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  • 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.
  • 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, 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].
  • 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.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, JULY 24, 2012
    [Lead] Lead Generation: What’s Working – Tactics, Budgets and Preferences
    Summer is a good time to look back at what has worked for lead generation and compare yourself with your peers as you plan for the second half of the year. What were the most effective SEO tactics used for lead generation in 2012? In another survey of nearly 2,000 B2B marketers, participants were asked, “Please indicate the expected changes to your lead generation budget for the following channels for 2012.”. Both marketing tactics produced traffic, leads and new customers.
  • 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%.
  • 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.
  • B2B MARKETING INSIDER  |  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?
  • 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.
  • 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, FEBRUARY 23, 2016
    [Lead] Is Your Lead Generation Strategy Broken?
    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? Every company has a different criterion for what counts as a qualified sales lead, but if sales and marketing don’t see eye to eye on this, then you’re in trouble. lead development experts and see your revenue grow.
  • GREAT B2B MARKETING  |  TUESDAY, APRIL 3, 2012
    [Lead] B2B Lead Management – 6 Best Practices
    Some companies are good at generating B2B sales leads , others are good at qualifying and closing those leads, but the top performing companies, are those that leverage B2B lead management techniques and can do both. Leads have a short shelf and the person who was enthusiastic about your offer yesterday, may not remember who you are tomorrow. Capture every lead in a single system (CRM or marketing database), along with all relevant marketing and sales data.
  • 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, FEBRUARY 24, 2015
    [Lead] When Bad Things Happen to Good Leads - Part 1
    There will be a ton of ink (and cyber ink) dedicated to lead nurturing this year. Most of it will be about using marketing automation to nurture leads. Lead Nurturing In and of itself, marketing automation is not a bad thing. More accurately, it’s a good thing being used badly by most companies. But that’s not what this blog is about.
  • 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.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, JUNE 12, 2016
    [Lead] Should your content generate leads or relationships?
    His business goal was to generate an ever-increasing number of leads from his company’s blog content and he wanted my ideas on what they might try to kick the number up. “Should your content be aimed at building short-term leads for cold calls, or for building real business relationships?” ” Clearly the Hubspot model is built on leads. Should content generate leads or relationships? Does your content generate leads or relationships?
  • 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  |  THURSDAY, FEBRUARY 26, 2015
    [Lead] When Bad Things Happen to Good Leads - Part 2
    In part 1 of this series we discussed the troubling statistic that 70 – 94% of leads generated by marketing are ignored by sales. A “pipeline” disposition is a prospect that is just one or two touches away from being converted to a sales-ready lead. Lead Generation Lead Nurturing Part of the problem is the misuse of valuable data that results from marketing contact. The first type of data we’ll look at is what we call the “pipeline” disposition*.
  • 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
  • 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?
  • 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.
  • 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.
  • 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.
  • 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?
  • 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? .
  • 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.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, SEPTEMBER 15, 2014
    [Lead] How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies
    I have yet to come across a manufacturer, a distributor or an engineering firm that didn’t ask for more leads. The post How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies by Achinta Mitra appeared first on Industrial Marketing Today. Industrial Marketing Industrial Marketing Automation Sales Strategies marketing automation Marketing Qualified Leads (MQLs) Sales Qualified Leads (SQL
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, JULY 11, 2013
    [Lead] Twitter leads Fortune 500 social media surge
    77% of the Fortune 500 companies have an active Twitter account, leading all other social media platforms. The percent of corporations with Facebook pages varies by industry with Retail (96%), and Telecomm (88%) leading the way. A few of the report highlights: Twitter on the rise 77% of the Fortune 500 companies have an active Twitter account, leading all other social media platforms.
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, JUNE 18, 2015
    [Lead] Lead Generation for Industrial Companies is a Process not a Campaign
    I hear too many manufacturers and industrial companies talking about creating campaigns because they want to pump up their lead generation. Buyers are looking for information online and interacting with sales people on […] The post Lead Generation for Industrial Companies is a Process not a Campaign by Achinta Mitra appeared first on Industrial Marketing Today. Content Marketing Industrial Lead Generation Inbound Marketing Industrial content marketing
  • 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  |  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.
  • HUBSPOT  |  FRIDAY, NOVEMBER 11, 2016
    [Lead] The Anatomy of a Lead-Generating Website
    There are plenty of ways to increase the number of people visiting your site, but unless you convert these visitors into leads, you won't be able to ultimately get new customers. That's why it's so important to design your website with lead generation top-of-mind. Do you have lead generation CTAs on each of your blog posts? (Do In this post, we'll cover the most critical components of a website optimized for lead generation. The Anatomy of a Lead-Generating Website.
