B2B Lead Generation Articles on lead generation

• Lead Generation Check list – Part 8: Lead nurturing for lead development
  B2B Lead Generation Blog / Brian Carroll | Nov 21, 2010 | Permalink
  To help you start the New Year, I’d like to wrap up my Lead Generation Checklist Series with the secret to successful lead generation – and, for that matter, marketing in today’s B2B space: lead nurturing. At it's core, B2B...
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• Lead Generation Check list – Part 7: Effective lead management
  B2B Lead Generation Blog / Brian Carroll | Nov 21, 2010 | Permalink
  My checklist for optimizing the lead generation process so far has included six steps: the mindset of not pushing; repairing the rift between sales and marketing; creating the ideal customer profile (and the un-ideal customer profile as well); agreeing upon...
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• How to improve lead generation with prospecting 2.0
  B2B Lead Generation Blog / Brian Carroll | Nov 21, 2010 | Permalink
  Cold calling. Feel a shiver move up your spine? Too bad. It’s a shame that you, like many others, choose to dismiss cold calling as a lead generation tool (there’s that shiver again). I’m not saying that its reputation hasn’t...
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• Best Books of the Decade for Marketing and Selling Services
  B2B Lead Generation Blog / Brian Carroll | Nov 21, 2010 | Permalink
  Rain Today, a great resource for those who market and sell services, selected their Best Book s of the Decade for marketing and selling professional services. I was humbled to see that they picked my book, Lead Generation for the...
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• LinkedIn for lead generation - Are You the Missing Link?
  B2B Lead Generation Blog / Brian Carroll | Nov 21, 2010 | Permalink
  It takes time and commitment, but LinkedIn has become ideal venue to nurture relationships and generate new leads, especially for sales people involved in a complex sale. On that topic, I wrote an guest article for MarketingProfs, titled "10 Tips...
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• Targeting for better Lead Generation results and ROI
  B2B Lead Generation Blog / Brian Carroll | Nov 21, 2010 | Permalink
  Effective lead generation really depends on how much you know about your target audience and how well you use that information to tailor a relevant messages and conversations.I thought this post by Carolyn Goodman for Target Marketing Magazine was a...
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• Lead Generation tips for Tradeshows Conferences
  B2B Lead Generation Blog / Brian Carroll | Nov 21, 2010 | Permalink
  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...
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• Online Lead Generation: How to optimize forms to convert “window shoppers” in...
  B2B Lead Generation Blog / Brian Carroll | Nov 21, 2010 | Permalink
  As I’ve written before, when dealing with the complex sale, most people aren’t coming to your website to buy; they’re coming to your site for information. And people are hesitant about giving up too much info on forms before you've...
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• Mac McIntosh Announces our New Division for Implementing Lead Generation: Acq...
  Sales Lead Insights | Nov 18, 2010 | Permalink
  Mac McIntosh Inc has provided consulting and speaking/training related to helping companies like yours generate more qualified leads and drive more sales using the latest B2B marketing strategies, tactics, media and technology since 1990. However, many of our clients have also been having us help implement their marketing-driven lead generation programs for them. So we decided to create a new division focused on those implementation services and named it AcquireB2B. If you'd like to learn more, please use my Contact Form, call me directly at 1-800-944-5553 or +1-401-294-7730, or check out the marketing consulting or speaking and training pages on my website.
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• How to Overcome the 3 Biggest Messaging Roadblocks
  Hubspot | Nov 17, 2010 | Permalink
  This guest post was writen by Stephen Denny (@Note_to_CMO) of Decision Triggers, a marketing consultancy that works with corporate clients to improve their sales and marketing performance by applying the social psychology of influence to critical customer-facing initiatives. Marketers have two choices when they’re standing at their customers’ virtual gates. We can either beat against the door even harder or we can tap the right decision triggers and be invited inside. If you’re like most marketers – and you’re being honest with yourself – you probably fall into this first camp. Beating on the gates takes persistence, money and a thick skin. The by-invitation-only option takes an understanding of the psychology of how we make decisions – specifically, it means we have to learn somethi...
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• Get More Out of PPC with Targeted Landing Pages & Lead Nurturing
  Hubspot | Nov 15, 2010 | Permalink
  If getting more 'clicks' out of your PPC campaign is the primary goal of your online ads, now is the time to re-evaluate not only your metrics but some of the tactics you can implement to get a better return on that investment.  While inbound marketing emphasizes organic traffic, there are reasons to use PPC as a complement to your inbound efforts. HubSpot customer, Huthwaite, an international sales training company, decreased their cost per PPC lead from $400 to $10 by focusing on quality conversions instead of click volume.  Here are some of the most important things they did that you should consider today: Bidding on a small number of keywords limits your ability to rank on them - so go broad and target 1000 keywords not 100
  Using a sole Ad Group limits you to just...
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• How to define a lead generation campaign
  B2B Rainmaker / Jim Logan | Nov 02, 2010 | Permalink
  When is a lead not a lead? There’s a number of different ways to answer that question. That’s the point. A lead isn’t a lead when the people consuming the lead (sales) don’t agree with the definition of the people creating the lead (marketing).  What results is frustration and lack of respect from both sides [...]
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• Be my guest at B2B Marketing University in Dallas on June 23, 2010
  Sales Lead Insights | Oct 31, 2010 | Permalink
  Responsible for B2B marketing or lead generation? Be my guest at B2B Marketing University in Dallas on June 23, 2010. The all-new-for-2010 content is focused on helping you stay ahead of the curve and excel in the changing B2B marketing environment. If you'd like to learn more, please use my Contact Form, call me directly at 1-800-944-5553 or +1-401-294-7730, or check out the marketing consulting or speaking and training pages on my website.
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• Top 10 trends in B2B lead generation and how to take full advantage of them
  Sales Lead Insights | Oct 30, 2010 | Permalink
  Attend the Northern California Business Marketing Assocation's Sales Lead Roundtable on Wednesday, November 3rd in Palo Alto, CA at 8:30 am to learn about the Top 10 trends in B2B lead generation and how to take full advantage of them. If you'd like to learn more, please use my Contact Form, call me directly at 1-800-944-5553 or +1-401-294-7730, or check out the marketing consulting or speaking and training pages on my website.
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• The first thing to do when creating a lead generation program
  B2B Rainmaker / Jim Logan | Oct 29, 2010 | Permalink
  When is a lead not a lead? There’s a number of different ways to answer that question. That’s the point. A lead isn’t a lead when the people consuming the lead (sales) don’t agree with the definition of the people creating the lead (marketing).  What results is frustration and lack of respect from both sides [...]
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