Is Technology Tanking Your Lead Generation System?

No More Cold Calling

Not in your personal life, and certainly not in your lead generation system. That’s no way to live, and it’s certainly no way to approach B2B lead generation. This was the generation of so-called “latch-key” kids.

Why the Best Lead Generation Techniques Are Proactive

No More Cold Calling

If you believe this widely quoted but ill-advised statistic, your lead generation techniques are doomed from the start. They know how to prospect for sales, and it’s not sitting back and waiting for marketing to send them leads. Want Lead Generation Techniques That Work?

66% of Companies Lack a Formalized Lead Generation Process - CSO Insights Study

SalesforLife

The question is: sales people lead generation sales goals lead flow social content marketing digital sales Sales and Marketing sales organizations CSO sales for life Develop Sale team revenueAs a Chief Revenue Officer, it’s daunting to think about your 2019 sales goals.

Is Your Lead Generation Data Leading You Astray?

No More Cold Calling

Which do you trust more—the lead generation data manufactured by sales technology tools and artificial intelligence, or your intuition, which is generated by years of experience and your emotional intelligence? Back then, we stored and accessed lead generation data in our heads.

3 Steps to Produce Content to Feed Lead Generation

Sales Benchmark Index

Marketing and sales leaders can end the struggle to produce content for Lead Generation. I spent a good part of my career in marketing including leading account teams for an advertising agency as well as directing corporate marketing.

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.

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? It’s also more than just lead generation.

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 defined what a good lead looks like?

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 company has important sales leads in the U.K.

Want Better Lead Generation? Get Marketing & Sales in Line

DiscoverOrg Sales

I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. And in fact, a study by Forbes & Brainshark notes that 72% of companies that surpassed revenue targets by 25+% “have a defined sales enablement function.”. Marketing-generated awareness. Marketing-generated demand. This can be accomplished through programs such as email lead nurturing.

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?

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.

How to Pick a Right Lead Generation Company

MarketJoy

Have you ever had a bad experience using a lead generation company? Now I am not saying that all lead generation companies are bad, or you shouldn’t outsource your lead generation. The goal of this article is not to discourage you from outsourcing your lead generation, but to educate you to choose a company that will likely provide a positive experience. Keep in mind that quality will always trump quantity in lead generation.

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.

The Forgetting Curve Has a Cure

No More Cold Calling

Studying by reading, re-reading, and repetition affects short-term memory only. Business Development Cold Calling Lead Generation Networking Referral Sales Social Media Technology business development lead generation networking Referrals sales Sales AI technology

You’re No Different Than Your Competition

No More Cold Calling

That comment is based on studies and statistics that appear to show that the average potential customer is variously 57%, 60% or more than 70% through their decision-making journey before they see value in a sales conversation.

Salesfusion-Sponsored Study Points to Pain in B2B Lead Generation

Salesfusion

The post Salesfusion-Sponsored Study Points to Pain in B2B Lead Generation appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Marketing Blog News Lead Management Lead Scoring [one_half valign="middle"].

Why Women in Sales Don’t Want to Work for You

No More Cold Calling

It wasn’t that way in previous generations. Attending business networking events is not necessarily about getting leads. Women also excel at quota attainment, according to a study by Xactly.

9 Basic LinkedIn Lead Generation Tips for Salespeople

The Brooks Group

LinkedIn is a powerful tool for salespeople, and the social platform is a natural fit for anyone hoping to generate sales leads. Here are 9 LinkedIn lead generation tips to help get your salespeople started: 1. Expand Your List of Leads. Keep up with Your Leads.

5 B2B Lead Generation Mistakes

Sales Overdrive

The most well-intentioned efforts can backfire and halt your lead generation strategy. Since a steady flow of high quality sales is critical to your organization’s health and success, it’s vital to avoid common lead generation mistakes that can turn away potential customers.

All Data is Not Created Equal: Independent Case Study Proves Why Quality Beats Quantity

DiscoverOrg Sales

For years, sales and marketing teams have been spending money to buy lead generation tools and contact data to grow their email marketing database. Join the webinar: All Data is NOT Created Equal : An Independent Case Study Comparing ZoomInfo and DiscoverOrg Email Accuracy.

3 Key Steps To Getting the Most Out of Your Resources

Sales Benchmark Index

SBI has been studying how top performing organizations allocate resources to achieve near and longer-term results. Article Corporate Strategy Marketing Strategy Sales Strategy Doug Bartels Lead Generation measuring projecting recognizing & rewarding results resource allocation ROI

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. 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 You Need to Make Time for Asking for Referrals

No More Cold Calling

According to CSO Insights , “Only slightly more than half of sales representatives (53%) are meeting or exceeding their quotas according to our recent (2018) World-Class Sales Practices Study. Then he said: “My focus this quarter is getting more leads.” (We We always need more leads.)

