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Desperate and Fearful: Need Pipeline – Want Sales Lead Generation

ViewPoint

Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. So, they settle for a cheap solution—which is how mediocre sales lead generation firms survive. The need for sales pressures the CMO to deliver leads fast. Trouble is, that CMO is also under budget pressures, so corners are cut in the pursuit of needed sales leads.

To Manage Sales You Must Manage Sales Leads

ViewPoint

“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. The responsibility for addressing prospects’ needs remains a major part of the sales job. Lead Management Sales Leads

More Evidence That Waiting Even 5 Seconds to Contact a New Sales Lead Can Be Disastrous

The Point

In my experience, most of the mental energy and strategic thinking around the practice of lead nurturing and lead management is usually applied to the goal of accelerating prospects through the sales process – from MQL to SQL, from SQL to Opportunity, and so on.

Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation

ViewPoint

Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. The main reason for these failures is that there is a LOT of mediocrity in the lead generation industry, which is why some say outbound is supposedly “dead.” These firms, like those traveling sales folks who hawked one-size-fixes-all elixirs to those who wanted to believe, make great claims—that inevitably fail to pan out. Lead Generation

Sales Lead Management Leads to the Most Efficient Media Buy

ViewPoint

They may make money, but the world is loaded with companies holding the 4th, 5th, 6th or 7th place in market share, while the 1st, 2nd and 3rd leading firms spend what it takes to gain market share and manage the leads that their programs produce.

The top 10 tricks for sales lead generation

Biznology

Yesterday’s webinar with Ruth Stevens and me was about making sure the leads you send to your sales team are qualified and the process of how to qualify them. The productivity of a sales force or distributor improves dramatically with a steady supply of qualified leads.

Sales Lead Management Leads to a Lower Cost of Sales

ViewPoint

“Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. Jake finally admitted: Sales lead follow-up will yield greater sales.

Rebuilding a sales lead generation business after a crisis

Fearless Competitor

My sales lead generation firm Find New Customers was left behind. The business I had left behind, the sales lead generation company Find New Customers , was suffering from neglect. The sales pipeline was dry. The sales pipeline has filled nicely.

How to Create Content Maps That Actually Work in Sales Lead Generation

Fearless Competitor

Content is critical in B2B sales lead generation. And I’m pleased to announce that Find New Customers now offers a Buyer Persona Service to craft best practices buyer persona programs for you – which feed highly effective marketing campaigns and sales enablement.

A TweetChart Analysis of our Keyword “Sales Lead Generation”

Fearless Competitor

Sales Lead Generation is one of the two main keywords we use at Find New Customers, around which we designed a cornerstone page. That explains why we selected “ digital marketing ” and “ sales lead generation ” for Find New Customers.

Matching Wits with a Sales Lead Guru on Live Radio

Great B2B Marketing

Lead-to-Revenue lead-to-revenueHave you listened to what your peers (and bosses) say is keeping them up at night? We did. Today my […].

Doubling Down on the Blog SEO Strategy. Sales Lead Generation becomes key.

Fearless Competitor

Buffer At the start of 2013, the sales lead generation company Find New Customers made a MAJOR investment in this blog. ” Case in point, one of the keywords we selected is “sales lead generation.” Sales Lead Generation becomes key.

Marketing Made Simple TV now features “marketing qualified sales leads” a.k.a. sales leads

Fearless Competitor

The New and Greatly Improved Marketing Made Simple TV show now delivers marketing qualified leads (sales leads) for you. More than just a great video with a Call to Action and syndication, Marketing Made Simple delivers marketing qualified leads to you. sales leads).

How to build a Sales Lead Funnel

Direct Response Coach

The post How to build a Sales Lead Funnel appeared first on McCarthy and King Marketing. Copywriting Direct Mail Direct Marketing Email Marketing General Lead Generation Lead Nurturing Online Advertising Print Advertising Survey Marketing Web Marketing

Need More B2B Sales Leads? Ignore This Research

Webbiquity

According to recent research conducted by InsideSales.com and reported by MarketingProfs , websites, blogs and search are among the most effective tactics for both lead generation and brand awareness. The single leading source of traffic for most b2b websites remains organic search.

B2B Sales Lead Generation Marketing Trends – by Holger Schultz

Fearless Competitor

H ere are the top 5 Take-Aways from this study of sales lead generation. Generating quality sales leads. The most effective sales lead generation tactic used. The greatest barrier to sales lead generation success. Buffer.

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Passing Sales Leads: Not As Easy As You Think.

Sales Prospecting Perspectives

OK, you just got a great lead from your marketing team, now what? Over the past 20+ years in sales, the number one complaint I have heard among sales people as well as sales managers is, “If I just had a few more leads I would be able to get to that next level.”

3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)

ViewPoint

The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck. They simply don’t know how to follow-up a lead.

Sirius Decisions Thinks Websites Will Generate 71% of All B2B Sales Leads by 2015. I Disagree.

The Point

In fact, I’ll make almost the exact opposite prediction: “By 2015, the percentage of B2B leads that arrive via corporate Websites will shrink dramatically as marketers maintain multiple, distinct online channels that are optimized for demand generation.”.

