What Works - What Doesn't

Do You Want Sales or an Audience – or Both?

What Works - What Doesn't

That seems to point to the need for content to generate leads and sales, and to be measured on that basis. The market presence and leads will follow, he argues. But don’t his clients want hard dollar results like quality leads, I asked?

15 Ideas to Jump Start a Blockchain Blog  

What Works - What Doesn't

As Amber Baldet, blockchain program lead at J.P. Emin Gün Sirer of Cornell University tells the MIT conference how to build blockchains right.

Trending Sources

Driving Thought Leadership in Blockchain

What Works - What Doesn't

Amber Baldet, blockchain program lead at J.P. Kosta Peric of thge Bill & Melinda Gates foundation describes a blockchain-based digital payment platform for the poor.

Blockchain Will Be Huge. We Think.

What Works - What Doesn't

This will give buyers and sellers better visibility into pricing and availability in a market that’s “screaming for disruption,” said Sandra Ro, digitization lead at CME Group. Both Ro and Amber Baldet, executive director and blockchain program lead at J.P. Finally, broaden your content marketing mindset – as many of my clients are — beyond getting leads to generating interest and involvement from potential partners, investors, regulators and governments.

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

How Much Rope Should You Give a “Corporate Reporter?”

What Works - What Doesn't

I found a really, really smart customer doing some leading-edge marketing automation -- but with a competitor’s product. Companies have been hiring ex-journalists for years as PR people because they knew how to tell a story and how to work with their fellow ink-stained wretches.

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Can PR Firms Find Gold in Marketing Automation Services?

What Works - What Doesn't

With fewer and fewer pubs to pitch to – and less bang for the buck in pitching bloggers who may or may not have influence – it seems like showing they can generate valuable leads for a client is a good move for PR firms.

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Toyota Ad Shows Need For Outsider's Eye on Marketing Content

What Works - What Doesn't

If a global, industry-leading giant like Toyota can miss this basic step, so can you.   One of the biggest blunders tech marketers make is not clearly explaining what their products do.

Selling Your Weaknesses in B2B Content Marketing

What Works - What Doesn't

The post goes on to suggest “Reach, leads and sales should be some of the tangible metrics that are measured as part of social media marketing strategies.”. I’ve long argued that admitting your product or service isn’t the right hammer for every nail is an effective way to sell.

Empathy: Your Lead Generation Superpower

Speaker: Brian Carroll, CEO & Founder of markempa

The single biggest issue for B2B growth is effective lead generation: increasing lead quality and quantity. Empathy is not just a “soft” skill, it's an incredibly powerful tool to understand customer motivation and increase lead conversion.

Using Online Games To Sell Complex B2B Software

What Works - What Doesn't

Which leads me to ask whether you should wait to offer a prospect an online game until they are willing to invest all the time required to wait for screens to load, understand the rules of the game, work through the scenarios, and cope with problems like crashing browsers?

Boeing Redesigns Web Site Around Features. And the Business Case Is?

What Works - What Doesn't

Technorati Tags: Boeing , B2B marketing , content marketing , Web site design , marketing , public relations As a hopeless aviation geek, I love the new Boeing Web site which leads not with corporate boilerplate, but with big, splashy photos of its airplanes and its people doing cool things.

To Sell A Conference, Give Away Last Year’s “Takeaways”

What Works - What Doesn't

So even if you don’t get the prospect for the conference, you might have a lead for a product or service sale. What great, usable content is sitting around your organization you could be using to attract conference attendees – or sales leads?

Why "Cost Per Lead" Is The Wrong Question

What Works - What Doesn't

Ask anyone selling marketing software or services what their “cost per lead” is and you’ll get a different, and self-serving, answer. But you’re actually asking to be bamboozled because you haven’t defined a “lead.”   Naturally, the price goes up the better the “lead” is. But identifying which “leads” have the right other products to make them a good lead boosts the cost closer to $80.

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Virtual Trade Shows for Mere Mortals

What Works - What Doesn't

Tags: Content Marketing IT Marketing B2B marketing content marketing lead generation lead nurturing readership tracking SAP virtual trade shows

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

What Is Content Marketing?

What Works - What Doesn't

You’ll also need a way to distribute your content, which can be anything from free blogging software to more expensive marketing automation systems that automatically score leads and send them to your CRM system. Content marketing means using anything from spec sheets to white papers to case studies, Webinars or podcasts to keep prospects interested. Sure, people have been doing “content marketing” since the first salesman left the first brochure on the first customer’s desk.

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.

Why Lead Nurturing Success Means Not Asking for the Sale

The Point

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. The post Why Lead Nurturing Success Means Not Asking for the Sale appeared first on The Point.

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 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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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.

How Much Leads Cost

ViewPoint

I review a lot of content on this topic and am amazed at what I find written about lead cost. For example: “The average cost per lead across all the companies surveyed is almost $200 ($198.44).Admittedly, Others stated that the range is between $35 – $100 for a B2B lead. Of course, it depends on what you are selling, but common sense tells you that B2B leads for a complex sale (that are worth a sales rep’s time) are probably going to cost more than $200.

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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.

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

6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)

ViewPoint

There’s plenty of mediocrity in lead generation—both in-house and outsourced. However, there are a lot of things good insourced operations and lead generation companies do well. While lead generation (or teleprospecting) is not rocket science, there are a lot of moving parts in a well-run lead generation machine. Failure to execute and coordinate all of the moving parts leads to poor results. Of course leads are the desired outcome of most marketing programs.

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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.

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.

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.

9 Experts Rethinking Demand Generation

How to strategically target your content and lead generation campaigns to disrupt the status quo and facilitate the sale

Qualified vs. Unqualified Leads

Salesfusion

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

Lead 101

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.

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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What Percent of Leads Should Sales Close?

ViewPoint

There are many factors that impact the percent of leads that should be closed by sales. This blog will take you through five factors that impact lead close rate and a calculation you can use to determine the minimum close rates your product or solution requires. The five main factors in lead close rate are: Market definition. Lead definition. Lead cost. Process for following up on leads. Lead nurturing. per so-called lead. Lead Rate.

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Seven Things Marketers Need to Know About Lead Generation

Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY

Lead generation is the process of attracting and converting strangers and prospects into someone who has indicated interest in your company's product or service. One of the biggest responsibilities and challenges for marketers is generating leads.

New Research on How B2B Marketers Get More Leads

Act-On

Lead generation, also commonly referred to as lead gen, continues to be one of B2B marketers’ top goals. It’s so important that if you distilled an average B2B marketer’s job description down to two words, they might well be “get leads”. Lead scoring gets more important.

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.

Is Anyone Leading Lead Management?

ViewPoint

Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. My point is this—you need a Sales Lead Manager to pull all of the competing departments and managers together to obtain the best revenue per lead for your company.

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.