B2B Lead Generation Blog

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B2B Content Marketing: Will Video Kill eBooks?

B2B Lead Generation Blog

Research by eMarketer bears out Linda’s observation: US consumers spent five and a half hours per day in 2015 watching video, an increase of 34 minutes from 2011.

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5 Useful Lead Nurturing Tactics to Get More Opportunities

B2B Lead Generation Blog

Research where your customers and clients are going for information. 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. Here’s the thing: Our customer’s don’t see our funnels. They only have the aggregate experience of what they see, hear, and feel from us.

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

B2B Lead Generation Blog

Here’s why: According to research, curated by Mack Fogelson, consider the following: 73% of people care about the company, not just the product when making a purchase. Does your purpose currently impact your marketing, revenue growth, and profit? If not, it should. BBMG ). 50% of purchases are made because of word-of-mouth (Brains on Fire). 85% of purpose-led companies showed positive growth ( Harvard Business Review/EY ).

The Biggest Contributor to B2B Revenue

B2B Lead Generation Blog

earlier in the product lifecycle), especially when the monthly recurring revenue or deal size is larger, hiring reps just to research accounts can increase the overall return on sales development resources.

How giving useful ideas and secrets builds trust

B2B Lead Generation Blog

People use the web and social media for research; they’re looking for fresh ideas, insight, and actionable information. I had coffee with a potential partner, and our conversation ebbed to us talking about business philosophy, marketing, and lead generation.

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Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

Many “leads” are actually still early in the buying process and are conducting general market research. Based on your company’s value proposition research, ask questions that show you understand the challenges your prospects face.

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

B2B Lead Generation Blog

Startling as it may seem, recent research (and even studies from 20 years ago) shows that longer-term leads (future opportunities), often ignored by salespeople, represent almost 40 to 70% of potential sales. Tweet Lead generation can take you on a long hike.

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Generation Blog

And third I am researching a new book which is going to be around empathetic marketing, and so I am in the process of running field test and experiments with companies both B2B and then also we are testing in nonprofits.

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

B2B Lead Generation Blog

We had a memorable time sharing ideas, and research. So, I reached out to him and interviewed him about what he’s learned through his research for his most recent book Aligning Strategy and Sales (Harvard Business Review Press).

Lead Nurturing in 6 Simple Steps

B2B Lead Generation Blog

Marketing Research Chart: The ROI of lead nurturing [MarketingSherpa chart]. 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 Generation via Influencers and Experts in 4 Steps

B2B Lead Generation Blog

Step 2: Focus — Research them, their companies and their clients or customers. As you build your lead generation program, your experts may be interested in codeveloping white papers, special research reports, articles and even events with you.

How to deal with change stress and be a better marketer

B2B Lead Generation Blog

Harvard Business School psychologist Francesca Gino researched meditation and showed employees taking just 15 minutes to write and reflect at the end of the day performed 22.8% As marketers, we deal with a lot of change stress. Seriously. The marketing world is exploding.

Lead Nurturing: Unique tracks and impactful tests

B2B Lead Generation Blog

Marketing Research Chart: The ROI of lead nurturing [MarketingSherpa chart]. Marketing Research Chart: Messaging tactics for effective lead nurturing [MarketingSherpa chart].

How to Use Trigger Events for More and Better Leads

B2B Lead Generation Blog

You can research new business opportunities based on trigger events, for little to no cost, by leveraging press releases, websites, and newswires. People aren’t ready to buy when we want to sell. Think about it. .

Introduction to Lead Management

B2B Lead Generation Blog

Of the 1,745 marketers surveyed, the research showed the following: 68% of study participants have not identified their Sales and Marketing funnel.

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

B2B Lead Generation Blog

Marketing Research Chart: SEO most effective tactic for lead gen, but also among the most difficult [MarketingSherpa chart]. 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.

Lead Nurturing: Why good call scripts are built on storytelling

B2B Lead Generation Blog

The MECLABS research team hypothesized the follow-up section, or part 3 in the control, was buried too deep in script and should be moved up in the treatment. Tweet In teleprospecting, it’s not just about what you “ask” prospects; it’s about when you ask them.

Lead Generation: Content among the most difficult tactics, but also quite effective

B2B Lead Generation Blog

Until that time comes, be the resource that they go to while researching solutions to their problems. – Counting in: Solid keyword research.

15 Tips to Generate More Leads in 2015 (Part 3, featuring tips 11-15)

B2B Lead Generation Blog

Marketing Research Chart: SEO most effective tactic for lead gen, but also among the most difficult [MarketingSherpa chart]. Tweet To kick off the new year I’m sharing 15 ideas on improving your lead management.

Content Marketing Tips for Lead Nurturing

B2B Lead Generation Blog

Direct mail examples: personal letters, dimensional mailers, books, post cards, newsletters, press releases, white papers, event invitations, research reports, case studies, success stories and third-party articles. Research reports — Presenting findings from your research or that have been conducted by third parties. Marketing Research Chart: The ROI of lead nurturing [MarketingSherpa chart].

How the Halo Effect Drives Lead Generation

B2B Lead Generation Blog

We see the halo effect demonstrated in places like the Harvard Business Review , where it’s quite common to see business executives collaborate on papers with a professor or sponsor research projects.

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Generation Blog

In fact, a lead generation Research Partner of ours at MECLABS wanted to discover new strategies to increase engagement and encourage deeper conversation. Primary Research Question: Which voicemail script will generate the most lead responses?

Lead Gen: A proposed replacement for BANT

B2B Lead Generation Blog

Before asking them questions, do some research on LinkedIn to see if it sounds like they are responsible for what you sell. For example, you might say, “We have some new research that marketing executives faced with lead follow-up and lead conversion challenges find very helpful.

