The Content Factor

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3 Ways to Spring Clean Your B2B Content

The Content Factor

Rather than sweat over nurture streams and lead forms, spend your time planning out 10 new pieces of content. In Atlanta, we know it’s spring when we start to see the film of yellow pollen covering cars, decks and outdoor furniture.

WHY You Should Avoid Business Jargon and Clichés Like the Plague

The Content Factor

A study from psychology professors at New York University revealed that abstract language leads listeners to believe a speaker is lying more often than concrete language does. Which leads to the next reason: Office speak can be perceived as aggressive or discriminatory.

How many licks in your content marketing?

The Content Factor

The person’s plan was to drive people to a landing page, provide a premium piece of thought leadership content (upon the submission of a form), and then turn that “lead” over to sales. Owl, how many licks does it take to get to the center of a Tootsie Pop?

What's in a Lead Source?

The Content Factor

In the corporate marketing departments where I've worked, a bone of contention has been, "What's the Lead Source?" For any given suspect/prospect/lead/opportunity in the funnel, what or who gets credit for bringing it in?

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Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure

Great Content, But Does It Have Legs?

The Content Factor

Tags: B2B Lead Nurturing Better Corporate Writing

Great Content, But Will it Stick?

The Content Factor

Tags: B2B Lead Nurturing Better Corporate Writing

One-Purpose Email Marketing: The Golden Rule

The Content Factor

Tags: B2B Lead Nurturing Email Marketing

How to Shine: a B2B Personas Case Study

The Content Factor

She leads meetings and synthesizes group-think by illustrating discussions on a large mural, in real time. Last week I met a B2B solopreneur who performs visual facilitation. Julie's recent blog post is a perfect case study for B2B personas. read more.

Effective B2B Marketing Content That Will Lead to Sales Growth

Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales

Thought Leadership: A Spirit of Generosity

The Content Factor

Tags: lead generation thought leadership

B2B Publishers: Guardians of Truth

The Content Factor

The mantle of a "publisher" feels to me like a solemn duty that goes beyond lead gen. When I read the declaration "B2B marketers are the new publishers" I both cheer and cringe. I cheer because publisher are empowered--"publishing" means taking charge of an entire platform of content. I cringe because with power comes responsibility, and publishing is a big commitment to the readership (i.e., market). What's that about? read more.

Beware the Siren Call of Pre-Qualified Leads

The Point

There is a growing trend in the content syndication space, and among Cost Per Lead (CPL) programs in general, for media vendors to offer B2B clients the option of pre-qualified leads. Naturally, you pay a big premium (in the form of a higher CPL) for pre-qualified leads.

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5 Reasons Your Sales Reps Aren’t Getting Enough Qualified Leads

The Point

Though the marketing team was doing a great job generating raw inquiries at the top of the funnel, the sales reps weren’t receiving the number of “sales ready” leads they needed to hit their pipeline targets. The lead funnel is obsolete.

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

Industrial Marketing Today

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

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful

Which Comes First: Lead Nurturing or Inside Sales?

The Point

For a long time, “ lead nurturing ” was thought of as something you did with the leads that sales didn’t want. The theory was: leads come in, the sales team gets the hot ones, and the rest go to lead nurturing. The post Which Comes First: Lead Nurturing or Inside Sales?

12 Ways to Boost Your Website’s Lead Generation Performance

Act-On

If you’re in digital marketing, there’s probably one metric you’re more focused on than anything else: leads. Your goal might be to get more leads, or maybe better leads, or leads that convert faster, or leads that give a higher value. But any way you cut it, it’s still all about lead generation. The question is, how do you get those leads? There’s no shortage of lead generation tactics. That means turning them into a lead.

5 Ways to Expand Lead Nurturing Beyond the Inbox

The Point

Email may still be the workhorse in how B2B companies build relationships, maintain awareness, qualify leads and nudge prospects along the sales cycle, but these days, it pays to think about “lead nurturing” as more just an email campaign.

