| |  Conversion + Lead Generation |
| Featured Content |  Striking While the Iron is Hot: The days and times when new leads are most receptive |  Before You Buy: What You Need To Succeed With Internet Leads |  The Leads360 2012 Lead Industry Report | | |
| Page 1 of 6 | Previous | Next | B2B LEAD BLOG JUNE 24, 2012  Lead Generation: How 64% of marketers starve Sales of opportunity Unbelievably, most are still sending only raw leads to Sales, and they aren’t making an effort to bring those leads to a place where they’re ready for Sales to bite into. Consider data from a new report released by our sister company MarketingSherpa, the 2012 Lead Generation Benchmark Report (free excerpt at that link). 59% still don’t have lead nurturing programs. MORE >> | B2B LEAD BLOG NOVEMBER 19, 2012  Lead Generation: 43% say organic search drives most traffic, but only 29% say it drives most conversions Tweet In the MarketingSherpa 2012 Lead Generation Benchmark Report , we asked 1,915 marketers about traffic volume and traffic that converts. Q: Which of the following sources generates the GREATEST VOLUME of traffic coming to your site? Q: Which of the following sources generates traffic with the greatest CONVERSION RATES on your site? Click to enlarge. MORE >> | RECENT POSTS JUNE 18, 2013 | VIEWPOINT | THE TRUTH ABOUT LEAD GENERATION
All Real Salespeople Love Sales Leads (but there is a tiny caveat) JUNE 12, 2013 | SALES BENCHMARK INDEX
A Letter of Resignation JUNE 10, 2013 | B2B LEAD BLOG
Lead Generation: How well do you really know what your customers want? JUNE 7, 2013 | JILL KONRATH'S FRESH SALES STRATEGIES BLOG
Build a Highly Targeted Prospect List Using LinkedIn JUNE 5, 2013 | LEADS360
Study: Think duplicate leads are all bad? Think again. JUNE 4, 2013 | SMART SELLING TOOLS
Spend more time selling and less time searching | | | | |
| THE SALES HUNTER MARCH 25, 2012 Lead Generation: Whose Job Is It, Anyway? Black looks at a common misconception out there about lead generation. “Salespeople should not generate their own leads.” Then these marketing people said that salespeople are terrible at lead gen. They also told me that they don’t want their salespeople generating their own leads (translation: too expensive). Let them follow up on the leads that marketing provides. think this “marketing is in charge of lead gen; sales should just follow up” perspective is appalling. Let the Conversation Begin. MORE >> | B2B LEAD BLOG JANUARY 14, 2013  Intro to Lead Generation: How to determine if a lead is qualified Just one thing: may you give me some objective parameters to define a lead as qualified? Felix had earlier asked me some questions about cost per lead, which I won’t share here, since the information is private to his company. However, I thought it would be helpful to publicly answer his follow-up question, about lead qualification, on the B2B Lead Roundtable Blog. MORE >> | BUYER ZONE'S LEAD GENERATION BLOG APRIL 26, 2013  Design trends and their effect on lead generation 'We all know creative marketing copy and great deals are big factors in successful online lead gen, but understanding the latest design trends and how to use them to present your message cannot be overlooked. Regardless of your preference, incorporating elements of the latest design trends in your marketing and lead gen efforts is critical to success. MORE >> | VIEWPOINT | THE TRUTH ABOUT LEAD GENERATION JUNE 27, 2011  Outsourcing Lead Generation: A CMO’s Perspective There are many factors to consider when deciding whether to do outbound lead generation in-house or to partner with a lead generation services firm. What led you to consider outsourcing lead generation? What for you were the critical success factors you weighed in outsourcing lead generation? Watch out for pay-for-lead approaches. MORE >> | | | | | | | |
