B2B Lead Generation Blog

How customer-hero stories help you connect better

B2B Lead Generation Blog

The answer can make a huge difference in your sales and marketing results. And he’s had a profound influence on how we sell and market, especially those who are in B2B. What inspired you to talk about integrating with marketing and sales?

What can B2B Marketers Adopt from Growth Hacking?

B2B Lead Generation Blog

What can you learn from growth hacking and how can it help you develop a mindset to better your B2B marketing? As marketers, we can reject having a growth mindset without realizing it. First, marketers generally follow this approach: We plan, then, we execute.

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Trending Sources

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

B2B Lead Generation Blog

So how do you humanize marketing to fit your buyer’s journey? Because they feel it’s not authentic and marketers using marketing automation in a way that misses confuses the bigger picture. It Doesn’t Take a Marketer to Know When It’s NOT Humanized Marketing.

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B2B Content Marketing: Will Video Kill eBooks?

B2B Lead Generation Blog

“With the rise of content marketing, a lot of businesses get stuck in the eBook rut,” saysLinda West ( @ misslindawest ), Director of Digital Marketing at Act-On Software , a rapidly growing company that makes a marketing automation Software as a Service (SaaS).

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Increase Marketing ROI 10X and Prove It

See how a marketing team demonstrated 10X ROI and increased sales by 35% with marketing automation

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. The goal of this post is to give you seven tips to boost your email nurturing and marketing results immediately. It’s funny when we put on our marketing and sales hats or walk into our offices how we can talk and write differently. As I’ve written before, the best marketing feels like helping (because it is.).

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New B2B Persona Research From Salesforce and LinkedIn Study

B2B Lead Generation Blog

Getting the right content to the right people continues to be a challenge in B2B marketing. To do a detailed audience analysis to help marketers understand how they can improve marketing accuracy. Mathew works with Salesforce and is the Principal of Marketing Insights to talk about the just released report, B2B Personas: Targeting Audiences. I wanted to talk with Mat and bring this vital information to B2B marketers. As a marketer, we have metrics.

5 Useful Lead Nurturing Tactics to Get More Opportunities

B2B Lead Generation Blog

This is where the hand-off from marketing to sales takes place and where people ultimately make the buying decision. The best marketers approach their work like a portfolio manager would run their mutual fund. Marketers allocate the largest chunk of their budget to TOFU (channels, content, and martech). I often recommend marketers to allocate about 20% to 40% to nurturing the leads you already have in the middle and bottom of your funnel.

How to do lead management that improves conversion

B2B Lead Generation Blog

Source: Forrester US and Europe B2B Marketing Tactics and Benchmarks Online Survey. Also, marketers see generating high-quality leads as their number one business challenge according to The 2017 State of Digital Marketing Report published by DemandWave. Source: 2017 State of Digital Marketing Report published by DemandWave. Sales have not been given the ability to hand leads back to marketing to re-engage for further work or nurturing on their behalf.

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

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. To keep valuable field sales resources productive, many of the more innovative sales and marketing departments build “sales development” teams.

How to Attract B2B Buyers with Killer Content

B2B Lead Generation Blog

Content marketing is booming. According to the 2017 B2B Content Marketing Trends, 39% of companies are increasing investment in content marketing. Content Marketing buyer personas content marketing empathetic marketing empathy ideal customer profile value propositionAnd yet most companies are not creating effective content. Want proof?

How to Improve Lead Routing for More Sales

B2B Lead Generation Blog

If not, you could be leaking revenue and marketing ROI. 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.

31 Tips for Improving Sales and Marketing Lead Generation Alignment

B2B Lead Generation Blog

Tweet More often than not, there seems to be a disconnect between Marketing and Sales. How does your sales team perceive the leads Marketing produces? Marketing gives us leads? Consider having short huddles daily and weekly between the marketing and sales team members.

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. Even with the increase of content marketing and inbound marketing, I find salespeople get stuck carrying the load of prospecting for their leads. Marketing rarely generates a sufficient volume of qualified leads. It’s not because marketing can’t or won’t.

5 Pillars of Marketing Automation Success

Ensure Your B2B Marketing Clients Get the Best Results

Fast Growth Marketing: From 0 to 500,000 Users

B2B Lead Generation Blog

How can you drive fast growth with marketing? It’s used by all business professionals, but our biggest participants are sales and marketing folks that really need to keep their finger on the pulse of their competitive grasps. What do you see is the future of B2B sales marketing?

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. We can learn from marketers like Dave Gerhardt at Drift. CEO, Marketer, Seller and so on).