  • 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.
  • ACT-ON  |  THURSDAY, JANUARY 7, 2016
    [Lead] 7 Ways B2Bers Can Rock Lead Gen Via Social Media
    Social media is one of best ways to get leads. In Ascend2’s 2015 Leads Nurturing Trends Survey , social media holds third place for the most effective online channel for generating leads. The view gets even better if you look at cost per lead. Of course, the effectiveness and cost per lead that you see from social media will be different. There are dozens of tactics for getting leads on social media – more than I have space to mention here.
  • 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"].
  • 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, […].
  • 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.
  • 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.
  • 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
  • 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.
  • 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.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, APRIL 8, 2013
    [Lead] How to establish your company’s Social Media Lead Team
    One of the most important things a company can do is to create a Social Media Lead Team to help drive the change you need that will support your efforts. By the way, doesn’t “Lead Team” sound a lot better than “committee?” At this point, you don’t need a Lead Team, you need executive education. What does a Social Media Lead Team do? How often should the Lead Team meet?
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 12, 2016
    [Lead] 10 Most Popular B2B Lead Blog Posts of 2016
    I’ve compiled a list of the 10 most popular and shared posts on the B2B Lead Blog, chosen by marketers, just like you, to help you get ready to have a great 2017. For the majority of B2B companies with complex sales, marketing-generated leads rarely account for 50% of revenue and often it’s often much less. Tips On How to Use LinkedIn for Better Lead Generation. Read the Tips on How to Use LinkedIn for Better Lead Generation.
  • NUSPARK  |  SUNDAY, NOVEMBER 6, 2011
    [Lead] Video 2: Benefits of Lead Nurturing and Better Conversion Tactics; a Lead Generation ROI Calculator
    This is the second video in an ongoing series on optimizing your marketing and lead management efforts. For this new video, I demonstrate a lead generation ROI calculator, and give an example on how lead nurturing, a better lead generation plan, and a better conversion architecture plan can increase revenues and ROI dramatically. Audio/Video B2B Lead to Sale Process Lead Nurturing Marketing Strategy
  • ACT-ON  |  FRIDAY, MARCH 10, 2017
    [Lead] Lead Scoring: Set Yourself Up for Success
    As marketers, we need to prioritize the good leads over the bad. But, by taking the time to set up a lead scoring system, you can assign points to potential prospects, target the attributes most often associated with serious customers, and more easily identify which people to further invest time and resources in. Heinz provides an eight‒step checklist for implementing a lead scoring system. This is where lead scoring is especially useful.
  • 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.
  • 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 MARKETING INSIDER  |  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.
  • 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"].
  • VIEWPOINT  |  TUESDAY, JUNE 16, 2015
    [Lead] The Quest for Good Leads: Are You Asking the Right Questions?
    What’s a good lead rate? How much should a lead cost? The lead rate for high quality, enterprise opportunity leads has been roughly flat.) That said, for several years the elephant in the room has been inbound marketing and inbound marketing lead rates. I have seen inbound lead rates reported as high as 11 – 14%. However, these so-called leads really are not leads. What is the equity value of those leads—the lead equity?
  • 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.
  • B2B MARKETING INSIDER  |  WEDNESDAY, OCTOBER 26, 2016
    [Lead] Lead Quantity vs Lead Quality: Achieving a Balance
    Traditional sales and marketing strategies have long focused on lead quantity by casting a wide net to capture as many leads as possible. The ability to attract a high volume of contacts during a lead generation campaign is usually prioritized over lead quality. The more leads we have, the higher the chance that some of […]. The post Lead Quantity vs Lead Quality: Achieving a Balance appeared first on Marketing Insider Group.
  • 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.
  • BIZNOLOGY  |  WEDNESDAY, JANUARY 4, 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. Of those 350,000, about half—178,000—were actual sales leads. The report revealed a lead generation waste count of roughly 50 percent. Logistics company wastes 90% of their time with the wrong LinkedIn sales leads.
  • 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
  • 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
  • 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  |  WEDNESDAY, JANUARY 13, 2016
    [Lead] Three Ways to Increase Bottom-of-Funnel Leads Using Data-Driven Marketing
    Data-driven marketing uses insight from customers and prospects to deliver targeted messages, offers, and content that increases response rates and ultimately accelerates marketing lead generation. So, for the purpose of helping marketers sift through the data madness, let’s focus on three high-level ways that marketers can leverage data to drive more leads, increase engagement with prospects, and better nurture existing leads.
