Marketing Articles About Lead Generation Search Results

1. A 10-Question Lead-Generation Checkup Checklist for Your Website. Is your website a lead-generation machine? Your website can be your most powerful marketing tool, delivering a steady stream of new business leads and filling your sales pipeline. Find out your website's lead-generation potential by giving it a lead-generation checkup. (02/16/10 09:01 PM)

2. Online Lead Generation: How to optimize forms to convert “window shoppers” into leads webinar by Flint McGlaughlin. As I’ve written before, when dealing with the complex sale, most people aren’t coming to your website to buy; they’re coming to your site for information. And people are hesitant about giving up too much info on forms before you've... (02/12/10 09:01 AM)

3. Lead Generation via Search: Comparing Quantity and Quality . Have you wondered about where you should put your online lead generation budget into search engine optimization or paid search? Check out this new chart by MarketingSherpa, "Comparing the Quantity and Quality of B2B Search-Generated Leads": (click chart to expand)... (02/02/10 09:00 PM)

4. Revamp to Revenue: Five Ways to Turn on the Profits With Your Website. In the current economic climate, more business owners need to evaluate their website and revamp it to turn it into a presales tool, lead-generation machine, or even a revenue-producing cash cow. Can it be done? It just takes a few tweaks to turn on the profits. (02/02/10 09:00 PM)

5. LinkedIn for lead generation - Are You the Missing Link?. It takes time and commitment, but LinkedIn has become ideal venue to nurture relationships and generate new leads, especially for sales people involved in a complex sale. On that topic, I wrote an guest article for MarketingProfs, titled "10 Tips... (01/29/10 09:00 AM)

6. Targeting your B2B Lead Generation for better results. Effective lead generation really depends on how much you know about your target audience and how well you use that information to tailor a relevant messages and conversations. I thought this post by Carolyn Goodman for Target Marketing Magazine was... (01/28/10 09:00 PM)

7. Lead Generation tips for Tradeshows Conferences. Tradeshows and events are still being used consistently by B2B marketers for lead generation. With that in mind, Roger Lewis has some useful tips on how to improve your lead management strategy with from tradeshows. Lewis emphasizes how vital lead... (01/27/10 09:00 PM)

8. Best Books of the Decade for Marketing and Selling Services . Rain Today, a great resource for those who market and sell services, selected their Best Book s of the Decade for marketing and selling professional services. I was humbled to see that they picked my book, Lead Generation for the... (01/08/10 09:00 PM)

9. Lead Generation Check list – Part 8: Lead nurturing for lead development. To help you start the New Year, I’d like to wrap up my Lead Generation Checklist Series with the secret to successful lead generation – and, for that matter, marketing in today’s B2B space: lead nurturing. At it's core, B2B... (01/04/10 09:00 PM)

10. 10 Tips for Using LinkedIn to Generate Leads. You need to rethink the way you use LinkedIn. Without some of us even noticing, it has developed into a useful lead-generation tool for marketers and salespeople who are looking to build relationships with prospects. (12/29/09 09:00 PM)

11. Lead Generation Check list – Part 7: Effective lead management. My checklist for optimizing the lead generation process so far has included six steps: the mindset of not pushing; repairing the rift between sales and marketing; creating the ideal customer profile (and the un-ideal customer profile as well); agreeing upon... (12/18/09 09:00 PM)

12. Snail-mail blows away email for lead-gen. Would you email to a mailing list for lead-gen, or snail-mail it? We marketers of limited means (time and staff, as much as money) love the email tools out there. Fire up SurveyMonkey and/or MailChimp, and bam!–leads and responses. But we should reconsider our actions based on split-testing reported at B2BMarketingSmarts: Email lead generation — perception vs. [...] (12/08/09 09:00 AM)

13. How to improve lead generation with prospecting 2.0 . Cold calling. Feel a shiver move up your spine? Too bad. It’s a shame that you, like many others, choose to dismiss cold calling as a lead generation tool (there’s that shiver again). I’m not saying that its reputation hasn’t... (12/04/09 09:00 PM)