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5 Ways to Transform Your Content From Adequate to Awesome

B2B Lead Generation Blog

At the same time, many sales and marketing teams are quickly learning that more content options often mean more content problems. The latest data says that marketing leaders recognize a huge need for content control. A 2017 study by Heinz and Highspot revealed a 15% gap between what marketing teams rated as the importance of content accessibility and their own team’s performance. 1) Align Sales and Marketing. 4 Ways You Can Humanize Marketing and Build Relationships.

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

B2B Lead Generation Blog

Does your purpose currently impact your marketing, revenue growth, and profit? I’ve learned a lot about marketing with purpose and why it’s important to revenue growth and profit and I’m excited to share her thinking with you. What inspired you to focus on purpose and humanize marketing? When many marketers were talking about how to rank #1 in Google, I was talking a lot about the benefit of community and of businesses building a community to help their companies.

7 Common Marketing Mistakes and strategies to avoid them

This white paper addresses the 7 most common challenges marketers hit when marketing products, solutions, or services and offers proven advice on how to avoid these missteps and improve the success of your marketing efforts

6 Ideas to Create More Relevant Lead Nurturing Emails

B2B Lead Generation Blog

This is hugely important because most marketers rely on email as their No. Read more on Email Marketing: 3 lead nurture paths you should automate. Be sure to add this information to your marketing data often so that you can easily define your target segments based on these indicators.

The Most Important B2B Marketing Metrics for CEOs

B2B Lead Generation Blog

Tweet CEOs expect their marketing leaders to provide metrics and be accountable in meeting their numbers, just like their expectations for sales leaders. Oftentimes, CEOs’ marketing leaders only have various activity KPIs and some squishy metrics, such as brand recognition.

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. To learn more about how marketing automation impacts lead generation, you can watch the exclusive MarketingSherpa on-demand replay of “ The Marketing Automation and Autonomy Paradox.”.

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.

Flip My Funnel - Guide To B2B Account Based Marketing

As modern B2B marketers, we have been lucky enough to witness some of the most dramatic shifts in marketing strategies and technologies

Tips on how to use LinkedIn for Better Lead Generation

B2B Lead Generation Blog

Then came a couple of decades of marketing positions – mostly in the technology industry. I see sales and marketing people trying too hard to automate and template-ize their actions, focusing on quantity and not quality.

Inbound Marketing: How a B2B company used a content marketing strategy to improve customer experience

B2B Lead Generation Blog

Tweet Inbound marketing is typically a term reserved for B2C companies striving to draw customers in with flashy social media campaigns, witty tweets and beautiful infographics. Content Marketing Tips for Lead Nurturing [More from the blogs].

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. . Most marketers try to generate all the content they send to leads themselves.

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. The best marketers don’t rely on one specific tactic to generate leads. Improve the alignment between Marketing and Sales.

The Marketing Landscape: Where Data and Content Merge

Understand the importance of good data and good content and how they work together to help your marketing efforts

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Generation Blog

What are the five ways you can immediately improve your account based marketing (ABM) and selling? Jim: Hi, we’ve got Brian Carroll on today, and we’re going to talk about five ways to improve account based marketing and selling. I described I was in marketing.

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). This year, “ The Role of Marketing in Customer Advocacy ” report found that has increased to 67% which is a 570% increase. Mark is the Founder and CEO of Influitive and he’s been a thought leader in the space of sales and marketing technology; a real innovator. They don’t do traditional marketing.

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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3 Good Questions to Align Strategy, B2B Marketing, and Sales

B2B Lead Generation Blog

Have you intentionally linked your sales, b2b marketing, and strategy? . I thought Frank had a practical approach to aligning sales and marketing. That’s not marketing. And it’s not the responsibility of the market to be kind to any company and its strategy.

Empathy: Your Lead Generation Superpower

Speaker: Brian Carroll, CEO & Founder of markempa

Today’s sales and marketing environment is a paradox. There has never been more marketing channels to reach potential customers. That's why we need to go beyond rational-logic based marketing to understand how our customers feel.

Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

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. Create a marketing funnel .

How to Put the Customer First in Lead Generation

B2B Lead Generation Blog

As marketers, we have more ways to observe our customers behavior and can leverage tools like marketing automation, Web analytics and CRM systems to help us manage all this complexity. Customer-centric Marketing: How transparency translates into trust [More from the blogs].

Lead Nurturing in 6 Simple Steps

B2B Lead Generation Blog

I get that question frequently when I talk to marketers about lead nurturing. Lead nurturing can be executed without expensive marketing automation tools; there are plenty of simple, low-cost platforms to start off with. Lead nurturing is not a single marketing campaign.

Where’s the Passion in B2B Marketing?

B2B Lead Generation Blog

It’s been an amazing experience, and I’ve loved meeting leaders in sales and marketing from all over the world and being part of this community. I’ve been thinking about passion and what role it plays in our careers as marketers and leaders.

Best Practices for a Marketing Database Cleanse

A framework comprising of best practices to consider and red flags to avoid