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  • B2B LEAD GENERATION BLOG  |  SUNDAY, OCTOBER 14, 2012
    [Lead] Lead Generation: 81% of marketers use email marketing
    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?” If you have the email already, isn’t that the lead?”.
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 7, 2014
    [Lead] Lead Generation: The power of copy
    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. Words inspire.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JULY 14, 2014
    [Lead] Lead Nurturing: Why good call scripts are built on storytelling
    In this B2B Lead Roundtable Blog post, we’ll break down a call script used for voicemails from a lead nurturing experiment to better understand how positioning your “ask” at the right time can aid your lead nurturing efforts. Lead Nurturing Tested [See the full Web clinic replay for more on this experiment plus insights on lead nurturing tactics]. Lead Generation: The power of copy [More from the blogs].
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 29, 2014
    [Lead] 6 Ideas to Create More Relevant Lead Nurturing Emails
    1 lead-nurturing tactic. Read more on how to put your customers first in lead generation. If you have a complex sale, the best way I know how to do this is by combining a human touch with your sales pitch to build relationships with your lead-nurturing message. If they are at an early stage lead and they are just starting to get familiar with the business issues you solve, don’t send them the same copy that you would send someone who is on the verge of making a decision.
  • VIEWPOINT  |  FRIDAY, APRIL 14, 2017
    [Lead] Desperate and Fearful: Need Pipeline – Want Sales Lead Generation
    Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. So, they settle for a cheap solution—which is how mediocre sales lead generation firms survive. The need for sales pressures the CMO to deliver leads fast. Trouble is, that CMO is also under budget pressures, so corners are cut in the pursuit of needed sales leads. CEOs need to care about lead outcomes.
  • THE POINT  |  MONDAY, FEBRUARY 27, 2012
    [Lead] Lead Scores Too High? Maybe They Need An Expiration Date.
    In the early stages of a recent client engagement, it became apparent that the schema already in place to determine and assign lead scores was, well: broken. The most glaring symptom was the absurdly high scores: hundreds of contacts had lead scores of more than 1,000, even though the supposed threshold for a sales-ready lead was a mere 100 points. One elegant solution to this problem is to assign “expiration dates” to all positive lead scores.
  • SALESFUSION  |  WEDNESDAY, SEPTEMBER 17, 2014
    [Lead] Why Lead Nurture Matters for Marketing
    The post Why Lead Nurture Matters for Marketing appeared first on Salesfusion. Lead Nurture Nurture Marketing
  • VIEWPOINT  |  TUESDAY, MARCH 3, 2015
    [Lead] When Bad Things Happen to Good Leads - Part 3
    There is valuable data in non-lead outcomes that, if properly nurtured, can increase marketing returns substantially. Most recently, in part 2 of this series , we discussed pipeline dispositions*—prospects that are just one or two touches away from being converted to sales-ready leads. Lead Nurturing Here in part 3, we’ll examine “nurture” dispositions.
  • B2B LEAD GENERATION BLOG  |  MONDAY, MARCH 31, 2014
    [Lead] Lead Generation: Does your teleprospecting deliver value to prospects?
    Tweet Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. My goal for today’s B2B Lead Roundtable Blog post is to hopefully influence your approach to lead generation with a few insights that you can use to determine where to find the most improvement in your teleprospecting efforts. Goal: To increase the number of lead responses to a scripted voicemail.
  • NUSPARK  |  FRIDAY, JUNE 24, 2011
    [Lead] The Statistics of Lead Nurturing for B2B
    You know what lead nurturing is… Here’s my definition. Lead Nurturing is the process of communicating to a lead on an ongoing basis in order to educate, inform, continue to qualify and build a relationship until the lead is sales-ready. Most importantly, a sound lead nurturing marketing program has proven to increase revenues for firms. It’s why I continually promote the entire lead management cycle, from email capture to sales.
  • SALESFUSION  |  WEDNESDAY, AUGUST 13, 2014
    [Lead] Marketing Automation is Lead Management
    The post Marketing Automation is Lead Management appeared first on Salesfusion. Lead Nurture
  • B2B LEAD GENERATION BLOG  |  MONDAY, NOVEMBER 24, 2014
    [Lead] Lead Nurturing: What it is, and what it is not
    Tweet Building on my post last week , I was reminded of a conversation I had with a marketer who was meeting with her new boss to explain the need for a new lead nurturing strategy. The problem was that her boss felt their current integrated marketing campaigns qualified as lead nurturing. We discussed the challenges of communicating what is and isn’t lead nurturing. Let me break it down even further by giving a few examples of what is and what isn’t lead nurturing.
  • LEADSLOTH  |  MONDAY, FEBRUARY 20, 2012
    [Lead] Lead Nurturing for Software Trials
    This week someone asked me about lead nurturing for people who signed up for a 30-day product trial (for a SaaS/Cloud software product). Demand Generation Email Marketing lead nurturing 30-day trial auto-responders email best practices product adoption software trialThey signed up. What now? This was in response to an article on trial conversion optimization that I wrote over a year ago.
  • WEBBIQUITY  |  TUESDAY, SEPTEMBER 1, 2015
    [Lead] How to Create the Perfect Lead Generation Form [Infographic]
    While these activities serve a number of purposes—establishing thought leadership, expanding brand awareness, improving customer retention— lead generation remains the top goal. To maximize the odds that will happen, you need to build the perfect lead generation form. Well…okay, creating the “perfect” lead gen form may be a tall order. But building a better lead gen form is eminently doable.
