What is lead generation?

Lead Capture: How undermining value impacts conversion

Less is not always necessarily more when it comes to testing and optimizing a lead capture process.

Read this B2B Lead Roundtable Blog post for a recent experiment in which the MECLABS research team explored how undermining the value you offer prospects can potentially impact your conversion.

3 Factors that Connect Value Prop to Prospects

There is one question at the heart of lead generation: If I am you ideal prospect, why should I buy from you rather than your competitors?

How effectively you answer this will impact the performance of your marketing. Read on to learn three factors to consider when crafting value propositions that you can use to aid your lead gen efforts.

Lead Generation: Streamlining the process for quality over quantity

Watch this Lead Gen Summit 2013 presentation from Debbie Pryer, Siemens Healthcare, to learn how you can streamline your lead generation process to achieve quality over quantity.

Lead Generation: 2 simple tactics to determine cost per lead

Getting to the heart of lead costs is not easy given the multitude of factors to consider when calculating cost per lead. Read on for two simple tips you can use to help you figure out lead costs.

Lead Generation: How to establish a connection offline

Read this B2B Lead Roundtable Blog post to learn how a tech company increased its number of executive briefing calls by making a connection with the C-suite through a unique direct mailing.

Lead Generation: The power of copy

Copy is powerful. Marketers continue to discover new opportunities to increase conversion through their testing of copy. Read on to learn how one small tweak to the copy on a lead generation page increased conversion and what we can learn from the results.

B2B Sales and Marketing: How a staffing company gained 242 qualified leads in just three months in a new market

Opening a new division in a new city for any company can be a challenge, especially with lead generation. TERRA Staffing Group, having a strong reputation in Seattle, found itself in new territory when it opened offices in Portland, Ore. By hiring a lead generation company, more prospects were interested due to their teleprospecting efforts.

Lead Generation: Balancing lead quality and lead quantity

Lead generation is somewhat like a tightrope act. Generate too many leads, and the rope between Sales and Marketing breaks. If you don’t generate enough that turn into sales, your ROI plummets.

Read on to learn how Debbie Pryer, Program Manager, Siemens Healthcare, approached revitalizing Siemen’s lead generation program by finding the right balance of lead quality and quantity.

Value Proposition: What motivates prospects to buy from you?

It isn’t always easy to tap into a prospect’s motivation as it often ends at purchasing our products or services. Learn how my informal social experiment with a “money wall” showed me how changes in message can impact changes in motivation.

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