Lead Generation: How-to articles covering the latest marketing tactics, tips, and strategies.
How to Align Your Company's Sales and Marketing Efforts in Eight StepsMatt Close, Maureen BlandfordBy nurturing appreciation for and creating expectations of each function's role, an organization can evolve into an aligned sales and marketing model.
Six Ways to Uncover What's Confusing Your Website Visitors and Dragging Conversions DownMorgan BrownIf you're responsible for generating sales and leads from your company's website, you know that one of the biggest culprits hurting conversion rates is visitor confusion. six ways you can ...
How to Build an Influencer Marketing StrategyAndrew CravenhoBy encouraging influential people—bloggers, customers, thought leaders, journalists, consultants, experts—to talk about your products and to recommend them, you quickly score a unique advantage over your competitors.
How to Overcome the 'No Time to Create Content' ChallengeJoe ChernovHow can you maximize content output in the minimum amount of time? The answer, it turns out, isn't particularly complex: Spend time only on content that works. The trick, of ...
How to Budget for Tradeshows and EventsPeter SymondsThis handy guide breaks down the costs associated with exhibiting, from basic (stands and booths) to the cost of travel, day-of expenses, and entertainment of prospective clients and customers.
How to Close the Gap Between Sales and MarketingDavid Meerman ScottMost sales and marketing teams continue to operate out of alignment. They questions each other's skills and commitment to the job. They fight over the quality of the leads. But ...
What You Need to Know About Optimizing Video for MobileMichael LittYour top-of-funnel videos are designed for broad reach, but if the content doesn't load quickly, or if it isn't optimized for mobile, you don't get a chance to impress your ...
#SocialSkim: Robin Williams, Promoted Tweets, a Viral Challenge, Cozying Up to Business, More...Angela NatividadSee how the 'Net and brands celebrated Robin Williams's colorful life. Find out how many marketers have dived into Promoted Tweets, what online challenge is going viral, and how YouTube ...
How SMB B2B Marketers Can Improve Lead Turnover by Using Big Company TacticsMimi MilesThese tips provide a framework for scaling lead generation strategies as overall business objectives evolve. They also constitute a coordinated, measurable effort that can result in a dramatic pipeline uplift.
From Demand Generation to Revenue Generation: How to Become a Revenue-Driven MarketerGlenn GowThe writing is on the wall: Either demonstrate how Marketing will contribute to the company's top-line revenue growth... or be prepared to change careers.
Lead Generation: Podcasts containing in-depth interviews with smart marketers from all walks of life.
Revenue and the CMO: Author Glenn Gow Talks to Marketing Smarts [Podcast]by Kerry O'Shea GorgoneHelping your company to embrace social selling doesn't have to be an all-or-nothing proposition: You can implement a pilot program to demonstrate how social media can have a positive impact on revenue. Glenn Gow shares tips for starting a successful ...
Mastering the Invisible Sale: Tom Martin Talks to Marketing Smarts [Podcast]by Kerry O'Shea GorgoneTom Martin—founder of Converse Digital and author of The Invisible Sale—discusses his secrets for using content and social networking to drive business growth without cold calls, advertising, or pitching.
Moving From Attribution to Prediction: Jim Lenskold Talks ROI Metrics on Marketing Smarts [Podcast]by Matthew GrantDemonstrating value is certainly a fine reason to measure our actions and their results. But discussing marketing measurement with Jim Lenskold during this week's Marketing Smarts podcast got me thinking that we may be thinking about the purpose of measurement ...
The Tension Between Marketing and Sales Exposed! Silverpop's Ellen Valentine on Marketing Smarts [Podcast]by Matthew GrantEllen Valentine, product evangelist at Silverpop and my guest this week on Marketing Smarts, has an interesting perspective on the perennial tension between Marketing and Sales: Technology is to blame! And it's likely the solution, too...
Educate, Entertain, and Inform: Kipp Bodnar Talks Social Media Strategy on Marketing Smarts [Podcast]by Matthew GrantHubSpot's Kipp Bodnar discusses why so few B2B companies blog, how to develop a social media strategy, and what roadblocks companies encounter when trying to implement their strategy (if they actually have one!).
Getting Content Strategy Right: Michael Brenner on Marketing Smarts [Podcast]by Matthew GrantThe "S" word can be intimidating, but failure to articulate a clear strategy (and goals!) for your content marketing will undermine its effectiveness. Here, Michael Brenner discusses how SAP defines—and implements—its content strategy.