  • B2B LEAD GENERATION BLOG  |  MONDAY, MAY 12, 2014
    [Lead] Lead Generation: How to speak the language of your prospects
    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].
  • NUSPARK  |  FRIDAY, JUNE 24, 2011
    [Lead] The Statistics of Lead Nurturing for B2B
    You know what lead nurturing is… Here’s my definition. Lead Nurturing is the process of communicating to a lead on an ongoing basis in order to educate, inform, continue to qualify and build a relationship until the lead is sales-ready. Most importantly, a sound lead nurturing marketing program has proven to increase revenues for firms. It’s why I continually promote the entire lead management cycle, from email capture to sales.
  • WEBBIQUITY  |  MONDAY, APRIL 18, 2016
    [Lead] The B2B Lead Generation Ecosystem and WPO [Infographic]
    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 middle section of hexagons highlights the reporting, contacting and lead validation process, which should be managed by more experienced internet marketers.
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 23, 2013
    [Lead] Lead Generation: How using science increased teleprospecting sales handoffs 304%
    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. Here’s the problem we were solving for: What messaging creates increased lead conversion and maximizes return on energy? This was the priority because by doing so, they’ll eventually turn into a sales-ready lead. Uncover a sales-ready lead.
  • MODERN MARKETING  |  SUNDAY, MARCH 3, 2013
    [Lead] Checking the Health of Your Lead Scoring Model [CHART]
    In Modern Marketing, the health of your lead scoring model has a big impact on your ability to score leads, and determines the effectiveness of your revenue engine as you pass those leads over to sales. This week we analyzed Eloqua customers using the new E10 Lead Scoring Engine , to measure the average Score Diversity of their lead scoring models. For example: If a lead scoring model only has A1 leads, it has a Score Diversity of 1 / 16 or 6.25%.
  • MARKETING INSIDER GROUP  |  TUESDAY, NOVEMBER 5, 2013
    [Lead] How Much Does A Lead Cost? [Infographic]
    The folks at Madison Logic just released an infographic that breaks down the cost of a lead across various industries. While Healthcare leads cost almost twice that at $65. Here in the technology industry were closer to the middle at $43 per lead just below HR leads of $45. Madison Logic used their own database to compile the average cost per lead across several verticals, and the impact that lead filters can have on price. How Much Does A Lead Cost?
  • ANNUITAS  |  TUESDAY, APRIL 26, 2011
    [Lead] Five Myths of Lead Management
    Lead management continues to be a hot topic in the world of B2B marketing as we turn the corner and head into the second half of 2010. As a leader in lead management process development, our firm has seen a lot of confusion in the market about what constitutes lead management. There is quite a bit of uncertainty on how companies should approach lead management and what it takes to achieve best practices. Myth #2: Lead Management Is a Marketing-only Initiative.
  • B2B LEAD GENERATION BLOG  |  MONDAY, NOVEMBER 17, 2014
    [Lead] Lead Nurturing: You can’t automate trust
    Tweet I recently had coffee to catch up with my friend Jill Konrath and we were talking about new opportunities, ideas for the improvement of lead nurturing and I’m currently pondering my next book. As you might guess, we both experienced lead nurturing follow-up after those visits. Marketing automation can help you manage lead follow-up and lead nurturing, but you can’t automate trust. I think a perfect way to do this is through lead nurturing.
  • THE POINT  |  TUESDAY, JANUARY 14, 2014
    [Lead] More Evidence That Waiting Even 5 Seconds to Contact a New Sales Lead Can Be Disastrous
    In my experience, most of the mental energy and strategic thinking around the practice of lead nurturing and lead management is usually applied to the goal of accelerating prospects through the sales process – from MQL to SQL, from SQL to Opportunity, and so on. Relatively little attention is paid to the very front end of the lead lifecycle – namely, responding to a new lead in the first place.
  • NUSPARK  |  SATURDAY, JANUARY 21, 2012
    [Lead] The B2B Lead Generation-Demand Generation Book “Hall of Fame”
    B2B lead generation and lead management is a complicated process that can’t be detailed all in one book. If you’ve toured the NuSpark Marketing website, it’s evident that proper funnel optimization and lead management approaches must focus on the specific micro elements of the funnel in order for the entire lead generation process to work seamlessly. Below are a variety of books that I consider the cream of the crop in b2b marketing and lead management.
  • THE POINT  |  TUESDAY, DECEMBER 23, 2014
    [Lead] Infographic: 17 Tips for Generating Leads from Social PPC Advertising
    B2B Marketing Campaign Strategy Demand Generation lead generation Online Advertising Online media PPC Advertising SEM Social Media facebook facebook advertising linkedin linkedin ad tips linkedin advertising social media advertising social PPC twitter twitter advertising Looking to include social media advertising as part of your demand generation mix in the new year?
  • DIGITAL B2B MARKETING  |  WEDNESDAY, JUNE 12, 2013
    [Lead] Why Good Content Delivers Bad Leads
    There’s just one little problem: the leads are crap. Embrace the Bad Leads. No, of course you don’t want to focus on just getting more leads that aren’t in your market. Congratulations, you are a B2B content marketer. You have created a great industry blog and library of premium content. You promote your content through search, social, emails, newsletters, even banners.