14. Thoughts on how to follow-up on website leads when you use marketing automation. A few months ago, at the MarketingSherpa B2B Marketing summit in Boston, I was asked on how best to follow-up on leads generated via the web by Richard Hill. Richard writes over at the Idea Exchange blog on marketing automation... (11/30/09 09:00 PM)

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16. Lead Generation Tactics Based on Prospect ?Temperature?. When you?re in the trenches of post-click marketing, it?s easy to forget the relationship of what you?re doing to the wider context. This is especially true in lead generation because of the significant number of variables that impact success. (11/19/09 09:01 AM)

17. Lead Generation Check list – Part 6: A Multi-modal lead generation approach. This is the sixth in an eight-part series I’m calling the ‘Lead Generation Checklist.' I wanted to provide a checklist that helps organizations optimize their lead generation process. My first post was on the mindset we should have – one... (11/11/09 09:00 PM)

18. 7 prospecting rules that produce leads webinar. The phone is a powerful and effective lead generation tool and is an important "social media" platform. It is inarguably the human touch of a lead nurturing program. That’s why every opportunity - including cold calling - should be treated... (10/29/09 09:00 AM)

19. Webinar review: Effective Lead Management executive summary. We had a great turn out for our recent B2B Lead Generation RoundtableWebinar “Effective Lead Management: Learn How to Convert Marketing Leads into Sales Pipeline.” In case you missed the live presentation, there are still two ways you can review... (10/28/09 09:00 AM)

20. Lead generation metrics should emphasize opportunities not just leads. I was asked to write a response to this question, "In what ways have metrics evolved with the increase in digital B2B marketing? Suggest one ROI metric that you have found to be very effective." Read ClickInsights: What ROI metric... (10/27/09 09:00 AM)

21. Podcast: Why sellers don’t have the right tools to help buyers buy. A recent lead generation poll showed that converting leads to pipeline revenue (accelerating sales) was the biggest challenge for marketers. What are we doing as sellers that keeps us from closing sales? It’s a tough question, and it’s one that... (10/15/09 09:00 AM)

22. Lead Generation Check list – Part 5: Treat your marketing database as a valued asset. This is the fifth installment in an eight-part series, the ‘Lead Generation Checklist.’ The goal of this series is to provide a checklist that will help organizations optimize their lead generation process. In my first post a few weeks back,... (10/08/09 09:00 PM)

23. Improve your Lead Generation: 8 Takeaways from the B2B Marketing Summit . Last week, I was a speaker at MarketingSherpa's B2B Summit in San Francisco. I had a great time learning and connecting with fellow attendees. For me, the most valuable part of attending was hearing what other marketers are doing to... (09/30/09 09:00 PM)

24. Lead Generation Check list – Part 4: Clear and Universal Lead Definition. This is the fourth installment in an eight-part series I’m calling the ‘Lead Generation Checklist.’ With each post, I’m addressing a step that in my experience helps improve lead generation efforts. For the first post, I focused changing your mindset... (09/29/09 09:00 PM)

25. Cold calling and the Complex Sale: observations you can learn from (thanks to my daughter). I was somewhat shocked to find out that my 14-year-old daughter had searched YouTube recently for any mention of her dear old dad. She stumbled across a video that included a recent mention of my book, Lead Generation for the... (09/25/09 09:00 PM)

26. Lead Generation Poll shows converting leads-to-sales pipeline is biggest frustration. I recently hosted a poll to ask fellow marketers which aspect of the B2B lead generation frustrated them the most. Overall, 34% of the 94 participants replied that converting leads to pipeline revenue is the biggest issue for them. According... (09/16/09 09:00 PM)

27. Podcast: Unconventional strategies to reach more clients. So, you've put a lot of effort into your lead generation process, and you have a great lead in your hand. Now, what can you do to improve your probability of making a profitable sale from it? Michael McLaughlin, addresses... (09/15/09 09:00 AM)

28. Lead Generation Check list – Part 3: Develop and intensify your Ideal Customer Profile . I’ve started an eight-part series I’m calling the ‘Lead Generation Checklist.’ Each post in the series addresses a step that in my experience helps improve lead generation efforts. The first installment discussed changing your mindset to focus on conversations not... (09/14/09 09:00 PM)

