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  • 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
  • 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?
  • SALESFUSION  |  WEDNESDAY, AUGUST 13, 2014
    [Lead] Marketing Automation is Lead Management
    The post Marketing Automation is Lead Management appeared first on Salesfusion. Lead Nurture
  • 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.
  • 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.
  • ACT-ON  |  TUESDAY, APRIL 5, 2016
    [Lead] Why You Should Consider Using Twitter for B2B Leads
    Whether you turn these moments of opportunity into high-quality leads is up to you. But when you listen to what others are saying on Twitter (and successful sales people have known this for years), you can really begin to harness the platform’s full potential for lead generation. B2B marketers who use Twitter generate twice as many leads as those who don’t. Every day there are new B2B opportunities waiting for you on Twitter, LinkedIn and the other social media channels.
  • 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?
  • 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.
  • INDUSTRIAL MARKETING TODAY  |  SUNDAY, DECEMBER 12, 2010
    [Lead] SAL is the Glue that Binds Sales and Marketing in Lead Generation
    A lead is a lead, right? SAL – Sales Accepted Leads is the bridge between Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL). Clearly defining and understanding the implications of MQL, SAL and SQL are critical to the success of B2B lead generation. Assigning a numeric score to business sales leads based on a predefined set of rules, takes away the subjectivity out of qualitative ranking like Hot, Warm and Cold leads.
  • 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.
  • 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].
  • FEARLESS COMPETITOR  |  MONDAY, MAY 9, 2011
    [Lead] The Lead Generation Assessment Service
    B2B Lead Generation | The Lead Generation Assessment Service. “The leads we get from Marketing are crap.&#. The leads they are getting are crap. Is it because our lead nurturing programs aren’t working? This is why outside insights are need and lead generation companies like Find New Customers can help you. This is why most new clients of Find New Customers start with the Lead Generation Assessment Service.
  • 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.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, MARCH 24, 2014
    [Lead] How to Prospect Warm, Inbound Leads
    But as of recently, my client has been having my team follow up with warm, inbound leads. When prospecting warm leads, the strategy and process is much different from the typical cold calling campaign. Therefore, here are few tips for prospecting inbound leads. These tips should help you warm up your sales prospecting strategies for inbound leads
  • 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.
  • 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, 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.
  • ACT-ON  |  WEDNESDAY, FEBRUARY 22, 2017
    [Lead] How to Get More Leads From Social Media
    What’s your impression of how hard it is to generate leads on social media? My impression used to be that social media lead generation is unusually hard—much harder than content marketing. Effectiveness vs. Difficulty for Lead Generation. We’ve seen it in a couple of places before: Lead quality is now more of a priority than lead quantity. In this last survey, lead quality beat out quantity by 36%. Goals vs. Barriers for Lead Generation.
  • 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.
  • IT'S ALL ABOUT REVENUE  |  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%.
  • 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"].
  • 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?
  • SALESPREDICT  |  THURSDAY, NOVEMBER 19, 2015
    [Lead] Is Your Business Ready for Predictive Lead Scoring?
    Perhaps your sales team is losing confidence in your current lead scoring method because they’re not seeing conversions, or maybe you’re launching a new product and are evaluating how to create the most effective demand generation program so your team can hit the ground running. Whatever your situation, if you are considering predictive lead scoring , be sure to ask these five questions to make the most informed decision for your business: 1.
  • 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.
  • 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"].
  • 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  |  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?
  • SALESPREDICT  |  TUESDAY, JUNE 21, 2016
    [Lead] Deliver More Sales Qualified Leads Using Predictive Intelligence
    One of the biggest challenges today’s B2B marketers face is generating sales qualified leads (SQLs). While marketers might not have such a hard a time generating a large volume of leads (quantity), they are having an increasingly tough time attracting leads that convert into sales opportunities and eventually into customers (quality). Why leads aren’t qualified. Oftentimes, marketers just don’t have the tools necessarily to identify which leads are sales qualified.
  • 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
  • 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?
  • 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.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JUNE 24, 2014
    [Lead] 10 Aligned Lead Nurturing Statistics for B2B Sales and Marketing
    Many companies aren’t utilizing the full potential of their lead nurturing campaigns. They’re passing all lead nurturing responsibilities to marketing. They’re separating the lead nurturing cycle from the sales funnel. of companies nurture leads by handing them off to marketing, who then engages and remains active with them through lead nurturing campaigns until they’re ready to buy. Lack of lead nurturing is the most common cause of this poor performance.
  • 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 […].
  • 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.
  • 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.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, SEPTEMBER 18, 2013
    [Lead] Why Traditional Lead Qualification Filters Are No Longer Enough
    Our rep had called an inbound lead to qualify him as a prospect. They use LinkedIn to research leads before picking up the phone. She built Facebook lists to find prospects because the leads on the lists her company purchased were less likely to buy than the leads she found on Facebook. Another rep I met determined that businesses with low average Yelp ratings were more receptive to his message than the leads he found in the database to which his team subscribed.
