What is lead generation?

How B2B marketers can get fresh ideas from B2C

Learn how to get B2B inspiration insights and tactics from your B2C marketing peers that you can use to aid your lead generation and demand generation efforts with 2 examples. When it comes to digital marketing, regardless of whether you’re selling to people who are purchasing something for their workplace or themselves, you’re still selling to people.

Referral Marketing: 8 tips for building a powerful referral channel

In this B2B Lead blog post, hear from three sources on how to build a powerful referral channel for your marketing. Tips include knowing audience motivations, to promoting your program across all marketing channels.

Direct Marketing: 6 steps to drive more through sales pipeline

Despite print media taking a hit in the digital age, prospects are still paying attention to print. Joy Gendusa, Founder and CEO, Postcardmania, and Ken Pikulik, Director of Process and Strategy, ResponsePoint, have learned to expertly combine the best of old techniques with new technology. They offer these tips to help you do the same.

Lead Generation: 5 tips to generate leads faster on LinkedIn

Wouldn’t it be great if you could just collect hot leads by spending a few minutes a day on LinkedIn? Read on for five tips for generating leads on LinkedIn.

Lead Generation: How golf sponsorship generates prospect inquiries for a software company

KeyedIn Solutions found by sponsoring an up-and-coming professional golfer, its abilities to gain exposure and network with executives increased. Through careful consideration and reflection on company values, the software technology and consulting company achieved its goals.

3 Steps that Helped Skyline Exhibits Increase New Product Sales by 18%

During the economic downturn, most companies were scaling back and avoiding risk, Skyline Exhibits, a global trade show exhibit company, decided to go the opposite direction and invest in innovation. It was a smart move, considering that Skyline: Became the smallest company ever to win the Product Development and Management Association’s prestigious Outstanding Corporate Innovator […]

Intro to Lead Generation: How to determine if a lead is qualified

Dear Daniel, First of all, happy new year! I thank you so much for your complete and interesting feedback. It has been very useful for me. Just one thing: may you give me some objective parameters to define a lead as qualified? I found so many definitions, and I’d like to ask for your support […]

Lead Generation: 43% say organic search drives most traffic, but only 29% say it drives most conversions

Get results from the Lead Generation Benchmark Report, marketers were asked about their traffic volume and traffic that converts within their respective industries. Learn more lead generation insights from your peers on converting traffic.

Ideal Customer Profiles: 5 steps to ensure your lead generation stays on target

Keeping up with an ever changing market requires that you also establish and update the profile of your ideal business prospect. Read more to learn five steps you can use to create and maintain an ideal customer profile system in your organization.

Lead Generation: 81% of marketers use email marketing

Email, SEO and content marketing are a few of the most widely used lead generation tactics. Learn tips and insights on email, SEO and content marketing offered by your peers.

B2B Healthcare Sales: 5 steps to sell to a financially challenged industry

How do you sell to an industry that: Is regulated within an inch of its survival? Is so mired in complexity that even its most productive members are barely making a profit? Has paper-thin margins and will soon be losing money even though it will have more business than ever? Has been so completely transformed […]

Why 75% of Marketers Are Experiencing Lead Generation Pain and How to Stop It Before It’s Too Late

The precursor of change is always pain. For most of us over the past four years, our marketplace has inflicted varying levels of it as we have slogged through the most challenging economic climate since the Great Depression. This is apparently not enough to make marketers and sales professionals embrace change and develop a formal […]

Optimizing the Lead: A data-driven optimization process

Lead generation optimization can transform research into revenue when the process is data driven. Watch this behind-the-scenes webinar to learn more about how you can optimize your lead generation strategies.

Lead Generation: How 64% of marketers starve Sales of opportunity

Many marketing teams are still sending only raw leads to Sales. Yet, companies that nurture leads have seen a 45% higher return on lead generation investment. Read on for more findings from Marketing Sherpa’s 2012 Lead Generation Benchmark Report.

B2B Public Relations: 7 tactics to pull more leads into the funnel

If your organization’s marketing and public relations teams aren’t working hand in glove, you’re missing a key lead generation opportunity. That’s the word from three experts in B2B PR and marketing: Wendy Marx, president of Marx Communications, a B2B public relations firm; she blogs about B2B communications for Fast Company Laura Sturaitis, Executive Vice President […]

Lead Scoring: How to pick the right ingredients for high ROI

Marketers use lead scoring to slice all the potential deals in their pipelines and serve the sales team what it’s hungry for — leads that are ready to buy. Values are assigned to each prospect based on attributes like authority, title, vertical and timing to buy, as well as behavior. For example, did the person: […]

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