  • VIEWPOINT  |  WEDNESDAY, FEBRUARY 18, 2015
    [Lead] Sales Lead Management Leads to the Most Efficient Media Buy
    They may make money, but the world is loaded with companies holding the 4th, 5th, 6th or 7th place in market share, while the 1st, 2nd and 3rd leading firms spend what it takes to gain market share and manage the leads that their programs produce. And lead management has told these winners where to spend their marketing dollars. Sales Leads Sales & Marketing 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
  • 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!
  • TOMORROW PEOPLE  |  TUESDAY, MAY 16, 2017
    [Lead] Lead Generation 101: Using Analytics to Understand Your Website Traffic
    Get increased and improved leads by using data intelligently. Lead Generation
  • HUBSPOT  |  THURSDAY, FEBRUARY 11, 2016
    [Lead] Lead Generation: A Beginner's Guide to Generating Business Leads the Inbound Way
    This frustrating interruption is exactly why we're here to discuss inbound lead generation. What is inbound lead generation? Download our complete guide to lead generation here for even more lead gen tips. Let's start with defining a lead, and then we'll get into what lead generation is, why you need lead generation, how you qualify someone as a lead, how you generate leads, and why inbound lead generation is much more effective than simply buying leads.
  • THE POINT  |  THURSDAY, AUGUST 8, 2013
    [Lead] Top 10 B2B Lead Scoring Mistakes (Part 2 of 2)
    When a client says “We set up lead scoring but sales doesn’t pay any attention,” it’s a sure sign that something is amiss – and more likely the problem doesn’t rest with sales. Salespeople will always pay attention to lead scoring if implemented correctly, at the very least because it allows them to prioritize their time following up on those leads that truly merit their attention.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JUNE 30, 2014
    [Lead] Lead Generation: Streamlining the process for quality over quantity
    Tweet For her first week on the job, Debbie Pryer, Program Manager, Siemens Healthcare, arrived ready to accept an intimidating challenge: Bring Marketing and Sales together for one common cause – generating quality leads. According to Debbie, the process in place had been corrupted and broken by a system of incentives to drive lead volume with little check and balance in place for assessing lead quality before the handoff to Sales.
  • THE POINT  |  FRIDAY, JULY 13, 2012
    [Lead] Do Lead Nurturing Campaigns Always Need an Offer?
    Which leads to another question: do certain types of campaigns even need an offer in the first place? Take lead nurturing : is it strictly essential that every lead nurturing touch include a specific, gated, call to action? In his post, Jon proposes extending the rule to lead nurturing, and states that “some of the best (lead nurturing) emails provide useful and compelling content in the email itself” – that is to say: without an offer.
  • HUBSPOT  |  TUESDAY, MARCH 15, 2016
    [Lead] 7 Amazingly Effective Lead Nurturing Tactics
    As companies adopt inbound marketing as a way to generate more leads, the importance of having an effective lead nurturing strategy becomes very clear. In most cases only a relatively small percentage of your inbound leads will be ready to make an immediate purchase, leaving upwards of 90% of your inbound leads on the table. Implementing an effective lead nurturing strategy can have a huge impact on the results of your inbound marketing strategy.
  • B2B MARKETING INSIDER  |  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.
  • SALESFUSION  |  MONDAY, APRIL 21, 2014
    [Lead] Lead Generation Blogging
    The post Lead Generation Blogging 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"]. Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field.
  • THE POINT  |  THURSDAY, NOVEMBER 10, 2016
    [Lead] Video Tech Company Leverages SEM to Drive Enterprise Leads
    In 2015, JW Player piloted a small-scale, in-house SEM program on Google AdWords to gauge the potential efficacy of using search advertising to drive qualified leads for its enterprise video platform. JW Player contacted Spear Marketing Group , a leading B2B demand generation agency , for help. The post Video Tech Company Leverages SEM to Drive Enterprise Leads appeared first on The Point.
  • B2B MARKETING INSIDER  |  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?
  • SMASHMOUTH MARKETING  |  MONDAY, AUGUST 3, 2009
    [Lead] Sales Ready Leads: Quality vs. Quantity
    Whether it's inbound marketing or outbound marketing there are costs associated with a lead, there are costs associated with the time and effort needed to convert that lead to an opportunity, and there are costs tied to the quality of those leads and how that impacts conversion rates. Director of Marketing at Jive Software shares with us, "With the focus we all have right now on building pipeline that will convert to revenue, quality leads are called for.
  • MODERN B2B MARKETING  |  WEDNESDAY, FEBRUARY 18, 2015
    [Lead] [Infographic] Nurture Your Leads with Narrative 
    Author: Dayna Rothman Lead nurturing is the process of building effective relationships with potential customers throughout the buying journey. Lead nurturing happens across multiple channels, and for your communications to be effective, you need to tell a story. New leads and customers are all at different stages of the buying process, so you have to tailor your messages and materials to best suit their needs. Infographic Lead Nurturing b2b
  • TONY ZAMBITO  |  THURSDAY, APRIL 19, 2012
    [Lead] Are Your Lead Generation Tactics Targeting The Wrong Buyer? 4 Steps You Can Take.
