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. Despite all the time, money, resources spent on improving sales productivity, just 13% of sales people produce 87% of revenue in a typical organization according to the Sales Benchmark Index.

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.”

Trending Sources

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 .

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.

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.

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.

Intent 130

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?

Dwell 127

Stuck on words: how can marketing connect with customers better?

B2B Lead Generation Blog

The self-inflicted problem we all face in sales and marketing. You see, I’ve worked in the world of complex sales, B2B marketing, and lead generation for two decades. By that, I mean the words we use in sales and marketing. Back when I wrote the book Lead Generation for the Complex Sale which succeeded beyond my hopes. Back then, I felt marketing and sales are about relationships. Yet I think we have a major problem in marketing and sales.

Words 90

Seven Things Marketers Need to Know About Lead Generation

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

If you are a marketer who needs to generate more high-quality leads that will turn into sales opportunities and revenue, register now for this special event that will show you how to get started and moving in a profitable direction.

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.

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.

Video 124

7 Tips to Boost Your Email Nurturing Results Immediately

B2B Lead Generation Blog

It’s funny when we put on our marketing and sales hats or walk into our offices how we can talk and write differently. Do you use a sales tone or an empathetic tone? The email on the left was “sales speak.” Read more on How Empathy Will Grow Your Sales and Marketing Pipeline. Often, it’s inside sales, customer service agents or sales people who are talking with potential customers live and/or in person. Tone of the email: empathetic vs. sales speak.

Email 104

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.

New B2B Persona Research From Salesforce and LinkedIn Study

B2B Lead Generation Blog

That’s the reverse, such as they were in support, and now they moved over into sales, hence making them a part of our persona. If you just have people in your audience, and they’re not actively in a sales cycle, email can help you keep up with them, but don’t discount all the other avenues that help you keep up with them. When was the last time you looked at the quality and accuracy of your B2B persona and contact data?

Increase Marketing ROI 10X and Prove It

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

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.

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?).

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.

SEO 99

9 Experts Rethinking Demand Generation

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

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.

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.

Trust 111

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

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.

Paper 99

Empathy: Your Lead Generation Superpower

Speaker: Brian Carroll, CEO & Founder of markempa

Today’s sales and marketing environment is a paradox. Attend this webinar with Brian Carroll, author of Lead Generation for the Complex Sale , and learn the following: How to understand customer motivation and increase conversion.

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.

Sales 134

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.

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.

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?).

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.

Lead 82

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.

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?

Lead 99

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.

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.

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.

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.

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.