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  • 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, JUNE 10, 2013
    [Lead] Lead Generation: How well do you really know what your customers want?
    He reinvented his lead funnel based on this insight, changing everything from his company’s landing pages to his team’s call scripts. So, in the MarketingSherpa 2012 Lead Generation Benchmark Report , we asked…. Lead Generation Cold calling Content makreting lead generation Lead Nurturing marketing strategy Value Propostion Tweet “It is absolutely necessary. Don’t base your marketing on assumptions and allow your customers to identify your success.”.
  • NUSPARK  |  FRIDAY, JUNE 24, 2011
    [Lead] The Statistics of Lead Nurturing for B2B
    You know what lead nurturing is… Here’s my definition. Lead Nurturing is the process of communicating to a lead on an ongoing basis in order to educate, inform, continue to qualify and build a relationship until the lead is sales-ready. Most importantly, a sound lead nurturing marketing program has proven to increase revenues for firms. It’s why I continually promote the entire lead management cycle, from email capture to sales.
  • DIGITAL B2B MARKETING  |  TUESDAY, MARCH 5, 2013
    [Lead] Getting Out of the B2B Lead Generation Trap
    Most B2B marketing organizations start with a goal that looks like “deliver 18,000 leads to sales.” ” The lead goal was determined by the new revenue goal, the number of leads sales will need to reach the goal, and the portion of leads that marketing will need to contribute. Why don’t we have more organic, or over the transom, leads? Demand Generation Strategy B2B marketing Goals lead generation Strategic Planning
  • 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  |  SUNDAY, APRIL 29, 2012
    [Lead] Lead Generation: Phone calls turn first-time webinar into million-dollar leads
    Follow the lead of Jeremy Scully and take a high-stakes gamble: Put your reputation on the line to prove marketing’s value. Scully, the Business Development Manager for Planisware , a leading provider of project and portfolio management solutions, told his top brass that the best way to use leftover credit with a leading analyst was to feature her in a webinar. Webinar Replay: Teleprospecting that Drives Sales-Ready Leads.
  • B2B LEAD GENERATION BLOG  |  THURSDAY, AUGUST 16, 2007
    [Lead] B2B Lead Generation Blog: Webcast: Closed-Loop Lead Generation & Management
    B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, JUNE 27, 2014
    [Lead] Fliptop: A Customer Data Platform for Predictive Lead Scoring, Pure and Simple
    This model can score new leads and classify existing opportunities in the sales pipeline. Not surprisingly, the company’s Salesforce connector is very efficient, automatically pulling down leads, contacts, accounts, and opportunities through the Salesforce API and feeding them into the modeling system. A typical scheme would create A, B, C, and D lead classes, where A leads are best. Bottom line: Fliptop does a very good job with predictive lead scoring.
  • 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.
  • THE EFFECTIVE MARKETER  |  THURSDAY, JUNE 9, 2011
    [Lead] When Leads Go Cold
    It seems with all the systems we have today to generate, score, and nurture leads, it all comes down to sales. The amount of time it takes for a sales person to follow up with a lead can determine whether the deal is closed or not. At least, that’s what the recent HBR article “ The Short Life of Online Sales Leads &# states, saying that 24% of companies take more than 24 hours to respond to a lead, and 23% of companies never responded at all.
  • MODERN MARKETING  |  TUESDAY, JULY 19, 2011
    [Lead] 5 Common Stages of B2B Lead Nurturing
    Lead nurturing provides a structural framework for delivering specific types of content that answers buyers’ questions when they ask them. While every lead nurturing program requires some tailoring, we outlined 5 common stages a prospect will go through and the kinds of content you should deliver. This is the stage where a lead becomes an opportunity. Many leads get stalled at the accelerator level. But don’t think your lead nurturing efforts are over.
  • THE POINT  |  TUESDAY, FEBRUARY 11, 2014
    [Lead] Accelerating the Pace of Inbound Leads: An Interview with Paul Albright of Captora
    How to ignite your company’s growth so marketing is filling your sales pipeline with more new buyers than needed to beat your future revenue goals…AND without increasing your cost per visit and cost per lead. HS] Why do you think that so much attention and technology and investment been focused on the mid-funnel vs. the challenge of generating more and better leads in the first place? [PA]
  • MODERN B2B MARKETING  |  TUESDAY, FEBRUARY 10, 2015
    [Lead] The Definitive Guide To Lead Nurturing
    Lead nurturing helps marketers communicate consistently with buyers cross-channel and throughout the sales cycle—addressing the gap in time between when a lead first interacts with you and when she is ready to purchase. Why Is Lead Nurturing Important? With lead nurturing, you spend time establishing a relationship with your buyer and building trust. Lead Nurturing—Evolved. This lead nurturing has been the norm and the marketing standard since around 2008.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, JUNE 13, 2017
    [Lead] Who should own lead generation for a complex sale?
    So, who should own B2B lead generation: sales, marketing or both? Sales and marketing aren’t doing a great job of executing lead generation because they both believe it’s the others job. Companies don’t typically call what salespeople do “lead generation” or “demand generation.” Even with the increase of content marketing and inbound marketing, I find salespeople get stuck carrying the load of prospecting for their leads. Who should own lead generation?
