's take a look at some lead generation challenges. Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year. Think of lead generation, lead qualification and lead nurturing as progressive steps in a funnel.
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?
Biznology
JUNE 4, 2019
I recently caught up with Dan McDade , longtime B2B practitioner in lead qualification and nurturing. You’ve been involved in the lead generation world for a long time. Certainly, technology lets us deliver more leads to sales, faster than ever before. But just as often these are bad leads. Lead generation success rests on quality— not quantity, and not speed. What’s working in lead gen and lead development?
B2B Lead Generation
MARCH 2, 2017
Lead nurturing is one of those things that’s easy to talk about but hard to do. In this article, I’ll share how to apply lead nurturing to help advance leads through three stages of your lead generation funnel to get more qualified opportunities. Three Lead Generation Stages You Need to Nurture. You need to learn if this person and/or their company is a fit and their level of qualification. Nurturing as a small business.
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KoMarketing Associates
NOVEMBER 12, 2019
B2B SaaS marketers who follow best practices can still absolutely find the leads they need. Whether they do it via SEO and content marketing or many other strategies, SaaS B2B lead generation still has a ton of opportunities. Focus on lead quality. Qualify leads.
B2B Lead Generation
MAY 13, 2012
Tweet B2B marketers, stop focusing on generating leads. By sending them only qualified leads. Most leads aren’t qualified. Leads are only qualified when they fit your universal lead definition (ULD). The only way to qualify leads is to call them.
B2B Lead Generation
JULY 6, 2017
In this post, I’m going to focus on how to do lead management that increases sales conversion. Here’s why: First, B2B lead conversion to actual revenue conversion is low. According to Forrester, top performers convert 1.54% of leads to revenue. And average performers turn less than 0.75% of leads into closed deals. Have you thought about the experience you want to create for your potential customer so as to optimize your lead management approach?
B2B Lead Generation
JUNE 24, 2012
Unbelievably, most are still sending only raw leads to Sales, and they aren’t making an effort to bring those leads to a place where they’re ready for Sales to bite into. 64% of marketers still send all leads that respond to marketing campaigns directly to Sales.
The Point
FEBRUARY 5, 2010
The lead nurturing program they implemented included 40+ (yes, forty) separate and distinct tracks of emails, tailored to different audience segments, product interests, and stages in the lead lifecycle.
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. Second, it must manage all the incoming leads effectively.
ViewPoint
JUNE 9, 2017
While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. We know that in the lead generation, lead qualification and lead nurturing business, it takes multiple tries, across multiple cycles, to fully work a lead. PointClear is known for its perseverance.
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? Centralize the lead qualification process.
KoMarketing Associates
MAY 7, 2019
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.
Biznology
APRIL 9, 2014
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.
Reachforce
DECEMBER 2, 2013
And if you’re extra lucky, she agrees to an interview drawn from her new book “Maximizing Lead Generation.”. What are the biggest challenges for marketer to generate the number of leads they need currently? What are the best performing lead sources currently? (eg
Inbox Insight
DECEMBER 4, 2019
So cosy up with a cup of cocoa and let’s think about what matters most this holiday season – just how effective is your lead management process? But if the right lead management process is not in place, all your best efforts could be leaking right out of your lead generation pipeline….
KoMarketing Associates
MAY 7, 2019
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.
B2B Lead Generation
AUGUST 26, 2012
If you’ve been feeling the pain of producing lead quality and quantity but don’t know what to do about it, keep reading. I’m going to give you what you need to start easing that pain now by developing a formal lead generation strategy with a universal lead definition (ULD).
PureB2B
JUNE 17, 2018
When it comes to lead management, attracting potential buyers is only the beginning. Remember that for a lead to be considered successful, it must ultimately turn into a sale. To get there, you’ll need to be proactive about nurturing each step in the sales conversion process. Lead nurturing is the process of sending relevant content to your leads. A good lead nurturing program has: A clear goal. Lead Nurturing Mistakes to Avoid.
B2B Lead Blog
APRIL 30, 2019
Lead nurturing is one of those things that’s easy to talk about but hard to do. In this post, I’m going to share how to apply lead nurturing to help advance leads through three stages of your demand generation funnel to get more sales qualified opportunities.
Webbiquity
OCTOBER 1, 2019
Without a solid lead generation strategy, companies don’t have enough raw leads to convert into sales opportunities to meet revenue and growth objectives. Therefore, fixing the conversion problem requires first fixing the lead generation problem.
LEADership
APRIL 8, 2014
You already know the essentials of spring cleaning your B2B lead generation : cleanse your leads database. refine your lead generation strategy to do more of what’s working and stop what’s not working. focus on priming hot leads to make them sales-ready.
B2B Lead Generation
AUGUST 4, 2016
Marketers spend a lot of time and effort generating inbound leads, but they often struggle getting those leads to convert into sales opportunities and customers after they hand them off to sales. . Touch longer-term leads frequently and relevantly. .
Inbox Insight
OCTOBER 22, 2019
While brand building activities are taking a hit, trends show that lead generation is not only back but high on the B2B marketing agenda. This article looks at how to evolve your lead generation strategy in order to adapt to the new market conditions and gain competitive advantage.
NuSpark
JULY 7, 2013
Lead Nurture Planning. Considering that around 80% of leads never turn into sales, you need a proper lead nurturing plan, including lead scoring, with the goal to transform those leads you do have into potential sales opportunities. Nurture Strategy.
B2B Lead Generation
AUGUST 2, 2016
When I’ve talked with marketers about their b2b lead generation results, I’ve heard statements like, “We’re generating a ton of leads, but they aren’t converting” or “We need to increase lead quantity” or “We need to generate more qualified leads.”.
SnapApp
JUNE 5, 2018
A well-oiled inbound sales machine means reps spend less time working low quality leads, and more time closing sales. More leads in, more revenue out. In fact, almost half of B2B sales reps list lead quantity and quality as their top challenge: ( Source ).
B2B Lead Generation
JULY 20, 2005
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0
LEADership
DECEMBER 17, 2013
Below are 3 simple but effective ideas on how you can personalize B2B lead generation to make it as exciting and rewarding as holiday gift-giving: Match customer personas and profiles to your offering. Focus on driving leads further down the funnel.
B2B Lead Generation
MAY 9, 2007
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 You can increase your odds success by adding a lead nurturing program.
B2B Lead Generation
JANUARY 18, 2005
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0
Avitage
MARCH 7, 2012
We are working with several clients to help them improve their lead nurturing program to deliver a higher volume and quality of sales ready leads to the outside sales team. In many cases they are actively prospecting for new leads from an unqualified list. ‘Lead qualification’ was third most popular, cited by 67 per cent. These findings confirm that the primary role of telemarketing is in the so-called demand generation arena.”
B2B Lead Generation
APRIL 24, 2007
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 When it comes to lead generation, the dating analogy is nothing new.
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