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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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Lead Generation Check list – Part 6: A Multi-modal lead generation approach

This is the sixth in an eight-part series I’m calling the ‘Lead Generation Checklist.’ I wanted to provide a checklist that helps organizations optimize their lead generation process. My first post was on the mindset we should have – one that involves “pulling” not pushing; in the second installment, was on how to drive sales […]

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Lead generation metrics should emphasize opportunities not just leads

I was asked to write a response to this question, “In what ways have metrics evolved with the increase in digital B2B marketing? Suggest one ROI metric that you have found to be very effective.” Read ClickInsights: What ROI metric should B2B marketers use in this digital marketing era? Here’s my response: The use of […]

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Webinar on Effective Lead Management: How to Convert Marketing Leads into Sales Pipeline

Research shows that about 80% of leads marketers generate end up getting lost, ignored or discarded. So, instead of continually struggling to find new leads for Sales, marketers should begin focusing on developing effective lead management processes for converting more leads into sales pipeline. How to do lead management that improves conversion In fact, in […]

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Lead Generation Check list – Part 5: Treat your marketing database as a valued asset

This is the fifth installment in an eight-part series, the ‘Lead Generation Checklist.’ The goal of this series is to provide a checklist that will help organizations optimize their lead generation process. In my first post a few weeks back, I discussed correcting our mindsets so that we are engaging and helpful; in the second […]

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Lead Generation Check list – Part 4: Clear and Universal Lead Definition

This is the fourth installment in an eight-part series I’m calling the ‘Lead Generation Checklist.’ With each post, I’m addressing a step that in my experience helps improve lead generation efforts. For the first post, I focused changing your mindset to focus on conversations not campaigns. In Step Two, I discussed how to align sales and […]

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Lead Generation Poll shows converting leads-to-sales pipeline is biggest frustration

I recently hosted a poll to ask fellow marketers which aspect of the B2B lead generation frustrated them the most. Overall, 34% of the 94 participants replied that converting leads to pipeline revenue is the biggest issue for them. According to the comments, most folks weren’t surprised.  View poll data here When poll responses are […]

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Lead Generation Check list – Part 3: Develop your Ideal Customer Profile

I’ve started an eight-part series I’m calling the ‘Lead Generation Checklist.’ Each post in the series addresses a step that in my experience helps improve lead generation efforts. The first installment discussed changing your mindset to focus on conversations not campaigns. In Step Two, I discussed how to align sales and marketing as one team. […]

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Lead Generation Checklist – Part 2: Sales and Marketing – One Team

I’ve started an eight-part series I’m calling the ‘Lead Generation Checklist.’ Each post in the series addresses a step that will help to make your lead generation campaigns work like a well-oiled machine. In the first installment, I discussed tackling your organization’s lead generation mindset. Your touches should be conversations not just campaigns. Your “marketing” […]

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Lead Generation Checklist – Part 1: The Mindset: Conversations, not campaigns

Building an effective lead generation program is kind of like baking a cake. There are certain ingredients that are absolutely necessary. You can tweak the recipe a little here and there adding your own special touches as long as you include the main components. Over the next few months, I want to offer you a […]

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8 Tips for generating high quality leads that sales people love

Ask most executives and marketers what salespeople need to sell in this economy and they will say, “more leads.” So their marketing and lead generation focuses on getting MORE leads to their sales team. But do you know how many of your leads are actually impacting the sales pipeline? We’ve done numerous lead qualification programs […]

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Announcing a new family member

I seldom write personal posts but I’m making an exception to share my joy. Lydia Faith Carroll was born on 7/8/09. She is 7lbs 6oz and 19 inches long. Mindy and Lydia are doing great! Lydia getting some rest : ) Our first family photo with Lydia as a happy family of five! I feel […]

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On Lead Qualification: Steps to Convert Inquiries into Viable Sales Leads

A common lead generation practice using B2B inbound marketing includes offering white papers, demos, trial software, or other content assets in exchange for registration information. The problem is that many marketers immediately turn these form registrations (aka web inquiries) over to the sales team as “leads.” If your sales team perceives the majority of “leads” […]

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