Trending Sources

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. That missing piece is customer empathy. You might also like.

How the Halo Effect Drives Lead Generation

B2B Lead Blog

My dad taught me many lessons growing up, and one that stands out as relevant to lead generation went something like this: He said, “Choose your friends carefully because we become like the people we spend most of our time with, and [like it or not] we’re judged by the company we keep.” In this post I’m going to explain how it applies to lead generation.

5 Things You Can Do To Improve B2B Lead Generation

B2B Lead Blog

B2B Lead generation is rapidly changing process for companies with the advent of MarTech. . Join me Thursday, July 28 at 10 am PST for an exclusive webinar. I’ll be sharing where B2B marketers can focus and what on the “best few” things they can do to improve their b2b lead generation efforts immediately. Register for “5 Things You Can Do Immediately to Improve your B2B Lead Generation.” Get more opportunities with lead reengagement. Build a lead scoring approach for qualifying that works.

Your Lead Generation Questions Answered…

Ian Brodie

When I surveyed my Insider Strategies subscribers a couple of weeks ago to ask what their biggest marketing and sales challenge was, the biggest answer by far was Lead Generation. hear the same thing on webinars, in discussion forums and social media. The biggest problem most people face is generating leads: that initial meaningful contact with a potential client.

Lead Generation: Balancing lead quality and lead quantity

B2B Lead Blog

Tweet Lead generation is somewhat like a tightrope act. Generate too many leads, and the rope between Sales and Marketing breaks. If you don’t generate enough leads that turn into sales, your ROI plummets. This interaction was a great opportunity to capitalize on generating prospects interested in Siemens products. But something went wrong.

Lead Generation: How to establish a connection offline

B2B Lead Blog

Tweet Typically, we’re the ones asking the hard-hitting questions during our MarketingSherpa webinars. Bob Birge, Director of Marketing, Blue Pillar, put webinar host and MECLABS Director of Editorial Content Daniel Burstein on the spot. At the close of the 30-minute webinar, Bob shared his top takeaways: Connect where others neglect. The results weren’t ideal. It worked.

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 Lithium Technologies uses webinars to grow its customer database

B2B Lead Blog

Tweet If you’re looking for a consistent way to build a list of highly qualified leads – then you might want to pay closer attention to what Bonnie Thomas, Director of Content Strategy, Lithium Technologies, is doing. Two and a half years ago, she started hosting webinars when she became Director of Content Strategy at Lithium Technologies, Inc., a social software company. Step #1.

B2B Lead Generation: Are You Killing the Golden Goose?


This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Over the next four weeks we will talk about all of the statistics on the following table, though today we are going to focus on lead rate: Based on over 60,000 completed company dispositions per year (annualized for 2012). Track them by source.

Optimizing the Lead: 4-step lead generation analysis

B2B Lead Blog

Including lead generation. On a webinar today for ReadyTalk at 1 p.m. EST – “ Planning for 2013: How to best utilize top lead gen tactics in the New Year ” – David Kirkpatrick, Senior Reporter, MECLABS, and I will review the basics of the lead generation funnel. Among other things, we’ll take a basic look at conducting a lead generation analysis, to help you optimize your lead generation process, campaigns and programs. Step #2: Review new leads. Cost per lead – How much did these leads cost?

Free Lead Generation Tips Webinar

Ian Brodie

Register for the Webinar. Enter your details to register for the free Lead Generation Webinar. Are you generating enough leads for your business? Chances are, if you’re like most professionals, you’re doing OK – but you could do with a lot more leads. Over the past week or so I’ve been answering questions on Lead Generations on my More Clients TV channel. And that’s what the Lead Generation Tips Webinar is all about. look forward to seeing you on the webinar! - Ian.

Lead Generation: How Do You Balance Quantity with Quality?

Modern B2B Sales

Finding new leads, leads that haven’t yet found you, and preparing them for sales is tough work. good lead generation team keeps your sales team fed and focused on closing deals. The lead generation team members develop unique skills and learn how to carefully track leads to pass only the best to sales. Pass lots of leads to sales.

Lead Generation: Phone calls turn first-time webinar into million-dollar leads

B2B Lead Blog

Follow the lead of Jeremy Scully and take a high-stakes gamble: Put your reputation on the line to prove marketing’s value. Scully, the Business Development Manager for Planisware , a leading provider of project and portfolio management solutions, told his top brass that the best way to use leftover credit with a leading analyst was to feature her in a webinar. The risk?

Webinar Replay: Tips for Using Social Media in B2B Marketing


Did you miss our #InsightfulMarketer webinar with Oktopost on tips for using social media in B2B marketing? Daniel Kushner, CEO of Oktopost, shared some great insights around social media in the world of B2B marketing and best practices for successfully generating leads through social efforts. Watch the full webinar to find out! Watch the full webinar to find out!