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3 Factors that Connect Value Prop to Prospects

B2B Lead Generation Blog

But here a hint: A little research on your existing customers will also help you understand some common prospect motivations for your offerings, and you may even discover a few patterns you never knew existed.

B2B Marketing: 3 simple tips for creating PPC ads

B2B Lead Generation Blog

Overall, one thing I’ve seen in my experiences in working with our Research Partners is the basics of copywriting are often a first casualty in PPC ad design. Marketing Research Chart: What is the biggest B2B marketing challenge?

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Lead Generation: The power of copy

B2B Lead Generation Blog

But, before we dive in, here are the research notes to add a little context around the testing. Primary Research Question: Which form messaging will result in the most leads? Tweet Words matter. Words inspire. Words are influence.

15 Tips to Generate More Leads in 2015 (Part 2, featuring tips 6-10)

B2B Lead Generation Blog

One MECLABS research partner worked with an outside publisher to develop educational webinars and brought in some editorial support to help them develop some thought leadership pieces that didn’t focus on products or sales.

A/B Testing: How adding a second CTA increased clickthrough 291%

B2B Lead Generation Blog

To answer that question and more for one B2B SaaS nonprofit, Jon Powell, Senior Executive Research and Development Manager, MECLABS Institute, worked with Shari Tishman, Director of Engagement, and Lauren Wagner, Senior Manager of Engagement, both of VolunteerMatch.

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Marketing Automation: Lessons from 4 case studies

B2B Lead Generation Blog

Crain’s Business Insurance is a trade publication that faced the challenge all publications are undergoing right now with declining advertising revenue, but at the same time, its industry customers began buying up-front research and content. Tweet Marketing automation technology has become an indispensable tool in the complex sale marketer’s arsenal. Lead generation, lead nurturing and determining the time for the handoff to Sales would be extremely difficult without that technology.

Content Marketing: 4 stages to mapping your content strategy

B2B Lead Generation Blog

While each industry will vary, research has found four key milestones most lead nurturing processes have in common. Marketing Research Chart: Which channels do your peers produce content on?

Social Media Marketing: 6 tips for running a valuable LinkedIn group that attracts prospects

B2B Lead Generation Blog

For research, I posted several questions to the group, including, “What issues turn you off when you join a LinkedIn group?”. Tweet How easy it is for the mighty to fall. Especially on social media.

Lead Generation: Who knows the customer better – Marketing or Sales?

B2B Lead Generation Blog

Keyword strategy research. Marketing Strategy customer research Sales sales marketing alignment Tweet I once worked with a field marketing vice president who was calm, cool and collected for every presentation she prepared for. Well, all except one. The only presentation that ever seemed to rattle her nerves – and just ever so slightly – was the annual presentation to Sales leaders, justifying her upcoming budget (and, perhaps, existence). “We We talk to the customer every day…”.

10 Ways to Optimize Your Lead Conversion Rate

B2B Lead Generation Blog

Ecommerce Research Chart: Overall conversion rates [MarketingSherpa Chart of the Week]. Tweet The ultimate goal of B2B marketing and lead generation is to help the sales team sell. Marketers spend a lot of time and effort creating inbound leads but struggle getting those leads to convert into customers after they hand them off to sales.

Email Marketing: 4 steps to relevancy 85% of B2B businesses probably aren’t taking

B2B Lead Generation Blog

I discussed this with my colleague Daniel Burstein, Director of Editorial Content, MECLABS, and he agreed with my concern and related a conversation he had with one of our company’s Research Partners.

Mobile Marketing: What 4 top B2B companies can teach us about mobile

B2B Lead Generation Blog

Avaya recognizes visitors are using the mobile platform differently and likely more for research purposes than for actual transactions. This is important considering recent research reveals 31% of a U.S.

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Lead Capture: How undermining value impacts conversion

B2B Lead Generation Blog

In this B2B Lead Roundtable Blog post, we’ll examine a recent experiment in which the MECLABS research team explored how undermining the value you offer prospects can potentially impact your conversion. Primary Research Question: Which page will obtain the most form submissions?

Lead Nurturing: You can’t automate trust

B2B Lead Generation Blog

My research shows that executive buyers choose the salesperson who has been a resource and developed a trusted relationship with them regardless of their timing to buy. Marketing Research Chart: Messaging tactics for effective lead nurturing [MarketingSherpa chart]. Tweet I recently had coffee to catch up with my friend Jill Konrath and we were talking about new opportunities, ideas for the improvement of lead nurturing and I’m currently pondering my next book.

Lead Gen Tactics from 4 MarketingSherpa Case Studies

B2B Lead Generation Blog

Marketing Research Chart: Most widely used lead gen tactics [MarketingSherpa Research Chart of the Week]. Tweet Our sister publication, MarketingSherpa, publishes three weekly newsletter case studies, and in the B2B beat in particular, those weekly articles routinely feature a story covering marketers tackling lead generation for the complex sale.

Why 75% of Marketers Are Experiencing Lead Generation Pain and How to Stop It Before It’s Too Late

B2B Lead Generation Blog

Marketing Research in Action: 65% of B2B marketers are not nurturing. Lead Generation lead generation Lead Nurturing Marketing research universal lead definitionTweet The precursor of change is always pain.

Lead Generation: How to establish a connection offline

B2B Lead Generation Blog

This included those from hospitals, data centers, universities and research facilities – people who are typically swamped with daily emails. Tweet Typically, we’re the ones asking the hard-hitting questions during our MarketingSherpa webinars.