29. Lead Generation Checklist - Part 2: Sales and Marketing – One Team. I’ve started an eight-part series I’m calling the ‘Lead Generation Checklist.’ Each post in the series addresses a step that will help to make your lead generation campaigns work like a well-oiled machine. In the first installment, I discussed tackling... (09/01/09 09:00 PM)

30. 101 actionable tips from leading business bloggers. I was recently asked for some of my best tips on lead generation to include in “101 Tips from 50 Small Business Bloggers.” The blog appeared in Open Forum’s Idea Hub, a virtual ‘trading post’ of ideas and insights from... (08/27/09 09:00 AM)

31. Lead Generation Checklist - Part 1: The Mindset: Conversations, not campaigns. Building an effective lead generation program is kind of like baking a cake. There are certain ingredients that are absolutely necessary. You can tweak the recipe a little here and there adding your own special touches as long as you... (08/24/09 09:00 PM)

32. Take the Poll: Which aspect of the B2B lead generation process frustrates you the most?. Which aspect of the B2B lead generation process frustrates you the most? Getting a volume of names Figuring out which names are valuable Passing leads to sales Converting leads to pipeline revenue Closing the loop on every lead Take the... (08/21/09 09:00 AM)

33. 8 Tips for generating high quality leads that sales people love. Ask most executives and marketers what sales people need to sell in this economy and they will say, "more leads." So their lead generation focuses on getting MORE leads to their sales team but I've found that sales people really... (08/13/09 09:00 AM)

34. Lessons on Using LinkedIn for Lead Generation. I've heard more B2B marketers citing LinkedIn as a key social network they want to add into their lead generation and marketing strategy. I often get asked questions like "how do you generate leads via LinkedIn (without alienating your network)?... (07/29/09 09:00 PM)

35. Social media's impact on web forms and landing pages. More marketers are embracing social media and inbound marketing practices for lead generation. That's a good thing. I’ve written about how you can leverage social media tools like blogs, twitter, LinkedIn, etc. to drive interested visitors to your website or... (07/24/09 09:00 AM)

36. Webinar on Putting the Human Touch into Lead Generation. There are numerous tactics for generating leads these days — everything from the traditional email or phone call to the explosively popular social media craze. However, the real challenge is not necessarily in generating leads, but more in truly connecting... (07/20/09 09:00 AM)

37. On Lead Qualification: Turning Web Inquiries into Viable Sales Leads. A common lead generation practice using B2B inbound marketing includes offering whitepapers, demos, trial software, or other content assets in exchange for registration information. The problem is that many marketers immediately turn these form registrations (aka web inquiries) over to... (07/06/09 09:00 PM)

38. On Lead generation: Insist on lead quality over quantity. Under increased pressure to help drive revenue in this challenging market, many of us are tempted throw as many leads as we can to our sales team. We can tell ourselves that more leads is better because it lowers the... (07/01/09 09:00 PM)

39. Moving Marketing Leads to Sales Pipeline best practices data. A key challenge B2B lead generation is driving leads from the marketing funnel to the sales pipeline. MarketingSherpa just published a chart that shows which best practices are marketers NOT using to effectively manage their marketing-to-sales pipeline process. Check it... (06/23/09 09:00 AM)

40. B2B Lead Generation Blog on list of top 100 blogs. Looking for tips from expert sales people and marketers across the world? Take a look at this list of 100 Blogs to Boost your Sales Skills. The list, generated by The Fixer-Upper Blog, is comprised of sites that will offer... (06/22/09 09:00 AM)

41. B2B Lead Generation Roundtable Group on LinkedIn. A few weeks ago I wrote a post called 5 steps for using LinkedIn as a lead generation tool and step number five was ‘create your own LinkedIn group and share relevant content.’ Well, last Thursday I launched the B2B... (05/13/09 09:00 AM)

42. Using Kaizen to improve your lead generation results in 90 days or less. B2B companies need a systematic approach to lead generation, yet, I’m constantly surprised to find that most do not have one. Michael Webb, President of Sales Performance Consultants, and I met a few years back when I began writing my... (05/08/09 09:00 PM)

