B2B Lead Generation Blog

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. Now it’s time for sales. The rest of their pipeline will come from sales-ready leads from marketing. Sales needs marketing involved through the journey. A well-crafted, researched, intentional lead generation strategy can’t come from sales.

How to Improve Lead Routing for More Sales

B2B Lead Generation Blog

LeanData also discovered sales and marketing leaders also have different opinions on lead follow-up effectiveness. For example, the chart below shows 30% of marketing leaders believe that sales will always follow-up on marketing-generated leads compared to 61% of sales leaders. In this post, I’m going to share seven tips to help you improve lead routing for more sales. Tip 1: Set up a service-level agreement on lead routing with sales .

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How Empathy Will Grow Your Sales and Marketing Pipeline

B2B Lead Generation Blog

In our rush to obtain leads, drive opportunities and move the sales needle, it’s too easy to forget that we need to address the emotional needs (fears, hopes, wants, and aspirations) of our customers. The email on the left was “sales speak.”

How to do lead management that improves conversion

B2B Lead Generation Blog

In this post, I’m going to focus on how to do lead management that increases sales conversion. I find the top issues B2B companies have with lead management include: Sending marketing qualified leads (MQLs) to salespeople without using criteria agreed upon by sales. Sending leads to sales based on behavioral lead scoring alone and not customer profile fit. Lack of sales and marketing collaboration on the approach and process. Are they sales-ready?).

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

To keep valuable field sales resources productive, many of the more innovative sales and marketing departments build “sales development” teams. They then turn over the appointment or the opportunity to a sales person. Improved sales productivity.

Empathetic Marketing: How To Connect With Your Customers

B2B Lead Generation Blog

But a 20 plus year career in sales and marketing, and leadership roles in various kinds of companies, large and small. It seems that we change how we think about our customers as we walk into the building and put on our marketing and sales hat. He was a hard-charging sales guy.

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

B2B Lead Generation Blog

You want to suck at marketing or sales? That means that both you and your sales team need to have actual conversations with your buyers. Why can’t we approach our marketing and sales the same way? Our sales people do things that don’t scale all the time.

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What can B2B Marketers Adopt from Growth Hacking?

B2B Lead Generation Blog

What could you do creatively with the product, the design, your sales, etc.? What can you learn from growth hacking and how can it help you develop a mindset to better your B2B marketing?

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B2B Content Marketing: Will Video Kill eBooks?

B2B Lead Generation Blog

With any of the videos, the Act-On sales people can see not only what people watched but how long they watched a given video. They tend to innovate in every facet of their business: marketing, sales, HR, and so on.

5 Useful Lead Nurturing Tactics to Get More Opportunities

B2B Lead Generation Blog

At this stage, you’re moving them from being a lead to a sales qualified opportunity. This is where the hand-off from marketing to sales takes place and where people ultimately make the buying decision. Read on for five lead nurturing tactics that will help you move people who’ve expressed interest into sales-qualified opportunities. Inside sales/sales development. Enable sales and inside sales during lead nurturing.

Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

Unfortunately, as little as 5 to 15% of all marketing inquiries (aka leads) turn out to be truly sales-ready opportunities. So, what’s the best way for B2B marketers to efficiently verify the accuracy of their lead data captured online before turning said inquiries over to the sales force?

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. Brian: What inspired you to write about Aligning Strategy and Sales? I know something about sales.

5 Ways to Transform Your Content From Adequate to Awesome

B2B Lead Generation Blog

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. At the same time, many sales and marketing teams are quickly learning that more content options often mean more content problems. 1) Align Sales and Marketing.

Fast Growth Marketing: From 0 to 500,000 Users

B2B Lead Generation Blog

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? Sales are the point of the spear.

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

B2B Lead Generation Blog

I think the takeaway here is that marketers need to spend more time connecting with clients, not just through their channel of their sales team, but actually having these conversations and spending time practicing and using their empathy to do just that. So, now I’m getting specific to sales, marketing, customer experience and those teams in your organization and understanding how to do this by talking to your customers.

How giving useful ideas and secrets builds trust

B2B Lead Generation Blog

If all we do is focus on getting a conversion and winning the sale, people will tune out or opt out. Forget the sales pitch . Don’t worry about the sale pitch when you’re sharing ideas and focus on building trust. 7 Ideas for Building Trust in Sales , Rain Selling Blog.

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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 case studies and whitepapers have a sales edge to them.

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

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 customers after they hand them off to sales. These are the key points of information that sales often wants to know about a lead: Role in the organization.

10 Most Popular B2B Lead Blog Posts of 2016

B2B Lead Generation Blog

Dave Green interviewed Trish Bertuzzi ( @bridgegroupinc ), author of the popular book, The Sales Development Playbook. For the majority of B2B companies with complex sales, marketing-generated leads rarely account for 50% of revenue and often it’s often much less.