You Are Getting Lead Qualification Wrong: Dan McDade on Marketing Smarts [podcast]by Matthew Grant"Most companies are either under-qualifying or over-qualifying leads," says PointClear's Dan McDade in this episode of the Marketing Smarts podcast. He goes on to explain what he means and offers a three-point solution to the problem.
Lead Generation: Online seminar broadcasts from the best minds in marketing
- How to Turn Trade Show Leads Into Trade Show SalesBroadcast on 9/18/2014 with Jim BerettaIn this PRO seminar, we'll share proven tips and techniques that will help you continue the conversation after the show, extending the life of the event and your marketing budget. You'll learn how to master trade show data that can lead to big results for your company.
- Accelerating Sales: How Marketing Can Be the HeroBroadcast on 8/12/2014 with Tim Duranleau, Jennifer KlingJoin us for this free seminar and learn how to define business goals and introduce tools that will allow marketing and sales to better engage leads, faster. You'll discover why sales and automation systems are only as good as the team and processes behind them, and how you as a marketer, can be the hero to your sales team and your business. Sponsored by CallidusCloud
- How to Use Referral Marketing to Maximize Customer AcquisitionBroadcast on 7/29/2014 with Chris Duskin, Sarah DiegoIn this free seminar, you'll learn how successful marketers are using referral marketing, alongside SEO and SEM, to attract new customers through referrals from existing customers. It's effective and it's scalable. Soon referral marketing will be as common as search. Take this opportunity to get good at it before your competition does!
- MarketingProfs Makeover: The Chemistry of the Landing PageBroadcast on 2/27/2014 with Brian MasseyThis PRO seminar will provide actionable tips and best practices to navigate the complexities of creating result-driving landing pages.
- Put LinkedIn to Work: Five Simple Steps to Generate, Manage, and Close LeadsBroadcast on 1/9/2014 with Viveka von RosenThis PRO seminar will reveal the five simple steps needed to start generating more leads, engaging more effectively with your network, and closing more deals using LinkedIn.
- How to Optimize and Measure Trade Show ROIBroadcast on 11/8/2012 with Skip CoxThis PRO seminar will provide marketers with a proven approach to accurately measuring the results of their events efforts.
- Not Your Father's B2B: Building Business in Today's New World of MarketingBroadcast on 8/2/2012 with B2B Forum SpeakersJoin us for this free sneak peek for MarketingProfs' B2B Forum 2012 and uncover the latest techniques and coolest concepts that work for real companies like yours. Featuring conference speakers Michael Brenner, Veronica Fielding, Nedra Sadorf, and Roberta Rosenberg.
- MarketingProfs University: How to Effectively Generate and Manage LeadsBroadcast on 7/12/2012 with James W. ObermayerThis PRO seminar and first class of MarketingProfs University's B2B Lead Roundup course will show you how to set the stage for success by identifying your targets and basic metrics, establishing qualifying buying stages, generating demand, and converting and continually nurturing leads.
- Turning Social Referrals into Measurable Business ResultsBroadcast on 3/22/2012 with Nicole GoodyearIn this seminar, you'll review B2B social referral case studies to discover how they can bring measurable results to your business including higher conversion rates and increased average order and lifetime value. You'll walk away with practical knowledge on how to create and measure social referral programs that drive more qualified leads, increase sales, and produce rich social content for your brand.
- Make Your Next Tradeshow a Qualified SuccessBroadcast on 12/8/2011 with Rob Murphy, Ed JonesEverything you need to know about generating real, qualified leads from your tradeshow investment, including tips on setting your ROI strategy, capturing quality data, and keeping prospect engagement alive after the show.
Lead Generation: Tutorials — tactical marketing know-how in just 10 minutes from subject matter experts
- Take 10: How to Become a Trade Show Rock Star—10 Trade Show Pitfalls to AvoidReleased on 9/19/2014 with Jim BerettaIn just 10 minutes, you'll learn about 10 trade show pitfalls and how you can avoid them. Eliminating these trade show 'fails' will save you time and money, and help you release your inner trade show rock star.
- Take 10: Set Expectations for Your Outbound Telemarketing ProgramReleased on 2/21/2014 with Jenny VanceIn just 10 minutes, you'll learn how to estimate your campaign's return on investment before putting it into action. Assessing ROI ahead of time will help you understand what response rate you need and will allow you to put measures in place to reach your campaign goal.
