Articles About Leads

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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)

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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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Twitter posts. Via http://twitter.com/brianjcarroll 16:14 The challenge today is not in generating leads, but more in truly connecting with them. That's why lead nurturing matters. # Automatically shipped by LoudTwitter (04/18/09 09:00 AM)

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Project Management Online - Sponsored Link. Ad - Nations Leading Online PMP Course. Get Certified! (04/08/09 09:02 AM)

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Project Management Online - Sponsored Link. Ad - Nations Leading Online PMP Course. Get Certified! (04/06/09 09:01 AM)

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Project Management Online - Sponsored Link. Ad - Nations Leading Online PMP Course. Get Certified! (04/05/09 09:01 AM)

Project Management Online - Sponsored Link. Ad - Nations Leading Online PMP Course. Get Certified! (04/04/09 09:01 AM)

Project Management Online - Sponsored Link. Ad - Nations Leading Online PMP Course. Get Certified! (04/03/09 09:01 AM)

Project Management Online - Sponsored Link. Ad - Nations Leading Online PMP Course. Get Certified! (04/02/09 09:01 AM)

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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)

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5 Lead Nurturing Time Factors to Fine Tune Your Messages. The lack of a strong lead nurturing discipline can cost your organization substantial unrealized revenue. Without lead nurturing in place to capture and cultivate early-stage leads, your marketing funnel misses out on valuable opportunities. The true value of lead nurturing... (02/25/09 09:00 AM)

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)

Optimizing webforms to generate more leads through your website. After a talk on lead management, I spoke with several marketers from a company where one said, “We don’t need to qualify our leads because our web forms do the qualifying for us... then we send them to our sales... (02/25/09 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 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)

Building a Marketing Funnel and More Lead Management Tips. I was recently interviewed for an article on lead management by Chris Koch who works for ITSMA, the Information Technology Services Marketing Association. In the article titled, "Building a Marketing Funnel and Other Lead Management Tips," I give the following... (02/25/09 09:00 AM)

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)

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)

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)

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)

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)

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)

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)

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)

Lead Nurturing Best Practices Research and Data. MarketingSherpa just published data on lead nurturing best practices based on a survey of 1,000 marketers. Sherpa's research focuses on the following nurturing best practices: Using multiple tactics rather than relying on email only. Timing of teleprospecting response to web... (02/25/09 09:00 AM)

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)

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)

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)

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)

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)

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)

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)

The Human Touch of Lead Nurturing/Marketing Automation. I participated in a webcast and podcast combo on the adding the human touch to marketing automation as part of the Marketing Mastery Series sponsored by Eloqua, MarketingExperiments and ON24. You can watch the webinar recording here. Because the webinar... (02/25/09 09:00 AM)

5th Annual MarketingSherpa Demand Generation Summit 2008. You're invited to join me at MarketingSherpa's Demand Generation Summit at your choice of Boston (Oct 5-7) or San Francisco (Oct 26-28.) I'll be speaking on "Playbook for Effective Lead Management." This year's the summit will have 19 new case... (02/25/09 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... (02/25/09 09:00 AM)

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)

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)

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)

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)

Podcast: How to Optimize Teleprospecting Vendors. More companies than ever are using third party providers for teleprospecting and lead management operations, however there is little information on how to select, engage, and measure these vendors who will add that essential human touch. I just interviewed Sridhar... (02/25/09 09:00 AM)

When is a “free download” no longer free?. What do you wish companies would stop doing when you download a free white paper? I bet I already know. I had a conversation recently with my business development executive who has become highly suspicious of "free" white paper downloads.... (02/25/09 09:00 AM)

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New Event! What's Your Marketing Stimulus Plan?.

I've just launched the first of a series of marketing, thought leaderships and social media events that I'll be running in Wisconsin in 2009. If you're up for some 'marketing stimulus', I recommend that you check out this program!

The MarketingSavant Group invites you to attend the Marketing Stimulus Plan Boot-Camp, a one-day in-depth workshop that will jumpstart or revitalize your marketing efforts in these tough times. The best companies don't cut marketing spend in a downturn, they do the opposite. They know that even the toughest market conditions still provide plenty of opportunity.

Attend this one-day workshop to refine and revitalize your marketing strategy to help you swim upstream during the recession and position your company for long-term success.

Who: The MarketingSavant Group
What: What's Your Marketing Stimulus Plan? Workshop
When: January 27th, 2009 from 8:30 to 4:45
Where: De Pere, WI at the F.K. Bemis Center - St. Norbert College
How Much: $295 early reg / $395 after 1/9/09
Where do I Sign Up: At the Eventbrite website

Marketing managers, sales professionals, business owners, and executives within small to medium sized companies responsible for sustaining profitability and striving growth in a downturn will learn how to:

* Develop a road map for putting frugal, ethical and effective marketing strategies in place immediately
* Understand how new approaches in digital and social media marketing can catapult your company into new market opportunities
* Adapt your marketing spend for today's unpredictable economy
* Adjust prices and promotions without sacrificing market share or brand image
* Focus on accountability and obtaining measurable results from your investments
* Improve strategic and tactical planning with marketing ROI techniques and tools
* Manage your marketing budget and collaborate CFO and CEO

It's been said that "Every adversity carries a seed of equal or greater benefit." This program will help you and your business find the silver lining in those dark clouds by adopting creative, compelling, and low-cost/high-return marketing strategies. We'll discuss and learn new ways to devise new strategies to overcome economic turmoil, and execute new tactics to win, sustain and grow new business.
Bonus Item for Attendees:

All attendees will receive a copy of Marketing in a Downturn: Recession-Proof Strategies for Smart Marketers, a 90-page e-book featuring over 25 interviews with leading marketers, consultants, managers and business owners sharing their most effective marketing strategies for remaining profitable and sustaining growth during a downturn.