43. 5 steps for using LinkedIn as lead generation tool . Like many of you, I’m using LinkedIn to connect with work friends and colleagues. But I’ve been intrigued by how LinkedIn has quietly developed into a useful lead generation tool for marketers and sales people to build relationships with potential... (04/21/09 09:00 PM)

44. Sales and marketing alignment: tips for getting it right with lead generation. According to the 2008 Miller Heiman Sales Best Practices Study, only 37% of respondents agreed that their sales and marketing organizations are aligned in what their customers want and need. I discussed this disconnect with Bill Golder in the February... (03/04/09 09:00 PM)

45. BtoB 2008 Lead Generation Guide. B2B Marketers are increasingly emphasizing lead generation and as a result, BtoB Magazine just published their inaugural BtoB 2008 Lead Generation Guide today. I highly recommend you check it out. It has a lot of studies, expert columns, market statistics... (02/25/09 09:00 AM)

46. How to use social media for lead generation. I’ve been blogging for over five years. When I started, there wasn’t a business case on the ROI of blogging, nor was there a lot written on B2B lead generation. I started blogging because I wanted to share with everyone... (02/25/09 09:00 AM)

47. Using thought leadership tactics for lead generation. As marketers look for ways to optimize lead generation, they are recognizing the value of using educational content and thought leadership to help attract more customers. I've written a number of times on using educational marketing and certain aspects of... (02/25/09 09:00 AM)

48. Taking my five-step lead management ‘playbook’ on the road. Why do so many companies struggle with the lead generation process? Simple. Even the very best lead generation program cannot compensate for poor teamwork and collaboration. You can actually achieve major ROI gains by optimizing a just few key aspects... (02/25/09 09:00 AM)

49. B2B Marketing Testing to Optimize Lead Generation Results. Discovering and knowing what really works and what doesn’t for lead generation is essential for every marketer. The best way to discover this is through the process of testing. Personally, I’ve met only a handful of B2B marketers who are... (02/25/09 09:00 AM)

50. Seven tips for improving cold calling for lead generation. In spite of the fact that in the past pushy salespeople and poorly trained marketers have tarnished the image of the phone, I still believe that reaching out via phone is a very effective lead generation tool. Studies by leading... (02/25/09 09:00 AM)

51. What causes webinar attendees to bail?. Webinars and webcasts are a key tactic in lead generation toolkit. The challenge with webinars is that if you don't do a super job, attendees will bail on you and they may never register one of your events again. That's... (02/25/09 09:00 AM)

52. Top Lead Generation Tips for New Sellers. The faster we can get new sales reps producing revenue the better. So what works? Jill Konrath shares 5 great tips for new sellers on her Selling to BIG Companies Blog and it’s definitely worth a read. I particularity liked... (02/25/09 09:00 AM)

53. Should lead generation ignore current customers?. ”We know more about our prospects (leads) than we know about our current customers” was a shocking statement I heard from a client and it stuck with me. In fact, it's the impetus for this post. When you have a... (02/25/09 09:00 AM)

54. My book is now available on Kindle. I just heard that Lead Generation for the Complex Sale is now available on Kindle. It joins more than 200,000 books available via this service. Here’s an overview of Kindle: Kindle is a portable reading device from Amazon.com that allows... (02/25/09 09:00 AM)

55. Rainmakers and Lead Generation. In professional services organizations the people who bring in the big revenue clients are often called rainmakers. They’re the one’s that make it all happen and become almost mythical in the process. In today’s challenging business climate, we could all... (02/25/09 09:00 AM)

56. Execution is the key to go-to-market success. The biggest obstacle to go-to-market success (and lead generation ROI for that matter) is the lack of good execution. The Chief Marketing Officer (CMO) Council's latest study, “Driving the Bottom Line from the Front Line,” assessed the go-to-market processes and... (02/25/09 09:00 AM)

57. A five-step playbook that will optimize lead generation programs. Companies that adopt closed-loop lead management processes report higher return on marketing investment (ROMI) than those that do not, making this a key investment for B2B marketers. The challenge that many organizations face is that their lead management process is... (02/25/09 09:00 AM)

