Expert insights. Personalized for you.
Just don’t expect it to be a significant driver of B2B leads… right? With some clever use of stories, Instagram can be a channel for B2B leads and an important part of your B2B social media strategy. Once more B2B marketers discover how to use stories to generate leads, that statistic just might change. For example, nobody is going to remember a link to a lead magnet page like this: [link]. And you know what we do with forms… we get leads from them. MORE
Industrial blogs are not often talked about by manufacturers when it comes to lead generation. Read more The post, %Industrial Blogs are Essential in Lead Generation% by %Achinta Mitra% was originally published on %Industrial Marketing Today%. Industrial Blogs industrial lead generation Manufacturing content marketingThey tend to brush it off as too time consuming and/or not very effective. MORE
A client asks: How long should a lead be chronically non-responsive before they’re marked as “marketing suspended”? Over time, an accumulation of stale, non-responsive leads can bump you to a higher pricing tier for your CRM or marketing automation license. MORE
A client asks: “I know the answer is probably “it depends” but curious if you think there’s a best practice for how many follow-up nurture emails to send TOFU content syndication leads before you stop due to non-engagement?”. When Should I Stop Nurturing a Lead? MORE
Many marketers consider themselves to be pros when it comes to lead conversion, but new data suggests that there is still room for improvement. About 44% admitted that their sales personnel are too busy to follow up, yet only 25% have a lead conversion solution in place. MORE
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. As Debbie Pryer, Program Manager, Siemens Healthcare , discovered, finding the right balance between lead quantity and quality takes trust, teamwork and planning. Lead Generation: How using science increased teleprospecting sales handoffs 304% [More from the blogs]. MORE
As it stands, the idea of lead development is grossly underutilized by sales and marketing professionals today. There is this mindset that if a lead downloads a piece of content or engages with something on our site, they’re ready to be converted to an SQL; and that’s just not always the case. MORE
I posted recently on LinkedIn that, in the current climate, leads from content syndication and other CPL programs may be an ideal replacement for lost trade shows and other events, and indeed can be an effective way to stay engaged in the marketplace at a time when many buyers are laying low. If your average sales cycle is 6 months, don’t expect content syndication leads to magically convert to opportunities in a matter of days. Quality content = quality leads. MORE
In this post, I’m going to focus on how to do lead management that increases sales conversion. Here’s why: First, B2B lead conversion to actual revenue conversion is low. According to Forrester, top performers convert 1.54% of leads to revenue. And average performers turn less than 0.75% of leads into closed deals. Have you thought about the experience you want to create for your potential customer so as to optimize your lead management approach? MORE
It wasn’t that long ago, when marketing automation first burst on the scene, that the height of lead nurture sophistication was the simple, automated sending of multiple, sequential emails. Modern, best-in-class lead nurture programs focus less on automation, and more on leveraging intent data, AI, social engagement, Web behavior and a host of other variables in order to deliver their messages – through a variety of channels – to the right person at the right time. MORE
Want more leads? Maybe… but probably what you really want is better leads. It’s 2019, after all – B2B marketers have evolved past “lead gen 101” They need leads that contribute to pipeline. Leads that become closed deals and real revenue. But here’s just one example : 58% of marketers said their top priority was lead quality. Only 46% said it was lead quantity. PPC Lead Generation Competitive Analysis Tools. MORE
Industrial lead generation is an important, if not the #1 goal of industrial marketers. Even though “Generate demand/leads” is at #4, generating high quality leads is. Industrial Lead Generation B2B E-Mail Marketing Marketing Automation Manufacturing content marketing MORE
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. Today, of course, a comprehensive lead nurturing strategy is much more than that. Yes, effective lead nurturing can educate, cultivate, and maintain brand awareness over time with a group of prospects that aren’t quite ready to talk with a rep. MORE
Do you want to generate leads with quizzes? You provide a fun interaction for your audience, and you get your lead’s contact details in return. In this article, we’ll look at ten ways you can use quizzes to generate more leads. Why Add a Lead Generation Quiz. MORE