  • MODERN MARKETING  |  TUESDAY, MARCH 22, 2011
    [Lead] The 6 Stages of Successful Lead Management
    What makes a lead management process successful? In the real world implementing lead management requires a degree of science, art and consensus. If you are considering implementing a lead management process, here are 6 Stages of Lead Management Implementation to give you a sense of what to expect. The first step in building a sustainable lead management process is a psychological one. A crucial stage within any lead management system is an ongoing one.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 5, 2015
    [Lead] Lead nurturing via email series and content marketing
    Tweet Lead nurturing involves a number of activities and channels such as “under the hood” tracking and scoring of prospects behavior and engagement with your campaigns as well as follow-up telephone at times whenever that tactic fits into an overall lead nurturing program. However, the key channel for lead nurturing is email — particularly using email to send a series of relevant content pieces or offers to prospects as they move through the buying funnel.
  • B2B MARKETING INSIDER  |  TUESDAY, JUNE 19, 2012
    [Lead] Lead Generation: When To Use Registration Forms
    And marketers should employ strategies to identify and capture every one of these leads that we can for our businesses. And so the question arises: which content should I make “registration-required” in order to maximize my lead capture while also reaching the largest possible audience of potential buyers? The more visitors you get, the more opportunities you have to convert them to leads and customers.
  • SALESFUSION  |  THURSDAY, JULY 3, 2014
    [Lead] More Leads or the Dog Gets It
    The post More Leads or the Dog Gets It appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Blog Series
  • SALESFUSION  |  WEDNESDAY, FEBRUARY 18, 2015
    [Lead] How Marketers Can Drive More and Higher Quality Leads to Sales
    The post How Marketers Can Drive More and Higher Quality Leads to Sales appeared first on Salesfusion. Marketing Automation Lead Management lead nurturing
  • DIGITAL B2B MARKETING  |  THURSDAY, OCTOBER 6, 2011
    [Lead] Your Lead Scoring Blind Spot: The Internet
    Marketers have a huge blind spot when it comes to nurturing and lead scoring. It does not matter if you have built a sophisticated lead management and nurturing system, driven by content consumption, engagement and response. The potential of these prospects is not reflected in your lead score. Demand Generation B2B marketing lead management lead nurturing lead scoring marketing automation
  • NUSPARK  |  SATURDAY, JANUARY 21, 2012
    [Lead] The B2B Lead Generation-Demand Generation Book “Hall of Fame”
    B2B lead generation and lead management is a complicated process that can’t be detailed all in one book. If you’ve toured the NuSpark Marketing website, it’s evident that proper funnel optimization and lead management approaches must focus on the specific micro elements of the funnel in order for the entire lead generation process to work seamlessly. Below are a variety of books that I consider the cream of the crop in b2b marketing and lead management.
  • ANYTHING GOES MARKETING  |  TUESDAY, MAY 28, 2013
    [Lead] The Rules of Lead Generation Defined – Book Review
    We now have one: The New Rules of Lead Generation: Proven Strategies to Maximize Marketing ROI by David T. email marketing lead generation marketing metrics lead conversion Advocate Marketing social media lead management integrated marketing closed loop For years I’ve been helping B2B marketers execute on their marketing strategies and at times I felt like I was working from scraps of information here and there that I have learned over the years.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JUNE 11, 2012
    [Lead] Lead Capture Optimized: 201% increase in captured leads with clearer value proposition
    In the case study, Dr. McGlaughlin revealed how one company clarified the value proposition of a landing page for a 201% increase in captured leads. The goal of the page was to capture a lead. The winning treatment generated a 201% increase in captured leads by clarifying the value proposition of the page. To effectively communicate the value proposition on our lead capture pages, we must be able to map every micro-yes on the inverted funnel.
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 25, 2014
    [Lead] Lead Gen Tactics from 4 MarketingSherpa Case Studies
    Tweet Our sister publication, MarketingSherpa, publishes three weekly newsletter case studies, and in the B2B beat in particular, those weekly articles routinely feature a story covering marketers tackling lead generation for the complex sale. For this B2B Lead Roundtable Blog post, I want to offer four of those case studies published over the last couple of years addressing that very topic. Case Study #1 – Local B2B Marketing: 150% boost in lead generation.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, JULY 22, 2012
    [Lead] Lead Optimization: 10 audience questions answered
    Tweet A couple of weeks ago, I presented the webinar, “ Optimizing the Lead: A data-driven optimization process that goes beyond lead capture.” ” Lead optimization is the core of revenue optimization – making as much money as possible from your time, energy and resources. ” If someone signs up for a free trial of your product, does that automatically make them a lead? Can lead nurturing work without sales management buying in?
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 16, 2013
    [Lead] 3 Important Lessons for Lead Gen and Life
    People look to me as an expert at lead generation because I wrote a book and speak about it. This is more complex than standard lead generation – we’re not trying to sell. Learn more about our experience with that here: “ Lead Generation: How using science increased teleprospecting sales handoffs 304%.”. As I continually learn new methods to improve my own lead generation, I understand the process better. What lead gen and life lessons did you learn in 2013?
  • VIEWPOINT  |  TUESDAY, AUGUST 26, 2014
    [Lead] Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:
    Is it necessary to pre-qualify inbound leads? Over the course of this three part series, you’ll hear from 15 leading voices in the world of sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score?
  • MODERN MARKETING  |  SUNDAY, JUNE 17, 2012
    [Lead] How Many Lead Nurturing Campaigns Should You Run? [CHART]
    by Egan Cheung | Tweet this Lead nurturing is a type of automation focused on leads who are not yet ready to buy. A successful lead nurturing campaign delivers content of sufficient value to your leads that you establish brand preference long before a purchase decision is made. A best practices question around lead nurturing I have often heard is whether or not you can overdo it? How Many Lead Nurturing Campaigns Should You Run?