A Simple 2-Step Technique for Improving Lead Follow Up

The Point

In an era when “demand generation” and “content marketing” are virtually synonymous, most B2B sales leads are the result of a prospect downloading or requesting content. raw inquiries convert to either MQLs (Marketing Qualified Leads) or better.

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8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust

Measure Your Way to Lead Nurturing Success

The Point

Demand Gen Report just published “ Top B2B Marketers Measure Lead Nurturing Effectiveness to Boost Performance ,” a special report in which they address the whys, whats, and how tos of measuring lead nurturing’s true impact. the company is generating the wrong type of leads.

Please Don’t Let Your Sales Reps Nurture Leads

The Point

Bear with me as I relate a quick story about lead nurturing: A few months back I became a sales lead. A question: at this point, what kind of lead am I? By my own reckoning, I’m an MQL (Marketing Qualified Lead). I’m also a perfect candidate for lead nurturing.

Qualified vs. Unqualified Leads

Salesfusion

The post Qualified vs. Unqualified Leads appeared first on Salesfusion. Lead Nurture Nurture Marketing

Lead 101

How to Get More Leads From Social Media

Act-On

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.

Lead Qualification: Rethinking BANT in the Modern B2B Sales Cycle

Act-On

In today’s complex B2B sales cycle, it’s important that an organization’s sales and marketing teams create a clearly defined and agreed upon, definition of a qualified lead. In the past, most organizations have followed the BANT model of qualifying leads.

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Introduction to Lead Management

B2B Lead Generation Blog

Tweet If Sales and Marketing were a manufacturing operation starting with raw materials — leads — and ending up with 5% to 20% in deliverable product — won sales — it would soon be shut down to determine what is wrong. Lack of lead management impacts lead conversion and ROI.

Lead Generation 101: Using Analytics to Understand Your Website Traffic

Tomorrow People

Get increased and improved leads by using data intelligently. Lead Generation

Is B2B Lead Generation Really This Difficult?

The Point

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

Lead Generation: Balancing lead quality and lead quantity

B2B Lead Generation Blog

Tweet Lead generation is somewhat like a tightrope act. Generate too many leads, and the rope between Sales and Marketing breaks. If you don’t generate enough leads that turn into sales, your ROI plummets.

5 Key Website Tools to Improve Your Lead Generation

Tomorrow People

How to get those quality leads and prospects flowing in. Lead Generation

10 Great Examples of Lead Generation Websites

Tomorrow People

How to win leads and prospects online. Lead Generation

The Biggest Lead Scoring Mistake

ANNUITAS

Modern Marketers know it’s important to score leads, and lead scoring is a well-known best practice. However, not all lead scoring programs will do the job and in fact, some can actually harm your demand generation efforts if not developed correctly.

Predictive Marketing Vendors Look Beyond Lead Scores

Customer Experience Matrix

The past week brought three more announcements about predictive vendors expanding beyond lead scoring. That last option is an interesting extension in itself, meaning Infer could be used by marketers who have no interest in lead scoring.

Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

Tweet Ask most executives and marketers what salespeople need to sell in this economy, and they will say one thing: more leads. That’s why many marketing and lead generation programs tend to focus on quantity. It creates sales-ready leads and nurtures the leads that aren’t sales-ready.

Why Technology Marketers are Leading the Way in Lead Generation

Reachforce

A recent survey on B2B content marketing technology found that technology marketers were standouts in lead generation. B2B Lead Generation Lead Nurturing marketing marketing programs

Lead Nurturing’s Biggest Challenges

B2B Marketing Insider

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.

Why B2B Marketers Should Be Building Their Website Around Their Lead Generation Strategy

Tomorrow People

Lead GenerationIt's time to put your website to work for the business!

Lead Generation Best Practices

Salesfusion

The post Lead Generation Best Practices appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Best Practices Lead Nurture [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half].

What is a Marketing-Qualified Lead? What MQL Really Means

Act-On

Definitions were set, processes were tested, sales and executives bought in across the board, and the panacea of the Lead Marketing Funnel brought peace to all. Marketing Qualified Lead (MQL ). We have a bias, in terms of Marketing Qualified Leads. Event-based leads are similar.

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