Who Should Attend?
* Marketing and communications professionals
* Small business owners
* Channel and brand managers
* Entrepreneurs and start-up managers
* Advertising and public relations professionals seeking new client solutions

You'll Walk Away With:

* Dozens of low-cost and effective ideas that you can implement immediately to jumpstart your marketing in the recession of 2009
* The tools, templates and action plans you'll need to succeed in the world of digital and social media marketing
* An idea packed e-book, Marketing in a Downturn: Recession-Proof Marketing Strategies for Smart Marketers, on how to make the most of your marketing in a recession

Register Now at Eventbrite

(02/24/09 09:00 AM)

What are your 2009 marketing predictions?.

Welcome (almost) to the new calendar year! I hope that the buzz of Christmas is still with you!

It's that time of year where we shift our focus (if we haven't already) to the possibilities of 2009. I'd like to kick that off by asking what your marketing predictions are for 2009? I've started a new site specifically for 2009 marketing predictions. It's at http://www.2009marketingpredictions.com.

So, put on your Nostradamus hat and let me know where you see marketing and marketers heading for 2009 and beyond!

Here are mine (all explained in greater detail here):

1. Marketers apply lessons from the 2008 Presidential campaign.
2. Marketers will measure absolutely everything.
3. Insurgent marketers will win big market share.
4. Customer data will be the most precious marketing resource.
5. Everyone becomes a marketer.
6. Marketers focus on targeting.
7. Consumers expect feedback loops; companies respond.
8. Mobile and location really begin to matter.
9. Tactics will still lead before strategy.
10. B2B Marketers will increasingly seek a 'thought leadership' based approach to marketing.

Post yours here - What are your 2009 Marketing Predictions?

(02/24/09 09:00 AM)

New Event...New Blog - Digital Centered Marketing.

Bill, Toby and I are going on the road again with the AMA! Starting in October, we're putting on a new event titled "Digital Centered Marketing." Like any good digital event, we've started a new blog to chronicle the examples and ideas that we encounter as we run up to the event.

Digital Centered Marketing is all about:

The marketing world is becoming digitally-centered faster than most marketers ability to learn, adapt and apply the latest techniques. Conventional marketers and agencies trapped in standard marketing models are no longer producing the same results that they were even a few years ago. Forward-thinking marketers have begun to shift their thinking from the traditional environment to the digital centered multi-channel environment.

This Digital-Centered Marketing program will explore the changing landscape of marketing that is no longer about exposure but rather engagement in digital relationships through digital media founded on the intelligent use of digital data and CRM.

Real-world models, pockets of excellence insights andÂ? process examples gained from Digital Centered Marketing: Moving Your Marketing into the Digital will change your business for good. Come learn how leading marketers are thinking differently, taking fresh approaches and embracing non-traditional thinking by putting digital at the center of the marketing universe.

If you're interested in going beyond the discussion about social media and hearing about how digital is truly changing how businesses set strategy and go to market in this decade, you won't want to miss Digital Centered Marketing.

Follow along on the blog or join us at an event in Chicago, New York or Seattle!

(02/24/09 09:00 AM)

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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)

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What are your 2009 marketing predictions?.

Welcome (almost) to the new calendar year! I hope that the buzz of Christmas is still with you!

So, put on your Nostradamus hat and let me know where you see marketing and marketers heading for 2009 and beyond!

Here are mine (all explained in greater detail here):

Post yours here - What are your 2009 Marketing Predictions?

(12/28/08 09:00 PM)

New Event! What's Your Marketing Stimulus Plan?.

Attend this one-day workshop to refine and revitalize your marketing strategy to help you swim upstream during the recession and position your company for long-term success.

Register Now at Eventbrite

(12/17/08 09:00 PM)

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New Event...New Blog - Digital Centered Marketing.

Digital Centered Marketing is all about:

The marketing world is becoming digitally-centered faster than most marketers ability to learn, adapt and apply the latest techniques. Conventional marketers and agencies trapped in standard marketing models are no longer producing the same results that they were even a few years ago. Forward-thinking marketers have begun to shift their thinking from the traditional environment to the digital centered multi-channel environment.

This Digital-Centered Marketing program will explore the changing landscape of marketing that is no longer about exposure but rather engagement in digital relationships through digital media founded on the intelligent use of digital data and CRM.

Real-world models, pockets of excellence insights andÂ? process examples gained from Digital Centered Marketing: Moving Your Marketing into the Digital will change your business for good. Come learn how leading marketers are thinking differently, taking fresh approaches and embracing non-traditional thinking by putting digital at the center of the marketing universe.

Follow along on the blog or join us at an event in Chicago, New York or Seattle!

(09/24/08 09:00 PM)

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