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Lead Optimization: 10 audience questions answered

Lead optimization is the core of revenue optimization – making as much money as possible from your time, energy and resources. In response to many questions following a recent webinar, “Optimizing the Lead: A data-driven optimization process that goes beyond lead capture,” Brian Carroll sat down and answered 10 of the audience-submitted answers.

Lead Scoring: How to pick the right ingredients for high ROI

Marketers use lead scoring to slice all the potential deals in their pipelines and serve the sales team what it’s hungry for — leads that are ready to buy. Values are assigned to each prospect based on attributes like authority, title, vertical and timing to buy, as well as behavior. For example, did the person: […]

Lead Nurturing based on personality and behavior, not job title

In my most recent research project, the MarketingSherpa 2012 Executive Guide to Marketing Personnel, we identified key behavioral and motivational differences between marketing specialists. Much of what we learned applies beyond HR and can improve your lead nurturing and sales efforts. The key to navigating your way to a sales-ready lead is navigating through individual […]

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 […]

Why Marketing Qualified Leads (MQLs) Create Confusion

SiriusDecisions made a brilliant contribution to B2B marketing several years ago when they created their Demand Waterfall. That “waterfall” is a metaphor for key funnel stages. It seems like everyone I talk to who works in the technology industry, which is an early adopter of marketing innovations, uses the Demand Waterfall framework. The concept is […]

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 […]

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 […]

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 […]

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 […]

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 […]

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 […]

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. […]

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 […]

Lead Nurturing is Walking the Buying Path with Your Customers

Are you doing lead nurturing to help your customers walk their buying path? A recent study of B-to-B buyers shows that sales people who become trusted advisors and understand the needs of economic buyers are 69% more likely to come away with a sale! That’s why forming a plan for lead nurturing is such an […]

Building targeted lists for B2B Lead Generation Programs

Would you buy this business card? Why? Because when you buy a list of names for account-based marketing you are buying business cards on a list. But there is no such thing as buying the perfect list, especially if you have a complex sale. A study by John Coe and the Sales & Marketing Institute […]