    Lead generation today is becoming the art and science of targeting. Nearly 30% expressed dissatisfaction with lead conversion to sales. If you are off-target with the buyer – you will be off-target on your lead generation tactics. Marketing and sales leaders today are looking to increase their percentage of being on target when it comes to lead generation. The area of lead generation is where marketing and sales are usually out of alignment.
  • SALESFUSION  |  WEDNESDAY, APRIL 16, 2014
    [Lead] Creating New Business with Lead Generation
    The post Creating New Business with Lead Generation appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Best Practices Lead Nurture Nurture Marketing [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 INSIDER  |  TUESDAY, JULY 2, 2013
    [Lead] How To Get Leads With Content Marketing
    In marketing, we are always challenged with the question: how to generate more leads for the business. So how do we generate leads with content marketing ? There are 2 simple steps to get leads with content marketing: Create helpful content that attracts an audience. Convert that traffic to leads. The post How To Get Leads With Content Marketing appeared first on B2B Marketing Insider.
  • HUBSPOT  |  WEDNESDAY, MAY 22, 2013
    [Lead] Twitter Introduces Lead Generation 'Cards' to Collect Leads From Tweets
    Fast forward to today: Twitter released the Lead Generation Card , a new type of Twitter Card that will allow marketers to collect leads directly within the tweet. First, let''s show you how to get Lead Generation Cards in the first place, then we''ll give you some marketing takeaways. How to Create Twitter Lead Generation Cards. Want to get set up a Lead Generation Card for one of your Promoted Tweets? 5) Run Campaign With the Lead Generation Card.
  • B2B LEAD GENERATION BLOG  |  MONDAY, MAY 22, 2017
    [Lead] How to Improve Lead Routing for More Sales
    Have you recently looked at your lead routing and assignment process? LeadData’s new report, The State of Lead Management , based on a survey of 527 B2B sellers and marketers found an average 25.5 % of marketing-generated leads get assigned to the wrong account owner. Over 25% of marketing-generated leads get assigned to the wrong person. LeanData also discovered sales and marketing leaders also have different opinions on lead follow-up effectiveness.
  • SALESFUSION  |  WEDNESDAY, APRIL 23, 2014
    [Lead] Email Lead Generation
    The post Email Lead Generation 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"]. Gartner Group and Forrester Research Group predict record levels in Marketing Automation (MA) spending and exponential growth in the field.
  • MODERN B2B MARKETING  |  MONDAY, AUGUST 8, 2016
    [Lead] Getting Started with Video for Lead Generation
    Author: Margot Mazur Lead generation is a huge part of a well rounded B2B marketing strategy. Done right, it can be an important and valuable lead generation tool, building trust with your audience and expanding your marketing strategy. . Here are four steps to set up your videos for lead generation : 1. Lead generation and events (virtual or physical) go hand in hand. Whether you’re hosting a webinar, tradeshow, or roadshow—there’s a lead form involved.
  • SALESFUSION  |  TUESDAY, MAY 6, 2014
    [Lead] Lead Generation Recap
    The post Lead Generation Recap 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  |  MONDAY, JANUARY 26, 2015
    [Lead] 15 Tips to Generate More Leads in 2015 (Part 3, featuring tips 11-15)
    Tweet To kick off the new year I’m sharing 15 ideas on improving your lead management. As you’ll see this series isn’t just about getting more leads, but about generating better and higher quality of leads. And these 15 tips (across all three blog posts) will help make your lead management more effective. Use a single voice when communicating with leads. Confirmation that the lead wants to speak to a sales representative.
  • 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, OCTOBER 20, 2014
    [Lead] Research Report: Lead Gen Not as Easy as Marketers Think
    Just look at the sudden influx of companies boasting so-called “predictive analytics” solutions – software that allows marketers to better score leads, acquire new names, target market sectors, and even refine message and content, based on highly sophisticated algorithms. The simple act of generating leads – primarily through online means – has never been easier. This sentiment was borne out in a recent survey on lead generation strategy conducted by Ascend2 Research.
  • SALESFUSION  |  WEDNESDAY, AUGUST 20, 2014
    [Lead] How to Successfully Manage Leads in 4 Easy Steps
    The post How to Successfully Manage Leads in 4 Easy Steps appeared first on Salesfusion. Best Practices Lead Nurture Sales CRM
  • 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.
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