You knew that social media is a very affordable lead generation tool, but did you know that it’s rated third in effectiveness after email and your website? Demand & Lead Generation Social Media Marketing demand gen demand generation lead lead gen lead generation leads social marketing social media social media marketing MORE
Tweet The management of sales leads is critical to generating marketing ROI. Sadly, sales leads often land on the scrap heap because marketers throw leads over the wall and then expect salespeople to catch them. I was recently asked by someone how to utilize lead distribution to gain the best results. So do you invest your hard-won leads on your top performers, or do you try to help your weaker salespeople? The key is to match readiness of the lead (i.e., MORE
Strategy for lead generation includes looking at what you want your website to do, rather than what it is. Often, you’ll find that a limited number of concrete changes make a big difference to your lead generation figures. How many leads each month is each process delivering? MORE
If you work in marketing field, you certainly know very well what leads are. Continue reading that, after resuming the concept, we will talk about how to qualify leads in your company, achieving better sales results (and this is where the story gets good). What are qualified leads? MORE
You already know that one of the major advantages of Inbound Marketing is the opportunity to attract a large number of leads to your company. But even if you already have a strategy in place and the leads are popping up, you still have another challenge ahead: qualify each of them. MORE
One thing is clear — lead generation has never been more central to a business’ success. When it comes down to it, one of the most important things marketing organizations are tasked with is generating marketing qualified leads (MQLs). Get Your Lead Magnets Out There. MORE
Check out these 12 proven website lead generation strategies to get more and better leads. Demand & Lead Generation Digital Marketing Forms & Landing Pages Lead Generation lead gen lead generation lead generation strategy website optimizationWith examples! MORE
Managing leads in a business is not a simple task. Therefore, it is necessary to establish a lead generation goal : the goal your marketing team should achieve until the next evaluation. Keep on reading, and you’ll find out: What is a lead generation goal? Lead Generation MORE
Including lead generation. EST – “ Planning for 2013: How to best utilize top lead gen tactics in the New Year ” – David Kirkpatrick, Senior Reporter, MECLABS, and I will review the basics of the lead generation funnel. Among other things, we’ll take a basic look at conducting a lead generation analysis, to help you optimize your lead generation process, campaigns and programs. Step #2: Review new leads. MORE
Lead qualification is the process that marketing and sales teams use to screen prospects before sending them to sales reps for further action. In theory, qualified leads are the prospects who are most likely to become customers and who best fit the company’s ideal buyer profile. The goal is to maximize sales efficiency by ensuring that salespeople only devote time to leads they can win. Lead qualification as it’s traditionally done is error-prone and haphazard. MORE
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. However, companies continue to spend untold dollars on lead generation efforts ultimately doomed to fail. Lack of lead management impacts lead conversion and ROI. 61% send all leads directly to Sales; however, only 27% of those leads will be qualified. MORE
But don’t equate “staying in touch” – or lead nurturing success – with simply asking the prospect over and over whether he or she is ready to buy. For a more detailed discussion on this and similar topics, see our white paper: “ Lead Recycling: A More Cost Effective Approach to Demand Generation for High-Technology Companies”. The post Why Lead Nurturing Success Means Not Asking for the Sale appeared first on The Point. MORE
I talk regularly to marketing execs who feel they don’t have the luxury to build a customer base over the long term, so instead of cultivating and nurturing prospects, they focus instead on sales-driven, tactical marketing programs designed to seek out “hot leads” The problem is that programs designed exclusively to uncover highly qualified leads in a very short time frame tend to be 1) challenging and 2) expensive. MORE
The analysts at Demand Gen Report just published their “ 2018 Lead Nurturing & Acceleration Survey Report ” and one conclusion is no surprise: many B2B companies are still really bad at lead nurturing. It’s not just that 44% of respondents said that their lead nurturing “needs improvement.” No, even more alarming is this statistic: 34% of those responding said they are not seeing a measurable difference in the performance of nurtured leads vs. non-nurtured leads. . MORE