B2C 37

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?

Mastering Tools and Methods of Prospecting Success #webinar

The Pipeline

Sourcing the right leads and crucial information needed to reach that prospect. 2. Connecting and engaging with those leads and converting them to pipeline opportunities. By attending this webinar, sales professionals can learn about. Lead Gen and Prospecting Tools that will make you more efficient and successful. Wednesday June 10, 10:00 am PT/1:00 pm ET. About Clinton.

Lead Generation Strategy Webinar: Build Your 2016 Pipeline!

HeavyHitter Sales

In this webinar you will learn: How to win over a complete stranger who has little interest in hearing from you.     One of the toughest challenges in all of sales is accessing new accounts. Executives are busy, and have little time to take calls or respond to emails. Advanced new account messaging strategies based upon “Sales Linguistics”. Featuring Steve W.    

Cisco Video: Uncovering Trends and Best Practices in Lead Generation

B2B Lead Blog

Tweet This week I was in San Francisco doing a live, streamed presentation, Uncovering Trends and Best Practices in Lead Generation , for Cisco. cover: The latest trends in lead generation. Social media as a lead generation tactic. Of course, I only had an hour to speak and each of these topics could be a webinar on their own. Share and Enjoy: B2B Telemarketing Human Touch Inside Sales Lead Generation Lead Nurturing Lead Qualification Lead Scoring Social Media Thought Leadership Webcasts/Webinars Webinar Replay Weblogs

4 Key Reasons You Should Use Virtual Events for Lead Generation

The Sales Insider

Lead Generation virtual events webinar strategy You’re surely aware of this saying: You can have it fast, cheap or good – pick two. But the statement’s inherent “mockery” does illustrate an underlying issue with nearly all sales, marketing and training events – they’re tough to execute without a lot of time and expense. Whether it is a user conference, trade show [.].

The Best Lead Channels: Lead Generation Q&A Day 5

Ian Brodie

On Day 5 of Lead Generation Q&A we’re looking at the best lead “channels” or strategies. Which approaches work best to generate high quality leads for high value services. Download The Lead Channel Review Template: Lead Channel Review Template (.doc Lead Channel Review Template (PDF Format). doc Format). Cheers!

Hacking the Hype: Why Inbound Marketing Isn’t Enough


Six steps to add lead generation into the mix (and why you need to do it!). It seems that somewhere along the way it became taboo for marketers to drive leads. Let’s Tip the Scales Back Toward Lead Generation. Of course nothing today should be old-fashioned, so how can you inject your lead generation playbook with new life? lead generation

Lead Generation: Have You Evolved Past Cold Calling?

Modern B2B Sales

by Maria Pergolino Remember the days when cold calling was one of the primary ways sales reps managed lead generation ? defined by Wikipedia as: “Customer relationship management… a broadly recognized, widely-implemented strategy for managing and nurturing a company’s interactions with clients and sales prospects”), cold calling — and lead generation have evolved in four important ways: 1. Marketing generates and nurtures leads until they are sales-ready. Lead Generation: Have You Evolved Past Cold Calling? Thanks to Sales 2.0

Smart Selling Visions: Up-Close with Top Revenue Leader Leslie Stretch of @CallidusCloud

Smart Selling Tools

Leslie:   CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software.  We enable organizations to accelerate and maximize their lead to money process by identifying the right leads, ensuring proper territory and quota distribution, enabling sales forces, automating quote and proposal generation, and streamlining sales compensation.

Webinar Replay: How CRM Revolutionized Marketing and Lead Generation at Volvo North America

B2B Lead Blog

Tweet This is a must-see webinar for any marketing organization that is contemplating the value of a CRM system or would like to leverage theirs more fully. John Johnston, eBusiness Marketing Manager for Volvo North America, frankly reveals what business was like before CRM, which included temporary employees manually distributing leads to sales and the communications challenges that ensued.

Webinars are Hot – Woosh! Plugin Automates the Details

Fill the Funnel

Webinars have finally come into their own as an effective marketing and lead-generation component for most B2B focused companies. You can select from an ever-growing collection of webinar platforms including old standards WebEx and GoToWebinar, along with some of the newer solutions such as Fuze Meeting, MeetingBurner and even Skype and Google hangouts for smaller web meetings. is an amazing new WordPress plugin that: Automatically creates effective, clean registration pages for your webinars. Original article: Webinars are Hot – Woosh! WOOSH!

Social Selling is Personalized Selling: Why it’s No Longer an Option

Smart Selling Tools

This Thursday , I’ll be co-presenting on DocuSign ’s Webinar: 10 Ways to Utilize Social Selling in 2013 where you’ll learn 10 ways you can leverage social selling across your team. I, along with my co-presenters (Lori Richardson of Score More Sales , and Matt Heinz of Heinz Marketing ), will also share 10 tools you can use to make social selling a daily practice for your reps.

