When you’re converting inquiries into qualified leads, it’s widely believed that time is of the essence. Even research published in the Harvard Business Review says you’re almost seven times more likely to qualify a lead if you respond by phone within five minutes than if you respond an hour later. That’s why, when one of […]
Continue readingLead generation, especially for B2B companies, can be a stressful and time-consuming process. Read on to learn 11 strategies to help you generate Sales-ready leads right away.
Continue reading15 tips to help you generate more sales accepted leads from demand generation and account-based marketing plus additional links and resources
Continue readingGet four marketing automation case studies on how B2B marketers implementing martech and CRM increased leads by up to 200% and increase revenue quickly.
Continue readingMarketing automation software can be a large budget line item at a small- to medium-sized business, but that level of technology can really help day-to-day marketing activities.
Continue readingGenerating leads is an important B2B marketing goal, but what happens once those leads are in the pipeline? This blog post addresses the challenge of lead management. Brian Carroll defines lead management, explains why it is so important in the complex sale and outlines the various elements in lead management, including people, process and technology.
Continue readingWhen your leads aren’t converting into customers, it can put a strain on both Marketing and Sales. This B2B Lead Blog post explores 10 levers you can use to improve your lead conversion right now.
Continue readingBlogging from Dreamforce 2014, Brian Carroll shares his views on the importance of bringing passion to B2B marketing. This post covers how to get your heart back into marketing as well as 14 tips to help you increase your passion.
Continue reading31 tips to get marketing and sales alignment and working as a team includes resources to help you get you collaborating quickly
Continue readingThere is one question at the heart of lead generation: If I am you ideal prospect, why should I buy from you rather than your competitors?
How effectively you answer this will impact the performance of your marketing. Read on to learn three factors to consider when crafting value propositions that you can use to aid your lead gen efforts.
Continue readingGetting to the heart of lead costs is not easy given the multitude of factors to consider when calculating cost per lead. Read on for two simple tips you can use to help you figure out lead costs.
Continue readingGet the beginner’s guide to lead generation 101 that includes links to free resources and tools to help you generate leads and do demand generation now
Continue readingOpening a new division in a new city for any company can be a challenge, especially with lead generation. TERRA Staffing Group, having a strong reputation in Seattle, found itself in new territory when it opened offices in Portland, Ore. By hiring a lead generation company, more prospects were interested due to their teleprospecting efforts.
Continue readingLead generation is somewhat like a tightrope act. Generate too many leads, and the rope between Sales and Marketing breaks. If you don’t generate enough that turn into sales, your ROI plummets.
Read on to learn how Debbie Pryer, Program Manager, Siemens Healthcare, approached revitalizing Siemen’s lead generation program by finding the right balance of lead quality and quantity.
Continue readingAs 2013 wraps up, we wanted to take a minute to reflect on the top lessons and insights we’ve discussed this year. Read on for six top focus areas for 2013 to apply to your efforts in the new year.
Continue readingPeople 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.
Continue readingHow to improve lead management and 4 crucial steps to maximize how you manage leads to get more marketing qualified leads and sales opportunities.
Continue readingMany marketers use a model for lead qualification based on these four key characteristics called BANT. However, we should focus more on building bridges of understanding between these two departments. Let’s start by creating a common language for lead qualification that makes more sense than BANT.
Continue readingLearn how to build and distributes thought-provoking content with a case study of a firm that created a multi-million dollar pipeline of pending deals every year. How? Via controversial content. Read on.
Continue readingAccording to the MarketingSherpa 2013 Analytics Benchmark Report, only 37% of marketers surveyed indicated they routinely use analytics for their marketing planning. Read on for three tactics Appfolio used in its marketing analytics to help Sales and Marketing improve productivity.
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