Tweet Getting to the heart of lead cost is not easy. In today’s B2B Lead Roundtable Blog post, I wanted to explore cost per lead by sharing a few tips and insights from the panel of industry experts that spoke on the subject at MarketingSherpa Lead Gen Summit 2013. Clearly define what a lead is for your organization. The panel rightfully pointed out the idea of a lead can mean a lot of different things to a lot of different people. MORE
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. Unfortunately, as little as 5 to 15% of all marketing inquiries (aka leads) turn out to be truly sales-ready opportunities. However, according to MarketingSherpa’s data , generating “high-quality leads” is the B2B marketer’s No. MORE
Even with the help of the latest advancements in marketing automation technology, lead generation can still seem fruitless if your leads aren’t actually converting. Understanding Qualified Leads vs. Unqualified Leads. Can You Turn an Unqualified Lead Into a Qualified Lead? MORE
Leads Related Topics The Point
OCTOBER 22, 2020
A client asks: “I know the answer is probably “it depends” but curious if you think there’s a best practice for how many follow-up nurture emails to send TOFU content syndication leads before you stop due to non-engagement?”. When Should I Stop Nurturing a Lead?
The Point
DECEMBER 15, 2020
A client asks: How long should a lead be chronically non-responsive before they’re marked as “marketing suspended”? Over time, an accumulation of stale, non-responsive leads can bump you to a higher pricing tier for your CRM or marketing automation license.
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Sharpspring
JULY 28, 2020
Even with the help of the latest advancements in marketing automation technology, lead generation can still seem fruitless if your leads aren’t actually converting. Understanding Qualified Leads vs. Unqualified Leads. Can You Turn an Unqualified Lead Into a Qualified Lead?
Industrial Marketing Today
SEPTEMBER 17, 2020
Industrial lead generation is an important, if not the #1 goal of industrial marketers. Even though “Generate demand/leads” is at #4, generating high quality leads is. Industrial Lead Generation B2B E-Mail Marketing Marketing Automation Manufacturing content marketing
Advertiser: ZoomInfo
Businesses are laying off workers, shutting their doors (some permanently), and struggling to react to the radical destruction that coronavirus (COVID-19) is doing to our society and communities. Most have already sustained massive damage, and we still have yet to see the scope of impact of the global pandemic that has upended the globe. Any return to normalcy may seem far-off, but sales and marketing are on the front lines of restarting the economy. When the dust settles, we have a responsibility to turn our shock and grief into fierce determination, and lead the charge of responsible, strategic, sustainable future growth. However, there’s no team better suited to lead that charge than the marketing department. Marketers are uniquely positioned to provide creative solutions to aid their organization in times of change and chart a course for navigating success.
KoMarketing Associates
DECEMBER 1, 2020
Many marketers consider themselves to be pros when it comes to lead conversion, but new data suggests that there is still room for improvement. About 44% admitted that their sales personnel are too busy to follow up, yet only 25% have a lead conversion solution in place.
KoMarketing Associates
JUNE 17, 2020
Just don’t expect it to be a significant driver of B2B leads… right? With some clever use of stories, Instagram can be a channel for B2B leads and an important part of your B2B social media strategy. Once more B2B marketers discover how to use stories to generate leads, that statistic just might change. For example, nobody is going to remember a link to a lead magnet page like this: [link]. And you know what we do with forms… we get leads from them.
B2B Lead Generation
JULY 6, 2017
In this post, I’m going to focus on how to do lead management that increases sales conversion. Here’s why: First, B2B lead conversion to actual revenue conversion is low. According to Forrester, top performers convert 1.54% of leads to revenue. And average performers turn less than 0.75% of leads into closed deals. Have you thought about the experience you want to create for your potential customer so as to optimize your lead management approach?
B2B Lead Generation
FEBRUARY 3, 2014
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. As Debbie Pryer, Program Manager, Siemens Healthcare , discovered, finding the right balance between lead quantity and quality takes trust, teamwork and planning. Lead Generation: How using science increased teleprospecting sales handoffs 304% [More from the blogs].