  • B2B LEAD GENERATION BLOG  |  SUNDAY, FEBRUARY 26, 2012
    [Lead] B2B Lead-Gen: Top tactics for a crisis-proof strategy
    Most lead-generation marketers are not in crisis, but many could use an orderly process to help combat challenges. I chatted with Jen Doyle, Senior Research Manager at MECLABS, about her work as lead author of the MarketingSherpa 2012 Lead Generation Benchmark Report (coming out this spring). It can be helpful to have a reliable plan for generating leads when challenges loom (just like it can be helpful to have an evacuation plan before the building is on fire).
  • 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.
  • HUBSPOT  |  FRIDAY, OCTOBER 28, 2016
    [Lead] 9 Lead Generation Mistakes Marketers Need to Stop Making
    For many businesses, the key to making sales is to first generate leads. Leads are valuable because they're the people who have indicated organic interest in your content and your business by giving you their information in some way, whether it's by filling out a form to download an ebook, completing an online survey, or something else. But leads don't grow on trees. Some marketers have trouble generating enough leads to feed their sales team.
  • BIZNOLOGY  |  WEDNESDAY, APRIL 9, 2014
    [Lead] The top 10 tricks for sales lead generation
    Yesterday’s webinar with Ruth Stevens and me was about making sure the leads you send to your sales team are qualified and the process of how to qualify them. The productivity of a sales force or distributor improves dramatically with a steady supply of qualified leads. So how do you provide your sales team with the leads that will increase their productivity by 200% or more? Lead qualification techniques that make your sales force happy.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, JUNE 7, 2005
    [Lead] B2B Lead Generation Blog: Website Landing Pages impact Lead Generation results
    B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 So what else can you do to improve the traction of your website to generate more leads?
  • MODERN B2B MARKETING  |  TUESDAY, APRIL 22, 2014
    [Lead] 5 Mid-Funnel Lead Nurturing Mistakes
    Author: Steve Gershik Most marketers have their eyes on many moving targets — lead generation , conversion rates, new customer acquisition, customer retention, and even customer expansion. Mid-funnel prospects are some of the toughest to reach — you want to nurture these leads, and start talking about your products, but your prospects still aren’t ready to buy. With that in mind, here are five of the most common mid-funnel lead nurturing mistakes: 1.
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 20, 2015
    [Lead] 4 Steps to Lead Nurturing: Walking the buying path with your customers
    Tweet Lead generation can take you on a long hike. The goal of lead nurturing is to help progress leads from initial interest toward purchase intent. I define lead nurturing as consistent and meaningful communication with viable prospects (those that are “a fit” for your solution), regardless of their timing to buy. If you’re wondering what kinds of content helps progress leads further faster, ask your sales team. Lead Nurturing B2B customer path
  • B2B MARKETING INSIDER  |  THURSDAY, JUNE 7, 2012
    [Lead] Inbound Marketing Leads Costs Less
    Recently I had a conversation with a fellow marketer who challenged the notion that inbound leads costs less. They pointed to the high cost per lead of some paid search (PPC) campaigns as evidence. So in this post, I will make my best attempt to show that inbound leads do indeed cost less. I will point to some research from Hubspot that quantifies the fact that inbound leads cost significantly less than traditional demand generation.
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 14, 2014
    [Lead] Lead Qualification: Webinar marketing strategy boosts conversion 500%
    After realizing this challenge, Shelby and the team at Adobe put forth the idea that by creating more useful and relevant content to prospects, they could use that data to better qualify leads to Sales and discover where those leads were in the buying process based on what webinar content they consumed. MarketingSherpa Lead Gen Summit 2014 – San Francisco, November 3-6. Content Marketing: Your questions on B2B online lead gen, metrics, content from SMEs and more.
  • B2B MARKETING INSIDER  |  MONDAY, APRIL 20, 2015
    [Lead] Hey Marketing: An Inquiry Is Not A Lead
    We all agreed that a common understanding of the difference between an inquiry and a lead continues to be one of the biggest mistakes marketing makes. And we accomplished this by focusing on giving sales what they wanted: truly qualified leads. Definition and clarity around the definition of a lead… An Inquiry Is Not A Lead. Someone who downloads a white paper or registers for your webcast is not a lead. So what is a lead? What Is A Lead?
  • B2B MARKETING INSIDER  |  MONDAY, APRIL 11, 2016
    [Lead] 50 Must-Know Statistics to Improve Your Lead Generation Strategy
    With so many brands competing for the same shares of consumer attention and dollars, generating quality leads has become increasingly more challenging for today’s marketers. That’s why having an effective lead generation program is more important than ever before when it comes to achieving your marketing goals. Done right, a successful lead generation strategy will […].
  • LEADERSHIP  |  TUESDAY, MARCH 24, 2015
    [Lead] Transform Your B2B Lead Generation with Storytelling
    B2B lead generation is touted as the worthy cause for spewing all this meaningless content with the goal of attracting quality leads and converting more leads into sales. The consequence of poor quality content is a high bounce rate and a sales team left scrambling for quality leads with no support from marketing. And that, is the essential first step of an effective lead generation process. Go from BORING to ENGAGING .