- Take 10: Three Steps to Optimize Your Lead Nurturing ContentReleased on 12/20/2013 with Gretchen ScheimanIn just 10 minutes, you'll learn three steps for optimizing your lead nurturing content to your target audience, so you can help drive prospects closer to a sale.
- Take 10: Tips for Driving Demand and Lead Generation Through Content SyndicationReleased on 8/16/2013 with Todd BlochIn just 10 minutes, you'll receive valuable, actionable advice and tangible examples for identifying and approaching appropriate outlets to market your new campaign effectively. You'll learn best practices for cultivating media partnerships with a variety of content marketing sources to generate fresh leads, acquire new customers, and ultimately, help scale your campaigns.
- Take 10: What Has Your Lead Generation Partner Done for You Lately?Released on 5/24/2013 with Jenny VanceIn just 10 minutes, we'll review a list of things your lead generation company should be doing for you. Here's a teaser: they should be doing more than just setting appointments.
- Take 10: Things to Consider Before Outsourcing Your Lead Gen EffortsReleased on 2/22/2013 with Jenny VanceIn just 10 minutes, we'll walk you through a list of considerations that you'll want to have in mind before deciding the best course of action for your company's lead generation process.
- Take 10: Using Email to Nurture Your Leads on a BudgetReleased on 3/16/2012 with Christine B. WhittemoreIn just 10 minutes, you'll learn how to effectively nurture your leads via email without breaking the bank.
- Take 10: How to Create a Lead Generation Form in MailChimpReleased on 1/13/2012 with Christine B. WhittemoreIn just 10 minutes, learn how to create a basic lead generation form in MailChimp.
- Take 10: How to Create a Simple Lead Generation Form in Google DocsReleased on 12/16/2011 with Christine B. WhittemoreIn just 10 minutes, learn how to create a basic lead-generation form in Google Docs. Along the way, you'll discover how to set up an enticing offer, how to get the form in front of people, and, most importantly, how to measure the results.
- Take 10: How to Develop a Lead Management Process that Drives SalesReleased on 7/29/2011 with Carlos HidalgoIn this Take 10, Carlos Hidalgo of the Annuitas Group lays out the eight critical elements of a lead management framework that's built to last.
Lead Generation: Marketing downloads for the busy professional
- Marketing Automation Management: Basics and Best PracticesMarketing automation can have a big impact on your sales and marketing efforts. Learn the ins and outs of marketing automation capabilities, how to make the best use of them, and resources for selecting the best system for you with MarketingProfs' Marketing Automation Management: Basics and Best Practices guide.
- Mobile Marketing Success StoriesMobile marketing campaigns can be inexpensive, easy to execute, and very profitable. See how 8 B2B and 11 B2C companies are using SMS, mobile websites, mobile ads, Smartphone applications, and Bluetooth marketing to achieve huge results.
- Email Success Stories: How 11 companies are pushing the (electronic) envelopePropel your email marketing efforts beyond the subject line. Read Email Success Stories: How 11 companies are pushing the (electronic) envelope to learn how to convert your emails into money-making machines.
- Email Marketing Benchmark Report 2008This 150-page Email Benchmark Report 2008 was developed by surveying our very own MarketingProfs members. Find out what the competition is doing so your 2009 email marketing budget makes sense!
- B2B Lead Generation: Marketing ROI & Performance Evaluation StudyMarketingProfs research studies the effectiveness and performance of lead generation comparing quantity to quality.
- B2B Sales Lead Generation: Integration of Web 1.0 and Web 2.0 MediaResearch on how Web 1.0 and Web 2.0 can be used in effective Lead Generation campaigns
- Lead Generation How-To GuideLearn how you can generate leads, qualify and track them through the sales cycle!
- Lead Generation How-To GuideGreat product, great sales team, great marketing collateral - now what? People to sell to, of course. Put your lead generation tactics under the microscope with this enlightening how-to guide. Get more and better qualified leads, faster today.
- B2B Direct Marketing How-To GuideDirect marketing is one of the fastest changing disciplines within marketing today. What worked 10 years ago, isn't working today. Heck, what worked last week sometimes doesn't even work today, so keep your skills sharp with his How-To guide, focusing on the B2B market.
- Paid Search Advertising TemplateIf you're a little intimidated by the prospect of Paid Search Advertising, seriously, join the crowd. Here it is though -- a guiding light through the complex waters of Paid Search Advertising. We assembled a 30-page template to make learning and implementing a successful paid search advertising campaign for your firm as easy as possible.