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Category Archives for "Lead Generation"

What is lead generation?

Lead generation describes the marketing strategy of developing and capturing interest in a product or service to develop a sales pipeline. Demand Generation and lead generation are connected. Often Lead generation uses multiple digital channels. Lead generation has been undergoing dramatic changes in recent years from the rise of social media, content marketing, and inside sales.

Must read lead generation articles

Lead Generation 101: How to get started in demand generation Who Should Own Lead Generation for a Complex Sale? Lead Generation: How 64% of marketers starve Sales of opportunity
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How ECI Telecom Discovered the Surefire Sign that Sales and Marketing Are Aligned

If you’re among the roughly half of B2B companies that have strong alignment between your sales and marketing teams, then congratulations! Your salespeople are your biggest fans, right? If not, then you’re probably not as aligned as you think. Michelle Mogelson Levy, Associate Vice President of Marketing Programs, ECI Telecom, learned this the hard way. […]

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Cisco Video: Uncovering Trends and Best Practices in Lead Generation

This week I was in San Francisco doing a live, streamed presentation, Uncovering Trends and Best Practices in Lead Generation, for Cisco. It’s part of their on-going Partner Velocity Program which provides in-person events, in-depth resources, and online marketing tutorials to their value-added resellers worldwide. I believe Cisco sets the standard for how to engage […]

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B2B Marketers: Success Begins with Better Leads, Not More of Them

According to MarketingSherpa’s 2011 B2B Marketing Benchmark Report, the vast majority of B2B marketers see producing better leads – not more of them – as the most important business challenge. A free webinar, Trends and Challenges of Lead Generation in 2011, and a white paper B2B Sales and Marketing Alignment: How to Drive Collaboration for Higher ROI, can help you meet that challenge.

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BtoB Lead Generation Guide just published

BtoB Magazine just published their 2010 Lead Generation Guide. The guide contains information about trends, expert columns, market statistics and vendor lists. Here’s a few of the articles that I found relevant in the guide: Social media tips for demand generation Maximizing online content to fuel conversations, conversions Creating e-mails that generate leads Finding new […]

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100 Tips for Trade Show Lead Generation

Lead generation remains the top reason most companies exhibit at events and tradeshows. And B2B marketers are constantly looking for ideas they can use to drive more ROI from their events budget. I came across this helpful post by Mike Thimmesch on 100 Trade Show Lead Generation Ideas that are worth checking out. Tradeshow lead generation […]

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Lead Generation via Search: Comparing Quantity and Quality

Have you wondered about where you should put your online lead generation budget into search engine optimization or paid search?  Check out this new chart by MarketingSherpa, “Comparing the Quantity and Quality of B2B Search-Generated Leads“: (click chart to expand) According to Sherpa, “While paid search gives marketers more control, natural search page rankings driven […]

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The Best 20 CRM Blogs of 2009

Forecasting Clouds ranked the top 20 CRM blogs based on their content, readability, and frequency of posting. As I read over the list of blogs, I discovered some new ones worth reading. I follow some of the blogs like John Jantsch, Duct Tape Marketing Blog; Ben McConnell and Jackie Huba who write the Church of […]

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