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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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Podcast: Landing Pages for Lead Generation

“Web visitors spend just 8-seconds scanning your website landing page before they decide to leave,” says Anne Holland, Publisher of MarketingSherpa. Anne and her team recently published the Landing Page Handbook which gives step-by-step instructions (based on proven data) on how get up to 40% more sales leads.  I read it and it is terrific! […]

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Give Lead Generation Some Respect

Dean Rieck argues that lead generation is the Rodney Dangerfield of marketing – some give it no respect. Reick shares the following tips: Get buy-in from executives and sales Create your follow-up plan first Offer something valuable and free Get your offer to the right people Track everything Focus on ROI Review progress regularly DMNews.com: […]

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A lead generation fable for sales

Imagine you are sales rep stranded in a desert.  There is no civilization visible and worse still, you have no food or water. After three days of walking, you are cramping up – overcome with exhaustion and dehydration.  The wind beats fine sand against your exposed face and neck. “One more sand dune,” you say, […]

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Glad to be back

I must say that having 5-days of uninterrupted time to focus writing was great.  I doubled in one week what I wrote in the previous four months.  I just talked with my editor at McGraw-Hill and it sounds like my book, Lead Generation for the Complex Sale, could be in stores mid-Q4. Getting away was […]

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One-to-one lead generation for B2B companies

Interesting article from DMNews.com on one-to-one marketing for B2B companies.  DMNews.com: One-to-One Marketing Builds Sales Kermit Yensen writes, “Sales and marketing leaders often have a clear vision of how one-to-one marketing can benefit their prospective customers, their sales force and their bottom line. So why aren’t they implementing one-to-one marketing for themselves? Or, if they […]

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Creative lead generation blunder?

I just heard about a “creative” lead generation campaign (second hand) that made me wince.    The company behind the campaign does commercial leasing and counts roughly 80% of the Fortune 1000 as their customers — so they’ve done quite a few things right.  However, this so called “creative” lead generation program might be a […]

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Blueprint for Personal Lead Generation Success

Do you generate your own leads?  MarketingProfs featured an article by Rob Engelman called, Seven Strategies for the New Year. The article is geared for individuals like sales people, entrepreneurs and professionals who have to do lead generation for themselves. The article’s title should have been, “Lead Generation Blueprint for Individuals” or “Blueprint for Personal […]

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A Brand Saavy Approach Lead Generation

I liked this article by Sally Roffman in the Triangle TechJournal.  Roffman contends, that brand building must not be sacrificed for the sake of lead generation but rather; marketers should strive to integrate both activities together. While Roffman’s ideas are not new, we’re reminded that a well-executed lead generation strategy can deliver value to the […]

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Lead Generation New Years Resolutions

I read an article that most people don’t make job-related New Year’s resolutions.  An average worker will invest more, “company time,” planning a vacation than they will in planning for their career success.  New Year’s Resolutions vs. New Year’s Goals Top 10 New Year’s Resolutions Top 10 Ways to Ensure New Years Resolution Success So, […]

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Merry Christmas

I’m down in Round Rock, Texas (a bit warmer than Minnesota) , celebrating Christmas with my wife’s family.  I  look forward to getting some rest, visiting, and making more headway on my book manuscript.  I thought I’d share The winners of the 2004 Blog Herald Christmas Blogging Awards.  Merry Christmas to all. 

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