  • SALESFUSION  |  FRIDAY, MAY 2, 2014
    [Lead] Lead Generation and Inbound Marketing
    The post Lead Generation and Inbound Marketing appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Best Practices Lead Nurture Nurture Marketing Social Media [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half]. one_half_last valign="middle"]. frame style="none"] [/frame]. [/one_half_last]. one_half_last]. divider style="simple"].
  • B2B LEAD GENERATION BLOG  |  TUESDAY, JULY 19, 2016
    [Lead] New Chapter for the B2B Lead Blog
    You may have noticed the B2B Lead Blog has a new look. Over the next few months, I’ll be starting a business and working on my next book, a sequel to Lead Generation for the Complex Sale. Back when I started this blog in 2003, I couldn’t find any place where people were sharing ideas related to lead generation and the complex sale. However, at its core marketing, sales and lead generation will always be about building relationships.
  • VIEWPOINT  |  TUESDAY, AUGUST 26, 2014
    [Lead] Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:
    Is it necessary to pre-qualify inbound leads? Over the course of this three part series, you’ll hear from 15 leading voices in the world of sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score?
  • ACT-ON  |  TUESDAY, DECEMBER 29, 2015
    [Lead] In-Depth Guide: Calculate Your Lead Generation Campaign ROI
    When was the last time you calculated the return on investment (ROI) of one of your lead generation campaigns? At the end of the day, ROI is one of the best ways to measure the impact of your lead generation campaigns. Knowing your CLV is key to your lead generation campaigns because: a) It helps you understand how much revenue you’ll generate each time you acquire a customer, and b) It helps you understand how much money you should invest to acquire this customer.
  • B2B LEAD GENERATION BLOG  |  MONDAY, MARCH 17, 2014
    [Lead] Marketing 101: How to get started in 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. What is a lead?
  • VIEWPOINT  |  TUESDAY, MAY 16, 2017
    [Lead] Looking to enhance sales lead performance? Put process before technology.
    When it comes time to exploring how you can increase lead generation ROI, that is, produce better leads more cost effectively, move "technology" to the bottom your to-do list. So start by engineering your processes to focus on lead quality not quantity. I recently talked to Jim Obermeyer on the Sales Lead Management Association (SLMA) radio show about what needs to be addresses before a technology solution is selected. That is, by not using a cost-per-lead metric.)
  • SALESFUSION  |  TUESDAY, APRIL 8, 2014
    [Lead] (Apartment) Hunting for Marketing Qualified Leads
    The post (Apartment) Hunting for Marketing Qualified Leads appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half]. one_half_last valign="middle"]. frame style="none"] [/frame]. [/one_half_last]. one_half_last]. divider style="simple"].
  • SALESFUSION  |  WEDNESDAY, SEPTEMBER 10, 2014
    [Lead] Why Lead Nurturing Matters in Sales
    The post Why Lead Nurturing Matters in Sales appeared first on Salesfusion. Lead Nurture
  • THE POINT  |  MONDAY, SEPTEMBER 30, 2013
    [Lead] Do You Need Marketing Automation to Do Lead Nurturing? Sort Of.
    Do I need it in order to do lead nurturing?”. My answer: “It depends how you define “ lead nurturing ,” but technically: no, you don’t need marketing automation in order to nurture leads. After all, a simple monthly email newsletter to your database – something you can accomplish with only the most basic email service provider (ESP) – nurtures leads. It enables you to deploy lead nurturing programs that are more timely, relevant, and, ultimately, effective.
  • REACHFORCE  |  WEDNESDAY, AUGUST 12, 2015
    [Lead] Getting Started with Lead Segmentation in B2B Marketing
    In the age of big data, marketers who have a handle on their lead data are able to segment leads into specified groups and then target each group with customized content and messaging. B2B Lead Generation Big Data Marketing Database Marketing Lead SegmentationSome, however, struggle with where to begin. There are so many choices on how to separate the data and analyze the best […].
  • VIEWPOINT  |  TUESDAY, AUGUST 19, 2014
    [Lead] Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:
    Is it necessary to pre-qualify inbound leads? Over the course of this three part series, you’ll hear from 15 leading voices in the world of B2B sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score?
  • VIEWPOINT  |  FRIDAY, FEBRUARY 19, 2016
    [Lead] The #1 Reason CEOs Should Care About Lead Generation
    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. What this means for you is that enterprise sales leads are more important than ever before, and your lead generation strategies must align with your target audience’s needs. Lead Generation B2B Marketing Marketing & Sales Alignment Sales & Marketing Management
  • MARKETING ACTION  |  MONDAY, AUGUST 10, 2015
    [Lead] How Important is Lead Scoring?
    A lot of marketing teams still guess about when the right time is to pass a lead to sales. Without a consistent framework in place, your MQLs (marketing qualified leads) will be hit or miss, and your sales team will waste a lot of time pursuing leads that don’t convert. According to an oft-cited report by MarketingSherpa, 73 percent of all B2B leads are not sales-ready. Lead Scoring Overview. More leads = more sales conversations = more revenue.