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VIEWPOINT | THE TRUTH ABOUT LEAD GENERATION | TUESDAY, JUNE 7, 2011 Five Reasons Your Lead Generation Campaigns May Not Be Working
For the past 11 years, I have been advising organizations on how to plan and execute their b2b lead generation campaigns. B2B lead generation is complex, and there is always work to be done. There are some big reasons why lead generation campaigns fail that must be dealt with at the outset, before sweating the small stuff. Here are my 5 reasons your lead generation campaigns may not be working: No start-to-finish process: The best lead/demand generation programs are "always-on," systematic processes. MORE >> -
B2B LEAD BLOG | SUNDAY, JULY 29, 2012  Lead Testing: 90% of successful lead follow-up occurred within 28 days of first contact
Tweet If there is a chance to network and build relationships, there is opportunity to generate and nurture leads. Generating and nurturing trade show leads. In this particular test, conducted by Craig Mullenbach, Program Manager, MECLABS, and his team, an industrial testing equipment manufacturer wanted MECLABS to follow up on leads generated through campaigns and trade shows. if following up on trade show contact information would translate into leads, when calling should cease, and. Creating a successful lead program is an iterative process. MORE >> -
VIEWPOINT | THE TRUTH ABOUT LEAD GENERATION | TUESDAY, JANUARY 15, 2013 5 Critical Things to Consider When Evaluating Lead Generation Companies
Given that I run one of the many lead generation companies it will not surprise you to learn that I believe a 3rd party focused on response management, lead generation and qualification and lead nurturing is capable of doing a much better job of those services than you are likely to find inside most companies. So many so-called lead generation companies are incapable of delivering work that elevates them to the position of partner (because of this, I am fond of saying, “we don’t get invited to the company Christmas party—but the ad agency does…”). MORE >> -
B2B LEAD BLOG | MONDAY, JUNE 10, 2013  Lead Generation: How well do you really know what your customers want?
He reinvented his lead funnel based on this insight, changing everything from his company’s landing pages to his team’s call scripts. So, in the MarketingSherpa 2012 Lead Generation Benchmark Report , we asked…. Peter Sandeen, Online Conversion Specialist. Lead Generation Cold calling Content makreting lead generation Lead Nurturing marketing strategy Value Propostion 'Tweet “It is absolutely necessary. Don’t base your marketing on assumptions and allow your customers to identify your success.”. Select up to three responses. MORE >> -
B2B LEAD BLOG | SUNDAY, OCTOBER 21, 2012  Ideal Customer Profiles: 5 steps to ensure your lead generation stays on target