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Lead Nurturing: What it is, and what it is not

B2B Lead Generation Blog

Lead Nurturing: 3-part funnel campaign creates 70% increase in inbound calls to sales reps [MarketingSherpa case study]. Lead Nurturing B2B business-to-business complex sale content marketing Email marketing relevance

Tips on how to use LinkedIn for Better Lead Generation

B2B Lead Generation Blog

I see sales and marketing people trying too hard to automate and template-ize their actions, focusing on quantity and not quality. Are you trying to drive traffic to a landing page or do you need to develop opportunities for a business development or sales call?

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Generation Blog

I recently did an interview on CRMRadio.today with Jim Obermayer founder of Sales Lead Management Association and Funnel Media Group. He is an evangelist, speaker, author who wrote the best-selling book – Lead Generation for the Complex Sale.

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. At the same time, most CEOs agree that they aren’t receiving enough activity from Marketing into the sales funnel.

6 Ideas to Create More Relevant Lead Nurturing Emails

B2B Lead Generation Blog

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. Tweet I’m writing this post while attending the ExactTarget Connections 2014 event.

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. Are they sales ready?).

Lead Generation: How using science increased teleprospecting sales handoffs 304%

B2B Lead Generation Blog

There’s something I wish I would have known when I wrote my best-seller, Lead Generation for the Complex Sale. Anyone who has worked in inside sales knows that sales professionals are always informally testing to learn what works and what doesn’t. Uncover a sales-ready lead.

New Chapter for the B2B Lead Blog

B2B Lead Generation Blog

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. Back when I started this blog in 2003, I couldn’t find any place where people were sharing ideas related to lead generation and the complex sale.

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

B2B Lead Generation Blog

If you’re wondering what kinds of content helps progress leads further faster, ask your sales team. Start by asking your sales team questions like, “What’s the content you share with leads that helps them convert?” Tweet Lead generation can take you on a long hike.

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. Sales and Marketing must work together as one team. The purpose of marketing is to help the sales team sell.

Lead Nurturing in 6 Simple Steps

B2B Lead Generation Blog

Include all of the people you could potentially sell to: people you’ve met at trade shows, who have spoken with your sales team and who have responded to your website. Begin by asking your sales team, “What questions do our customers ask most often? Pass this content by your sales team.

How to Put the Customer First in Lead Generation

B2B Lead Generation Blog

Complexity found in things like Marketing-qualified leads (MQLs), Sales-qualified leads (SQLs), opportunities, lead engagement scores and other KPIs are helpful to see trends and measure what we deem important to us, but something is often missing.

Lead Generation via Influencers and Experts in 4 Steps

B2B Lead Generation Blog

Increasing your close rate and reducing sales cycle time by earning an influencer’s “seal of approval,” thus leveraging their credibility. Also be sure to interview your sales team and your potential buyers. 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

Automating a sales nurturing track is significantly different from a content nurturing track as it turns up the dial on complexity. Tweet Marketing automation can help you manage lead nurturing efforts in a complex marketplace. So where do you even begin in terms of an automation strategy?

Lead Nurturing: Unique tracks and impactful tests

B2B Lead Generation Blog

Paradoxically, the most “unique” nurturing tracks are the most basic and have been executed long before the concept of lead nurturing ever existed: where a sales, marketing or customer service professional sends a prospect information focused specifically on meeting the client’s need.

Best B2B Lead Posts in 2014: Lead generation, lead nurturing and content marketing

B2B Lead Generation Blog

Every lead nurturing campaign, every lead conversion, every sale depends on first generating a lead. Improve the alignment between Marketing and Sales. Not having your marketing and sales teams aligned can be a costly mistake.

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

B2B Lead Generation Blog

Often, it’s because Sales and Marketing have not agreed on a true lead definition and have not created a joint process for finding who’s ready to buy and building relationships with those who aren’t. Create a marketing funnel, not just a sales funnel.

How to Use Trigger Events for More and Better Leads

B2B Lead Generation Blog

CEB discovered that a typical for B2B customer is 57% into their purchase process before they directly engage a sales rep or talk to a supplier. Marketers often believe they solve the issue of clients being further in their purchase process by driving more early-stage leads to sales.

How to deal with change stress and be a better marketer

B2B Lead Generation Blog

Our clients move deeper into their buying process before they need to engage our sales team or us. As marketers, we deal with a lot of change stress. Seriously. The marketing world is exploding. We’re dealing with an explosion of touchpoints, channels and marketing technology.

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

B2B Lead Generation Blog

Our goal is to build the relationship through one person to the point to where the lead is sales-ready, then hand that relationship off to the next person. Have a clear hand-off process between Marketing and Sales. Confirmation that the lead wants to speak to a sales representative.