Lead Generation

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• Leads: Quality or Quantity? Depends Where They Are in the Sales Cycle.
  As a marketer, you might have noticed a certain ebb and flow in the requests you get from your sales department. "At the beginning of the year when the funnel ...
  B2B Marketing, Collaboration, Lead Generation, Lead Quality
• How to Nurture Your Leads' Emotions
  More than ever, your lead-generation program must include a strong nurturing component. A DemandGen survey, notes Cheryl Goldberg at the High-Tech Communicator blog, found that nurtured leads produce a 20-percent ...
  Customer Engagement, Lead Generation, Lead Nurturing
• Don't Get Linked Out on LinkedIn
  LinkedIn is "one heck of a community for getting to know your prospects and customers," writes Ardath Albee at Marketing Interactions. "[But it] can also expose a lack of integrity ...
  Lead Generation, LinkedIn, Personalization
• Three Steps to Highly Qualified Prospects
  "If yours is like a lot of sales organizations," write Ed Tittel and Carl Eidson in a PRO article at MarketingProfs, "it may have intensified prospecting efforts lately as old ...
  Lead Generation, Lead Quality, Marketing Tips
• How Calls to Action Can Generate Monster Leads
  In a post at HubSpot, Kipp Bodnar argues for the integration of your business blog and your corporate website. "Blogs are dynamic; they drive fresh content that prospects and search ...
  Corporate Blogging, Lead Generation, Website Design
• Four Triggers That Show a Shift in Prospect Interest
  "Triggers are behavioral indications of a shift in prospect interest," Ardath Albee notes in a recent post at the Marketing Interactions blog. "They result from the ways in which prospects ...
  B2B Marketing, Lead Generation, Sales
• Three Ways to Improve Your Lead-Generation Efforts
  "Online lead generation requires you to erect just the right-sized barrier," writes Ian Lurie at Conversation Marketing. "Something [just] big enough to keep unqualified, unpromising leads out, while letting interested ...
  Lead Generation, Lead Nurturing, White Papers
• Questions Any Sales Manager Should Be Able to Answer
  "Would you ask the best violinist in an orchestra to take over as conductor without any preparation?" asks Michael Leimbach in a Pro article at MarketingProfs. "Probably not. And if ...
  Lead Generation, Management, Small Business
• Lead Scoring: An Easy Three-Step Process
  Despite the proliferation of emerging media channels and ever-tightening marketing budgets, notes Chris McArdle at DemandGen Report, "fewer than 10 percent of B2C organizations are using proven techniques to effectively ...
  Lead Generation, Lead Quality, Lead Scoring
• Don't Make These Four Mistakes With Your Leads
  As you nurture your leads, it's important to remember what "nurture" means. Because the last thing you want is to treat leads too aggressively, and so create a sense of ...
  Customer Relationships, Lead Generation, Lead Nurturing
• A Smart Three-Step Process for Responding to Prospects
  Lead-gen alert: B2B prospects are "sick and tired of the sneaky ways being used to get their information so a salesperson can 'help' them," writes Dale Underwood in a post ...
  B2B Marketing, Lead Generation, Sales, Websites
• Four Ways to Be an Indispensable Resource to Prospects
  "One of today's hottest B2B marketing topics, along with social media, is content," writes Susan Fantle in a guest post at Marketfish. And if you want your content marketing program ...
  B2B Marketing, Lead Generation, Web Content
• Stay in the Lead
  "[L]et's assume that your current lead generation efforts cost $100,000 and generate 50,000 leads," says Pat McGraw at his blog. "[T]hat's a cost per lead of $2. But if your ...
  Lead Generation, Marketing Tips, Measurement
• It's Different, but the Same
  The social-media revolution has undoubtedly altered the way you generate leads. On a given morning, for instance, you might write a compelling blog post, tweet about it, summarize the contents ...
  Lead Generation, Social Media, Writing
• You Can't Phone It In
  "A lot of marketers say they are 'nurturing' their prospects when in reality all they are doing is sending out nice brochures or marketing copy focused on product releases or ...
  Lead Generation, Lead Nurturing, Targeting
• Return to Sender
  You probably protect your "real" email addresses—those where you receive emails from significant others, friends and colleagues—with the ferocity of a mother bear. You might give them to trusted sources ...
  Email Lists, Lead Generation, Lead Nurturing
• Not so Fast!
  In the rush to grow leads, B2B marketers are often tempted to use "quick-fix" lead-generation tactics, says Jep Castelein in a post at the Connected Marketer blog. Bad idea, he ...
  B2B Marketing, Lead Generation, Sales
• Is That Really a Lead?
  "Ask any salesperson if all inbound inquires are leads," writes Mac McIntosh at Sales Leads Insights, "and when he or she stops laughing, you will probably get an earful about ...
  Lead Generation, Marketing Strategy, Sales
• Put Your Website in the Lead
  "Your website can be your most powerful marketing tool, delivering a steady stream of new business leads and filling your sales pipeline," writes Bob DeStefano in a Pro article at ...
  Lead Generation, Web Copy, Websites
• Start With the Basics
  When we create and evolve lead-generation programs, we tend to focus on strategies, tools and goals. It's just as important, however, to plan for the management of all the data ...
  Lead Generation, Segmentation, Targeting