Articles About Leads Search Results

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6. Webinar: Beyond Lead Generation - Helping Sales Drive Revenue with Jeff Thull. The purpose of B2B marketing and lead generation is to help the sales team sell; hpwever marketers can often get so wrapped up in driving campaign activity they seem to forget it's about driving sales conversion and helping the sales... (03/30/10 09:00 PM)

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34. Proof it’s not about the benefits, but your product. Go look at Anne Holland’s Which Test Won. Sorry to bypass the quiz screen, but my post’s title already gives away the answer. “Version A, with its main visual of the printer itself, enticed 37.2% more visitors to complete the online call-back form, thus generating more sales leads for the industrial printers.” While an awareness of the [...] (02/17/10 09:01 PM)

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36. 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)

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38. 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)

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40. Lead nurturing thoughts to share. Lead nurturing supports the conversation of the buying cycle. Focus on viable leads first, not your whole database. If your sales team is following up on nurtured leads, give them relevant/related talking points to use. The first impression matters. So... (01/31/10 09:00 PM)

41. 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)

42. 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)

43. 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)

44. Lead re-engagement is lead nurturing to rejuvenate old leads. The January sales push well on it's way and most B2B marketers I know are looking an additional ways to generate leads more faster. Do you have a process have a process for handing leads from sales back to marketing... (01/21/10 09:00 AM)

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46. 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)

47. 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)

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50. 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)

51. 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)

52. 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)

53. 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)

54. Two new web services from my inbox. Maybe these are useful to some readers: 1. Trade your contacts with others with the Reach Lead Network ala Jigsaw. Cool feature is that they can resolve ’social media’ contacts (i.e. Twitter followers) into real contact info. 2. If you are looking for new product/brand/company names to trademark, searching out conflicts is a pain. Well, until you’ve [...] (11/23/09 09:01 PM)

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58. How to Design Lead Nurturing Programs that Drive Sales webinar with Ardath Albee on 11/19 . You’ve probably seen a lot of discussions regarding lead nurturing lately. People want to know: How can I create enough content with my organization’s limited resources? How can we develop a nurturing program that actually builds our pipeline? What measurements... (11/13/09 09:00 PM)

59. Vote for the 50 Most Influential People in Lead Management. I heard the Sales Lead Management Association is looking for who you think are the 50 most influential people in lead management. Voting ends on November 13th and you can vote for up to 5 people at once if you... (11/12/09 09:00 PM)

60. 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)

61. Steps for creating a true lead nurturing program. Sometimes in an attempt to vamp up lead nurturing efforts, misguided and well-meaning organizations simply start sending out more emails. When email is misused in this manner, companies are really just training prospects to ignore or delete their messages. See... (11/06/09 09:00 PM)

62. A multi-modal approach to lead nurturing . To be successful at lead nurturing marketers can't rely on one specific channel but rather they need to leverage a multi-modal portfolio of channels especially when you have a complex sale. Why? The goal of lead nurturing is to maintain... (11/03/09 09:00 PM)

63. 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)

64. 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)

65. 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)

66. 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)

67. Webinar on Effective Lead Management: How to Convert Marketing Leads into Sales Pipeline. Research shows that about 80% of leads marketers generate end up getting lost, ignored or discarded. So, instead of continually struggling to find new leads for Sales, marketers should begin focusing on developing effective lead management processes for converting more... (10/12/09 09:00 AM)

68. 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)

69. 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)

70. 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)

71. 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)

72. 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)

73. 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)

74. 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)

75. 7 prospecting rules that produce leads. Need to improve your teleprospecting efforts? Check out my guest post for ZoomInfo, a blog that offers advice on all aspects of sales and marketing. The site features industry news, analysis, and surveys. And, from time to time they let... (09/10/09 09:00 PM)

76. 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)

77. 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)

78. What IS and ISN’T Lead Nurturing . While chatting with a client recently, she told me that she had just met with her third new boss this year to explain the company’s new lead nurturing process. The problem was that her boss felt their current integrated marketing... (08/26/09 09:00 AM)

79. 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)

80. 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)

81. When leads lie, what should you measure?. Thanks to Jim Berkowitz and his CRM Mastery E-Journal for pointing me to CIO article by David Tabor, "When Leads Lie." Check both resources out they are well worth a read. Here's a few excerpts from Tabor's article: Why do... (08/17/09 09:00 PM)

82. 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)

83. 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)

84. 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)

85. 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)

86. Six steps to help create your universal lead definition . I’m amazed that 90% of the companies I’ve talked with over the last six months lack a clear definition of a sales lead really is – that is their sales and marketing departments don’t agree on a universal lead definition.... (07/09/09 09:00 AM)

87. 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)

88. Leading a sustainable enterprise . IBM recently released its 2009 report on sustainable enterprises, and the findings were similar to last year's: "Develop new sources of operational, supply chain and customer information to gain new levels of insight for meeting strategic sustainability objectives." Astonishingly, 37%... (07/02/09 09:00 PM)

89. 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)

90. 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)

91. Inbound lead nurturing presentation. I had a great time with being a professor at the inbound marketing university. Here's my presentation deck on inbound lead nurturing (CV201) via #IMU for those who missed it. #8 IMU: Inbound Lead Nurturing (CV201) View more OpenOffice presentations... (06/22/09 09:00 AM)

92. 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)

93. 5 tips to build more relevant and engaging lead nurturing emails. A recent MarketingSherpa survey of email recipients found that 58% of those who stop reading, disengage, or unsubscribe after cite "lack of relevance" as a key factor. This is hugely important because most marketers rely on email as their main... (06/19/09 09:00 PM)

94. Lead Nurturing is Walking the Buying Path with Your Customers . A recent study of B-to-B buyers shows that sales people who become trusted advisors and understand the needs of economic buyers are 69% more likely to come away with a sale! That’s why forming a plan for lead nurturing is... (05/28/09 09:00 AM)

95. Free inbound marketing training program to help you get ahead. If you are a marketing professional looking to gain new skills in this competitive workforce or a marketer between jobs check out the Inbound Marketing University’s marketing retraining program. I’ll lead one of ten webinar classes held during this free,... (05/27/09 09:00 PM)

96. 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)

97. 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)

98. Losing Leads and Sales With Bad Search Marketing Decisions . There are so many tools that help marketers with their search marketing but marketers have to know how to use the analytics in order to focus on the right things to generate leads and sales. So often I find that... (04/28/09 09:00 AM)

99. On Lead Nurturing - thinking beyond the send. The challenge today is not in generating leads, but truly connecting with them. That's why lead nurturing matters. This is why I found this post by my friend Ardath Albee titled, "Strategy Beyond the Send" helpful. Ardath's post gives some... (04/22/09 09:00 AM)

100. 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)