Marketing Articles About Lead Generation Search Results

1. 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)

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4. 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)

5. 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)

6. 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)

7. 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)

8. 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)

9. 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)

10. 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)

11. 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)

12. 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)

13. 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)

14. 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)

15. 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)

16. 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)

17. 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)

18. 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)

19. 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)

20. 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)

21. 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)

22. 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)

23. 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)

24. 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)

25. 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)

26. 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)

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28. 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... (02/23/09 09:00 PM)

29. 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... (02/20/09 09:00 PM)

30. Webinar on using Kaizen to improve your lead generation process. I’ve been invited to join Michael Webb, president and founder of Sales Performance Consultants, Thursday, February 5 at 3pm Eastern for a webinar on lead generation entitled “How to Generate and Sustain a 25% Increase in Sales Opportunities in 90... (02/03/09 09:00 PM)

31. 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... (01/26/09 09:00 PM)

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55. 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)

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