  • THE POINT  |  WEDNESDAY, SEPTEMBER 17, 2014
    [Lead] Case Study: Segmentation, New Creative Boosts Lead Conversion Rates by 75%
    Sungard AS runs a highly successful demand generation program, an integrated mix of both online and offline campaigns, to generate a consistent flow of leads to the company’s sales force. As a company that rigorously tracks and measures the ROI from its various marketing efforts, Sungard AS knew that increasing the revenue contribution from demand generation meant either a) driving more leads into the top of the funnel, and/or b) increasing the rate at which those leads convert into sales.
  • VIEWPOINT  |  TUESDAY, MAY 16, 2017
    [Lead] Looking to enhance sales lead performance? Put process before technology.
    When it comes time to exploring how you can increase lead generation ROI, that is, produce better leads more cost effectively, move "technology" to the bottom your to-do list. So start by engineering your processes to focus on lead quality not quantity. I recently talked to Jim Obermeyer on the Sales Lead Management Association (SLMA) radio show about what needs to be addresses before a technology solution is selected. That is, by not using a cost-per-lead metric.)
  • CONTENTLY  |  TUESDAY, JANUARY 31, 2017
    [Lead] How to Build a Better Lead Form
    Lead forms are the canvassers of the marketing world. How many fields should you include in the lead form? Here’s an example of a lead form we use on The Content Strategist: Despite looking fairly basic, a lead form comes with its own special sort of marketing calculus. ” In 2011, Marketo conducted a study on different lead forms and found that shorter forms of five fields outperform longer forms of seven or nine fields.
  • HUBSPOT  |  THURSDAY, AUGUST 27, 2015
    [Lead] Lead Scoring 101: How to Use Data to Calculate a Basic Lead Score
    When most people start implementing inbound marketing, they're primarily worried about getting enough new leads in the funnel. But once you have a lot of leads, you need to figure out who's really interested in your product and who's just starting to look around. That's where lead scoring comes in. It helps sales and marketing teams prioritize leads and increase efficiency. 6 Types of Data You Can Use for Lead Scoring. How to Calculate a Basic Lead Score.
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 28, 2013
    [Lead] B2B Marketing: What a 11% drop in conversion taught a live audience about lead gen
    Tweet Recently, we ran a live test for our audience at MarketingSherpa Lead Gen Summit 2013 and as I discovered, this isn’t the easiest thing to do. The greatest difficulty rests in thinking about lead generation and optimization in new ways – and hoping those ideas produce significant results. For example, the design process forced us to examine two important questions: what is a quality lead, and how do we measure it? Treatment #2 decreased lead generation by 11.9%
  • BIZNOLOGY  |  WEDNESDAY, OCTOBER 28, 2015
    [Lead] How much should you pay for a sales lead?
    When planning a B2B lead generation program, you need to deliver leads to your sales team at an affordable price. A neat way to determine in advance how much you can spend on a lead is to calculate the Allowable Cost per Lead for your campaign. Then, estimate the costs associated with qualifying a lead. The chart works through some hypothetical numbers to arrive at a cost of lead closed and an allowable cost per lead, and compares the two.
  • CRIMSON MARKETING  |  FRIDAY, JUNE 7, 2013
    [Lead] Don’t Waste Time Stressing Over Leads
    I hear this a lot from many VPs of Marketing: “My biggest problem is leads. And my next biggest problem is leads. And the biggest problem after that is leads.” An important part of the marketing mix is to help the VP of Marketing address this issue by helping him provide the sales organization with leads. However, an exclusive focus on leads is a mistake. What they need are higher quality leads, which will greatly simplify their job.
  • ACT-ON  |  TUESDAY, DECEMBER 29, 2015
    [Lead] In-Depth Guide: Calculate Your Lead Generation Campaign ROI
    When was the last time you calculated the return on investment (ROI) of one of your lead generation campaigns? At the end of the day, ROI is one of the best ways to measure the impact of your lead generation campaigns. Knowing your CLV is key to your lead generation campaigns because: a) It helps you understand how much revenue you’ll generate each time you acquire a customer, and b) It helps you understand how much money you should invest to acquire this customer.
  • MODERN B2B MARKETING  |  THURSDAY, MAY 30, 2013
    [Lead] Content Curation for Lead Nurturing
    Author: Jon Miller (@jonmiller) By now, many marketers are convinced of the value of lead nurturing – but they remain flummoxed by the task of creating content to fuel their programs. In this post, I’d like to propose that marketers can and should embrace content curation as an effective, easy way to nurture leads. The key to good lead nurturing is to be interesting and relevant; if you are not, they can easily opt out or simply stop paying attention. Lead Nurturing
  • 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 […].
  • TONY ZAMBITO  |  SUNDAY, FEBRUARY 5, 2017
    [Lead] How The Content Illusion Is Leading Marketing Astray In The Era Of Digital Transformation
    The illusion being that by consistently putting “content in front of people” , the company will grow from resulting leads generated by its content. Inadvertently leading to even more content being produced to meet this broadcasting mindset and expectations. Illustration by Hea Poh Lin. In the past five years, the often-unquestioned hymnal has been that to succeed in today’s digital world, businesses must produce content. Produce high-quality content, yes.
  • MODERN B2B MARKETING  |  WEDNESDAY, MARCH 9, 2011
    [Lead] My Secret Methods for Turning Marketing Leads into Qualified Sales Leads
    by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. Some of these best practices include common definitions for a qualified lead between marketing and sales; lead scoring to identify suspected quality leads; a strong lead management process to manage the handoffs; and the use of marketing automation to power the whole thing. Marketers live and die by whether their leads turn into opportunities.