Marketing Blog Marketing Automation | Lead Generation | Email.

Salesfusion

Lead To Revenue. Lead Capture. Internet Lead Capture. Lead Routing. Lead Scoring. Lead Profiles. Lead Scout. Case Studies. Lead Management. Lead Scoring. Marketing Platform Lead To Revenue Management. Lead Capture.

Learn How to Get the Gatekeeper on Your Side

No More Cold Calling

Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? It starts with inbound leads: responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees.

The Best Referral Programs Start with a “Referral Culture”

No More Cold Calling

They recognize that referrals are the fastest and “stickiest” business development methodology for qualified lead generation. A recent study by Insperity Solutions and the Sales Management Association validated this sales coaching paradox.

Study: Think duplicate leads are all bad? Think again.

Velocify

New Leads360 study identifies several characteristics of duplicate leads that show a higher likelihood of conversion than average. Among lead generators and sales teams alike, there’s often confusion or disagreement about duplicate leads and how to best handle them.

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Lead Generation Tips - Take 3 Hour Lunches

Green Lead's B2B

There were days in my lead gen life where I could have easily left for lunch and not come back for four hours. Gerhard Gschwandtner of Selling Power just highlighted last year's MIT / InsideSales.com study of outbound prospecting lead conversion. More Lead Generation Tips

7 Actionable Tips to Re-Engage Old Sales Leads

Sales Hacker

Have you considered reconnecting with your old sales leads? Getting traffic and leads is the biggest pain of 63 percent of all businesses. Albeit, 80 percent of the time, business leads need about five follow-ups to convert to paying customers. Help your leads decide fast.

Leads 105

How to Use Executive Leadership Changes to Time Sales Outreach

DiscoverOrg Sales

A DiscoverOrg study revealed that 71% of newly-hired or recently promoted decision-makers lead 3+ initiatives within their first 3 months in a new position. CASE STUDY] How Deal IQ Grew Booked 8x More Client Meetings.

Social Selling: What You Should and Should NOT Do

No More Cold Calling

Social media is a place to begin conversations, which leads to building relationships, which can yield real-world sales. Researching Sales Leads. A follow-up study last year confirmed this prediction still holds up. Social media lead generation can help.

Success Secrets from Eric Schmidt, Reid Hoffman, and Adam Grant

No More Cold Calling

Do your lead generation strategies encourage persistence and curiosity? Those are lead generation strategies that always work. Account Based Sales account-based sales lead generation strategies

The Startup’s 4-step Guide to Building Strong Sales Pipeline

DiscoverOrg Sales

If you’re at a small company or startup, you were probably impressed and inspired by the highly sophisticated and advanced techniques that your peers at large companies with big teams are using to build lead pipeline. Create a PDF of the case study for sales collateral.

How to Build Trust and Generate Leads with a Referral Program

No More Cold Calling

Your lead generation tactics aren’t driving bottom line revenue. I’ve just returned from three conferences, and the #1 challenge I heard sales pros repeat again and again was how to get leads in the pipe. According to an Insidesales.com study, as reported in Forbes , 58.4

What You Can do TODAY to Build Sales Pipeline This Quarter

DiscoverOrg Sales

Just because a lead went cold doesn’t mean it’s lost. Our own sales development team often has a better win rate with our cold, dead leads than we do with fresh inbound leads.). Refresh cold leads with web form go-backs. That will lead to the sales.”.

Why Should I Give You a Referral?

No More Cold Calling

I think your referral program will have a lot more power if I build my referral wheel and talk to 100 folks in my network, i.e., I should lead by example. Every sales pro knows that referral introductions generate their best leads.

6 Ways to Turn a List to Leads

Alice Heiman

In order for your company to have steady growth, you need a steady flow of leads. Many businesses lack a process for lead generation , if you don’t have one, you are not alone. Execute – A plan to generate a certain amount of leads monthly, “Rinse and Repeat.”. In order to turn a list into leads, you need to trigger some activity and have a conversation so you can determine if there is an opportunity. Turn your List into Leads.

Leads 62

5 Ways Sales Leaders Use Email Signatures to Generate Business

Sales Hacker

According to a recent study by HubSpot, 75% of companies say closing more deals is their top sales priority— yet 30% of salespeople say closing deals is getting harder. So, what is email signature marketing and how can you use your email signature to generate new business ?

How to Write a Follow-Up Email That Actually Works

Sales Hacker

“Standardizing your follow-up cadence in your SEP is a necessity—a lead shouldn’t be considered ‘dead’ until the sales rep has attempted contact as many times as your sales process specifies. One study saw a 30% response rate to the first email and 14% to the fourth.