Lead Quality: How-to articles covering the latest marketing tactics, tips, and strategies.

• Sales and Marketing at War: The Game of Thrones [Infographic]Verónica Maria Jarski
  Though not competing for the Iron Throne, Sales and Marketing have long warred against one another in struggles worthy of a "Game of Thrones" TV episode. Pardot has mapped out ...
  Customer Acquisition, Lead Generation, Lead Nurturing, Lead Quality, LinkedIn, Marketing Automation, Sales and Advertising, Twitter
• Grow Revenue With Big Data: Get Sales and Marketing on the Same Page [Infographic]Verónica Maria Jarski
  To meet revenue goals, Sales and Marketing should work together. Unfortunately, they often don't. Why is that? Check out this infographic to learn about reasons for the clash and some ...
  Lead Generation, Lead Nurturing, Lead Quality, Marketing Tips, Sales
• 2012's Top Lessons for B2B MarketersJesse Noyes
  I know, I know. You're probably thinking, "Great, another end-of-the-year list!" I'm with you... But, it's easy to get contemplative when the last quarter draws to a close. And there ...
  B2B Marketing, Conferences, Content Marketing, Customer Acquisition, Digital Marketing, Digital Theory, Email, Email Marketing, Inbound Marketing, Lead Generation
• How to Generate Leads via the Chamber of Commerce
  You have a very good reason to join your local chamber of commerce: "One study on consumer preferences found that 63% of consumers prefer to shop and do business with chamber members," ...
  Lead Generation, Lead Nurturing, Lead Quality, Public Speaking
• How to Score Your Leads with Six Simple Questions
  "Hundreds, if not thousands, of solutions have been developed to automate lead-scoring," writes Peter Gracey at MarketingProfs. "However, those scores don't provide salespeople much valuable information." That's why he developed ...
  Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring
• Questions You Need to Ask About Your Qualified LeadsPeter Gracey
  Countless solutions have been developed to automate lead-scoring, but those scores don't provide salespeople much valuable information. Learn a practical six-question scoring system that effectively evaluates and qualifies leads.
  Lead Quality, Lead Scoring, Sales
• Three Great Ways to Kill Leads
  When you troubleshoot your lead gen program's lack of closed deals, be sure to examine your sales reps' role in the process. "[A]ll too often, despite their critical contribution to ...
  Lead Generation, Lead Nurturing, Lead Quality, Sales
• Why Lead Scores Should Have Expiration Dates
  It became immediately apparent to Howard J. Sewell that something was terribly wrong with his client's lead scoring system. "The most glaring symptom was the absurdly high scores: hundreds of ...
  Lead Nurturing, Lead Quality, Lead Scoring
• What's Your Lead Gen Weakness?
  How would you rate your company's all-around lead gen game? "Some companies are good at generating B2B sales leads [and] others are good at qualifying and closing those leads," writes ...
  B2B Marketing, Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring
• B2B Companies Ramping Up Data-Driven Marketing
  B2B marketers recognize the need for a data-driven approach to marketing and fully eight in ten (80%) say they are spending more time and resources on critical marketing metrics in ...
  B2B Marketing, Lead Generation, Lead Nurturing, Lead Quality, Marketing Analytics, Research Summaries

Lead Quality: Podcasts containing in-depth interviews with smart marketers from all walks of life.

• 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, Lead Quality, Marketing Smarts, Sales

