Marketing Articles About Lead Generation

Marketing Articles About Lead Generation Search Results

Results for: lead generation

65 items found:

Most Famous Tips On Lead Generation. The single biggest most important reason of any lead generation campaign is to build your mailing list. Internet marketers often say "the money is in the list", which is totally true. A list o... (08/28/08 09:00 PM)

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... (07/29/08 09:00 PM)

My podcast 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... (07/25/08 09:01 PM)

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... (07/23/08 09:01 PM)

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... (07/08/08 09:00 PM)

Five Inexpensive Direct Mail Tools to Generate Sales Leads Fast. Isn't direct mail pricey? It can be. But don't think that you have to create big, flashy mailers. In fact, when your goal is to generate sales leads, simpler, cheaper formats often work better. Here are five basic direct mail tools that you can use to generate sales leads quickly and inexpensively. (06/03/08 09:00 AM)

BtoB 2008 Lead Generation Guide. B2B Marketers are increasingly emphasizing lead generation and as a result, BtoB Magazine just published their inaugural BtoB's Lead Generation Guide today. I highly recommend you check it out. It has a lot of resources studies, expert columns, market statistics... (05/28/08 09:00 AM)

Should lead generation ignore current customers?. ”We know more about our prospects (leads) than we know about our current customers” was 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 complex... (05/12/08 09:00 PM)

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 log file data (analytics), with marketing... (05/02/08 09:01 PM)

Stop doing random acts of lead generation. I don’t know about you but I seldom meet a B2B marketer who 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 us... (04/29/08 09:01 PM)

Lead-Generation Blueprints in 30 Minutes: How a Company Quadrupled Marketing ROI. Marketers must continually fight the temptation of executing random, disconnected lead-generation activities to prospects. Success today requires marketers to apply the discipline of campaign development in order to establish a relevant, timely dialog with the target audience. This is the key to higher conversion rates and even higher customer loyalty. (04/22/08 09:01 AM)

Podcast: How to Select and optimize Outsourced Teleprospecting. More companies than ever are outsourcing operational lead generation processes and teleprospecting functions, however there is very little information on how to select, engage, and measure these vendors who will add that essential human touch. I just interviewed Sridhar Ramanathan,... (04/16/08 09:00 AM)

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... (04/14/08 09:00 PM)

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... (04/07/08 09:00 AM)

Fear not! Think like a savvy investor with lead generation. This morning I was talking to a marketing leader about his 2008 strategy and he brought up some concerns he had about the economy and its potential impact on him and others. Can you blame him? In years past, marketing... (03/13/08 09:00 PM)

Making B2B lead generation messages more memorable . In B2B marketing, when you have many potential buyers who are involved in the buying process, how do you connect with these people in a memorable way? If you look at most lead generation messages, they often contain industry jargon... (02/27/08 09:01 AM)

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)

InTouch Acquired by MECLABS Group, Parent Company of MarketingSherpa and MarketingExperiments. When I started the B2B Lead Generation blog back in 2003, my purpose was to have this blog be a launch pad for practical ideas, not commercials. So that’s why many of you probably don’t know what I do in... (11/07/07 09:00 PM)

Think more, do less . Are you too busy to think? Many of us feel that way at times. As simple as it seems, finding time to think effectively is vital to developing a solid sales, marketing and lead generation strategy. Without question, our mindsets... (10/23/07 09:00 PM)

Choosing an on-demand lead generation solution. Link: Choosing an on-demand lead generation solution. Choosing an on-demand lead generation solution this article By Frank Vaculin, Spoke Software October 4th, 2007 An on-demand data prospect database can boost the success rates of lead generation campaigns and help marketers... (10/08/07 09:00 PM)

Lead management is far from an easy task. Companies that adopt effective lead management processes generate more revenue from their lead generation investment and have overall higher close rates on marketing generated leads than those that do not. But I've encountered very few companies that really do lead... (09/18/07 09:00 PM)

MarketingSherpa Demand Generation Summit 2007. Click here now to buy a ticket to the Demand Gen Summit and get a copy of my new book: "Lead Generation for the Complex Sale"Register by 9/28 For a $100 Discount You're invited to join me at MarketingSherpa’s Demand... (09/04/07 09:01 PM)