An ICP is the foundation of your entire lead generation program. It helps you narrow your lead generation universe and provide a standard against which you can prescreen opportunities. The dangers of not having an accurate ICP: If your ICP isn’t spot on, your lead generation will be off and there will be no getting it on track. The result: Its lead conversion decreased by 50%. We then conducted a lead generation campaign. Learn more about that in my book, Lead Generation for the Complex Sale. Uh, who?” MORE >> - Metrics to Drive Lead Generation Performance VIEWPOINT | THE TRUTH ABOUT LEAD GENERATION | MONDAY, AUGUST 8, 2011
- The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 3 of 3) VIEWPOINT | THE TRUTH ABOUT LEAD GENERATION | THURSDAY, MAY 3, 2012
- Lead Generation: Less is More in Challenging Economic Times MODERN B2B SALES | MONDAY, JULY 16, 2012
- Why No One Attends Your Live Lead Generation Webinars THE SALES MANAGEMENT MINUTE | SUNDAY, MARCH 3, 2013
- Lead Scoring: How to pick the right ingredients for high ROI B2B LEAD BLOG | SUNDAY, APRIL 8, 2012
- The Four Key Elements to Successful Lead Generation SALES BENCHMARK INDEX | SUNDAY, OCTOBER 28, 2012
- Guest Article, Sales Lead Brownouts Produce Sales Dips Wihin Three Months, Leading to Pipeleine Failure, by James Obermayer SALES AND MANAGEMENT BLOG | SUNDAY, MARCH 18, 2012
- Lead Progression: The first element of the Sales Cycle Triad SMART SELLING TOOLS | TUESDAY, AUGUST 14, 2012
- Using affiliate marketing for lead generation - FAQ BUYER ZONE'S LEAD GENERATION BLOG | FRIDAY, MARCH 16, 2012
- Content-Marketing Doesn’t Go Far Enough to Drive Sales SMART SELLING TOOLS | TUESDAY, MARCH 12, 2013
- Email Summit: What’s the best lead generation tactic? All of them B2B LEAD BLOG | FRIDAY, FEBRUARY 10, 2012
- Do This One Thing Now: If You Want to Double Revenue in 2014 SMART SELLING TOOLS | TUESDAY, MARCH 5, 2013
- The Sales Leader Pledge: Will You Take the Oath? SMART SELLING TOOLS | TUESDAY, FEBRUARY 5, 2013
- Increasing Revenue: The ONE Measurement That Matters Most SMART SELLING TOOLS | TUESDAY, APRIL 2, 2013
- Lead Generation: How golf sponsorship generates prospect inquiries for a software company B2B LEAD BLOG | MONDAY, FEBRUARY 4, 2013
- Key Take-aways from 3 Compelling Sessions at #DemandCon SMART SELLING TOOLS | WEDNESDAY, APRIL 17, 2013
- Lead Generation Best Practices: Summarizing the 7-Part Series VIEWPOINT | THE TRUTH ABOUT LEAD GENERATION | THURSDAY, DECEMBER 16, 2010
- To Call or Email? That is the Question B2B LEAD BLOG | TUESDAY, JUNE 28, 2011
- Make It Easy for Your Client to Give You Top Quality Referrals SALES AND MANAGEMENT BLOG | THURSDAY, DECEMBER 27, 2012
- B2B Lead Generation: The Best of PowerViews VIEWPOINT | THE TRUTH ABOUT LEAD GENERATION | TUESDAY, OCTOBER 2, 2012
- Lead Generation Best Practices Part 5: Multiply Touches/Media/Cycles VIEWPOINT | THE TRUTH ABOUT LEAD GENERATION | TUESDAY, DECEMBER 7, 2010
- Best Way to Help Prospects Find You FILL THE FUNNEL | THURSDAY, FEBRUARY 9, 2012
- Improve Sales Lead Generation via Marketing Analytics Part 1: Four Steps VIEWPOINT | THE TRUTH ABOUT LEAD GENERATION | THURSDAY, FEBRUARY 2, 2012
- How IntraLinks Used Social Media to Generate Twice as Many Sales-ready Leads as Any Other Channel B2B LEAD BLOG | SUNDAY, AUGUST 5, 2012
- Lead Generation Tips - Take 3 Hour Lunches GREEN LEAD'S B2B BLOG | THURSDAY, OCTOBER 1, 2009
- 17 Strategies for Lead generation success! THE ACCIDENTAL SALESMAN | SUNDAY, DECEMBER 14, 2008
- Our new animated video BUYER ZONE'S LEAD GENERATION BLOG | WEDNESDAY, AUGUST 29, 2012
- B2B Marketing: 4 solutions to the most common challenges B2B LEAD BLOG | SUNDAY, SEPTEMBER 16, 2012