  • 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*.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, APRIL 16, 2014
    [Lead] Better Processes & Improved Focus with Queue-Based Lead Management Platforms
    Here is a statistic that may give you a jolt: “only 25% of leads are legitimate and should advance to sales.” This raises some questions: Are sales and marketing in alignment on what constitutes a qualified or sales-accepted lead? How are leads being reviewed and passed along to my sales reps? Today I want to talk about a third point: how is your team’s next lead reviewed and passed along to a rep? Queue-based Lead Management. Speed to Lead.
  • B2B MARKETING INSIDER  |  MONDAY, FEBRUARY 27, 2017
    [Lead] Lead Nurturing’s Biggest Challenges
    Lead nurturing is a vital part of B2B marketing because it‘s a key strategy in driving prospective customers towards a purchase decision. The post Lead Nurturing’s Biggest Challenges appeared first on PureB2B. The post Lead Nurturing’s Biggest Challenges appeared first on Marketing Insider Group. When done right, it can eventually turn prospects into loyal customers who can contribute to sustainable revenue for the long run.
  • 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.
  • 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?”
  • 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
  • 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? .
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JUNE 10, 2014
    [Lead] 4 Ways Outsourced Lead Generation is Similar to Parenting
    The same can be said regarding outsourcing lead generation for sales and marketing. When advising these companies about why outsourcing lead generation for sales and marketing will be beneficial for them, there are a few points I discuss in detail, which are similar to parenting: 1) Consistency - When you say you are going to do something, you do it. We have a consistent call plan based on qualified leads and quality data.
  • 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.
  • 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
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, JULY 18, 2013
    [Lead] Banning BANT: Redefining Quality Lead Criteria and Handling Moot Objections
    Both marketers and inside sales reps are familiar with the oft-referenced BANT acronym, whether in identifying qualified leads or handling objections: Budget, Authority, Need and Timeframe. Is the criteria even working for marketers looking for qualified leads? The first article said that BANT is rigid criteria for qualified leads, while the second said that BANT are still the most comm only faced objections, and they both offer ways to bypass them.
  • 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?
  • 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.
  • IT'S ALL ABOUT REVENUE  |  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.
  • 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  |  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.
  • 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"].
  • 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.
  • IT'S ALL ABOUT REVENUE  |  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, 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.
  • 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.
  • 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"].
  • 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
  • FEARLESS COMPETITOR  |  TUESDAY, APRIL 5, 2011
    [Lead] 7 Keys to Successful Lead Scoring
    Find New Customers to release the second in a series of great content regarding B2B lead generation. Sales Lead Generation using engaging, bite-sized content. 7 Keys to Successful Lead Nurturing. 7 Keys to Successful Lead Scoring. Follow Jeff on Twitter or download the free white paper on B2B lead generation. Quality sales leads matter. If you wish to do sales lead generation online, contact the B2B lead generation experts at Find New Customers.
  • 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.
  • 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  |  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
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 9, 2011
    [Lead] 7 Keys to Successful Lead Nurturing
    Lead nurturing is the process of sharing valuable content (to them) with prospective customers until they are ready to buy and trust you. According to Forrester Research, companies that excel at lead nurturing are able to generate 50% more sales-ready leads at 33% lower cost per lead. Our new cheat sheet on B2B lead nurturing 7 Keys to Successful Lead Nurturing is officially released. Lead nurturing is a critical element of lead generation programs.
  • IT'S ALL ABOUT REVENUE  |  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 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.
  • 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?
  • 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.
  • 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
  • FEARLESS COMPETITOR  |  WEDNESDAY, MAY 25, 2011
    [Lead] Buying software is easy. Fixing lead generation is hard.
    B2B Lead Generation | Buying stuff is easy – fixing problems is hard. Unfortunately, there’s no “Wonder Herb&# in B2B lead generation and marketing either. What does your software purchase do toward fixing your company’s problems with generating quality sales leads? The only way to REALLY fix your lead generation challenges is to do a lot of hard work – the diet and exercise, if you will – which we summarize in these 10 steps.
  • 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.
  • 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.
  • 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  |  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.
  • 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 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.
  • 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?
  • 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
  • B2B MARKETING UNPLUGGED  |  WEDNESDAY, OCTOBER 1, 2014
    [Lead] Pssst. Trade Shows Suck at Lead Generation. Pass it on.
    ” “Where will the leads come from?” But they are great for filling up the top of the funnel with fresh leads, right? The Squirrels long since picked out the very small number of those cards that held any promise, leaving you and Skippy with a bunch of sales-rejectable leads. Do not confuse visibility and product launches with lead generation. Sales squirrels ignoring you?
  • 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
  • FEARLESS COMPETITOR  |  WEDNESDAY, JUNE 12, 2013
    [Lead] 7 Keys to Lead Scoring Success – for your sales lead generation programs
    7 Keys to Lead Scoring Success. How do you separate the good leads from the not so good leads? How do you ensure you don’t give unqualified leads to Sales. The answer: Lead Scoring. Lead scoring is the concept of assigning values to behaviors. By assigning values based on likely buying behaviors, you can determine the optimal time to pass the lead to Sales. 7 Keys to B2B Lead Scoring Success.
  • 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
  • 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.
  • 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.
  • 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.
  • 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.
  • 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
  • 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?
  • 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
  • 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.
  • 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.
  • 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.
  • 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 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.
  • 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
  • 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.
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