B2B Lead Generation Blog

How customer-hero stories help you connect better

B2B Lead Generation Blog

Marketing thinks they’re sending these great leads to sales, and sales, they go into a black hole and then there’s no follow-up. Sales thinks that the leads from marketing are coming from the janitorial staff of the company that they’re selling to.

How to do lead management that improves conversion

B2B Lead Generation Blog

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?

Trending Sources

5 Useful Lead Nurturing Tactics to Get More Opportunities

B2B Lead Generation Blog

Lead nurturing is one of those things that’s easy to talk about but hard to do. In this article, I’ll share how to apply lead nurturing to help advance leads through three stages of your lead generation funnel to get more qualified opportunities. Three Lead Generation Stages You Need to Nurture. At this stage, you’re moving them from being a lead to a sales qualified opportunity. Don’t rely on just one primary lead source. Lead Nurturing

Who should own lead generation for a complex sale?

B2B Lead Generation Blog

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?

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

New B2B Persona Research From Salesforce and LinkedIn Study

B2B Lead Generation Blog

Lead Nurturing: 5 Useful Tactics to Get More Opportunities. The post New B2B Persona Research From Salesforce and LinkedIn Study appeared first on B2B Lead Blog. Lead GenerationWhen was the last time you looked at the quality and accuracy of your B2B persona and contact data? Getting the right content to the right people continues to be a challenge in B2B marketing.

Tips on how to use LinkedIn for Better Lead Generation

B2B Lead Generation Blog

Have you ever wondered about how can you use LinkedIn for better lead generation and business. What are tips and advice do you have for people want to use LinkedIn more effectively for business development/lead generation? . Related resources: How to Use LinkedIn to Generate Leads.

31 Tips for Improving Sales and Marketing Lead Generation Alignment

B2B Lead Generation Blog

How does your sales team perceive the leads Marketing produces? They complain about lead quality. They complain about lead volume. The say leads, what leads? Marketing gives us leads? Centralize the lead qualification process.

B2B Content Marketing: Will Video Kill eBooks?

B2B Lead Generation Blog

Like a lot of B2B companies, the Act-On team was using eBooks and live-casting webinar videos to drive a high volume of the leads. Act-On integrated these Vidyard engagement metrics into the lead scoring functionality in the Act-On marketing automation software.

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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

7 Tips to Boost Your Email Nurturing Results Immediately

B2B Lead Generation Blog

This is important because marketers rely on email as the top lead-nurturing tactic and according to Econsultancy, it’s the best channel for ROI. By addressing the customer’s anxiety (with empathy) through the tone of the email, they saw a 349% increase in total lead inquiries. Read more on how to put your customers first in lead generation. At this stage, you’re moving them from being lead to a sales qualified opportunity.

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How Empathy Will Grow Your Sales and Marketing Pipeline

B2B Lead Generation Blog

In our rush to obtain leads, drive opportunities and move the sales needle, it’s too easy to forget that we need to address the emotional needs (fears, hopes, wants, and aspirations) of our customers. Our marketing and lead nurturing are anchored on this idea.

Best B2B Lead Posts in 2014: Lead generation, lead nurturing and content marketing

B2B Lead Generation Blog

Read on to find out what B2B Lead Roundtable Blog posts were shared the most as well as the three topics B2B marketers valued most in 2014. Topic #1 — Lead generation is king. Lead generation was a huge topic for 2014 and for good reason. Lead nurturing, that is.

6 Ideas to Create More Relevant Lead Nurturing Emails

B2B Lead Generation Blog

1 lead-nurturing tactic. Read more on how to put your customers first in lead generation. If you have a complex sale, the best way I know how to do this is by combining a human touch with your sales pitch to build relationships with your lead-nurturing message.

Stuck on words: how can marketing connect with customers better?

B2B Lead Generation Blog

You see, I’ve worked in the world of complex sales, B2B marketing, and lead generation for two decades. Back when I wrote the book Lead Generation for the Complex Sale which succeeded beyond my hopes. To help, I’ve written about things like: remember that leads are people. For example, the minute I call someone a “lead” or “prospect,” I turn them into an object in my mind. Lead Nurturing: 4 Steps to walking the buying path with your customers.

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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

Lead Nurturing: Unique tracks and impactful tests

B2B Lead Generation Blog

Tweet I was recently interviewed by Marketo for their Definitive Guide to Lead Nurturing eBook, and I wanted to share some ideas that didn’t find their way into the guide as well as some additional thoughts on lead nurturing with you. This is the essence of lead nurturing.

Building Your Strategic Lead Generation Portfolio

B2B Lead Generation Blog

Tweet To be successful at lead generation, marketers can’t rely on one specific tactic. A while ago, I created a mind map of lead generation channels for my book Lead Generation for the Complex Sale. Build your lead generation calendar.

How to Put the Customer First in Lead Generation

B2B Lead Generation Blog

Tweet Putting customers first in lead generation. Unfortunately, empathy is often ignored or lost when we start to become overly clever and complex with lead generation. At its core, lead generation is really about relationships.

Lead Nurturing in 6 Simple Steps

B2B Lead Generation Blog

Tweet What’s the quickest, cheapest way to implement lead nurturing? I get that question frequently when I talk to marketers about lead nurturing. Lead nurturing is pretty easy to understand, but hard to execute when you have little time or budget.