The One Piece Of Advice You Can't Generate Leads Without. The staff at Raintoday approached a group of B2B lead generation experts with the following question: "What is the one piece of advice you simply cannot generate leads without?" The result was a special 36-page report with 10 all-new articles... (08/30/07 09:00 PM)

B2B Marketing and lead generation via Social networking . Have you dipped your toe in the water of social networking yet? And if not, should you start? That’s a question I know that a lot of very busy B2B marketers ask themselves which is why I found Tessa Wegert's... (08/29/07 09:00 PM)

Closed Loop Marketing Challenges for Lead Generation. I got a call earlier this week from a reader who was really frustrated with his closed loop marketing system and he was hoping to get some ideas on how to "fix it." He explained that his company had recently... (08/24/07 09:01 PM)

Webcast: Closed-Loop Lead Generation & Management. Join me for a complimentary webinar I'm giving on Wednesday, August 22nd, on how to Achieve a Closed-Loop System for Lead Generation and Management. In this webcast, sponsored by ON24 and hosted by the AMA, you will learn how to:... (08/20/07 09:00 AM)

7 Tips to Improve Sales Follow-up & Close More Leads. If you are like most B2B marketers, lead generation is at top of your priority list. But as you may already know, generating tons of “leads” doesn’t guarantee sales will follow. Does the sales team either ignore your hard-won leads... (08/01/07 09:01 PM)

Inquiry management and search marketing strategy. BtoB Magazine's Carol Krol interviewed Kevin Lee, executive chairman of Did-it Search Marketing on Effective Search Strategies. I first met Kevin when we were both were speakers at MarketingSherpa's Lead Generation Summit in 2004. I liked what Kevin had to... (07/30/07 09:01 PM)

Podcast: Interview with MarketingSherpa's Anne Holland. Are you a technology marketer who’d like to be inspired by fresh ideas for marketing and lead generation tactics? If so, MarketingSherpa just released their “Business Technology Marketing Benchmark Guide 2007-08” and I had the privilege to interview, Managing Editor... (06/29/07 09:00 PM)

Online Lead Generation and Management Strategies that Get Results. Back In 2005, I did an 11 City speaking tour sponsored by GlobalSpec to teach manufacturers how to become better at lead generation, lead management and lead nurturing. I traveled with Guy Maser VP of Marketing for GlobalSpec and I... (06/28/07 09:01 PM)

Using the Physics of Trigger Events to Generate More Sales Ready Leads . Most buyers aren't ready to buy when we're ready to sell. This trite but true observation has significant implications when it comes to lead generation. It means that we must continue to nurture viable prospects until they are ready to... (06/13/07 09:00 AM)

10 Lead Generation (Prospecting) Tips for Sales People . Sales people often lack the support of a dedicated marketing team that is able to execute lead generation programs on their behalf. This is particularity true in small companies. Still, those sales people succeed in spite of it all. They... (05/21/07 09:00 PM)

How Lead Nurturing Improves Lead Generation ROI. I know there's a lot of emphasis on lead generation (that's a good thing) but, getting a ton of leads doesn't guarantee that increased sales will follow. In a complex sale, my experience is, most of the selling actually happens... (05/14/07 09:00 AM)

The Difference Between ROI and Marketing Accountability. What's the difference difference between ROI and marketing accountability? My recent blog post, On B2B Demand Generation tools and Lead Generation Dashboards started an email exchange between me Jeffrey Eisenberg and then spawned an article by Bryan Eisenberg over at... (05/13/07 09:00 PM)

B2B Lead Generation Blog is today's TypePad Featured Blog. Greetings and welcome new readers! I'm honored that the B2B Lead Generation Blog was chosen as today's Typepad featured blog. I've been using Typepad to power my blog since October of 2003 and I think it's a super blogging tool.... (05/08/07 09:01 PM)

Live for the last time: 8 Critical Success Factors for Lead Generation. If you haven't heard my live presentation on the 8 Critical Success Factors for Lead Generation now is your last chance. I've got new plans so just like they do in sports, I’m retiring this presentation while it’s still on... (04/26/07 09:01 AM)