  • SALESFUSION  |  WEDNESDAY, AUGUST 20, 2014
    [Lead] Lead Source Reporting and True ROI
    The post Lead Source Reporting and True ROI appeared first on Salesfusion. Best Practices Nurture Marketing
  • GREAT B2B MARKETING  |  WEDNESDAY, OCTOBER 28, 2015
    [Lead] The Importance of Processes in Effective Lead-to-Revenue
    Component 3 in our recent eBook The Essential Guide to Building Your Lead-to-Revenue Machine is optimized marketing and sales processes. The post The Importance of Processes in Effective Lead-to-Revenue appeared first on Great B2B Marketing. Lead-to-Revenue lead-to-revenue Revenue Sales LeadsYou […].
  • ANNUITAS  |  THURSDAY, APRIL 14, 2016
    [Lead] Measuring Lead Nurturing Performance
    I was asked to answer a few questions recently for a paper by DemandGen Report and Vidyard on measuring lead nurturing. You can access the full report here , but here is the full Q&A providing some thoughts on lead nurturing and measurement of content performance. What challenges are preventing marketers from measuring lead nurturing success? What tips/best practices would you share to help B2B marketers measure success with lead nurturing campaigns?
  • MARKETING INSIDER GROUP  |  WEDNESDAY, JANUARY 18, 2017
    [Lead] Social Lead Validation – The Missing Ingredient From Most Inbound LinkedIn Marketing Programs
    All sales leads are not equal. I know this is something that most sales and marketing leaders understand and it’s why they put lead qualification and validation into most of their sales, marketing and lead generation programs. The post Social Lead Validation – The Missing Ingredient From Most Inbound LinkedIn Marketing Programs appeared first on Marketing Insider Group.
  • VIEWPOINT  |  TUESDAY, MARCH 10, 2015
    [Lead] When Bad Things Happen to Good Leads - Part 5
    Lead Generation Lead Nurturing Don’t believe everything you read about executives not wanting to talk to vendors. Some years ago I learned that SVP and C-level executives are 2.5 times more likely to respond to quality voicemail and email than their junior reports. I was blown away! In this 5th and final installment of our series, I’ll explain why this is the case … AND why they are also substantially less likely to give up their digital body language via marketing automation.
  • MODERN MARKETING  |  TUESDAY, MARCH 18, 2014
    [Lead] 3 Newer Types of Content Tactics To Support Lead Gen
    by contributor | Tweet this Editor’s Note : Today’s post comes courtesy of Josh Haynam , the co-founder of Interact, a platform for creating lead capture quizzes. In an ideal world, your content marketing efforts would yield droves of leads that stream in endlessly. Back in reality that just doesn’t happen and generating leads is a constant struggle for content marketers. Luckily there are three new forms of content that capture leads at amazing rates.
  • MODERN MARKETING  |  SUNDAY, JULY 28, 2013
    [Lead] To Score or Not to Score: How Does Your Lead Scoring Strategy Stack Up?
    by Jody Mooney | Tweet this Given that Marketing Sherpa estimates that 79% of marketers have not yet established lead scoring, we thought it would be interesting to see how Eloqua’s modern marketers stack up against the rest of their peers. And just as important is that the data shows us that lead scoring isn’t just for the “big” guys. These marketers are using buyers’ online behavior AND demographic data to determine if a lead is a good fit before they pass it to sales.
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 27, 2014
    [Lead] 10 Ways to Optimize Your Lead Conversion Rate
    Tweet The ultimate goal of B2B marketing and lead generation is to help the sales team sell. Marketers spend a lot of time and effort creating inbound leads but struggle getting those leads to convert into customers after they hand them off to sales. I’m going to share 10 levers you can use to improve your lead conversion right now: 1. The more you can humanize your lead follow-up the better. Create content geared toward lead progression, not lead capture.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JULY 15, 2013
    [Lead] Lead Generation: Content among the most difficult tactics, but also quite effective
    Tweet To determine the most used lead gen tactics, and map that to their effectiveness and difficulty, we asked the following questions in the MarketingSherpa 2012 Lead Generation Benchmark Report …. Which of the following lead generation tactics does your organization currently use? Please indicate the LEVEL OF EFFECTIVENESS (in terms of achieving objectives) for each of the lead generation tactics your organization is using.
  • NUSPARK  |  SATURDAY, MAY 5, 2012
    [Lead] SEO, Meta Descriptions, Content, and Generating Leads
    They may be great technicians, but we need help when it comes to writing compelling content that drives leads. You’ll get an idea on how these meta descriptions should be structured for lead generation. Assetpoint - I like the lead generation tactic with the free purchase report, as long as it’s still available. Once clicked, the opportunity for conversion and lead generation begins. Hi, It’s Paul Mosenson, President of NuSpark Marketing.
  • THE POINT  |  FRIDAY, NOVEMBER 14, 2014
    [Lead] Report: Trade Shows Generate Highest Quantity & Quality of Leads
    To quote Software Advice, “Trade shows were most commonly cited as generating both the most and the best (leads) …” And indeed, the data supports that observation: 77 percent of respondents said that trade shows generated either “somewhat” or “very high” quantities of leads, and 82 percent said that trade shows generated leads of either “good” or “excellent” quality. Second, let’s consider what the survey respondents most likely meant by “lead quality” in this context.