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

Lead Nurturing: What it is, and what it is not

B2B Lead Generation Blog

Tweet Building on my post last week , I was reminded of a conversation I had with a marketer who was meeting with her new boss to explain the need for a new lead nurturing strategy. The problem was that her boss felt their current integrated marketing campaigns qualified as lead nurturing.

4 Ways to Humanize Marketing to Fit Your Buyer’s Journey

B2B Lead Generation Blog

In this post , Jon Westenberg writes: Treating people like leads instead of humans just doesn’t work. We know when we’re treated as objects (we’re just a conversion, a click, or an increase in lead score). For more on this read, How to Put the Customer First in Lead Generation.

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What can B2B Marketers Adopt from Growth Hacking?

B2B Lead Generation Blog

appeared first on B2B Lead Blog. What can you learn from growth hacking and how can it help you develop a mindset to better your B2B marketing? To help answer this question, I interviewed Neil Patel ( @neilpatel ), co-founder of Crazy E gg, Hello Bar, and KISSmetrics.

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How to Attract B2B Buyers with Killer Content

B2B Lead Generation Blog

The post How to Attract B2B Buyers with Killer Content appeared first on the B2B Lead Blog. Content marketing is booming. According to the 2017 B2B Content Marketing Trends, 39% of companies are increasing investment in content marketing. And yet most companies are not creating effective content. Want proof? Two of the leaders in B2B funnel benchmarking, SiriusDecisions and Forrester, will tell you that inquiry-to-closed-won conversion ratios are often below two percent […].

Lead Generation via Influencers and Experts in 4 Steps

B2B Lead Generation Blog

Tweet Proactively building relationships with influencers and industry experts and is a powerful way to generate leads and positive word of mouth (WOM). You and your company could also be sales lead referral source for them as well.

10 Most Popular B2B Lead Blog Posts of 2016

B2B Lead Generation Blog

I’ve compiled a list of the 10 most popular and shared posts on the B2B Lead Blog, chosen by marketers, just like you, to help you get ready to have a great 2017. Tips On How to Use LinkedIn for Better Lead Generation. Read the Tips on How to Use LinkedIn for Better Lead Generation.

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Email Marketing: 3 lead nurture paths you should automate

B2B Lead Generation Blog

Tweet Marketing automation can help you manage lead nurturing efforts in a complex marketplace. As I mentioned at the start of this post, automation can help you manage lead nurturing, but you can’t automate trust.

Empathetic Marketing: How To Connect With Your Customers

B2B Lead Generation Blog

The post Empathetic Marketing: How To Connect With Your Customers appeared first on B2B Lead Blog. Have you made empathetic marketing part of your strategy in 2017? If not, you should. I interviewed Michael Brenner ( @BrennerMichael ) the CEO of MarketingInsiderGroup.com.

New Chapter for the B2B Lead Blog

B2B Lead Generation Blog

You may have noticed the B2B Lead Blog has a new look. Over the next few months, I’ll be starting a business and working on my next book, a sequel to Lead Generation for the Complex Sale. Feel free to comment here or join me on the B2B Lead Roundtable LinkedIn Group.

15 Tips to Generate More Leads in 2015 (Part 1, featuring tips 1-5)

B2B Lead Generation Blog

Tweet It’s a new year, and you’re likely kicking off marketing and lead generation programs to drive more new leads for 2015. Most new leads go nowhere. It’s not about more leads; it’s about doing better with the ones you already have.

4 Steps to Lead Nurturing: Walking the buying path with your customers

B2B Lead Generation Blog

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. If you’re wondering what kinds of content helps progress leads further faster, ask your sales team.

Lead Gen: A proposed replacement for BANT

B2B Lead Generation Blog

Tweet According to the MarketingSherpa 2012 Lead Generation Benchmark Report , 24% of marketers ask a timeline-to-purchase question on their lead capture forms. Q: Please select the most important fields that you need to collect from your leads on the lead generation form.

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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.

Why customer advocacy should be at the heart of your marketing

B2B Lead Generation Blog

Customer advocacy marketing programs help you increase revenue by improving customer acquisition and retention (and they’re your bes source of leads). It’s because you believe and we think that your ideas are leading edge and are going to be ones that everyone else is going to subscribe to, so we want to spend more time listening to you. Marketers now are good at running these cross-functional, multimodal, nurturing-style campaigns to drive leads and this sort of thing.

Lead Generation: 2 simple tips to determine cost per lead

B2B Lead Generation Blog

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.

How to Use Trigger Events for More and Better Leads

B2B Lead Generation Blog

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 . Step 3: Start using trigger events for better and more lead generation . Lead Generation

How the Halo Effect Drives Lead Generation

B2B Lead Generation Blog

My dad taught me many lessons growing up, and one that stands out as relevant to lead generation went something like this: He said, “Choose your friends carefully because we become like the people we spend most of our time with, and [like it or not] we’re judged by the company we keep.”

Lead Nurturing: Why good call scripts are built on storytelling

B2B Lead Generation Blog

In this B2B Lead Roundtable Blog post, we’ll break down a call script used for voicemails from a lead nurturing experiment to better understand how positioning your “ask” at the right time can aid your lead nurturing efforts.

Content Marketing Tips for Lead Nurturing

B2B Lead Generation Blog

Tweet I was asked by a reader to provide some examples of what lead nurturing touches may look like. Lead nurturing is something that’s fairly easy to understand, but for many, it’s become a frustrating thing consistently execute for two reasons: Lack of content. I’ve found that many marketers get stuck on not having enough good and effective lead nurturing content. My advice is to start accumulating and building your lead nurturing library now.