  • VIEWPOINT  |  TUESDAY, AUGUST 19, 2014
    [Lead] Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:
    Is it necessary to pre-qualify inbound leads? Over the course of this three part series, you’ll hear from 15 leading voices in the world of B2B sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score?
  • VIEWPOINT  |  FRIDAY, FEBRUARY 19, 2016
    [Lead] The #1 Reason CEOs Should Care About Lead Generation
    I often say that CEO’s don’t care about leads, they only care about revenue. Unfortunately, unless you, as the CEO of your company, start caring about leads you are going to lose revenue and miss your number. What this means for you is that enterprise sales leads are more important than ever before, and your lead generation strategies must align with your target audience’s needs. Lead Generation B2B Marketing Marketing & Sales Alignment Sales & Marketing Management
  • B2B LEAD GENERATION BLOG  |  THURSDAY, DECEMBER 29, 2011
    [Lead] How to Use Lead Scoring to Drive the Highest Return on Your Trade-Show Investment
    Smart marketers apply some type of lead scoring to leads generated from website, SEO, and email initiatives. I recommend ranking trade show leads using the point-system outlined below – the higher the ranking, the hotter the lead. While useful to build your marketing database for lead nurturing, a trade-show registration list is the least-qualified lead source because some aren’t remotely interested in your solution.
  • THE POINT  |  FRIDAY, FEBRUARY 5, 2010
    [Lead] Lead Nurturing & the 80/20 Rule
    The lead nurturing program they implemented included 40+ (yes, forty) separate and distinct tracks of emails, tailored to different audience segments, product interests, and stages in the lead lifecycle. The truth is – it’s not required to develop anywhere near 40 emails, never mind 40 separate tracks, to build a highly effective lead nurturing program.
  • B2B MARKETING INSIDER  |  WEDNESDAY, MARCH 22, 2017
    [Lead] 10 B2B Lead Generation Strategies for 2017
    We’re well into the New Year, and most companies are revamping their lead generation strategies to meet its demands. There is also no single lead generation strategy that works for. The post 10 B2B Lead Generation Strategies for 2017 appeared first on PureB2B. The post 10 B2B Lead Generation Strategies for 2017 appeared first on Marketing Insider Group.
  • GREAT B2B MARKETING  |  WEDNESDAY, OCTOBER 28, 2015
    [Lead] The Importance of Processes in Effective Lead-to-Revenue
    Component 3 in our recent eBook The Essential Guide to Building Your Lead-to-Revenue Machine is optimized marketing and sales processes. The post The Importance of Processes in Effective Lead-to-Revenue appeared first on Great B2B Marketing. Lead-to-Revenue lead-to-revenue Revenue Sales LeadsYou […].
  • HUBSPOT  |  FRIDAY, AUGUST 30, 2013
    [Lead] Generating Leads on Twitter Just Got Easier: Get Started With Lead Gen Cards
    A few months ago, we told you that Twitter was testing out Lead Generation Cards. Yesterday, Twitter opened up its Lead Generation Cards to everyone. You get a Twitter Lead Generation Card! And YOU get a Twitter Lead Generation Card! Leads for everybody! What Are Twitter Lead Generation Cards? The Lead Generation Card is a way to use Twitter Cards to generate leads directly within a tweet. How Do You Set Up Twitter Lead Generation Cards?
  • DIGITAL B2B MARKETING  |  TUESDAY, NOVEMBER 27, 2012
    [Lead] A New Way To Connect Twitter To Lead Generation
    B2B marketers are so anxious to generate leads from social media they are turning Twitter into a list for cold calls and mass email blasts. Here is a better way, along with actual results, that companies can use to drive leads through social media. But when you focus on promoting other people’s content, you don’t have an opportunity to capture a potential lead. This could be the perfect solution to promote your updates and still drive leads.
  • VIEWPOINT  |  TUESDAY, MARCH 10, 2015
    [Lead] When Bad Things Happen to Good Leads - Part 5
    Lead Generation Lead Nurturing Don’t believe everything you read about executives not wanting to talk to vendors. Some years ago I learned that SVP and C-level executives are 2.5 times more likely to respond to quality voicemail and email than their junior reports. I was blown away! In this 5th and final installment of our series, I’ll explain why this is the case … AND why they are also substantially less likely to give up their digital body language via marketing automation.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, AUGUST 5, 2012
    [Lead] How IntraLinks Used Social Media to Generate Twice as Many Sales-ready Leads as Any Other Channel
    In this high-tech world, social media has revealed itself to be a lead generation goldmine. Twice as many sales-ready leads as any other lead generation channel. In February, Johnson enlisted the help of a B2B social media lead generation agency, to develop a lead generation campaign on LinkedIn. In the spirit of good lead nurturing , it became all about the prospect once he or she was engaged, and not the sales team’s quotas.
  • NUSPARK  |  SATURDAY, MAY 5, 2012
    [Lead] SEO, Meta Descriptions, Content, and Generating Leads
    They may be great technicians, but we need help when it comes to writing compelling content that drives leads. You’ll get an idea on how these meta descriptions should be structured for lead generation. Assetpoint - I like the lead generation tactic with the free purchase report, as long as it’s still available. Once clicked, the opportunity for conversion and lead generation begins. Hi, It’s Paul Mosenson, President of NuSpark Marketing.