  • TOMORROW PEOPLE  |  TUESDAY, MAY 9, 2017
    [Lead] 10 Great Examples of Lead Generation Websites
    How to win leads and prospects online. Lead Generation
  • B2B LEAD GENERATION BLOG  |  SUNDAY, APRIL 15, 2012
    [Lead] Universal Lead Definition: Why 61% of B2B marketers are wasting resources and how they can stop
    Tweet Confession: I wish I could flash this across every marketer’s computer screen the moment it powered up: A universal lead definition (ULD) clarifies what a lead is to everyone in your organization. An astounding 61% of B2B marketers admit to sending “leads” directly to Sales without qualification, according to the MarketingSherpa 2012 B2B Marketing Benchmark Report. Are these truly leads? What does a universal lead definition look like?
  • ANNUITAS  |  THURSDAY, OCTOBER 30, 2014
    [Lead] Why Cost Per Lead Can Be a Bad Metric
    A recent study by Ascend2 shows that 25% of respondents state that their cost per lead (CPL) is increasing. For years marketers have been keen to show cost per lead (or in the words of Jon Miller from Marketo – investment per lead) as a metric that has meaning. About 15 years ago I was leading a business unit marketing group for a software company. Trying to prove a point, I asked the following: “Is that a good cost per lead?”
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 19, 2015
    [Lead] 15 Tips to Generate More Leads in 2015 (Part 2, featuring tips 6-10)
    Tweet For the new year, I’m sharing 15 ideas on how to make your lead management more effective. This post isn’t just about generating more leads; it’s about generating better and higher quality of leads. These 15 tips (across all three blog posts) will help make your lead management more effective. Define lead nurturing — and which leads you should nurture. Touch leads frequently. That won’t work for lead nurturing.
  • B2B LEAD GENERATION BLOG  |  THURSDAY, MARCH 2, 2017
    [Lead] 5 Useful Lead Nurturing Tactics to Get More Opportunities
    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. At this stage, you’re moving them from being a lead to a sales qualified opportunity. Don’t rely on just one primary lead source. Lead Nurturing
  • TOMORROW PEOPLE  |  TUESDAY, APRIL 25, 2017
    [Lead] 5 Key Website Tools to Improve Your Lead Generation
    How to get those quality leads and prospects flowing in. Lead Generation
  • DIGITAL B2B MARKETING  |  TUESDAY, MAY 17, 2011
    [Lead] What Comes After Lead Generation?
    Two weeks ago, I wrote Five Reasons Lead Generation is on its Last Legs , exploring the reasons why today’s common lead generation tactics are beginning to fail. However, the requirement that marketing deliver leads will not change. With buyers in control, tomorrow’s lead generation activities will capture fewer new contacts, however every contact will be opting in, choosing to follow or receive information from your company.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, JUNE 24, 2012
    [Lead] Lead Generation: How 64% of marketers starve Sales of opportunity
    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. Consider data from a new report released by our sister company MarketingSherpa, the 2012 Lead Generation Benchmark Report (free excerpt at that link). 64% of marketers still send all leads that respond to marketing campaigns directly to Sales. 59% still don’t have lead nurturing programs.
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 21, 2014
    [Lead] Lead Generation: How to establish a connection offline
    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.
  • REACHFORCE  |  MONDAY, APRIL 20, 2015
    [Lead] Tactics for Optimal Lead Generation: How to Earn the Trust of B2B Clients
    You already know that successful online lead generation often starts with bringing potential customers to a targeted, carefully designed landing page. B2B Lead Generation Lead Nurturing Lead Scoring marketing marketing insight And why wouldn’t people fill in the form to get your case study video or download a white paper? The truth is, even if they’re signing up to get something of value for free, […].
  • VIEWPOINT  |  TUESDAY, JULY 17, 2012
    [Lead] Which is better in B2B Lead Generation? A $1,000 inbound lead or a $1,000 outbound lead?
    Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” So while average performing reps are running full speed ahead toward inbound leads, HIGH performing reps on the other hand actually told us that they progressively disqualify (and even [de-prioritize]) inbound leads. That's not to say that inbound leads are less valuable than outbound leads.
  • SALESFUSION  |  THURSDAY, APRIL 3, 2014
    [Lead] B2B Lead Generation
    The post B2B Lead Generation appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Best Practices Customer Interaction Lead Nurture [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half]. one_half_last valign="middle"]. frame style="none"] [/frame]. [/one_half_last]. one_half_last]. divider style="simple"].
  • NUSPARK  |  SATURDAY, FEBRUARY 25, 2012
    [Lead] A new eBook; Content Marketing Templates for Lead Generation
    A sound content marketing plan is critical to the success of your lead generation efforts. world, how do you think leads get through the funnel? Once you obtain an email address, lead nurturing begins; the process of guiding leads through the funnel with problem-solving content until they are ready for sales. Introducing my brand new eBook on content marketing, called The 38 “Let’s Do It” Content Marketing Templates for Lead Generation-The Workbook.
  • B2B LEAD GENERATION BLOG  |  MONDAY, MARCH 16, 2015
    [Lead] How to Use LinkedIn to Generate Leads
    Without some of us even noticing, LinkedIn developed into a useful publishing platform and lead generation tool for marketers and sales people looking to build relationships with prospects. But if you’re looking for an easy lead source, you won’t find it here. Here are some ways to make the most of LinkedIn for lead generation: 1. Check out the B2B Lead Gen Roundtable Group on LinkedIn. MarketingSherpa Case Study: Using LinkedIn for Lead Generation: 6 Lessons.
