Is B2B Lead Generation Really This Difficult?

The Point

Results are in from a recent survey on B2B Lead Generation by the B2B Technology Marketing Community on LinkedIn ( free report download here ), and the numbers tell a disheartening story. No wonder lead quality is such a pressing issue.

Who should own lead generation for a complex sale?

B2B Lead Generation Blog

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.

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31 Tips for Improving Sales and Marketing Lead Generation Alignment

B2B Lead Generation Blog

Tweet More often than not, there seems to be a disconnect between Marketing and Sales. 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?

Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

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.

Building Your Strategic Lead Generation Portfolio

B2B Lead Generation Blog

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. Build your lead generation calendar.

Tips on how to use LinkedIn for Better Lead Generation

B2B Lead Generation Blog

Have you ever wondered about how can you use LinkedIn for better lead generation and business. I see sales and marketing people trying too hard to automate and template-ize their actions, focusing on quantity and not quality.

How the Halo Effect Drives Lead Generation

B2B Lead Generation Blog

My dad taught me many lessons growing up, and one that stands out as relevant to lead generation went something like this: He said, “Choose your friends carefully because we become like the people we spend most of our time with, and [like it or not] we’re judged by the company we keep.”

Is Your Lead Generation Strategy Broken?

ViewPoint

A broken lead generation strategy could mean trouble for your sales and marketing team, but not just because of the fundamental misalignment between the two departments. Have marketing and sales decided on a shared definition for a qualified sales lead?

Lead Generation: How using science increased teleprospecting sales handoffs 304%

B2B Lead Generation Blog

There’s something I wish I would have known when I wrote my best-seller, Lead Generation for the Complex Sale. So, I wanted to see if this heuristic could be applied to lead generation through teleprospecting. Uncover a sales-ready lead.

What Does a CMO Need to Know About Lead Generation?

Navigate the Channel

Mastering lead generation is a sort of holy grail for all B2B marketers. The CMO position should be attuned to new methods in lead generation, especially new digital channels. Here are a few of the most important aspects of lead generation a CMO should prioritize.

How to Put the Customer First in Lead Generation

B2B Lead Generation Blog

Tweet Putting customers first in lead generation. Unfortunately, empathy is often ignored or lost when we start to become overly clever and complex with lead generation. Get out in the field with your sales team and meet customers face to face.

4 B2B Marketing Strategies for Lead Generation

KoMarketing Associates

Driving qualified leads is a pain point for many B2B marketers, as the pressure to generate these leads is increasing. Increasing overall site traffic is good; generating leads from this traffic is great. Below I’ve outlined a few B2B marketing strategies to increase lead generation. For example, a few of my clients use CTAs (like the below) on the bottom of blog posts to drive leads.

In Industrial Lead Generation, a Lead is a Lead, Right?

Industrial Marketing Today

Every discussion I’ve had with manufacturers and industrial companies starts with “we need more leads” or ends with “we need results.” I understand and accept the fact that the main goal of industrial marketing is to generate leads.

Lead Generation via Influencers and Experts in 4 Steps

B2B Lead Generation Blog

Tweet Proactively building relationships with influencers and industry experts and is a powerful way to generate leads and positive word of mouth (WOM). Also be sure to interview your sales team and your potential buyers.

Marketing Automation and B2B Lead Generation Services

KEO Marketing

Businesses that use marketing automation have reported a 15% increase in sales productivity and a 12% reduction in costs. But can marketing automation work with today’s modern B2B lead generation services and strategies? Lead Generation

Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation

ViewPoint

Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. The main reason for these failures is that there is a LOT of mediocrity in the lead generation industry, which is why some say outbound is supposedly “dead.” These firms, like those traveling sales folks who hawked one-size-fixes-all elixirs to those who wanted to believe, make great claims—that inevitably fail to pan out. Lead Generation

How to Ramp Up Your B2B Sales Lead Generation with Social Media

B2B Marketing Insider

In fact, a report by LinkedIn found that 90% top performing sales representatives incorporate social media into their tactics. The post How to Ramp Up Your B2B Sales Lead Generation with Social Media appeared first on Marketing Insider Group. Demand GenerationSocial media is no longer just a fun, helpful supplement to a marketing mix. For many companies, it has become the primary vehicle for customer engagement.

8 Lead Generation Ideas for Startups

B2B Marketing Insider

Lead generation can be challenging for startup companies. As you build your business and its operations, you need to employ effective, scalable lead generation techniques to keep your sales funnel filled as your requirements and capacities increase.

Lead Generation: The power of copy

B2B Lead Generation Blog

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. Tweet Words matter.

3 Research-Based Insights to Prevent Lead Generation Failure

B2B Marketing Insider

Between your executive team debating your budget to the sales team demanding BETTER leads and MORE opportunities, it’s like the hunger games out there. Now more than ever, demand generation and content marketers are worried about failing to meet lead-based goals. The post 3 Research-Based Insights to Prevent Lead Generation Failure appeared first on Marketing Insider Group. As a B2B marketer you’re constantly under fire.

Lead Generation: 2 simple tips to determine cost per lead

B2B Lead Generation Blog

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.

