Tag Archive

Tag Archives for " account based marketing "
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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.

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Sales and Marketing: The technology behind CRM

For a complex sale, CRM technology can make the difference between a customer moving up through the marketing-sales funnel to completely falling out. Many companies use more than one vendor for their CRM needs, as sometimes Marketing and Sales can require different specific needs. See how marketing automation technologies may offer some companies another option if they are working with multiple CRM software pieces.

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How to Get the CEO to Support Your Next Marketing Plan

Do you feel you have the full support of your CEO for your marketing plan? I caught up with with a colleague who coaches marketers. He has a lot of experience to offer but he often feels like his hands are tied. He voiced his frustration to me: “Nearly everyone I talked to say they […]

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3 Tips to Reengage Stalled Marketing Qualified Leads Fast

Longer selling cycles and stalled deals are impeding sales funnels everywhere. Use these three tips to convert more leads into revenue: Use Sales Funnel-Specific Market Research If you really want to understand what’s happening with customers at a particular point in your funnel, then you have to ask them while the last interaction with you […]

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Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function

For most of us, the phrase “demand generation” conjures up things like campaigns, trade shows, and the corporate website. But what about sales prospecting? Despite all the newfangled marketing automation tools, most CEOs increase the funding for demand generation by authorizing the expansion of the sales organization. Surprised? You shouldn’t be. Books like SNAP Selling, […]

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Four Reasons Why Funnels Are a Marketer’s Best Friend

Funnels are like the central nervous system of the best sales organizations. Few marketing departments depend on funnels to run their business the way sales leaders do. Yes, messaging, segmentation, branding, and numerous other considerations are extremely important. But no tool can impact financial performance for marketing as much as a funnel. There are four […]

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Lead Generation tips for Tradeshows and Events

Tradeshows and events are still being used consistently by B2B marketers for lead generation. With that in mind, Roger Lewis has some useful tips on how to improve your lead management strategy with from tradeshows. Lewis emphasizes how vital lead capture is to the lead management process. He writes: Without the continuity of using one lead […]

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What IS and ISN’T Lead Nurturing

I talked with a client recently after she had just met with her third new boss in the past year to explain the company’s new lead nurturing process again. The problem was that her boss felt their current integrated marketing campaigns qualified as lead nurturing. We discussed the challenges of communicating what IS and ISN’T […]

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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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Why cost-per-lead budgets fail and fewer leads are better

A reader asked me to explain why fewer leads are better and why “cost-per-lead” budgets fail. These are two great questions that have the same fundamental answer: quality first then quantity. Why cost-per-lead budgets are irrelevant to sales The truth is that salespeople care very little about the cost of the leads we generate. What […]

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Lead nurturing with a human touch

Marketers must stop viewing lead generation and lead nurturing as a series of campaigns.  It’s a conversation.  We must remember that companies don’t buy.  People inside companies do. Lead generation starts the dialog with the right people within the right companies to find more immediate opportunities. Lead nurturing keeps the conversation going with relevant and […]

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Using Six Sigma to improve Lead Generation peformance

I just got back from speaking at today’s Minnesota Technology Forum where one of the other speakers was from 3M. They are one of the world’s major adopters and proponents of Six Sigma. The question that changed everything The speaker shared how Six Sigma helped 3M improve their sales team’s effectiveness by increasing the quality […]

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