7 Keys to Lead Scoring Success in Sales Lead Generation

Fearless Competitor

Combined with a best-practices lead nurturing program, lead scoring helps you “separate the wheat from the chaff” and identify likely buyers at optimal times. “When given fewer, but better leads, salespeople win more deals and drive more revenue.”

Pruning my list of contacts from my sales lead generation company

Fearless Competitor

These include New York Times best-selling authors ( Daniel Pink ), leading authors like Guy Kawasaki , social media experts like Scott Monty of Ford, great people like Jeffrey Hayzlett and Ted Rubin and the wonderful men Chris Brogan and Scott Stratten of Unmarketing.

Where to Find B2B Sales Leads

Great B2B Marketing

The need for fresh sales leads gives a recurring headache to B2B companies and the competition for prospects is only going to get fiercer. The key to success is to constantly supplement your existing lead generation efforts with new sources. A well-crafted lead plan will allow you to get the bulk of your leads from old reliable programs while you set aside 5-10 percent of the budget to test new sources. pay-per-lead or pay-per-appointment).

Happy Birthday, sales lead generation company Find New Customers – belatedly

Fearless Competitor

Buffer On February 13, 2009, the sales lead generation company Find New Customers was born. We also have a lot of great content on BtoB marketing, lead nurturing, lead scoring, and more on sales lead generation - all of which can be found at www.findnewcustomers.com.

The Sorry State of Sales Leads Today

Fearless Competitor

points out the sorry state of sales leads today. Here are two take-aways: What Percentage of Marketing-Generated Leads do you Feel Fit your Sweet Spot? “The leads marketing gives me are crap and the few that might fit have the wrong people identified.&#

How to Nurture Sales Leads

Fearless Competitor

B2B Lead Generation | Lead Nurturing. “ Lead nurturing is one of the most important, yet poorly understood aspects of B2B lead generation today.&#. Jeff Ogden, President of the B2B lead generation consultancy Find New Customers. 20% more sales opportunities.

Summary of this week’s posts from the sales lead generation company Find New Customers

Fearless Competitor

Buffer Here is the summary of the posts from this week from the sales lead generation company Find New Customers. Top 10 Reasons NOT to Contact the sales lead generation company Find New Customers. Sales lead generation works a lot better.

BtoB 52

B2B Sales Leads: How To Avoid The “19 Year-Old Dude Move”

The Forward Observer

Are all your B2B sales leads ready to buy from you right now? If not, here's how to romance your prospects toward a sale with content. If I could wave a magic wand for a B2B salesperson and grant a wish , many would ask to spend their days closing inbound sales qualified leads.

3 Recommendations in Sales Lead Generation from Carlos Hildago of The Annuitas Group

Fearless Competitor

Buffer Sales lead generation - 3 Recommendations from Carlos Hildago. The three things Carlos recommends to someone getting started with lead management include: Conduct an audit. Figure out (with sales ) the definitions of each buying cycle.

Nominate your candidate today for the SLMA’s2011 “Top 50? in sales lead management.

Sales Lead Insights

Don't miss your opportunity to nominate someone to be among the fifty most influential people in sales lead management in 2011. The Sales Lead Management Association (SLMA) just opened nominations for this year's most influential professionals in sales lead management.

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.

7 Keys to Lead Scoring Success – for your sales lead generation programs

Fearless Competitor

7 Keys to Lead Scoring Success. How do you separate the good leads from the not so good leads? How do you ensure you don’t give unqualified leads to Sales. The answer: Lead Scoring. Lead scoring is the concept of assigning values to behaviors.

How to Prioritize Sales Leads Part 1 – Mac McConnell of Bluebird Strategies

Fearless Competitor

B2B Lead Generation | How to Prioritize Leads | Part 1 of 3. As the President of the B2B lead generation consultancy, Find New Customers , I’m continually searching for great FREE content to help our clients and fans to improve revenue results.

Sales Lead Generation: The Hub and Spoke Marketing Approach

Fearless Competitor

This Slideshare presentation, with audio (IMHO – a best practice) shares a recommended approach to marketing campaigns by Jeff Ogden of the sales lead generation company Find New Customers. (By Nurturing and Scoring Leads. You can score behaviors and qualify leads, passing to Sales (If they told the inside salespeople they were ready.) Sales either closes the deal or kicks it back to nurturing.

MobileIron Harnesses End-User Demand to Drive Mobile IT Sales Leads

The Point

If end users want your product, but their IT department makes the purchase decision, can you leverage that demand to drive IT sales leads? That was the question contemplated by the marketing team at MobileIron , a leading provider of mobile device management technology.

My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

Modern B2B Marketing

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. This is especially true in the handoff between marketing and sales. Aaron Ross and Craig Rosenberg , are two of the biggest advocates of having a separate sales development function.

How to Get More Sales Leads – SalesOpTV with marketing experts @eriklurs, @iannarino, @fearlesscomp and @gerhard20

Fearless Competitor

In this fun and engaging video show, four sales and marketing experts share their best ideas for. Generating Sales Leads. Lead Nurturing. Improving leads with social and business intelligence. Qualifying leads and lead scoring. Lead distribution.

Top 10 Reasons NOT to Contact the sales lead generation company Find New Customers

Fearless Competitor

This is one of my favorite posts – teasing my own sales lead generation company. We present our Top 10 List – Ten reasons NOT to contact the sales lead generation company Find New Customers. Buffer Let’s have a bit of fun!