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31 Tips for Improving Sales and Marketing Lead Generation Alignment

B2B Lead Blog

How does your sales team perceive the leads Marketing produces? They complain about lead quality. They complain about lead volume. The say leads, what leads? Marketing gives us leads? Lead generation is an iterative process that requires consistent closed-loop feedback. Centralize the lead qualification process. Be honest. Be flexible.

Kevin Bacon and a Unique Way to Crush Lead Generation

No More Cold Calling

Finding those connections is key to lead generation and getting referrals. But while customers make up the top tier of your referral network, there is untapped potential for lead generation in every area of life. The Cultural Connector: Cultural connections can also be a way to generate new sales leads. The company has important sales leads in the U.K.

Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Blog

Tweet Ask most executives and marketers what salespeople need to sell in this economy, and they will say one thing: more leads. That’s why many marketing and lead generation programs tend to focus on quantity. Unfortunately, as little as 5 to 15%  of all marketing inquiries (aka leads) turn out to be truly sales-ready opportunities. challenge. Create a marketing funnel .

How to Put the Customer First in Lead Generation

B2B Lead Blog

Tweet Putting customers first in lead generation. 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. Use those conversations to understand what customers care about.

Lead Generation via Influencers and Experts in 4 Steps

B2B Lead Blog

Tweet Proactively building relationships with influencers and industry experts and is a powerful way to generate leads and positive word of mouth (WOM). Here are four steps to engage and develop leads via influencers: Step 1: Target — Map out the key players, experts and opinion molders in your industry. Most of us know this as influencer marketing , aka influence development.

Lead Generation: The power of copy

B2B Lead Blog

It’s also no surprise to me that marketers continue to discover new opportunities to increase conversion through their testing of copy. In today’s B2B Lead Roundtable Blog post, we’ll take a look at how a one small tweak to the copy on a lead generation page increased conversion and what we can learn from the results. Tweet Words matter. Words inspire.

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

B2B Lead Blog

Read on to find out what B2B Lead Roundtable Blog posts were shared the most as well as the three topics B2B marketers valued most in 2014. Topic #1 — Lead generation is king. Lead generation was a huge topic for 2014 and for good reason. Every lead nurturing campaign, every lead conversion, every sale depends on first generating a lead.

Guest Post: Successful Lead Generation – One Size Does Not Fit All

Jonathan Farrington

Top performing B2B sales organizations rarely employ just one lead generation tactic. According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. Lead Quality Drives Increased Revenue. Build it and they will come.”

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]

Pointclear

Is ABM the Holy Grail to lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? When you read about ABM you often read about selling to “markets of one.” As with other technologies, automating a bad process just leads to more bad results. Stay tuned!

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]

Pointclear

Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? have to laugh a bit at the question. “Is Account-Based Marketing the Holy Grail for lead generation or a black box solution?” Click here to read Part 1. ).

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]

Pointclear

Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? Here's the thing: Account-Based Marketing is not really about lead generation at all. It’s also more than just lead generation. It's not a distraction.

Lead Generation Lies That are Wreaking Havoc with Your Sales

Pointclear

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Automated systems accurately score (prioritize) leads. More leads are better than fewer leads. received a lot of positive feedback about the article and decided to ask our PointClear PowerViews Alumni (those who have been on the PowerViews show ) for their input on the most dangerous lead gen lies out there. Leads suck.

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

B2B Lead Blog

Tweet To determine the most used lead gen tactics, and map that to their effectiveness and difficulty, we asked the following questions in the MarketingSherpa 2012 Lead Generation Benchmark Report …. Q. Which of the following lead generation tactics does your organization currently use? Q. Lead Generation: B2B content generates $700,000 in leads via email.

The Four Key Elements to Successful Lead Generation

Sales Benchmark Index

Your CEO wants one thing from you: leads that result in more business. Your sales team wants one thing from you: leads that are ready to buy. To satisfy both you need to produce not just more leads, but quality leads. To generate quality leads, focus on these four essential elements: Process, Technology, People and Content. Do you have a documented, repeatable process to manage your leads? Have you implemented a method to nurture leads that aren’t quite ready to buy? Have you defined what a good lead looks like? Process. Technology.

