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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 […]

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 […]

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, […]

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 […]

Bringing Science to Teleprospecting: A Complex B2B Lead Generation Test

This is the second part of a series which asks the question, “Is Teleprospecting Too Complex for Testing?” The first post outlined what could seem to be insurmountable teleprospecting testing challenges. This post looks at how teleprospecting can be successfully tested.

Is Teleprospecting Too Complex For Testing?

Teleprospecting has significantly more variables than email, landing pages, and direct mail, and therefore makes testing complex.

Cold calling and the Complex Sale

I was surprised to find out that my 14-year-old daughter searched YouTube for any mention of her dear old dad. She stumbled across a video that included a recent mention of my book, Lead Generation for the Complex Sale. (Isn’t it just amazing how easy it is in today’s world for our children to get […]

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 […]

Email vs. Phone vs. In-Person Meeting? Four Viewpoints

To what extent can emails be used in place of phone calls and face-to-face meetings when maintaining and developing relationships with clients and other important network contacts? Four bloggers have all agreed to post their answers to the email question simultaneously, each offering a different perspective, with all responses linked. They are: Ford Harding, the […]

Rainmakers and Lead Generation

In professional services organizations, the people who bring in the big revenue clients are often called rainmakers. They’re the ones that make it all happen and become almost mythical in the process. In today’s challenging business climate, we could all use more rainmakers. I like what Ford Harding, author of Rain Making, Attract New Clients […]

Closed Loop Feedback: The Missing Lead Generation Huddle

The huddle is crucial to the success of a team in most team sports. While in the huddle, the team looks at their performance on the last play, including what worked and what didn’t, and then uses this feedback to decide their next play. Sales and marketing can learn a lot from the team huddle. […]

Velocity of Lead Follow-Up Is Critical To Winning the Complex Sale

Many things with lead generation seem easier than they are. Take sales lead follow-up for example, research shows that sales people do not fully pursue around 70% of leads generated by marketing. That amounts to literally billions of wasted marketing dollars. The speed of lead follow-up is a major contributor to this problem. KnowledgeStorm and […]

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 […]

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, […]

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 […]