- How the Apple vs. Samsung verdict could affect mobile online lead gen BUYER ZONE'S LEAD GENERATION BLOG | MONDAY, SEPTEMBER 10, 2012
- Nine Simple Tactics to Drive a Higher Return on Trade Show Investment B2B LEAD BLOG | SUNDAY, JANUARY 15, 2012
- 5 New Rules for Selling to Prospects Late in the Buying Cycle SMART SELLING TOOLS | TUESDAY, JULY 17, 2012
- The post that made me - About Leads, BuyerZone's lead generation. BUYER ZONE'S LEAD GENERATION BLOG | WEDNESDAY, JANUARY 5, 2011
- The Secret Path to Successful Sales Calls SMART SELLING TOOLS | TUESDAY, JUNE 12, 2012
- How to Use Lead Scoring to Drive the Highest Return on Your Trade-Show Investment B2B LEAD BLOG | THURSDAY, DECEMBER 29, 2011
- Lead Capture Optimized: 201% increase in captured leads with clearer value proposition B2B LEAD BLOG | MONDAY, JUNE 11, 2012
- How Technology on the Trade Show Floor Can Help Your Sales Team Work Smarter and Sell More B2B LEAD BLOG | MONDAY, JANUARY 21, 2013
- Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function B2B LEAD BLOG | FRIDAY, JULY 29, 2011
- Guest Post: The Fallacy of Appointment Setting JONATHAN FARRINGTON'S BLOG | SUNDAY, APRIL 21, 2013
- Sold – Now What? JONATHAN FARRINGTON'S BLOG | THURSDAY, SEPTEMBER 13, 2012
- How to Get Prospects to Remember The Golden Nugget SMART SELLING TOOLS | TUESDAY, MAY 28, 2013
- The One Critical Action to ensure Your 2nd Half Revenue is Explosive SMART SELLING TOOLS | TUESDAY, JULY 10, 2012
- Is Customer-Centric Selling Dead? SMART SELLING TOOLS | TUESDAY, JANUARY 8, 2013
- A Sad Farewell SMART SELLING TOOLS | TUESDAY, JULY 24, 2012
- Bringing Science to Teleprospecting: A Complex B2B Lead Generation Test B2B LEAD BLOG | WEDNESDAY, APRIL 27, 2011
- B2B Webinar: How Integrated Social Media and SEO Increased Lead Generation by 70 percent and Doubled Annual Revenue B2B LEAD BLOG | WEDNESDAY, JUNE 15, 2011
- Webinar Replay: Teleprospecting that Drives Sales-Ready Leads B2B LEAD BLOG | THURSDAY, MAY 26, 2011
- What is online lead generation anyway? - About Leads, BuyerZone's. BUYER ZONE'S LEAD GENERATION BLOG | TUESDAY, FEBRUARY 1, 2011
- Keep Opportunities from Stalling With this One Magic Question SMART SELLING TOOLS | TUESDAY, FEBRUARY 19, 2013
- Social Selling and Big Data at the Upcoming Sales & Marketing 2.0 Conference #S20C SMART SELLING TOOLS | TUESDAY, OCTOBER 16, 2012
- Avoid striking out before you even get to the plate: five early-stage lead gen tips BUYER ZONE'S LEAD GENERATION BLOG | TUESDAY, MARCH 27, 2012
- Content Marketing: Slow, steady pays off for manufacturer B2B LEAD BLOG | SUNDAY, SEPTEMBER 30, 2012
- Trade Show Follow-Up: 5 tips to optimize response B2B LEAD BLOG | MONDAY, NOVEMBER 26, 2012
- 4 Reasons Dumbing it Down is the Smartest Way to Sell SMART SELLING TOOLS | TUESDAY, MAY 14, 2013
- Is Revenue Contribution the Best Executive Metric for Demand Generation Investments? B2B LEAD BLOG | WEDNESDAY, JUNE 22, 2011
- Webinar Replay: How CRM Revolutionized Marketing and Lead Generation at Volvo North America B2B LEAD BLOG | MONDAY, MAY 2, 2011
- Spend more time selling and less time searching SMART SELLING TOOLS | TUESDAY, JUNE 4, 2013
- Lead quality vs. quantity: the eternal debate BUYER ZONE'S LEAD GENERATION BLOG | TUESDAY, MARCH 13, 2012
- Lead Generation Best Practices Part 6: Fewer Leads Are Better VIEWPOINT | THE TRUTH ABOUT LEAD GENERATION | THURSDAY, DECEMBER 9, 2010
- It's here: The State of B2B Lead Generation survey results BUYER ZONE'S LEAD GENERATION BLOG | TUESDAY, JUNE 26, 2012