Lead Generation: Whose Job Is It, Anyway?

The Sales Hunter

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. I was in utter disbelief. Of course.

Marketing 101: How to get started in lead generation

B2B Lead Blog

Tweet I was recently reading your blog “ Lead Generation: Who knows the customer better – Marketing or Sales? It’s been really fascinating to me to try and figure all this sales and qualifying a lead thing out. I’ve been employed to do a tough task in a small composite company that doesn’t have the finances to employ specialists. Do you have any advice or books on how to effectively get leads and qualify them and the processes involved in doing so? Experienced lead gen marketers reading this: What did I overlook? What is a lead?

Lead Generation: How well do you really know what your customers want?

B2B Lead Blog

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…. Q: Which methods have been the most effective at testing your value proposition? Peter Sandeen, Online Conversion Specialist. Tweet “It is absolutely necessary.

Lead Generation: How to establish a connection offline

B2B Lead Blog

Beginning the conversation with the baseball bat served as an instant ice breaker, and Bob made many of these calls himself. “[I said,] ‘Hey, about two weeks ago I sent a package. MarketingSherpa Lead Gen Summit 2014 Call for Speakers. Lead Generation: Does your teleprospecting deliver value to prospects? But in a recent live broadcast, the roles were reversed.

Lead Generation: 43% say organic search drives most traffic, but only 29% say it drives most conversions

B2B Lead Blog

Tweet In the MarketingSherpa 2012 Lead Generation Benchmark Report , we asked 1,915 marketers about traffic volume and traffic that converts. Here’s what the data revealed …. 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?

Lead Generation: 2 tips to transform your content marketing

B2B Lead Blog

Tweet Content marketing can be an effective tactic for lead generation as customers look to your brand as an authority in the marketplace delivering relevant information that is useful to their needs. Content Marketing: Consulting firm nets 388% more leads with 4-step strategy [Case study]. Tip #1. Develop a highly focused, targeted strategy. Tip #2. You may also like.

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Blog

Tweet Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. My goal for today’s B2B Lead Roundtable Blog post is to hopefully influence your approach to lead generation with a few insights that you can use to determine where to find the most improvement in your teleprospecting efforts. Results. You may also like.

Lead Generation: How an insurance company reduced acquisition costs in purchased leads

B2B Lead Blog

Tweet Generating leads organically can ease the qualifying process, throwing “bad” leads out that are simply not worth pursuing. Growing a list organically also allows marketers to know more about a prospect right from the get-go, passing more qualified leads on to Sales. According to the Salesforce 2015 State of Marketing report, lead quality is the No.

Successful Lead Generation - One Size Does Not Fit All

Pointclear

Top performing B2B sales organizations rarely employ just one lead generation tactic. According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. Why then are so many consultants and companies out there actively promoting inbound marketing as the dominant lead generation strategy of our time? Lead Quality Drives Increased Revenue. Why wait for qualified leads to come to you?

Lead Generation: How 64% of marketers starve Sales of opportunity

B2B Lead Blog

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.

Intro to Lead Generation: How to determine if a lead is qualified

B2B Lead Blog

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.

Design trends and their effect on lead generation

Buyer Zone's Lead Generation Blog

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.

Optimizing Lead Distribution for Higher Conversion

B2B Lead Blog

Tweet The management of sales leads is critical to generating marketing ROI. Sadly, Sadly, sales leads often land on the scrap heap because marketers throw leads over the wall and then expect salespeople to catch them. I was recently asked by someone how to utilize lead distribution to gain the best results. So do you invest your hard-won leads on your top performers, or do you try to help your weaker salespeople? Many of you reading this post do not have a choice of who you distribute leads to. The key is to match readiness of the lead (i.e.,

Lead Generation: It’s all about building relationships

B2B Lead Blog

Tweet “I think at its core, lead generation is really about relationships,” said Brain Carroll, Executive Director of Revenue Optimization, MECLABS. In a recent interview, Brian sat down with Steve Girshik of LeadSpace.com to talk a little shop about the fundamentals of lead generation, what’s new (and unchanged) in the world of the complex sale, and how empathy marketing is the way forward. Steve: So 10 years ago, you published Lead Generation for the Complex Sale. They are looking at, “How do we generate revenue now and meet the immediate needs?”

