Lead Generation

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• The Importance of the Right Offer in Lead Generation
  According to Dan McDade, the foundation of any lead generation program is the right offer—one that intelligently addresses a prospect's real problems. "When you fully understand their pain points and ...
  Copywriting, Customer Experience, Lead Generation
• The Four-Step Plan for Word-of-Mouth Lead Generation
  "Here's the big news," writes Andy Sernovitz in the book Social BOOM! "It's not social MEDIA. It's SOCIAL media. It's about real people and the conversations they have." In other ...
  Customer Satisfaction, Lead Generation, Social Media, Word-of-Mouth
• Three Ways to Crank Up Your B2B Sales Smarts and Results
  One natural tactic (let's admit it) that B2B marketers often turn to when seeking to increase sales is to stuff the pipeline with more leads. But time and again we hear, ...
  B2B Marketing, Lead Generation, Marketing Tips, Sales
• Three Ways to Maximize Lead Conversion
  As social networking channels gain more and more momentum, there's a good chance you've seen a serious uptick in new inbound leads. "[W]hat happens once you get them?" asks Sammy ...
  Lead Generation, Sales, Social Networking
• What to Do When a Customer Isn't Ready to Buy Today
  "Every time you try to do web research, it seems like you are immediately bombarded by salespeople looking to close a deal," writes Mark Price at B2Bbloggers. "It does not ...
  B2B Marketing, Lead Generation, Marketing Tips
• Three Ways to Improve Your Online Forms
  "Finding a balance between gathering relevant information from your leads and not sacrificing your conversion rate can be difficult," writes Billy MacDonald at the HubSpot blog. "You want to generate ...
  B2B Marketing, Collaboration, Lead Generation, Marketing Tips, Writing
• How to Recapture Lost Leads and Turn Them Into Clients
  "We have found that a large number of companies allow unfulfilled leads to fall into a great abyss, never to be contacted again," writes Mike Neumeier at the Arketi Group ...
  B2B Marketing, Lead Generation, Lead Nurturing
• Signup Forms: More, Not Less, Boosts Results for a B2B Service Provider
  This February, copywriting coach Chris Marlow sent out an email promoting a free webinar. At the webinar signup page, recipients encountered a form that required more than the usual amount ...
  B2B Marketing, Lead Generation, Promotions, Sales
• Three Ways to Use the iPad as a B2B Sales Tool
  "The iPad 2 is here and Apple apps are hotter than ever," writes Tom Ballew in a post at the B2B Insights Blog. "Now B2B marketers are starting to want ...
  B2B Marketing, Consumer Electronics, Creativity, Lead Generation, Sales
• Three Tips for Lead Generation at LinkedIn
  "Most people use LinkedIn as a contact management tool to connect with friends or former co-workers," writes Judy Schramm at Marketing Ideas You Can Copy. There's a chance, then, that ...
  B2B Marketing, Lead Generation, LinkedIn, Marketing Tips
• Three Ways to Transform Your Leads Into Sales
  Does your business spend time and money generating leads that languish neglected in a pipeline? "The industry wide statistic of 70% of leads never receiving effective sales follow-up is astounding," ...
  B2B Marketing, Collaboration, Lead Generation, Sales
• How to Generate Leads With Content Syndication
  "In today's economic climate, content syndication is one of the lowest risk lead generation vehicles there is," writes Howard J. Sewell at The Point. "At our agency, the programs we ...
  B2B Marketing, Lead Generation, Marketing Tips, Sales, Thought Leadership
• Craft an Online Quiz: Boost Leads and Results
  Few things are more fun than learning about yourself, right? At least when the Net makes it easy. Consider the explosion of personality test apps on sites like Facebook or MySpace—or ...
  Copywriting, Lead Generation, Social Media
• Three Ways to Offer Value to Time-Strapped B2B Buyers
  "Let's face it, buying today is different than it used to be," says Ardath Albee in a recent post at the Marketing Interactions blog. Products and solutions are growing in ...
  B2B Marketing, Lead Generation, Marketing Tips, Sales
• Three Ways to Enhance Your Blog's Lead-Generation Potential
  "Most corporate blogs are ghost towns, in terms of both content and reader engagement," writes Ian Greenleigh at the MarketingProfs Daily Fix blog. "Abandoned blogs litter the web, making the ...
  Corporate Blogging, Lead Generation, Writing
• B2B Marketing Trends and Tactics to Consider for 2011
  As 2010 draws to a close, B2B teams are sharing what they've learned from the year's challenges, and forging tactics for 2011. What lessons have we learned from the struggle that ...
  B2B Marketing, Lead Generation, Market Research, Sales
• Content Marketing Isn't One-Size-Fits-All
  Different customers shop for products and services in different ways—even when they're looking for the same thing. And that's why your lead-generation efforts should address various buyer personas. "A buyer ...
  Landing Pages, Lead Generation, Personas, Videos
• Four Things You Must Know About Your Prospects
  In a post at his eponymous blog, Tom Trush tells the story of a client who asked for help after a direct-mail lead-generation campaign failed to yield a single response. ...
  Customer Engagement, Direct Marketing, Lead Generation, Marketing Tips
• How to Accelerate Referrals
  "If you're like many professional service providers, you get a lot of business from referrals," writes Barbara Bix at MarketingProfs. But you may not realize how closely the referral process ...
  Customer Acquisition, Lead Generation, Referrals
• Three Questions to Ask Before Using Social Media for Lead-Gen
  With the near ubiquity of online social networks, you might think they're just the thing for your lead generation and nurturing programs. But before you take a spontaneous Facebook plunge, ...
  Lead Generation, Social Media, Social Networking