Lead Quality: Online seminar broadcasts from the best minds in marketing

• MarketingProfs University: How to Effectively Generate and Manage LeadsBroadcast on 7/12/2012 with James W. Obermayer
  This 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.
  B2B Marketing, Inbound Marketing, Lead Generation, Lead Quality, Lead Scoring, ROI, Sales, Strategy
• Charting New Frontiers: Marketing Discoveries from the B2B ForumBroadcast on 4/21/2011 with B2B Forum Speakers
  Join us for this FREE preview seminar of the B2B Forum 2011 and discover what's working now in B2B marketing. Journey with four speakers from the B2B Forum 2011 and explore ways to generate more leads and sales from four key programs—marketing automation, online communities, email, and video marketing.
  B2B Marketing, Community, Email Marketing, Lead Quality, Marketing Strategy, Marketing Tips, ROI, Videos
• The Truth About LeadsBroadcast on 3/17/2011 with Dan McDade
  Learn the little-known secrets that focus your lead-generation efforts, align your sales and marketing organizations, and drive revenue growth. Seminar instructor Dan McDade will present 10 provocative questions to help you determine the effectiveness of your sales and marketing efforts.
  Collaboration, Lead Generation, Lead Quality, Marketing Strategy, Marketing Tips, Sales
• Boost Your Booth: Tradeshow Strategies That WorkBroadcast on 2/17/2011 with Bob Knorpp
  Look beyond the logistics of trade show marketing and examine the underlying strategies necessary for achieving success. Uncover new ideas that can increase the number of qualified leads you generate.
  Lead Generation, Lead Quality, Marketing Strategy, Marketing Tips, Trade Shows/Events
• Seven Fast-Acting Methods to Drive B2B Revenue NowBroadcast on 5/14/2009 with John Coe
  Is your B2B sales force stalled right now? As a marketer, it's up to you to help them overcome economic obstacles in meeting today's revenue goals.
  B2B Marketing, Benchmarking, Customer Acquisition, Customer Relationships, Customer Satisfaction, Lead Quality, Marketing Tips, Sales
• How to Motivate Online Action: Compelling Incentives for B2B Lead GenerationBroadcast on 11/6/2008 with Ruth Stevens
  How do you turn a B2B website visitor into a legitimate lead? With an offer they can't refuse. Learn more ...
  B2B Marketing, Blogging, Copywriting, Customer Relationships, Lead Generation, Lead Quality, Marketing Tips, Online Marketing, Sales, Social Networking
• Crash Course #9: Direct Marketing Techniques for B-to-B Lead GenerationBroadcast on 3/1/2007 with Ruth Stevens
  In this seminar you will learn the essentials of generating qualified leads and tracking them to closure. Using examples from companies like IBM, Sprint, and Dun & Bradstreet, this seminar reviews the process of lead generation campaign planning and execution.
  B2B Marketing, Direct Marketing, Lead Generation, Lead Nurturing, Lead Quality, Measurement, ROI
• Breakthrough Communications Strategies for Today's B2B MarketBroadcast on 8/18/2005 with Jeff Thull
  Jeff Thull will show you how to craft marketing collateral and create tools that can empower your sales organization to take advantage of opportunities in today’s changing marketplace and maximize your effectiveness in converting prospects into profitable customers.
  B2B Marketing, Lead Quality, Marketing Tips, Print Collateral, Writing
• Lead Generation, Qualification and TrackingBroadcast on 3/10/2005 with Ruth P. Stevens
  This seminar reviews the process of lead generation campaign planning and execution, and then focuses in depth on how to qualify and nurture inquiries, and convert them to the kinds of leads that sales people will love. Finally, you will learn how to track the leads to closure and connect the revenue back to the specific marketing campaign, so you can deliver a demonstrable ROI, even in a multi-channel environment.
  Lead Generation, Lead Nurturing, Lead Quality, Measurement, ROI, Sales

Lead Quality: Tutorials — tactical marketing know-how in just 10 minutes from subject matter experts

• Take 10: Things to Consider Before Outsourcing Your Lead Gen EffortsReleased on 2/22/2013 with Jenny Vance
  In 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.
  Lead Generation, Lead Quality, Sales, Take 10
• Take 10: Using Email to Nurture Your Leads on a BudgetReleased on 3/16/2012 with Christine B. Whittemore
  In just 10 minutes, you'll learn how to effectively nurture your leads via email without breaking the bank.
  Customer Relationships, Customer Retention, Email Campaigns, Email Marketing, Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring, Take 10

Lead Quality: Marketing downloads for the busy professional

• Email Marketing Benchmark Report 2008
  This 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!
  Email Deliverability, Email Lists, Email Marketing, Lead Generation, Lead Quality, Marketing Budgets
• B2B Lead Generation: Marketing ROI & Performance Evaluation Study
  MarketingProfs research studies the effectiveness and performance of lead generation comparing quantity to quality.
  B2B Marketing, Collaboration, Lead Generation, Lead Nurturing, Lead Quality, Metrics, ROI, Sales, Surveys
• B2B Sales Lead Generation: Integration of Web 1.0 and Web 2.0 Media
  Research on how Web 1.0 and Web 2.0 can be used in effective Lead Generation campaigns
  Lead Generation, Lead Nurturing, Lead Quality
• Lead Generation How-To Guide
  Great 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.
  Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring, Sales