- Lead generation on its last legs? Hardly. - About Leads. BUYER ZONE'S LEAD GENERATION BLOG | FRIDAY, MAY 20, 2011
- Webinar Replay: Research from Harvard, MIT Pinpoints Hard Lead Conversion Lessons with Easy Solutions B2B LEAD BLOG | MONDAY, JULY 25, 2011
- Bridging the Pipeline Chasm: 3 Essential Elements for Converting Leads to Closed Business SHADETREE BLOG | MONDAY, JULY 23, 2012
- Daily deals: the new wave of lead generation? - About Leads. BUYER ZONE'S LEAD GENERATION BLOG | FRIDAY, MARCH 18, 2011
- LeadsCon 2011 - About Leads, BuyerZone's lead generation, sales. BUYER ZONE'S LEAD GENERATION BLOG | THURSDAY, FEBRUARY 17, 2011
- Subject line basics - About Leads, BuyerZone's lead generation. BUYER ZONE'S LEAD GENERATION BLOG | WEDNESDAY, MAY 18, 2011
- SEO and Lead Conversion – Hubspot’s Fatal 6 Web Design Flaws THE SALES INSIDER | THURSDAY, JULY 22, 2010
- Using Social Media to Help You Generate Referrals from Clients SALES AND MANAGEMENT BLOG | TUESDAY, MARCH 22, 2011
- How Hosting Contests on Your Twitter Feed can Improve Sales THE PIPELINE | FRIDAY, MARCH 22, 2013
- Hey AdTech, how important is lead conversion? COFFEE FOR CLOSERS | SUNDAY, APRIL 25, 2010
- Inside Sales Tip: 7 Slump-Busting Ways to Get Your Mojo Back THE SALES INSIDER | FRIDAY, JUNE 3, 2011
- Optimizing your lead capture forms BUYER ZONE'S LEAD GENERATION BLOG | FRIDAY, JANUARY 18, 2013
- Is social media the friend or foe of a marketer? LEADS360 | FRIDAY, DECEMBER 7, 2012
- Lead Generation Best Practices Part 7: Measure Beyond Cost-Per-Lead VIEWPOINT | THE TRUTH ABOUT LEAD GENERATION | TUESDAY, DECEMBER 14, 2010
- No Budget and Less Time? Lead Nurturing in Five Simple Steps B2B LEAD BLOG | WEDNESDAY, APRIL 6, 2011
- Content lead generation: it just works. - About Leads, BuyerZone's. BUYER ZONE'S LEAD GENERATION BLOG | THURSDAY, JANUARY 5, 2012
- Get on the fast track to meet, exceed end-of-year goals B2B LEAD BLOG | MONDAY, AUGUST 22, 2011
- Fresh Ideas to Reignite Stalled Leads and Accelerate the Sales Funnel B2B LEAD BLOG | TUESDAY, AUGUST 30, 2011
- New BuyerZone lead generation resource center - About Leads. BUYER ZONE'S LEAD GENERATION BLOG | FRIDAY, JUNE 17, 2011
- Friday roundup - About Leads, BuyerZone's lead generation, sales. BUYER ZONE'S LEAD GENERATION BLOG | FRIDAY, JUNE 24, 2011
- Daily deals update - About Leads, BuyerZone's lead generation. BUYER ZONE'S LEAD GENERATION BLOG | TUESDAY, APRIL 12, 2011
- How To Make People Choose You When They Are Ready To Buy… GKIC BLOG | TUESDAY, OCTOBER 2, 2012
- Bust Your Slump: Fast Track Referrals to Fill Your Pipeline in 30 Days SALES AND MANAGEMENT BLOG | TUESDAY, MAY 10, 2011
- Blog Roundup - About Leads, BuyerZone's lead generation, sales. BUYER ZONE'S LEAD GENERATION BLOG | FRIDAY, SEPTEMBER 23, 2011
- Listen up, marketers - About Leads, BuyerZone's lead generation. BUYER ZONE'S LEAD GENERATION BLOG | WEDNESDAY, NOVEMBER 2, 2011
- Mobile is everywhere - Are your forms prepared? BUYER ZONE'S LEAD GENERATION BLOG | THURSDAY, AUGUST 9, 2012
- Shorten your forms - About Leads, BuyerZone's lead generation. BUYER ZONE'S LEAD GENERATION BLOG | THURSDAY, JUNE 30, 2011
- Project 10K: Increasing Website Conversions IAN BRODIE | SUNDAY, MARCH 17, 2013
- Is your B2B website still cutting it? BUYER ZONE'S LEAD GENERATION BLOG | TUESDAY, MAY 14, 2013
- BNET Interviews Brian Carroll: ‘Focus on Helping, Not Closing’ B2B LEAD BLOG | MONDAY, JULY 18, 2011
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