  • NUSPARK  |  SATURDAY, JUNE 9, 2012
    [Lead] Retargeting; An Internet Marketing Tactic to Increase Conversions Rates & Leads
    For lead generation, conversion optimization, and lead nurturing strategies, retargeting may be the overlooked child, but there’s no question it can be very effective and an efficient tactic to bring prospects back to your website or content. Company C: Lead Nurturing. Here’s a strategy that can retarget audiences AFTER they become leads; but before they become sales. Lead management process. Let’s talk retargeting.
  • NUSPARK  |  SUNDAY, SEPTEMBER 9, 2012
    [Lead] Online Display Advertising, Targeting, and Capturing Leads
    A Look at Online Display Advertising for Lead Generation. Lead generation and lead nurturing both can be done via a targeted display campaign. Lead Capture and Lead Nurturing. After the placement plan is developed and negotiated, banners now need to generate leads to your landing pages. Additionally, think about lead nurturing. This doesn’t take the place of email lead nurturing, but can complement the nurturing process, much like social media.
  • VIEWPOINT  |  TUESDAY, MAY 24, 2016
    [Lead] How Much Do Your Leads Cost?
    Understand the price you are paying for your leads and then optimize. Document the cost per lead is the fourth of 7 Truths about Sales and Marketing that CEOs need to know. Today we will discuss how to document and then optimize the cost per lead, including the Sales Accepted Lead, the Sales Qualified Lead and Closed/Won business. Does this lead meet your industry, organization size and additional criteria required?
  • LEADERSHIP  |  TUESDAY, AUGUST 20, 2013
    [Lead] 9 Search Marketing Tips for Effective B2B Lead Generation
    9 Search Marketing Tips for Effective B2B Lead Generation. Their digital marketing agency was in the room and so were the key team members who managed their lead automation system and CRM. I asked him how long it would take the prospect to lead the headline of the blog post. HERE ARE 9 SEARCH MARKETING TIPS FOR EFFECTIVE B2B LEAD GENERATION: UNDERSTAND THE NEW RULES OF RESEARCH. Marketing automation software and lead generation systems today are evolving.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, FEBRUARY 25, 2013
    [Lead] Are Industrial Companies Wasting Their Leads?
    No matter the size of the company or the industry they are in, my conversations always boil down to them wanting more leads from their industrial marketing. Industrial Lead Generation Industrial Marketing Sales Strategies B2B lead scoring industrial lead generation lead nurturing marketing automation Marketing Qualified Lead MQL Sales Accepted Leads (SAL) Sales Qualified Leads (SQL
  • GREAT B2B MARKETING  |  TUESDAY, JUNE 16, 2015
    [Lead] Criteria of Efficient B2B Lead Generation Processes
    My team and I are always preaching the doctrine of the consistent and predictable lead generation engine as a key […]. The post Criteria of Efficient B2B Lead Generation Processes appeared first on Great B2B Marketing. B2B Leads Lead Generation Lead-to-Revenue lead-to-revenue
  • VIEWPOINT  |  TUESDAY, MAY 5, 2015
    [Lead] The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)
    I feel so strongly that nurturing needs to be a focus, I asked a panel of 11 experts to weigh in on the best lead nurturing programs (and processes) and what to expect in the coming year. In this excerpt, Carlos discusses the importance of nurturing even though it’s not being done in most companies: While much is made of lead nurturing and the value of it, the truth is that very few organizations are nurturing their buyers and even fewer are doing it effectively. Lead Reengagement.
  • ANYTHING GOES MARKETING  |  WEDNESDAY, SEPTEMBER 12, 2012
    [Lead] When Lead Scoring Will Fail
    Having worked with B2B marketers for many years, it's typically a no-brainer when someone asks me "should we implement lead scoring?". Lead scoring, which is the process of automating the qualification of leads that you generate, is a key stepping stone to get marketers to the next level. data management lead management lead qualification
  • NUSPARK  |  SATURDAY, JUNE 9, 2012
    [Lead] Retargeting; A Internet Marketing Tactic to Increase Conversions Rates & Leads
    For lead generation, conversion optimization, and lead nurturing strategies, retargeting may be the overlooked child, but there’s no question it can be very effective and an efficient tactic to bring prospects back to your website or content. Company C: Lead Nurturing. Here’s a strategy that can retarget audiences AFTER they become leads; but before they become sales. Lead management process. Let’s talk retargeting.
  • MODERN MARKETING  |  FRIDAY, JANUARY 25, 2013
    [Lead] 3 Types of Content that Can Bring In More Leads
    by Jesse Noyes | Tweet this Today’s guest post comes courtesy of Seth Lieberman, CEO of SnapApp , a marketing platform used by companies to easily create interactive content to generate leads and drive revenue across the web, mobile, social and email. First you engage, then convince, and finally you can drive leads. On average we see 82% completion rates for lead generation forms when used with interactive content.
  • B2B LEAD GENERATION BLOG  |  MONDAY, NOVEMBER 21, 2011
    [Lead] Why the Term “Marketing-Qualified Lead” Creates Serious Confusion – Part I
    Part of the beauty of the demand waterfall vernacular is that it added descriptive language to the word “lead.” All too often, sales and marketing have very different definitions of what a “lead” is. What Does “Marketing-Qualified Lead” Mean to You? The problem is that “marketing-qualified leads” has two distinct meanings. That’s why I break “marketing-qualified leads” into two funnel stages: “phone-ready leads” and “sales-ready leads.” . Tweet.
