What is lead generation?

3 Important Lessons for Lead Generation and Life

People look to Brian Carroll, Executive Director of Revenue Optimization, MECLABS, as an expert at lead generation because he wrote a book and speaks about it. But even he is constantly learning and constantly discovering how much more he has to learn. Read on for three important lessons for lead gen that Brian has discovered from his experiences in 2013.

B2B Marketing: What an 11% drop in conversion taught a live audience about lead gen

There’s a paradox that exists in lead generation. Marketers typically want more information about their leads. This translates to more form fields on a lead generation form. So how do you balance lead quality and quantity in your form fields? Read to learn more about what a 12% drop in conversion can teach you about lead generation.

B2B Marketing: The first step a systems integrator took to achieve Sales-Marketing alignment

In this blog post, watch a video excerpt of Kelly Harman, Vice President, Marketing, Carousel Industries, as she discussed how to improve Marketing’s relationship with Sales by working more congruently to help them generate leads at the MarketingSherpa B2B Summit 2012. In this excerpt, learn how the teams at Carousel took the first step to better their relationship by having Marketing walk in Sales’ shoes.

Lead Gen: A proposed replacement for BANT

It’s time to move BANT methodology into retirement. BANT is not feasible without someone having a conversation with a prospect. For marketing departments, it’s impossible to deliver BANT qualified leads unless marketing owns an inside sales function. Read on for a proposed replacement for BANT, called PAM.

B2B Marketing: Why Marketing shouldn’t promise BANT qualified leads for Sales

Many marketers use a model for lead qualification based on these four key characteristics called BANT. However, we should focus more on building bridges of understanding between these two departments. Let’s start by creating a common language for lead qualification that makes more sense than BANT.

Lead Generation: Content among the most difficult tactics, but also quite effective

According to the 2012 MarketingSherpa Benchmark Report, content is among the most difficult marketing tactics to use, but also one of the most effective. Read on to learn more about B2B marketing tactics including feedback from your peers.

Lead Generation: How Lithium Technologies uses webinars to grow its customer database

Using webinars to grow your lead list is a small investment of resources that can yield big results. Read further to learn more about how Lithium Technologies uses webinars to grow its customer database.

Webinar: Inside Sales Virtual Summit reveals selling best practices

On Thursday, June 20, at the Inside Sales Virtual Summit, Brian Carroll, Executive Director of Applied Research, MECLABS, will reveal selling best practices. Read this blog post to learn details of the Summit, and who will be speaking at the event.

Lead Generation: How well do you really know what your customers want?

Different tactics work for challenging different aspects of your value proposition, but only if you make an investment in testing. Read further to learn more about testing value propostion from your marketing peers.

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.

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