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4-step lead generation analysis to optimize sales conversion

Your process of lead generation is no different from any other in your organization when it comes to optimizing to leverage the greatest possible ROI from your leads. Read further to learn more about four steps you can use to aid your lead generation optimization efforts.

Bring more innovation to your demand generation now

Do routinely look for ways to drive innovation with your demand generation approach? Or do you feel behind the curve? According to research by Circle Research, marketers are split. Half of the marketers say they’re “old school” while the other half believe their approach is innovative. Circle Research found that most of the marketers (93%) […]

Lead Nurturing in 6 Simple Steps

Lead nurturing is a key B2B marketing activity, but it’s sometimes seen as a complicated process that requires a lot of technology and time investment. This B2B Lead Roundtable Blog post presents six steps to help take some of those concerns out of the picture, as well as information on lead nurturing channels and timing.

How to Use LinkedIn to Generate Leads

LinkedIn is a great channel for lead generation and expanding your reach within your industry. Read on to learn how to use LinkedIn to generate leads.

How to use lead nurturing to revive leads and ROI

Most B2B marketers I know are looking more ways to generate leads faster. But here’s a question to think about: Do you have a process for handing leads from sales back to marketing when they are not sales ready? If not, you should. Start by re-engaging the account-based leads you already have in your database […]

How Customer-Hero Stories Help You Connect Better

Do you focus on capturing product stories or customer-hero stories? The answer can make a huge difference in your sales and marketing results. Let me explain. Despite all the time, money, resources spent on improving sales productivity, just 13% of sales people produce 87% of revenue in a typical organization according to the Sales Benchmark Index. […]

How to Do Lead Management That Improves Conversion

Have you looked at your lead management approach from the perspective of customer experience? If not, you may want to start now. Here’s why: The average conversion rate of marketing qualified leads to customers is low. You may be wondering: how low? According to Forrester, top performers convert 1.54% of marketing qualified leads to revenue. […]

sales hustle., cold calling. cold emails, prospecting

10 Lead Generation and Prospecting Method Tips for Sales People

Salespeople often lack the support of a dedicated marketing team that do lead generation programs for them. So they do their own sales prospecting. This is especially true for salespeople working in small businesses. Here’s what I mean: Sales must succeed in spite of it all. They must, in one way or another, generate their […]

7 tips to improve your cold calling and lead generation

In spite of the fact that in the past pushy salespeople and poorly trained marketers have tarnished the image of the phone, I still believe that smart cold calling is still a very useful lead generation tool. Studies by leading marketing research firms like MarketingSherpa show that 92% of B2B buyers are open to cold […]

Better Social Selling, an Interview with Jill Rowley

Do you want to get better at social selling or help your sales team do the same? If not, you should. Here’s why. B2B marketing has gone through a modernization to align better with how people buy. Now it’s time for sales to step up. According to Jill Rowley, “…we’re long overdue for transformation, a […]

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