Lead Generation

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• 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
• The Six Cs of a Customer-Centric Marketing and Sales PipelineLaura Patterson
  Customers today are actively engaged buyers, so your approach to the sales and marketing pipeline must evolve. Learn six revised stages for implementing and measuring Marketing's contribution to the pipeline.
  Customer-Centric, Customer Engagement, Lead Generation, Marketing Tips, Measurement, Sales
• What Doesn't Work in Lead ManagementDan McDade
  Effectively managing sales leads today is tricky, but not if you understand the problems between Marketing and Sales. Learn which four lead-management strategies could be hindering your success.
  Collaboration, Lead Generation, Marketing Tips, Sales, Telemarketing
• From Action to Engagement: The Call to Action Comes of AgeShreesha Ramdas
  Today, call to action buttons provide valuable insight into your prospects' minds. Learn how calls to action can be a lead-generation tool that engages and converts website visitors—and four key ...
  Customer Engagement, Lead Generation, Lead Nurturing, Web Content, Website Design, Websites
• Websites Top Online Source of B2B Leads, but Still Underperforming
  Though 88% of B2B companies say they understand their target audiences at least moderately well, they still struggle to translate that understanding into new business leads via their corporate websites, ...
  B2B Marketing, Lead Generation, Research Summaries, Website Design, Websites
• Five Strategies for Speaking to B2B Buyers' Pain PointsDan McDade
  Effective B2B lead generation, lead qualification, and lead nurturing programs are built on a rock-solid messaging platform—your offer. The most important aspect of a great offer is a deep understanding ...
  B2B Marketing, Copywriting, Customer Acquisition, Lead Generation, Lead Nurturing, Sales
• Customer Advocacy and the New Purchase FunnelMichael Brito
  President Obama's 2008 presidential campaign was successful because he created and mobilized advocates. Brands can apply that winning strategy, too—if they invest in and drive customer advocacy programs.
  Community, Customer Engagement, Customer Relationships, Lead Generation, Social Media, Social Networking
• Life After 'Like': How to Mobilize Your Loyal Audience Into an Army of Active InfluencersMichael Perry
  Online marketers have a dirty little secret. They've got no idea what to do once they've earned enough social media "likes" to reach their goals. Here are five ways to ...
  Customer Engagement, Customer Evangelists, Lead Generation, Online Marketing, Segmentation, Social Media
• Four 'Secrets' to Turning Raw Leads Into Real OpportunitiesDan McDade
  Raw leads are neutral entities at first, but you can turn them into real prospects. Learn how to qualify those with high-value potential and move them to closed-deal status.
  Collaboration, Lead Generation, Lead Nurturing, Lead Quality, Measurement
• Why Sales Needs Fewer Leads From MarketingDan McDade
  Buyers are now driving the buy/sell process once controlled by field sales, causing sales teams to miss their targets. But high-volume lead generation won't help. Here's why a "less is ...
  Content, Lead Generation, Lead Quality, Referrals, Sales, Social Media
• 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
• Get 'Em While They're Hot: Six Ways to Maximize Lead ConversionSammy James
  Are you increasing your inbound leads? What happens once you get them? Without successful conversion, leads are essentially useless. Here are six steps that'll immediately increase your lead-conversion rates.
  CRM, Email Marketing, Lead Generation, Lead Nurturing, Sales
• B2B Brands Tap (Social) Content Marketing for Lead Generation
  With lead acquisition the top goal of today’s B2B companies, marketers are prioritizing investments in social media and digital content marketing in 2011, according to a survey from Focus. Meanwhile, ...
  B2B Marketing, Channel Marketing, Lead Generation, Research Summaries
• 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
• Analyze This: Marketers Must Focus on Analytics to Increase Their ValueAdam Blitzer
  For years, a marketer's contribution to the bottom line was difficult to measure. But today's economic climate and competitive marketplace mandate that marketers quantify their value via campaign analysis.
  Collaboration, Lead Generation, Measurement, Metrics
• 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
• Knowing Where You Stand After a TradeshowRob Murphy
  Do you know where you stand after a tradeshow? Research suggests that very few companies measure the tradeshow results that have a direct impact on funding and strategy. Gain insight ...
  Customer Acquisition, Email Marketing, Lead Generation, Lead Quality, Measurement, Tradeshows/Events
• 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