B2B Lead Generation Blog

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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

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 to Improve Lead Routing for More Sales

B2B Lead Generation Blog

Have you recently looked at your lead routing and assignment process? LeadData’s new report, The State of Lead Management , based on a survey of 527 B2B sellers and marketers found an average 25.5 % of marketing-generated leads get assigned to the wrong account owner. Over 25% of marketing-generated leads get assigned to the wrong person. LeanData also discovered sales and marketing leaders also have different opinions on lead follow-up effectiveness.

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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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

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.

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.

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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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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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

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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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.

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.

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.

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

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.

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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.

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.

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.

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.

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.

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.

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.

Why purpose matters to marketing: growth, revenue, and profit

B2B Lead Generation Blog

Most companies are pushing their product and their services rather than really leading from what their business is here to do and bridging that gap between the purpose of the company and the people that are in line with that. The post Why purpose matters to marketing: growth, revenue, and profit appeared first on B2B Lead Blog. Does your purpose currently impact your marketing, revenue growth, and profit? If not, it should.

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.

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

5 Ways to Transform Your Content From Adequate to Awesome

B2B Lead Generation Blog

The post 5 Ways to Transform Your Content From Adequate to Awesome appeared first on B2B Lead Blog. We’re overloaded with the message that “Content Is King,” but teams are still struggling with where to even start. Some latch onto sales trends that only guide a short-term strategy, while others rely on new technologies to do the work for them. We’re constantly inundated with endless choices as to the way we create, pitch, and share content with today’s changing sales landscape.

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The Biggest Contributor to B2B Revenue

B2B Lead Generation Blog

In most B2B companies with complex products or services, marketing-sourced leads rarely account for even half the revenue and often it is much less. Very quickly, these teams contribute more pipeline than any other lead source.

16 Proven Ways to Get Better Opportunities Now (Part 2)

B2B Lead Generation Blog

Marketers spend a lot of time and effort generating inbound leads, but they often struggle getting those leads to convert into sales opportunities and customers after they hand them off to sales. . Touch longer-term leads frequently and relevantly. .

16 Proven Ways to Get Better Opportunities Now (Part 1)

B2B Lead Generation Blog

When I’ve talked with marketers about their b2b lead generation results, I’ve heard statements like, “We’re generating a ton of leads, but they aren’t converting” or “We need to increase lead quantity” or “We need to generate more qualified leads.”.

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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.

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: 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 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.”

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.

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.

Optimizing Lead Distribution for Higher Conversion

B2B Lead Generation Blog

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.,

How giving useful ideas and secrets builds trust

B2B Lead Generation Blog

I had coffee with a potential partner, and our conversation ebbed to us talking about business philosophy, marketing, and lead generation. The purpose of a website is to convert, to get people to respond, and generate leads.”

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