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

B2B Lead Blog

However, when things go south, Marketing receives the blame for not keeping the pipeline full, not generating enough leads, oh, and if they are generating enough leads, it’s not enough of the right people … these aren’t decision makers! That is a hard claim to refute, but today on the B2B Lead Roundtable blog, I’m going to give you a little ammo. just got back from MarketingSherpa Lead Gen Summit 2013 in San Francisco (MarketingSherpa and the B2B Lead Roundtable blog are both owned by MECLABS). Well, all except one. We talk to them every day.”.

5 Critical Things to Consider When Evaluating Lead Generation Companies

Pointclear

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…”).

Ideal Customer Profiles: 5 steps to ensure your lead generation stays on target

B2B Lead Blog

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.  Tweet Joe is newly single.

B2B Lead Generation: The Best of PowerViews

Pointclear

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management. Brian Carroll, MECLABS, talked about BANT and the Value of Warm Leads. Buying cycles are changing.

Lead Generation: Streamlining the process for quality over quantity

B2B Lead Blog

Tweet For her first week on the job, Debbie Pryer, Program Manager, Siemens Healthcare, arrived ready to accept an intimidating challenge: Bring Marketing and Sales together for one common cause – generating quality leads. Her solution was to “slide the leads into what they were already doing” in the sales funnel, rather than pushing unqualified leads into the funnel.

Lead Capture: How undermining value impacts conversion

B2B Lead Blog

Tweet Less is not always necessarily more when it comes to a lead capture process. I say this in light of best practices that often argue otherwise. 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. Version A. Version B.

Using affiliate marketing for lead generation - FAQ

Buyer Zone's Lead Generation Blog

Affiliate Marketing is essentially an online referral program where a referring website, often called an affiliate or a publisher, receives a bounty for successfully driving a sale or conversion. The affiliate will drive traffic to your website, and if it results in a sale or conversion, they get an agreed upon bounty. And you benefit because it can increase sales or lead volume with minimal risk - which can be ideal for many businesses. Commissions or payments are set in a contract (in advance) based on volume of sales, visits, or leads provided by the affiliate.

Lead Generation: Less is More in Challenging Economic Times

Modern B2B Sales

The vast majority of marketing departments are finding success with lead generation (Good!) Most marketing teams are running a variety of great demand generation programs , generating lots of leads that unfortunately aren’t closing. The majority of those marketing leads never close because they really aren’t given a chance to — by marketing or sales.

The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 3 of 3)

Pointclear

The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the success of B2B lead generation investments. In the second post, we looked at elements of a complex sale that impact B2B lead generation costs. Leads must offer high potential close value. Cost-Per-Lead. Cell B3: SAL KPIs.

B2B Marketing: What a 11% drop in conversion taught a live audience about lead gen

B2B Lead Blog

Tweet Recently, we ran a live test for our audience at MarketingSherpa Lead Gen Summit 2013 and as I discovered, this isn’t the easiest thing to do. The greatest difficulty rests in thinking about lead generation and optimization in new ways – and hoping those ideas produce significant results. During that planning, we had to address a paradox that exists in lead generation.

Outsourcing Lead Generation: A CMO’s Perspective

Pointclear

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.

Metrics to Drive Lead Generation Performance

Pointclear

Most B2B lead generation marketers are reporting performance metrics to senior executives but the portion also reporting financial contribution metrics are more likely to be outgrowing their competitors. The 2011 Lenskold Group / Pedowitz Group Lead Generation ROI Study has found that key metrics reported, forecasted, and used to compensate marketing differ for high growth companies as well as for those using integrated marketing automation. Marketing strategies improve with better insight into lead conversion to opportunities, sales and revenue.

ROI 20