The #1 Reason CEOs Should Care About Lead Generation

ViewPoint

I often say that CEO’s don’t care about leads, they only care about revenue. Unfortunately, unless you, as the CEO of your company, start caring about leads you are going to lose revenue and miss your number. It is not just about increasing sales and profits.

The B2B Lead Generation Ecosystem and WPO [Infographic]

Webbiquity

The “Internet Marketing Lead Generation Ecosystem” infographic below was created by the Chicago SEO agency , Straight North. Its purpose is to serve as a blueprint to demonstrate how multiple online marketing channels can be joined to create one online lead generation campaign.

The Biggest Missed Opportunity in B2B Lead Generation

Digital B2B Marketing

Yet this is exactly how most B2B marketers approach lead generation today! You don’t care about the number of leads your sales team has. Instead you care about the number of marketing sourced leads. The Lead Generation Opportunity Gap.

5 Things You Can Do To Improve B2B Lead Generation

B2B Lead Generation Blog

B2B Lead generation is rapidly changing process for companies with the advent of MarTech. . I’ll be sharing where B2B marketers can focus and what on the “best few” things they can do to improve their b2b lead generation efforts immediately. Register for “5 Things You Can Do Immediately to Improve your B2B Lead Generation.” Get more opportunities with lead reengagement. Nurture leads more effectively.

9 Lead Generation Mistakes Marketers Need to Stop Making

Hubspot

For many businesses, the key to making sales is to first generate leads. But leads don't grow on trees. Some marketers have trouble generating enough leads to feed their sales team. Others just have no idea where their leads are coming from.

Lead Generation: Balancing lead quality and lead quantity

B2B Lead Generation Blog

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.

Who Should Own Lead Generation For A Complex Sale?

B2B Marketing Insider

Sales and marketing aren’t doing a great job of executing lead generation because they both believe it’s the others job. The post Who Should Own Lead Generation For A Complex Sale? Demand GenerationYou might be thinking, “isn’t the answer obvious?” It’s not. Let me explain. I hear the same problem over and over. And you know what? They’re both right. Here’s what I mean. Companies don’t typically […].

What are the building blocks of a lead generation strategy?

Sales Engine

There’s certainly nothing wrong with more people being aware of who you are, but there’s a big difference between people being aware of who you are and what you sell, and those people actually engaging with your sales team and buying products and services from you.

The 7 Attributes of Highly Effective Lead Generation

Sales Engine

It used to be that darkening the skies with sales reps, albeit expensive, was the best way to grow a B2B company—more feet on the street equaled more opportunities. Attribute #1 Content maps tightly to the sales process.

Sales Lead Generation: Saving Money – Killing Performance

ViewPoint

PointClear was recently given a verbal approval for a pilot program by the SVP of Sales for a technology solutions provider. Then we got turned over to sales operations and purchasing (supposedly a formality). The point is, not all sales lead generation firms are created equal, just as not all houses are the same. Instead of highly qualified sales leads, our would-be client will end up with the equivalent of 8’ popcorn ceilings.

Why Cost per Lead is a Bad Way to Measure Your Return on Lead Generation Efforts

ViewPoint

While cost-per-lead measurement has been the de facto favorite for evaluating marketing programs, we are seeing radical and positive shifts in how marketing is evaluating qualified leads. Correctly emphasize the ROI value of qualified leads over their cost. Cost-Per-Lead.

Cost 99

Successful B2B Lead Generation Measurement In 7 Steps

bizible

One of the struggles marketers deal with when measuring B2B lead generation is isolating and pinpointing the true cause of revenue performance. In this post we’ll provide a brief overview of B2B lead generation measurement that goes beyond the traditional activity report.

How You Can Benefit from Online Lead Generation Services

KEO Marketing

With so much advancement in the field of technology and easy accessibility of the Internet, more companies have begun using online resources for lead generation. However, finding new customer leads can be a time-consuming and frustrating task for most businesses. Lead Generatio

Lead Generation Tactics: How to Attract the Highest Quality Leads

KEO Marketing

Lead generation is more than just generating as many leads as possible. Properly done, lead generation results in leads of the highest quality that engage with your brand and convert to revenue. The leads that convert to revenue.

Lead Generation for Industrial Companies is a Process not a Campaign

Industrial Marketing Today

I hear too many manufacturers and industrial companies talking about creating campaigns because they want to pump up their lead generation. Content Marketing Industrial Lead Generation Inbound Marketing Industrial content marketing

4 Metrics You Need To Track In B2B Lead Generation Programs

Digital B2B Marketing

Businesses needs to drive growth and lead generation is a key way the business expects marketing to contribute. However, sales cycles are long. It can take months, even years, before marketing is able to prove the value of lead generation efforts with revenue.

Lead Generation: 5 tips to generate leads faster on LinkedIn

B2B Lead Generation Blog

Tweet Wouldn’t it be great if you could just collect hot leads by spending a few minutes a day on LinkedIn? They said it is possible to generate hot leads in a few minutes a day. Sales and Marketing should work closely together.

Time to abandon spray-and-pray lead generation

Biznology

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.

Is Content Marketing Still Effective for Online Lead Generation?

Reachforce

For the past few years, the buzzword in online lead generation was content marketing. B2B Lead Generation B2B Marketing Ideas Marketing and Sales Funnel Marketing Tips content marketing