Tag Archive

Tag Archives for " demand generation "
21

How to Use Lead Scoring to Drive the Highest Return on Your Trade-Show Investment

In the B2B Marketing Benchmark Report, 1,745 marketing organizations revealed that trade shows took up the biggest chunk of their marketing budget – over 21%. Yet, they only ranked fourth in marketing effectiveness, under websites, SEOs, and emails. I suspect that part of the ROI problem may be due to improper prioritization. Smart marketers apply […]

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3

Top Takeaways B2B Roundtable Webinars

I can’t stress this enough: when it comes to marketing, if we’re not constantly learning, we’re going to find ourselves left behind faster than ever. Some people say I’m an expert in B2B lead generation because I wrote a book on it, but you know what? I am astonished by what I didn’t know then […]

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4

Lessons from my time as a B2B marketing coach

I just got back from this year’s round of MarketingSherpa B2B Summits in Boston and San Francisco, where I provided one-on-one coaching to attendees, marketers from Fortune 500 organizations, leading private companies, and emerging businesses. (You can read more about who attended here.) Frankly, I don’t know who walks away more enlightened – the marketers […]

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14

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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12

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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4

Take Two Minutes: Find Out the Critical Advantages of Lead Nurturing

Sales cycles are getting longer, according to the B2B Marketing Benchmark Report, and nearly half of marketers say that’s the biggest challenge they’re facing right now. However, lead nurturing can transform this challenge into an opportunity to drive more sales. All you need to do is give your prospects the information they need when they […]

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5

BNET Interviews Brian Carroll: ‘Focus on Helping, Not Closing’

Brian Carroll was interviewed by Phil Dobbie, BNET and CBS News. Brian reveals how to execute the kind of engaging lead-nurturing conversations that result in more and better-selling opportunities. Listen here, or review key points by following these timestamps: -21:20 How can salespeople strike the perfect balance between nurturing existing leads and getting more sales […]

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6

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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3

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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4

Moving from Demand Generation to Revenue Performance Management

Learn from the pioneers of revenue’s new frontier at the B2B Lead Generation Roundtable Webinar on February 1. Paul Teshima, Eloqua’s Senior Vice President of Customer Strategy and Success, and Hope Frank, Chief Marketing officer for Webtrends, will look at how they, and other top-performing organizations, have optimized the sales and marketing funnel with Revenue Performance Management.

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4

B2B Marketing: Do you know how much your CEO really invests in demand generation?

If it’s almost unheard of for your sales team to make a cold call thanks to a sales pipeline bursting with steaming-hot leads generated by your marketing department, skip this post. If it isn’t, I strongly encourage you to read the following article, which initially appeared on the MarketingExperiments Blog. It’s written by Dave Green, […]

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11

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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13

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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4

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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