  • HUBSPOT  |  MONDAY, MAY 25, 2015
    [Lead] 5 Simple Ways to Optimize Your Website for Lead Generation
    Optimizing your website to generate leads is a no-brainer. But it's not as simple as throwing a "click here" button on your home page and watching the leads pour in. In this post, we'll go over some quick ways you can optimize your website for lead generation that actually work. To understand how to optimize our website, we'll have to first gain a basic understanding of the lead generation process. Here are five simple ways to optimize your site for lead generation.
  • HUBSPOT  |  FRIDAY, APRIL 3, 2015
    [Lead] 10 Myths About Lead Quality: Busted
    Your leads are the driver of your business. To grow and to gain customers you need to have quality leads that are actively engaged in your organization’s offerings—leads that are a fit for organizations strategy. While every organization has a unique approach to categorizing its leads, there are several myths associated with lead quality many organizations fall to. Lets take a look at 10 lead quality myths and debunk them using facts derived from industry data.
  • B2B MARKETING INSIDER  |  FRIDAY, JULY 15, 2016
    [Lead] 8 Lead Generation Ideas for Startups
    Lead generation can be challenging for startup companies. As you build your business and its operations, you need to employ effective, scalable lead generation techniques to keep your sales funnel filled as your requirements and capacities increase. As a startup, you have to be smart about your lead generation strategies because you will likely have […]. The post 8 Lead Generation Ideas for Startups appeared first on Marketing Insider Group.
  • KEO MARKETING  |  THURSDAY, JUNE 15, 2017
    [Lead] Lead Generation Tactics: How to Attract the Highest Quality Leads
    Lead generation is more than just generating as many leads as possible. Properly done, lead generation results in leads of the highest quality that engage with your brand and convert to revenue. You can measure your lead generation program’s success by: The quality of leads generated. The leads that convert to revenue. No inbound lead generation plan is complete without measuring and optimizing every step. Lead Generation
  • B2B MARKETING INSIDER  |  MONDAY, JUNE 19, 2017
    [Lead] How to Make Your Blog Posts Generate Serious Leads
    You’re either generating significant leads from your posts or not. B2B marketers garner 67 percent more leads when they use a blog than when they […]. The post How to Make Your Blog Posts Generate Serious Leads appeared first on Marketing Insider Group. Your blog either has that all important ‘it’ factor, or it doesn’t. If you’re not, you’re also missing out on an exponentially beneficial competitive advantage that other businesses are enjoying.
  • BIZNOLOGY  |  THURSDAY, AUGUST 31, 2017
    [Lead] From leads to longevity: 2 ways to move leads down the sales funnel
    You know your business needs leads, and plenty of them, to drive sales. Generating leads, however, is only part of the equation. Because if you’re not able to turn those leads into sales, they aren’t doing you much good. But how do you turn those leads into sales? You can also set up lead scoring that automatically scores each subscriber based on action they take. The answer: you find an effective way to move them down your sales funnel.
  • 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
  • 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
  • LEADERSHIP  |  TUESDAY, APRIL 8, 2014
    [Lead] Spring Clean B2B Lead Generation in 5 Easy Steps
    You already know the essentials of spring cleaning your B2B lead generation : cleanse your leads database. refine your lead generation strategy to do more of what’s working and stop what’s not working. focus on priming hot leads to make them sales-ready. carefully prepare for lead progression to drive conversion. RECREATE : You have some great building blocks with content that has brought in quality leads in the past.
  • MARKETING ACTION  |  MONDAY, AUGUST 10, 2015
    [Lead] How Important is Lead Scoring?
    A lot of marketing teams still guess about when the right time is to pass a lead to sales. Without a consistent framework in place, your MQLs (marketing qualified leads) will be hit or miss, and your sales team will waste a lot of time pursuing leads that don’t convert. According to an oft-cited report by MarketingSherpa, 73 percent of all B2B leads are not sales-ready. Lead Scoring Overview. More leads = more sales conversations = more revenue.
  • DIGITAL B2B MARKETING  |  THURSDAY, MARCH 7, 2013
    [Lead] Banners Don’t Drive Leads in B2B Marketing
    If your goal is to deliver leads that you can tie back directly to your marketing investment, do not make banners the core of your enterprise B2B marketing program. Lead generation is still one of the top objectives of enterprise B2B marketers and many B2B publishers continue to propose banners as a way to deliver leads. Banners don’t drive leads. B2B Banner Lead Generation Results.
  • MODERN B2B MARKETING  |  MONDAY, JUNE 2, 2014
    [Lead] How Predictive Lead Scoring Takes The Guesswork Out Of Identifying The Leads Most Likely To Buy
    Lead Scoring & STP – Bringing Marketing Basics To the World Of Modern Marketing. So why are we talking about STP in the same discussion with lead scoring? Marketo describes lead scoring in its Definitive Guide To Lead Scoring as a methodology for ranking leads in order to determine their sales-readiness. If we stop to think about it, I’d venture to say that the concept of lead scoring is simply a modern implementation or incarnation of the STP process.
  • THE POINT  |  THURSDAY, DECEMBER 15, 2016
    [Lead] Recapturing Lost Leads: Going After Form Abandoners
    Form abandonment and cart abandonment campaigns are standard practice for B2C and ecommerce marketers, less so for those of us B2B types who deal in leads vs. transactions. The post Recapturing Lost Leads: Going After Form Abandoners appeared first on The Point. What to do if a prospect comes to your landing page, starts to fill out the form, but doesn’t complete the task?