58. Can a social media like Twitter boost your lead generation results?. Yes. I came across a blog this weekend that reinforced my thoughts. This post, written by Christian Fea, CEO of Synertegic, Inc., started off with a this statistic that he found on compete.com: Twitter had around 3 million people visiting... (02/25/09 09:00 AM)

59. Lead management software becoming a hot topic. What do you do with leads or inquires once you generate them? This basic question is overlooked by so many and yet it’s the leading cause of failure in what would otherwise be effective lead generation programs. The common-sense answer... (02/25/09 09:00 AM)

60. Lead nurturing putting the human touch into action with video and email. I had a great time doing my webinar on putting the human touch into lead generation sponsored by Citrix Online and we had almost 1600 people register. Wow! In my presentation I emphasized how lead nurturing is about timing, consistency... (02/25/09 09:00 AM)

61. Webinar on Putting the Human Touch into Lead Generation. There are numerous tactics for generating leads these days — everything from the traditional email or phone call to the explosively popular social media craze. However, the real challenge is not necessarily in generating leads, but more in truly connecting... (02/25/09 09:00 AM)

62. Web Analytics for B2B Lead Generation . In the complex sale, the length of the buying cycle makes the connection between on-the-web activity and the off-line decision to purchase much more difficult to trace. So the challenge is connecting our website data (analytics), with marketing data (inquiries... (02/25/09 09:00 AM)

63. Learn how to create content that improves your lead gen conversions. B2B marketing efforts heavily rely on content as a lead generation incentive. To be effective in the lead gen cycle, this content has to be something your prospects yearn to read or view. You’ll want to create content that will... (02/25/09 09:00 AM)

64. Why Writing Blogs Just for SEO Will Inevitably Fail . Search engine optimization (SEO) remains critically important for B2B marketers doing lead generation online. And it's pretty common advice to hear: launch a blog because the relevant content will attract links and improve your search engine visibility. Blogs can offer... (02/25/09 09:00 AM)

65. Let's stop doing random acts of lead generation. I don’t know about you but I seldom meet a B2B marketer who has time to think. And it seems that the pressure keeps building as more of us seek to do more with less. That said, it’s vital for... (02/25/09 09:00 AM)

66. Podcast: Interview on lead generation with Dave Stein. I was was recently interviewed by Dave Stein, CEO and Founder of ES Research Group, and author of How Winners Sell (a great book by the way). During the interview we talk about the following topics: What works to get... (02/25/09 09:00 AM)

67. Prioritizing Marketers Top Priorities. This morning I got a research brief from Mediapost summarizing the findings from the Marketing Effectiveness Networking Group (MENG) and Anderson Aanlytics study. This study surveyed marketing executives to identify key trends and strategies of effective marketing. The subject line of the email said: "Marketing Execs Say Basics Are Most Important in 2008". By "basics" I thought they meant strategies such as becoming measurement-oriented, shifting ad portfolio, investing in email infrastructure, build operational data warehouse, and improve web site. However the 'basics' by definition from this study were more customer-centric and more concepts and objectives rather than strategies. And unfortunately for most companies, they're not all that 'basic' in achieving success. 60% of marketing executives said the following 'marketing basics' were important: Customer satisfaction Customer retention Segmentation Brand loyalty ROI I have a copy of the study. To be clear, the study asked marketing executives to choose from over 60 concepts or buzzwords (such as the 5 above) which were then categorized. Other categories, in order of votes, included: SEO (by itself) Personalization: concepts include Data mining, CRM, Lead Generation, Personalization, Ecommerce, Competitive Intelligence Green Marketing: Multicultural / Ethic issues. Breakdown of old media Innovative Branding Viral / WOM: concepts include viral, WOM, blogging New Media: concepts include Web 2.0, Mobile, CGM, Long Tail, Social Networking Macro Economics Tech Strategy Outsourcing Social Issues Other Now, as a marketer, if I participated in this study I may have answered the same way. After all, the 'marketing basics' are overarching objectives. What... (01/02/08 09:00 AM)