  • MARKETING INSIDER GROUP  |  WEDNESDAY, MARCH 1, 2017
    [Lead] How Personalization Affects Lead Nurturing
    The lead nurturing process walks a prospect through the stages of the sales funnel and continues through the sale. The post How Personalization Affects Lead Nurturing appeared first on PureB2B. The post How Personalization Affects Lead Nurturing appeared first on Marketing Insider Group. Proper execution requires knowing what to send when and ensuring that you’re adequately meeting your target market’s needs.
  • VIEWPOINT  |  THURSDAY, JULY 7, 2016
    [Lead] Questions to Ask Before Investing in Lead Generation
    About this time of the year we start to receive calls from prospects wishing to start new lead generation projects ASAP. I need leads NOW!” The fact is they needed leads before now. I guarantee any company promising a “rush delivery” will not be the kind of company you want generating your leads. There will always be someone to promise leads in a hurry—and the fool will have wasted his or her money in the process. Lead Generation Lead Management Cost Per Lead
  • TOMORROW PEOPLE  |  TUESDAY, JUNE 20, 2017
    [Lead] How to Use Website Personalisation as Part of Your Lead Generation Strategy
    Use website personalisation to attract the right leads and increase engagement with a unique user journey. Lead Generation
  • B2B LEAD GENERATION BLOG  |  MONDAY, JUNE 9, 2014
    [Lead] Lead Generation: 2 tips to transform your content marketing
    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.
  • VIEWPOINT  |  TUESDAY, JULY 7, 2015
    [Lead] PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]
    Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. A key to this trend is lead scoring. According to SiriusDecisions’ Research Brief 1 , the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input. The lead scoring team has neglected to establish a baseline or make ongoing adjustments based on feedback and results.
  • SALESFUSION  |  MONDAY, APRIL 28, 2014
    [Lead] Lead Generation Business Models
    The post Lead Generation Business Models appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half]. one_half_last valign="middle"]. frame style="none"] [/frame]. [/one_half_last]. one_half_last]. divider style="simple"].
  • B2B MARKETING TRACTION  |  WEDNESDAY, NOVEMBER 27, 2013
    [Lead] Inbound Marketing: Are You Attracting Quality Leads?
    A recent study showed that Inbound Marketing generates 54% more leads than outbound marketing campaigns. Sure, more leads sound great, but how do you make sure they are qualified? The following are key factors in making sure your inbound marketing leads are of high quality. The most basic factor in attracting quality leads is to keep the content on your website and the messaging in your social media communications focused on your target audience and their needs.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, SEPTEMBER 1, 2015
    [Lead] BANT May Not Work in Qualifying Leads for Industrial Sales
    Sales people have been using BANT (Budget, Authority, Needs, and Timing/Timeframe) criteria to qualify leads and prospects for a long time ever since IBM first coined that acronym. It made a lot of sense from salesperson’s point of view because they want to know up front if the prospect has the money or can […] The post BANT May Not Work in Qualifying Leads for Industrial Sales by Achinta Mitra appeared first on Industrial Marketing Today.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, SEPTEMBER 20, 2016
    [Lead] Tips on how to use LinkedIn for Better Lead Generation
    Have you ever wondered about how can you use LinkedIn for better lead generation and business. I knew this was big, but I didn’t know how to use it until around 2010 when I found a couple of people who were successfully using LinkedIn to generate leads, but they were focused on internet marketers and solo-preneurs. What are tips and advice do you have for people want to use LinkedIn more effectively for business development/lead generation? .
  • VIEWPOINT  |  TUESDAY, AUGUST 9, 2016
    [Lead] Long-Term Leads Demand Attention Now
    Your sales team likes nothing better than getting leads with a high probability of closing soon. So much so that many reps often ignore every lead they don’t consider hot. In reality, long-term leads often prove to be more valuable than those slated for a short-term decision. Often hot leads are really prospective buyers that have already been sold by another vendor. Here’s an example: Marketing spends $60,000 to generate 80 leads.
  • THE POINT  |  TUESDAY, MAY 23, 2017
    [Lead] Beware the Siren Call of Pre-Qualified Leads
    There is a growing trend in the content syndication space, and among Cost Per Lead (CPL) programs in general, for media vendors to offer B2B clients the option of pre-qualified leads. Whereas typically, content syndication has meant acquiring leads, at a fixed cost, that are filtered by criteria such as job title, geography, and company size, now many publishers and other lead generation companies are adding the option of BANT criteria such as purchase timeframe.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, AUGUST 26, 2012
    [Lead] Why 75% of Marketers Are Experiencing Lead Generation Pain and How to Stop It Before It’s Too Late
    This is apparently not enough to make marketers and sales professionals embrace change and develop a formal lead generation strategy, considering that 75% of marketers still don’t have a formal lead generation process or guidelines according to MarketingSherpa’s 2012 Lead Generation Benchmark Report. If you’ve been feeling the pain of producing lead quality and quantity but don’t know what to do about it, keep reading. At what point do you consider a lead qualified?”Supplement
  • THE B2B RESEARCH BLOG  |  TUESDAY, JUNE 12, 2012
    [Lead] It’s all about the lead
    Two fifths (41%) of B2B marketers report that their single highest marketing priority for 2012 is to generate more of the salesperson’s raw material – leads. With this in mind, B2B Marketing Magazine’s latest Benchmark report on lead generation couldn’t have come at a better time. It seems that lead generation is not cheap. Around one quarter (28%) of B2B marketers are able to put a figure on how much it costs them to acquire a sales ready lead.