The Point
MAY 19, 2020
It wasn’t that long ago, when marketing automation first burst on the scene, that the height of lead nurture sophistication was the simple, automated sending of multiple, sequential emails. Modern, best-in-class lead nurture programs focus less on automation, and more on leveraging intent data, AI, social engagement, Web behavior and a host of other variables in order to deliver their messages – through a variety of channels – to the right person at the right time.
Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners
Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.
KoMarketing Associates
APRIL 9, 2019
Want more leads? Maybe… but probably what you really want is better leads. It’s 2019, after all – B2B marketers have evolved past “lead gen 101” They need leads that contribute to pipeline. Leads that become closed deals and real revenue. But here’s just one example : 58% of marketers said their top priority was lead quality. Only 46% said it was lead quantity. PPC Lead Generation Competitive Analysis Tools.
PureB2B
JANUARY 22, 2021
As it stands, the idea of lead development is grossly underutilized by sales and marketing professionals today. There is this mindset that if a lead downloads a piece of content or engages with something on our site, they’re ready to be converted to an SQL; and that’s just not always the case.
B2B Lead Generation
NOVEMBER 3, 2014
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. However, companies continue to spend untold dollars on lead generation efforts ultimately doomed to fail. Lack of lead management impacts lead conversion and ROI. 61% send all leads directly to Sales; however, only 27% of those leads will be qualified.
Tomorrow People
JANUARY 7, 2021
Strategy for lead generation includes looking at what you want your website to do, rather than what it is. Often, you’ll find that a limited number of concrete changes make a big difference to your lead generation figures. How many leads each month is each process delivering?
Advertiser: ZoomInfo
When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.
Industrial Marketing Today
APRIL 14, 2020
Industrial blogs are not often talked about by manufacturers when it comes to lead generation. Read more The post, %Industrial Blogs are Essential in Lead Generation% by %Achinta Mitra% was originally published on %Industrial Marketing Today%. Industrial Blogs industrial lead generation Manufacturing content marketingThey tend to brush it off as too time consuming and/or not very effective.
Act-On
MAY 23, 2018
You knew that social media is a very affordable lead generation tool, but did you know that it’s rated third in effectiveness after email and your website? Demand & Lead Generation Social Media Marketing demand gen demand generation lead lead gen lead generation leads social marketing social media social media marketing
The Point
JANUARY 23, 2018
I talk regularly to marketing execs who feel they don’t have the luxury to build a customer base over the long term, so instead of cultivating and nurturing prospects, they focus instead on sales-driven, tactical marketing programs designed to seek out “hot leads” The problem is that programs designed exclusively to uncover highly qualified leads in a very short time frame tend to be 1) challenging and 2) expensive.
The Point
APRIL 22, 2020
I posted recently on LinkedIn that, in the current climate, leads from content syndication and other CPL programs may be an ideal replacement for lost trade shows and other events, and indeed can be an effective way to stay engaged in the marketplace at a time when many buyers are laying low. If your average sales cycle is 6 months, don’t expect content syndication leads to magically convert to opportunities in a matter of days. Quality content = quality leads.
Advertiser: ZoomInfo
Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!
The Point
OCTOBER 25, 2018
The analysts at Demand Gen Report just published their “ 2018 Lead Nurturing & Acceleration Survey Report ” and one conclusion is no surprise: many B2B companies are still really bad at lead nurturing. It’s not just that 44% of respondents said that their lead nurturing “needs improvement.” No, even more alarming is this statistic: 34% of those responding said they are not seeing a measurable difference in the performance of nurtured leads vs. non-nurtured leads. .
Act-On
JUNE 13, 2018
Check out these 12 proven website lead generation strategies to get more and better leads. Demand & Lead Generation Digital Marketing Forms & Landing Pages Lead Generation lead gen lead generation lead generation strategy website optimizationWith examples!