Looking for a "hot" date? . When it comes to lead generation, the dating analogy is nothing new. But I liked what Tom Myer at the tdog.blog said on the topic of lead nurturing in his post, If you don’t remember me on the second date,... (04/24/07 09:01 PM)

Podcast: Lead Generation via Podcasts: An Interview With Paul Dunay. Are you interested in podcasting to create demand and generate leads? I interviewed Paul Dunay, Director of Global Field Marketing for BearingPoint. Paul also writes the insightful Buzz Marketing for Technology Blog. This year, Paul is going to do over... (04/19/07 09:00 AM)

On B2B Demand Generation tools and Lead Generation Dashboards. CEOs continue to demand better ROI measurement and accountability from marketers. As a result there’s been a surge of interest in software and tools to manage the process of lead management, lead nurturing and lead generation with a greater emphasis... (04/18/07 09:00 PM)

Closed-Loop Marketers More Likely to Reach ROMI Goals. Over the years, I’ve written about how to use closed loop feedback to improve marketing and lead generation ROI. I came across a recent report by Aberdeen Group entitled, Creating a Customer-Centric Marketing Organization, that reinforces the point with broader... (04/12/07 09:00 AM)

Your questions answered on Lead Generation via Podcasts. I’m looking forward to launching my new podcast, “Start with a Lead,” this April. Our first interactive show will be on lead generation via podcasts. As a lead generation tactic, podcasting is still in its infancy but it's expected to... (04/05/07 09:01 PM)

On giving away ideas . I had coffee with a potential partner and our conversation ebbed to a discussion about marketing philosophy and lead generation. He said something like, I think companies [like yours] give away many of their trade secrets on their website. They... (04/02/07 09:00 AM)

On building the Lists for B2B Lead Generation Programs. Would you buy this business card? Maybe... maybe not. When you buy a list of names, you are basically buying business cards on a list. But there is no such thing as buying the perfect list, especially if you have... (04/02/07 09:00 AM)

Now Announcing the "Start With A Lead" Podcast Show. I am pleased to announce that I'll be hosting a new podcast show called Start with a Lead debuting in April. The show will have content specifically for marketers and those who care about B2B lead generation, sales leads, and... (04/02/07 09:00 AM)

Webcast: How to Precisely Define a "Lead" Before Marketing Begins. If you are like most B2B marketers, lead generation is at top of your priority list. But as you may already know, generating tons of leads doesn’t guarantee sales will follow. Does the sales department either ignore your hard-won leads... (04/02/07 09:00 AM)

Targeting Your B2B Lead Generation. Often lead generation programs seem more ready-fire-aim instead of ready-aim-fire. Mac McInTosh wrote a helpful article on, Targeting Your B2B Lead Generation, that I think provides some good tips and reminders. Mac writes, When searching for leads for selling your... (02/28/07 09:00 AM)

Using White Papers for Lead Generation. Michael Stelzner wrote a solid overview article in MarketingProfs this week titled, How White Papers Can Turbo-Boost Your Lead-Generation Campaign. I've written a number of times that educational content is an important tool for lead generation. If you're involved in... (02/28/07 09:00 AM)

New complimentary e-book - Start with a Lead: Eight critical success factors for lead generation results. My latest project is ready! I just published a complimentary new e-book titled Start with a Lead: Eight critical success factors for lead generation. Please download it and pass it on. According to studies, the single biggest challenge for contemporary... (02/28/07 09:00 AM)

Lead Generation for the Complex Sale. I recently did a phone interview on Lead Generation for the Complex Sale with Nettie Hartsock for Allbusiness.com's Must Read Business Books column. The brief interview covered the following topics: Who are the right people to engage? Do you have... (02/28/07 09:00 AM)

Lead Generation for the Complex Sale Listed Among BtoB Magazine’s Best Marketing Books. Ellis Booker, editor of BtoB Magazine, posted a short list of five of the best marketing books published in the past 12 months, as well as a couple due out imminently. My book, Lead Generation for the Complex Sale, along... (02/28/07 09:00 AM)

Webinar: Eight critical success factors for lead generation . Join me for a complimentary webinar the Eight Critical Success factors for Lead Generation Success. During this event, I will share my perspective on the most critical – and often overlooked - factors in successful lead generation including: How to... (02/28/07 09:00 AM)

