Beware the Siren Call of Pre-Qualified Leads
MAY 23, 2017
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.
5 Reasons Your Sales Reps Aren’t Getting Enough Qualified Leads
MARCH 29, 2017
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 The lead funnel is obsolete.
An Email is Not a Campaign: the Case for Integrated Marketing
FEBRUARY 16, 2017
But executing campaigns – and lead generation channels – in this manner not only robs them of their potential, it’s also a very expensive way to generate leads.
Which Comes First: Lead Nurturing or Inside Sales?
NOVEMBER 22, 2016
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?
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
8 Questions to Help You Decide if Your Content is Good Enough
APRIL 19, 2017
No one question will help you create content that drives quality leads – leads that convert more readily to pipeline and revenue – more than this one. Personally, I’ve seen some white papers continue to generate leads year after year with only minor updates.
7 Creative Demand Gen Tactics to Drive Trade Show Booth Traffic
JANUARY 24, 2017
In a previous post, I discussed key strategies for following up with trade show leads. Here are 7 ideas for increasing booth traffic and lead volume at the show: 1. Even in this digital age, trade shows are still a core part of many B2B marketers’ 2017 demand generation plans.
Please Don’t Let Your Sales Reps Nurture Leads
OCTOBER 8, 2015
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.
A Simple 2-Step Technique for Improving Lead Follow Up
JULY 14, 2015
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.
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
Email 101: Tell Me Something I Don’t Already Know
MARCH 22, 2017
To be successful in driving engagement from business buyers, it’s not enough that marketing content simply be relevant to the individual reader.
[Infographic] 10 Ways to Generate More Leads from Your Business Blog
JANUARY 21, 2016
Most of those same blogs, however, do little to generate leads, subscribers, or any other kind of measurable engagement or ROI. Here are 10 tips for generating more leads from your blog, drawn from this earlier post.
10 Ways to Generate More Leads from Your Business Blog
SEPTEMBER 23, 2015
Here are 10 proven ways to generate more leads from your blog. Therefore, the #1 way to drive blog traffic, and more sales leads, is to ensure that 1) the title of each post is optimized for search, and that 2) the language drives interest and engagement.
Is B2B Lead Generation Really This Difficult?
AUGUST 20, 2015
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.
A Follow-Up Strategy for Content Syndication Leads
AUGUST 25, 2015
It’s important to recognize that content syndication leads are not like most sales leads. If you hand off content syndication leads to your sales force without setting these expectations, your program may be doomed to fail.
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
Infographic: Top 10 Types of Demand Generation Content
OCTOBER 18, 2016
Whether you’re focused on generating net new inquiries, or nurturing existing leads through the funnel, it’s often best to utilize a mix of content types, the better to appeal to a range of prospects.
Video Tech Company Leverages SEM to Drive Enterprise Leads
NOVEMBER 10, 2016
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.
Measure Your Way to Lead Nurturing Success
JANUARY 27, 2016
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.
3 Problems You Need to Solve Before You Buy New Marketing Technology
OCTOBER 25, 2016
Ineffective Lead Response. It’s alarming to see how many companies still rely exclusively on telemarketing to follow up on new leads. It generates leads from prospects feeling the pain that you can solve. We marketers may be many things, but few of us can be described as patient.
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
Infographic: The State of Marketing Automation Maturity
JUNE 29, 2015
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10 Tips for a Successful Trade Show Follow-up Campaign
AUGUST 18, 2014
Research has long suggested that the majority of leads generated by trade shows never receive follow-up by company representatives. A 2010 study concluded that fewer than 70 percent of exhibitors have any formalized plan or process in place for how leads are followed up after the show.
Infographic: 17 Tips for Generating Leads from Social PPC Advertising
DECEMBER 23, 2014
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Why is Inside Sales So Scared of Lead Nurturing?
APRIL 1, 2014
One of the reasons for this under-utilization, and the inability of some marketers to deploy, for example, automated lead nurturing at every stage of the selling process, is resistance from the sales organization, and in particular, Inside Sales.
Infographic: 8 Ways to Get B2B Demand Gen Back on Track
OCTOBER 20, 2015
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ABM & the Marketing Hype Cycle
MARCH 15, 2016
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4 Key Takeaways from the 2015 SiriusDecisions Summit
MAY 16, 2015
More and more B2B marketers are now accountable for revenue targets, not just leads or even sales-ready prospects. Lead Nurturing Isn’t Just Email Anymore.
Which Content, Tactics & Technologies Are Driving Demand Generation ROI?
SEPTEMBER 15, 2015
Asked which technologies they projected would have most importance in the next 12-18 months, respondents also named Lead Lifecycle/Attribution Reporting and Predictive Analytics.
How Do We Find People Who Are Ready to Buy Our Product?
JULY 27, 2016
For example, if you offer prospects a broad, educational white paper on trends in your product category, you’re more likely to generate a wide spectrum of leads, some more qualified than others, and many who are only mildly curious about your solution.
5 Reasons to Gate Lead Nurturing Content
OCTOBER 30, 2013
A client asks: “I notice that you’re recommending we gate our offer content behind landing pages as part of the lead nurturing campaign. It’s why click-to-lead conversion rates are never 100%, no matter how good your landing page.
Quit Obsessing About the Customer Journey
AUGUST 11, 2015
Lead nurturing , for example, must now coddle the buyer through every step of his/her journey to customer nirvana.
Infographic: Top 10 Reasons to Hire a Full-Service Demand Generation Agency
MARCH 24, 2015
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Why Are People Not Engaging With Our Content?
FEBRUARY 18, 2016
In the Contently email, there are two text links within the body text, but it’s not at all clear that those links lead to the content on offer.
Top 10 Marketing Automation Mistakes
JULY 21, 2016
Launching lead scoring too soon. Lead scoring is a core marketing automation functionality, and a key driver for one of the primary benefits of the technology, namely sales productivity.
Forrester thinks Content Marketing Isn’t Working – They’re Half Right
JULY 18, 2014
And more still, I would guess, probably feel that their content campaigns are “working” (generating response, engagement, sales leads) but perhaps aren’t yet convinced of bottom line value.
More Evidence That Waiting Even 5 Seconds to Contact a New Sales Lead Can Be Disastrous
JANUARY 14, 2014
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.
Report: Trade Shows Generate Highest Quantity & Quality of Leads
NOVEMBER 14, 2014
And here’s where I think that analysis goes astray: First, demand generation effectiveness is not best measured by which channel generates the highest number of “quality” leads. Second, let’s consider what the survey respondents most likely meant by “lead quality” in this context.
9 Proven Ways to Increase Webinar Response
MARCH 25, 2016
Doing so not only eliminates tiresome manual transfer of registration data, but also gives you greater flexibility in the design and branding of campaign assets like registration pages, leading to increased conversion rates and more registrations.
Steal This Technique for Your Next Sales Email
JANUARY 9, 2015
B2B Marketing Cold Calling Copywriting Creative Demand Generation E-mail email marketing inside sales lead generation Offer Strategy Sales 2.0 One of the basic rules of good, direct marketing copywriting is that a call to action should always be specific.