  • SALES LEAD INSIGHTS  |  THURSDAY, NOVEMBER 3, 2016
    [Lead] Offers are key to generating more leads and sales with your B2B Marketing
    The best way to generate sales leads is by making strong "offers" or "calls-to-action". B2B Lead Generation calls-to-action leadgeneration marketing tips offers
  • SALESFUSION  |  THURSDAY, OCTOBER 22, 2015
    [Lead] Don’t Let Your Leads Go to the Graveyard: 4 Ideas for Re-engagement
    Don’t let leads who have stopped engaging haunt you! Ah, the lead graveyard… It’s filled with people who once seemed so promising but have since stopped engaging. We’ve all been there, and we all know what it’s like to get spooked when certain leads just die off. Are we scaring away our top leads? And when you do, what steps can you take to re-engage and bring new life to seemingly dead leads? When Should You Re-Engage Leads?
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 8, 2014
    [Lead] Stop Cold Calling and Start Lead Nurturing
    Tweet Earlier this week, I had a call with a CEO of a small technology company who was wondering how to optimize his lead generation. Your lead-nurturing program is all about having consistent and relevant communication with viable prospects (those that fit with your product or service), regardless of their timing to buy. Reaching out via the telephone in a useful manner will help build trust for your other lead generation initiatives.”
  • HUBSPOT  |  TUESDAY, OCTOBER 4, 2016
    [Lead] 19 Lead Nurturing Email Examples You'll Want to Steal
    You provided valuable content to your readers and they've converted into leads. Now, it's time to nurture these leads into opportunities for your sales team. That's where lead nurturing comes in : It's a way to stay connected to the leads you collect that aren't ready to buy from you yet, and build up trust until they are ready. If you want to learn more about lead nurturing in general, you can check out this guide. Have any favorite lead nurturing images?
  • LEADERSHIP  |  WEDNESDAY, AUGUST 5, 2015
    [Lead] Cost of B2B Lead Generation Services —Why Do they Vary So Dramatically?
    While stores can do this because their cost per unit lowers through economies of scale, the economies of lead generation services do not usually follow a similar pattern. The true definition of a qualified lead is one that is “actionable” , so a qualified B2B lead can be used to start a meaningful dialogue with a potential customer, but the differentiator is that it has a far greater chance of resulting in a sales conversion.
  • B2B LEAD GENERATION BLOG  |  WEDNESDAY, FEBRUARY 1, 2006
    [Lead] B2B Lead Generation Blog: The halo effect and lead generation
    B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0
  • B2B LEAD GENERATION BLOG  |  SATURDAY, MAY 28, 2005
    [Lead] B2B Lead Generation Blog: Creative lead generation blunder?
    B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 I just heard about a “creative” lead generation campaign (second hand) that made me wince.
  • LEADERSHIP  |  TUESDAY, DECEMBER 17, 2013
    [Lead] Personalize B2B Lead Generation—3 Ideas from the Holiday Season
    Below are 3 simple but effective ideas on how you can personalize B2B lead generation to make it as exciting and rewarding as holiday gift-giving: Match customer personas and profiles to your offering. By studying the online behaviour of your site visitors, you can identify potential leads and deliver bite-sized, high-value content that they will enjoy reading. Focus on driving leads further down the funnel.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, JULY 26, 2016
    [Lead] How to Use Trigger Events for More and Better Leads
    This common statement has big implications if you’re doing account-based marketing (ABM) and lead generation. Why doing more lead generation activity doesn’t help . Marketers often believe they solve the issue of clients being further in their purchase process by driving more early-stage leads to sales. This approach helped their lead generation generate more and better leads because their focus was on accounts where change probably mattered. Lead Generation
  • KEO MARKETING  |  WEDNESDAY, APRIL 26, 2017
    [Lead] Marketing Automation and B2B Lead Generation Services
    But can marketing automation work with today’s modern B2B lead generation services and strategies? Leads from various sources (such as web campaigns) are added to a database and scored. Those leads are then nurtured by various means (such as email campaigns) to bring the prospect closer to the point of buying. When the lead reaches a certain point of readiness, the lead moves to the sales team who then calls the prospect directly. Lead Generation
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, DECEMBER 20, 2016
    [Lead] How SMBs can get more leads through marketing automation
    In this post, I’ll be talking about the importance of marketing automation and how small and medium businesses can use it to their advantage and get more leads. In this blog post, we’re going to focus on marketing automation for email marketing, as that is where you can really improve your lead generation and conversion rates. Lead type : another way of segmenting your audience is by what type of lead they are. How marketing automation can help you get more leads.
  • BIZIBLE  |  TUESDAY, FEBRUARY 9, 2016
    [Lead] Rethinking Cost Per Lead, Why So Many B2B Marketers Chase False Leads
    Marketers make huge strides in improving their lead and demand generation program when they can better predict how many leads they’ll generate and which ones will close. The benefits include reducing the cost per lead, marketers make better bets with their time and money, generating quality leads. What Cost Per Lead Measures. And when you reduce the cost of qualifying leads you help the sales team close more deals. Marketing Attribution And Cost Per Lead.
  • REACHFORCE  |  MONDAY, APRIL 20, 2015
    [Lead] Tactics for Optimal Lead Generation: How to Earn the Trust of B2B Clients
    You already know that successful online lead generation often starts with bringing potential customers to a targeted, carefully designed landing page. B2B Lead Generation Lead Nurturing Lead Scoring marketing marketing insight And why wouldn’t people fill in the form to get your case study video or download a white paper? The truth is, even if they’re signing up to get something of value for free, […].