Podcast: Use Feedback to Boost Lead Generation . Ever feel like the results of your lead generation efforts aren't being fully utilized? You’re not alone. Without a solid process in place an astonishing eighty percent of marketing expenditures on lead generation are wasted because the leads are lost,... (02/28/07 09:00 AM)

How Podcasts Impact B2B Purchase Decisions. A key aspect of lead generation is to engage people as early in their buying process as possible, because that's where you can make the biggest difference. Simply put, engage early and often. An excellent way to reach people early... (02/28/07 09:00 AM)

Closed Loop Feedback: The Missing Lead Generation Huddle. In team sports, the huddle is crucial to the success of the team. While in the huddle, the team looks at their performance on the last play, including: what worked and what didn't, and then uses this feedback to decide... (02/28/07 09:00 AM)

The B2B Lead Generation Blog Wins Best B-to-B Marketing Blog in MarketingSherpa's Readers' Choice Awards. Thank you all for voting! I won the best B-to-B Marketing Blog in MarketingSherpa's Readers' Choice Awards! I’m humbled and thrilled that so many readers have found the content valuable and informative enough to cast their vote for my blog.... (02/28/07 09:00 AM)

BeTuitive Publishing Book Review. Each month, one of the folks over at BeTuitive Publishing writes a business book summary and review that is included in their newsletter and blog. The most recent review is of none other than Lead Generation for the Complex Sale.... (02/28/07 09:00 AM)

MarketingSherpa Data on the Best & Worst Lead Generation Offers for 2006. I've been quiet here for over a week, but not because I don't have a ton of things to write about. Actually, I'm focused on getting a special project ready that I’ll be releasing to tomorrow. Stay tuned. In the... (02/28/07 09:00 AM)

Avoid wasting your Pay-Per-Click lead generation budget. Thanks to Jim Berkowitz and his CRM Mastery E-Journal for pointing me to the MarketingProfs article, Five Proven Ways to Waste Money With Pay-per-Click Advertising by John Grant. I think this article does a nice job pointing out some of... (02/28/07 09:00 AM)

White Papers and Lead Generation, Key for BtoB Marketers. Complex sales cycles make the development of multi-modal marketing strategies critical. For many B2B marketing pros (especially those in technology), a time-tested tool is the white paper. As I've written before, I'm a big proponent of educational marketing tools such... (02/28/07 09:00 AM)

Telemarketing big with Xerox. Do you use the telephone as part of your multi-modal lead generation strategy? A recent BtoB Magazine article by Carol Krol, Copy this: Telemarketing big with Xerox shows that, although the phone may not be as buzz worthy as other... (02/28/07 09:00 AM)

Podcast: Duct Tape meets Lead Generation for the Complex Sale. I'm a guest on the Duct Tape Marketing Podcast today hosted by John Jantsch. John's Duct Tape Marketing Blog was chosen as a Forbes favorite for small business and was twice named Best Small Business Marketing Blog by the readers... (02/28/07 09:00 AM)

Podcast: Tradeshow and Event Marketing with Ruth Stevens. Are you finding that trade shows or events are a “waste of time” for lead generation? You may want to think again. I interviewed Ruth Stevens, author of Trade Show and Event Marketing, to get her views on what marketing... (02/28/07 09:00 AM)

Webinar: A Multimodal approach to Lead Nurturing for Complex Sales . Join me for a complimentary webinar hosted by the American Marketing Association and sponsored by WebEx. The secret to successful lead generation and marketing in the business-to-business space today is the process called lead nurturing, which converts more inquiries into... (02/28/07 09:00 AM)

Podcast: Marketing and Sales for Big Complex Selling (Pt 1). I had a great time chatting with Todd at 800-CEO-READ on lead generation. This is the first of three podcasts 800-CEO-Read is doing on B2B sales and marketing. Here's what Todd says about it: In this podcast, I talk with... (02/28/07 09:00 AM)

Webinar: Lead Generation Strategies for the Complex Sale. Join me for a complimentary webinar this Thursday, August 17, 2006 at 1pm EDT. This action-oriented session will provide tips and best practices that you can put into practice immediately. When you leave this session you will: Learn 3 proven... (02/28/07 09:00 AM)

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