Teleprospecting: When marketing lead response time is a priority (and when it’s not)

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 […]

Lead Generation That Converts Leads into Sales Opportunities

Lead 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.

15 Tips to Generate More Sales Accepted Leads Quickly

15 tips to help you generate more sales accepted leads from demand generation and account-based marketing plus additional links and resources

Marketing Automation: Lessons from 4 case studies

Get four marketing automation case studies on how B2B marketers implementing martech and CRM increased leads by up to 200% and increase revenue quickly.

Marketing Automation and SMBs – an Overview

Marketing 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.

Introduction to Lead Management

Generating 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.

10 Ways to Optimize Your Lead Conversion Rate

When 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.

Where’s the Passion in B2B Marketing?

Blogging 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.

31 ways to improve marketing sales alignment quickly

31 tips to get marketing and sales alignment and working as a team includes resources to help you get you collaborating quickly

3 Factors that Connect Value Prop to Prospects

There 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.

Lead Generation: 2 simple tactics to determine cost per lead

Getting 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.

Lead Generation 101: How to get started in demand generation

Get 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

B2B Sales and Marketing: How a staffing company gained 242 qualified leads in just three months in a new market

Opening 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.

Lead Generation: Balancing lead quality and lead quantity

Lead 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.

Top 6 focus areas for B2B marketers

As 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.

3 Important Lessons for Lead Generation and Life

People 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.

Lead Management: 4 principles to follow to get better results

How to improve lead management and 4 crucial steps to maximize how you manage leads to get more marketing qualified leads and sales opportunities.

B2B Marketing: Why Marketing shouldn’t promise BANT qualified leads for Sales

Many 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.

Content Marketing: How a telecommunications company uses controversy to drive millions in pipeline

Learn 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.

Marketing Analytics: 3 steps to help Sales and Marketing improve productivity

According 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.