Lead Generation

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• There's No Free Lunch Here
  As B2B marketers continue to pinch pennies, a post last summer by Adam Blitzer at the B2B Marketing ROI blog deserves a second look. The question Blitzer addresses is this: ...
  B2B Marketing, Lead Generation, Sales
• Cover the Spectrum With Whitepapers
  "Since white papers are among the most popular pieces of content for [many] buyers," notes Cheryl Goldberg at the High Tech Communicator blog, "you'll want to create a lot of ...
  Creativity, Lead Generation, White Papers
• There's No Quick Fix for That
  In a post at the Build a Sales Machine blog, Aaron Ross predicts that B2B boards and VPs of sales will repeat a "fatal mistake" in 2010. They'll assume this ...
  B2B Marketing, Lead Generation, Sales
• We Just Disagree
  "Several months ago I was meeting with a Director of Marketing Operations and we were reviewing their corporate lead qualification process," says Carlos Hidalgo in a post at the Annuitas ...
  Collaboration, Customer Acquisition, Lead Generation
• To the Power of Five
  More than ever, a successful lead-generation program relies on a steady stream of new content. And since the pressure to produce high-quality whitepapers and blog posts can be intense, Ardath ...
  Creativity, Lead Generation, Marketing Tips, Writing
• Are You the Missing Link?
  "Without some of us even noticing," writes Brian Carroll in an article at MarketingProfs, "[LinkedIn] has developed into a useful lead-generation tool for marketers and salespeople who are looking to ...
  Lead Generation, LinkedIn, Networking
• Score!
  You probably use a lead-scoring system to answer a number of questions—for instance, to determine whether a lead is ready for your sales team or needs to be nurtured. "Much of the ...
  Lead Generation, Lead Scoring, Marketing Tips
• Eyes Wide Open
  For small and midsize businesses, the advent of social media has created a host of lead-generating opportunities. LinkedIn, Facebook, Twitter, and other social media have leveled the playing field for ...
  Lead Generation, Small Business, Social Media
• Clean Up Your Act
  The number of leads generated by an outbound-marketing campaign should closely resemble the number of real customer opportunities you have waiting for follow-up, and the type of leads should mirror ...
  Collaboration, High-Tech Marketing, Lead Generation, Sales
• Oh, Yeah? Give Me One Good Reason.
  "Marketers who embrace demand generation and lead nurturing programs must generate a lot of content to keep those programs running," Ardath Albee notes in a recent post at the Marketing ...
  B2B Marketing, Content Marketing, Customer Engagement, Lead Generation, Sales, Writing
• Active Headlines Get More Attention
  Fact No.1 That We All Know: Providing free content such as whitepapers or research reports can be a great B2B lead generator. Fact No.2 That We All Know: B2B marketers' ...
  B2B Marketing, Copywriting, Lead Generation, Sales
• That Looks, Sounds, Feels, Smells, Tastes Nice!
  "If you want your B2B lead-generation campaigns to be as successful as possible, you need your ... messages to break through the clutter, get your prospects' attention and provide them ...
  B2B Marketing, Creativity, Customer Engagement, Lead Generation, Sales
• Why Not Quantity AND Quality?
  When Melissa Marron recently checked out the lead-generation-related results of the MarketingProfs' Marketing ROI & Performance Evaluation Study, it prompted her to ask this question of her fellow B2B marketers: ...
  B2B Marketing, Lead Generation, Lead Quality, Sales, Segmentation
• The Funnel Sprung a Leak
  "Many senior sales executives are still looking for a predictable flow of leads at the end of a lead acquisition and nurturing 'funnel,'" says Francois Gossieaux in a post at ...
  Collaboration, Customer Experience, Lead Generation, Small Business
• Low-Tech and Lovin' It
  You probably invite customers to join your email list during their online activity, but do you have list-building strategies for offline interactions? Andy Sernovitz uses a post at Damn! I ...
  Creativity, Email Lists, Lead Generation, Marketing Analytics
• Follow the Leader
  "Marketing analytics used to simply be about measuring the hits on your website and the number of opens and clicks on emails," says Lisa Cramer in an article at MarketingProfs. ...
  Email Campaigns, Lead Generation, Lead Nurturing, Marketing Analytics, Metrics
• RU Linked in or Left out?
  Heads-up: It's time to take a fresh look at LinkedIn. That's what Diana Huff says in a recent guest post at the Savvy B2B Marketing blog. "In the last year ...
  B2B Marketing, Lead Generation, LinkedIn, Market Research, Social Networking
• In Search of the B2B Holy Grail
  Surefire lead nurturing may well be the Holy Grail of B2B marketing. Marketers remain in constant pursuit of the golden tactics that will consistently convert prospects into paying customers. Well, ...
  B2B Marketing, Lead Generation, Lead Nurturing, ROI
• I Feel Your Pain—Here's an Aspirin
  "When your visitor arrives at your site," says Pete Caputa in a post at HubSpot, "they're most likely looking to solve a problem. In order to grab their attention and ...
  Copywriting, Lead Generation, Small Business, Web Content
• Seeing the Light on Conversions
  Getting the most out of your website? As a B2B marketer in the IT world, you likely have a key objective for your site: generating leads and moving prospects to ...
  B2B Marketing, High-Tech Marketing, Lead Generation, Search Engine Marketing, Websites