  • PUZZLE MARKETER  |  MONDAY, JUNE 10, 2013
    [Lead] Blogging Leads to Sales
    If that traffic is targeted correctly, then more traffic typically means more leads and more customers. Blogging was recorded as the most effective lead generation category as being “Below Average Cost Per Lead.”. It’s been found that blogging can increase traffic significantly and be another avenue to generate leads. The post Blogging Leads to Sales appeared first on Puzzle Marketer. Content Marketing Lead Generation blogging lead generation sales
  • DIGITAL B2B MARKETING  |  TUESDAY, NOVEMBER 19, 2013
    [Lead] 4 Metrics You Need To Track In B2B Lead Generation Programs
    Businesses needs to drive growth and lead generation is a key way the business expects marketing to contribute. It can take months, even years, before marketing is able to prove the value of lead generation efforts with revenue. The first article in this series on publisher lead generation programs looked at the cost of lead generation programs. Measuring B2B Publisher Lead Generation Programs. Demand Generation Measurement Media lead generation metrics
  • VIDYARD  |  THURSDAY, MAY 18, 2017
    [Lead] Chalk Talks: Generate More Leads with Video
    Online video content has become the best way to tell your story, but it’s also become the most effective way to generate new leads and to qualify your prospects. The second is once they’ve come inbound, identifying those leads and offering them something that they’re willing to give up their information for, and finally, once they’re a known, identified lead, is nurturing and educating them to get them ready to be handed off to sales.
  • GREAT B2B MARKETING  |  FRIDAY, APRIL 3, 2015
    [Lead] Nine Critical Criteria For Selecting Lead-to-Revenue Technology
    CRM Lead-to-Revenue Marketing Automation lead-to-revenue My team and I write lots of content for our B2B clients. We also keep our own content stream flowing […].
  • VIEWPOINT  |  MONDAY, JULY 20, 2015
    [Lead] The sales rep said, “I never got a lead yet that turned into a sale.”
    As I closed my part of the program by projecting an ROI (number of raw inquiries, qualified leads, and projected sales) from our new lead generation program, I innocently asked if there were any questions. Five or six hands were raised and I pointed to someone in the back of the room, asking her (regrettably) to speak up, and she said, “I never had a lead yet that turned into a sale.” I call ‘em as soon as I get ‘em, and I get sales all the time from their leads.
  • NUSPARK  |  SATURDAY, FEBRUARY 4, 2012
    [Lead] Survey Results: Improving Content Marketing is the #1 Priority for 2012 Lead Generation.
    I recently conducted a poll on LinkedIn asking respondents what they believe should be the #1 priority in 2012 for generating leads in B2B firms. The poll also supports my message of how content marketing and lead generation go hand-in-hand. However, the importance of content strategy to lead generation cannot be understated. Paid search for lead generation success relies on good content to attract clicks; and good content to convert clicks into web form conversions.
  • TONY ZAMBITO  |  TUESDAY, APRIL 5, 2011
    [Lead] The Link Between Lead Nurturing and Buyer Experience Marketing
      One approach whose value is on the rise is that of Lead Nurturing.  The approach taken towards lead nurturing could make a huge difference.    With the concept of lead nurturing still in many respects a new one, companies are struggling on exactly what to do and perhaps how to implement lead nurturing.  There is a lack of creativity in lead nurturing activities and plans.  Image by kardboard604 via Flickr.
  • ACT-ON  |  TUESDAY, SEPTEMBER 19, 2017
    [Lead] Six Steps to a Successful Lead-Management Strategy
    Follow these six tips for a successful lead-management strategy. Lead Nurturing buyer persona lead management lead management strategy lead strategy marketing personas sales lead management
  • DIGITAL B2B MARKETING  |  THURSDAY, AUGUST 23, 2012
    [Lead] Why Lead Scoring and Personas Need To Be Connected
    Lead scoring and personas are popular topics in B2B marketing. Until B2B marketers begin talking about personas and lead scoring together they are missing an simple way to identify missed sales opportunities. What if your objective is to deliver highly engaged leads to sales, but your persona indicates that sizable segments of your audience are not likely to engage with marketing content or even to register. Demand Generation lead scoring personas
  • MARKETING INSIDER GROUP  |  MONDAY, DECEMBER 8, 2014
    [Lead] What Is The Cost Of A Lead?
    The folks at Madison Logic just released an updated infographic that breaks down the cost of a lead across various industries. Lead generation is consistently one of the top priorities of any B2B organization, but there is a big difference between generating leads and generating leads that actually convert to customers and revenue. There is enormous disparity among B2B companies when it comes to lead generation practices. What Is The Cost Of A Lead?
  • KOMARKETING ASSOCIATES  |  THURSDAY, OCTOBER 13, 2016
    [Lead] 4 B2B Marketing Strategies for Lead Generation
    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 addition to LinkedIn, Twitter is another great platform to drive B2B leads.
  • TOMORROW PEOPLE  |  TUESDAY, MAY 2, 2017
    [Lead] Why B2B Marketers Should Be Building Their Website Around Their Lead Generation Strategy
    Lead GenerationIt's time to put your website to work for the business!
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