B2B Lead Generation
NOVEMBER 5, 2012
Including lead generation. EST – “ Planning for 2013: How to best utilize top lead gen tactics in the New Year ” – David Kirkpatrick, Senior Reporter, MECLABS, and I will review the basics of the lead generation funnel. Among other things, we’ll take a basic look at conducting a lead generation analysis, to help you optimize your lead generation process, campaigns and programs. Step #2: Review new leads.
B2B Lead Generation
APRIL 6, 2015
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. Unfortunately, as little as 5 to 15% of all marketing inquiries (aka leads) turn out to be truly sales-ready opportunities. However, according to MarketingSherpa’s data , generating “high-quality leads” is the B2B marketer’s No.
Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems
We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years. Join Jay McBain from Forrester as he unpacks these future trends.
The Point
SEPTEMBER 21, 2017
But don’t equate “staying in touch” – or lead nurturing success – with simply asking the prospect over and over whether he or she is ready to buy. For a more detailed discussion on this and similar topics, see our white paper: “ Lead Recycling: A More Cost Effective Approach to Demand Generation for High-Technology Companies”. The post Why Lead Nurturing Success Means Not Asking for the Sale appeared first on The Point.
B2B Lead Generation
JUNE 16, 2014
Tweet Getting to the heart of lead cost is not easy. In today’s B2B Lead Roundtable Blog post, I wanted to explore cost per lead by sharing a few tips and insights from the panel of industry experts that spoke on the subject at MarketingSherpa Lead Gen Summit 2013. Clearly define what a lead is for your organization. The panel rightfully pointed out the idea of a lead can mean a lot of different things to a lot of different people.
The Point
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. Today, of course, a comprehensive lead nurturing strategy is much more than that. Yes, effective lead nurturing can educate, cultivate, and maintain brand awareness over time with a group of prospects that aren’t quite ready to talk with a rep.
RockContent
AUGUST 18, 2020
If you work in marketing field, you certainly know very well what leads are. Continue reading that, after resuming the concept, we will talk about how to qualify leads in your company, achieving better sales results (and this is where the story gets good). What are qualified leads?
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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
RockContent
SEPTEMBER 30, 2020
You already know that one of the major advantages of Inbound Marketing is the opportunity to attract a large number of leads to your company. But even if you already have a strategy in place and the leads are popping up, you still have another challenge ahead: qualify each of them.
B2B Lead Generation
APRIL 13, 2015
Tweet The management of sales leads is critical to generating marketing ROI. Sadly, sales leads often land on the scrap heap because marketers throw leads over the wall and then expect salespeople to catch them. I was recently asked by someone how to utilize lead distribution to gain the best results. So do you invest your hard-won leads on your top performers, or do you try to help your weaker salespeople? The key is to match readiness of the lead (i.e.,
Ignite Tech
OCTOBER 30, 2019
Lead qualification is the process that marketing and sales teams use to screen prospects before sending them to sales reps for further action. In theory, qualified leads are the prospects who are most likely to become customers and who best fit the company’s ideal buyer profile. The goal is to maximize sales efficiency by ensuring that salespeople only devote time to leads they can win. Lead qualification as it’s traditionally done is error-prone and haphazard.
Optinmonster
DECEMBER 17, 2020
Do you want to generate leads with quizzes? You provide a fun interaction for your audience, and you get your lead’s contact details in return. In this article, we’ll look at ten ways you can use quizzes to generate more leads. Why Add a Lead Generation Quiz.
Advertiser: ZoomInfo
In 2019, DiscoverOrg commissioned Forrester Consulting to evaluate sales and marketing intelligence practices in the B2B space. The primary takeaway? Forrester found only 1.2% of companies achieved a score indicating maturity in data management practices. However, organizations are fighting back - and winning.
RockContent
SEPTEMBER 29, 2020
Managing leads in a business is not a simple task. Therefore, it is necessary to establish a lead generation goal : the goal your marketing team should achieve until the next evaluation. Keep on reading, and you’ll find out: What is a lead generation goal? Lead Generation
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