5 Webinar Mistakes to Avoid

Vertical Response

When done right, webinars can be an effective and engaging marketing strategy that can achieve a range of goals: everything from establishing topic authority to lead generation and customer acquisition. Shelby Britton, senior product marketing manager at Adobe Systems is also a webinar guru and has been running them since 2007. Thinking of conducting your own webinar?

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

B2B Lead Blog

Tweet It’s a new year, and you’re likely kicking off marketing and lead generation programs to drive more new leads for 2015. Most new leads go nowhere. 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. Here’s how.

5 Webinars to Help Your Inside Sales Department

The Sales Insider

Are you looking for a good webinar to help your sales team? Lead Nurturing Lead Response Management Lead Scoring Sales 2.0 Maybe you’re trying to figure out how to sell on social media networks or are looking at hiring a new inside sales executive. Whatever it is you’re trying Read more.

16 Proven Ways to Get Better Opportunities Now (Part 2)

B2B Lead 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. . In this post, I’ll share 16 proven ways get better sales opportunities from your lead generation and account based marketing. That won’t work for lead nurturing.

Don’t Let Your Leads Go to the Graveyard: 4 Ideas for Re-engagement


Don’t let leads who have stopped engaging haunt you! Ah, the lead graveyard… It’s filled with people who once seemed so promising but have since stopped engaging. We’ve all been there, and we all know what it’s like to get spooked when certain leads just die off. Are we scaring away our top leads? When Should You Re-Engage Leads? Where did we go wrong?

My boss laughed when I said I’d get the appointment with the CEO.

Smart Selling Tools

Be more interesting and get more sales is the title of an upcoming webinar that I’m moderating on April 24th, and you’re invited! I’ll be joined by three of the most interesting women in sales for an hour-long, highly interactive webinar; Trish Bertuzzi of The Bridge Group, Inc. Register now for the free webinar. School of Music. That’s easy to understand.

Sales 117

Webinar Replay: Teleprospecting that Drives Sales-Ready Leads

B2B Lead Blog

During the latest B2B Lead Roundtable Webinar, Brian and his colleague, Brandon Stamschror, Senior Director of Operations for MECLABS Leads Group, explained how to make the most of the oldest and best sales conversion tool: the human touch. Good data significantly lowers your cost per lead. They tested how higher cost/higher quality lead data affected the cost per lead.

Data 23

4 Reasons Dumbing it Down is the Smartest Way to Sell

Smart Selling Tools

Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications. Sales Effectiveness decision influencers lead generation methodical approaches opportunity management revenue velocity sales leads Sales Process Sales Prospecting sales techniques solution selling Complexity = Risk. Change = Fear.

Buyer 135

How 3 Brands Use Webinars to Drive New Business

The Sales Insider

Do you use webinars to generate awareness and leads for your business? Webinars are an effective form of content marketing because they allow you to make your buyers aware of your business value. Demand Generation content marketing Lead Generation Strategies webinar tips You can gain their attention and trust Read more.

Turn Your Customers Into Marketers


Top five reasons to curate user-generated content. It creates an unstoppable, marketing superstorm, and that superstorm is known as user-generated content, or UGC. The idea behind these campaigns is to involve users (whether they be customers, leads or anyone else relevant to your business) by putting them front and center. content marketing lead generation

The Pipeline ? 3 Lead Generation Myths That Will Clog Your Sales.

The Pipeline

Lead Generation Myths That Will Clog Your Sales Funnel & Keep You From Closing More Sales. Stored in Attitude , Communication , Funnel management , Guest Post , Lead Management , Prospecting , Referrlas , Sales 2.0 , Sales Technique , execution. Sales Lead Generation Myths That Will Hold You Back From Closing More Sales. Leads are Qualified. Webinar.

Spend more time selling and less time searching

Smart Selling Tools

Therefore the most revenue you can possibly generate has an upward limit, bound by the percentage of time spent engaging with prospects. Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications. I read a post this week by Colleen Honan of OneSource. Colleen is the SVP of Sales and Service for OneSource.

Sales 123

The “Other” 5 Pledges to Radically Increase Revenue

Smart Selling Tools

Click to get Nancy’s What & When weekly digest with invitations to complimentary webinars and informative publications. Sales Effectiveness decision influencers lead generation methodical approaches opportunity management revenue velocity sales leads Sales Process Sales Prospecting sales techniques solution selling Will you join me? initial). initial). initial).

Cold Calling for Introverts

The Science and Art of Selling

Register for my upcoming webinar (May 12): The post Cold Calling for Introverts appeared first on The Missing Piece to Sales Success - sales blog by Alen Mayer. Clammy hands?  Blank mind?  Have you become an expert at creative avoidance?  An introvert never actually looks forward to cold calling, yet it’s a necessity for successful career in selling. Assume prospects are interested.