  • VIEWPOINT  |  TUESDAY, JULY 17, 2012
    [Lead] Which is better in B2B Lead Generation? A $1,000 inbound lead or a $1,000 outbound lead?
    Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” So while average performing reps are running full speed ahead toward inbound leads, HIGH performing reps on the other hand actually told us that they progressively disqualify (and even [de-prioritize]) inbound leads. That's not to say that inbound leads are less valuable than outbound leads.
  • NUSPARK  |  SATURDAY, FEBRUARY 25, 2012
    [Lead] A new eBook; Content Marketing Templates for Lead Generation
    A sound content marketing plan is critical to the success of your lead generation efforts. world, how do you think leads get through the funnel? Once you obtain an email address, lead nurturing begins; the process of guiding leads through the funnel with problem-solving content until they are ready for sales. Introducing my brand new eBook on content marketing, called The 38 “Let’s Do It” Content Marketing Templates for Lead Generation-The Workbook.
  • NUSPARK  |  SATURDAY, JUNE 9, 2012
    [Lead] Retargeting; An Internet Marketing Tactic to Increase Conversions Rates & Leads
    For lead generation, conversion optimization, and lead nurturing strategies, retargeting may be the overlooked child, but there’s no question it can be very effective and an efficient tactic to bring prospects back to your website or content. Company C: Lead Nurturing. Here’s a strategy that can retarget audiences AFTER they become leads; but before they become sales. Lead management process. Let’s talk retargeting.
  • B2B MARKETING INSIDER  |  MONDAY, AUGUST 22, 2016
    [Lead] 10 Ways To Lose a Lead
    Are you inundated with articles telling you to nurture your qualified leads? Strategies about how to attract and grow your leads often vary depending on who you’re talking to. The post 10 Ways To Lose a Lead appeared first on Marketing Insider Group. Perhaps you’ve grown weary of all the advice you’ve been hearing about how to get your prospects moving faster along the sales funnel?
  • NUSPARK  |  SUNDAY, SEPTEMBER 9, 2012
    [Lead] Online Display Advertising, Targeting, and Capturing Leads
    A Look at Online Display Advertising for Lead Generation. Lead generation and lead nurturing both can be done via a targeted display campaign. Lead Capture and Lead Nurturing. After the placement plan is developed and negotiated, banners now need to generate leads to your landing pages. Additionally, think about lead nurturing. This doesn’t take the place of email lead nurturing, but can complement the nurturing process, much like social media.
  • LEADERSHIP  |  TUESDAY, NOVEMBER 12, 2013
    [Lead] How to Reduce the Cost of a B2B Lead
    Rising costs of lead generation, increasing competition and a rapidly growing population of buyers that function almost like intense research organizations—these are the factors we are up against in the B2B world. See this Infographic from Madison Logic showing ways in which the cost per lead is calculated: [link]. There are a variety of tools out there to calculate cost per lead. However, we cannot do this at the cost of lead quality.
  • GREAT B2B MARKETING  |  TUESDAY, JUNE 16, 2015
    [Lead] Criteria of Efficient B2B Lead Generation Processes
    My team and I are always preaching the doctrine of the consistent and predictable lead generation engine as a key […]. The post Criteria of Efficient B2B Lead Generation Processes appeared first on Great B2B Marketing. B2B Leads Lead Generation Lead-to-Revenue lead-to-revenue
  • TOMORROW PEOPLE  |  TUESDAY, JUNE 6, 2017
    [Lead] Website User Experience No-No's: 3 Errors that Could Kill Your Lead Generation
    Generating quality leads is essential for any B2B marketer. Lead GenerationA website is a great tool to help with this. It enables you to provide value to your visitors, develop their trust, and take them confidently through the buying cycle.
  • ANNUITAS  |  TUESDAY, AUGUST 28, 2012
    [Lead] Why BANT No Longer Applies for B2B Lead Qualification
    Fifteen years ago I worked for a B2B marketing agency that had an outbound call center focused on lead generation. We were quite successful in developing these programs for our clients and the leads were graded based on the answer to the BANT questions. If this is the case, one has to wonder why many organizations (especially sales people) still want to include BANT as part of their early stage lead qualification criteria? Lead Qualification
  • MODERN MARKETING  |  MONDAY, MAY 7, 2012
    [Lead] Does Automation Impact Lead Conversion Rates? [CHART]
    by Paul Teshima | Tweet this We have been tracking lead conversion rates from campaigns for the past 3 years, and when we did an analysis to compare campaigns with automation , to those without, we were not surprised to see that automated campaigns on average have a >200% higher conversion rate. For some good campaign ideas, take a look at this Grande Guide to Lead Nurturing , one of the more popular types of automated campaigns. Does Automation Impact Lead Conversion Rates?
  • VIEWPOINT  |  TUESDAY, MAY 5, 2015
    [Lead] The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)
    I feel so strongly that nurturing needs to be a focus, I asked a panel of 11 experts to weigh in on the best lead nurturing programs (and processes) and what to expect in the coming year. In this excerpt, Carlos discusses the importance of nurturing even though it’s not being done in most companies: While much is made of lead nurturing and the value of it, the truth is that very few organizations are nurturing their buyers and even fewer are doing it effectively. Lead Reengagement.
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