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Your Lead Generation Strategy Isn’t One Size Fits All

Igniting Sales Transformation

You need a balanced approach to generating leads, and if you are in sales, that means picking up the damn phone , as my colleague Joanne Black would say. Social selling isn’t some stand-alone methodology that done on its own generates leads. Lead generation remains a top priority for most organizations. In some ways, I think the pendulum has swung too far.

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. At its core, lead generation is really about relationships.

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.

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.

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. Although Shelby’s example was rooted in Adobe’s webinars, the principles are transferable to your own unique situation. Tip #1. Develop a highly focused, targeted strategy.

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. I look forward to seeing you on the webinar! - First Name.

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.

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. Bob asked. “I The results weren’t ideal.

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!

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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. Thomas is growing her database month over month – with minimal investment of resources – after discovering how her marketplace loves to learn through webinars. “In

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?

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. A 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.

The Best Methods For Lead Generation

Ian Brodie

Last week we looked at the “ACE Formula” with the three key steps for successful lead generation: Get the Attention of your ideal clients. This week’s tip is about the best methods for lead generation so I’ll see you after this short swoosh. Last week’s video we talked about the ACE framework for lead generation. Welcome back.

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?

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 [.].

Mastering Tools and Methods of Prospecting Success #webinar

The Pipeline

Sourcing the right leads and crucial information needed to reach that prospect. 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: 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. 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? Here’s what the data revealed ….

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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!

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. I 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

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.

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

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. Not to give away any of the great information we’ll be sharing on the webinar, I’ve outlined a few tips that will keep you sane, productive, and successful in your use of social selling.

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.

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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.    

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

The Pipeline

3 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. 3 Sales Lead Generation Myths That Will Hold You Back From Closing More Sales. Leads are Qualified. Black.

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.

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.

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?

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?

Key Take-aways from 3 Compelling Sessions at #DemandCon

Smart Selling Tools

Umberto Milletti , CEO of InsideView spoke of better lead conversion through ‘enrichment.’ On a relevant side-note, be sure to attend the upcoming webinar I’m moderating on April 24th “Be More Interesting: Get More Sales.” If you don’t have the staff, then pencil the more compelling ideas into your demand generation strategy. Why don’t they?

Your Complete Step-By-Step Formula To Create An Awesome Lead Generation Magnet


This week we’ll be working on getting eyes on that offer, using a Lead Generation Magnet. So let’s jump right in and talk about… …The Purposes of Your Lead Generation Magnet (LGM). Different Types Of Lead Generation Magnets. A webinar. What to Put Into Your Lead Generation Magnet. Generating LeadsA book.

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.

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Content-Marketing Doesn’t Go Far Enough to Drive Sales

Smart Selling Tools

Marketers prove their allegiance to the new ruler because of its power as a market-awareness and lead generation tool. That’s what people mean when they talk about lead nurturing. Content-marketing is lead development. Staying in touch is what reps do when they don’t have anything to lead with. It is not selling however. You need salespeople to sell.

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).

Increasing Revenue: The ONE Measurement That Matters Most

Smart Selling Tools

Converting leads to prospects. 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

How to Get Prospects to Remember The Golden Nugget

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 Is it the [golden nugget]?”. well, the deal.

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. Be prepared. Speak normally. Stand up.

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.

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