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How to Put the Customer First in Lead Generation
TweetPutting customers first in lead generation. As marketers, we have more ways to observe our customers’ behavior and can leverage tools like marketing automation, Web analytics and CRM systems to...
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31 Tips for Improving Sales and Marketing Lead Generation Alignment
TweetMore often than not, there seems to be a disconnect between Marketing and Sales. Not having these two teams aligned can be a vital — and costly — mistake. How does your sales team perceive the...
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Building Your Strategic Lead Generation Portfolio
TweetTo be successful at lead generation, marketers can’t rely on one specific tactic. Rather, they must leverage a portfolio of channels. The best marketers approach their work like a portfolio...
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Lead Generation via Influencers and Experts in 4 Steps
TweetProactively building relationships with influencers and industry experts is a powerful way to generate leads and positive word of mouth (WOM). Most of us know this as influencer marketing, aka...
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How the Halo Effect Drives Lead Generation
TweetBuilding upon my post from last week, I was reminded of an important lesson I learned on influence that’s served me my whole life. My dad taught me many lessons growing up, and one that stands out...
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15 Tips to Generate More Leads in 2015 (Part 1, featuring tips 1-5)
TweetIt’s a new year, and you’re likely kicking off marketing and lead generation programs to drive more new leads for 2015. Most new leads go nowhere. Why? Often, it’s because Sales and Marketing have...
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15 Tips to Generate More Leads in 2015 (Part 2, featuring tips 6-10)
TweetFor the new year, I’m sharing 15 ideas on how to make your lead management more effective. There is so much to share, I’m splitting this post into three parts (you can read Part 1 with tips 1-5...
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Lead Generation: How an insurance company reduced acquisition costs in...
TweetGenerating leads organically can ease the qualifying process, throwing “bad” leads out that are simply not worth pursuing. Growing a list organically also allows marketers to know more about a...
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Lead Generation That Converts Leads into Sales Opportunities
TweetAsk most executives and marketers what salespeople need to sell in this economy, and they will say one thing: more leads. That’s why many marketing and lead generation programs tend to focus on...
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Optimizing Lead Distribution for Higher Conversion
TweetThe management of sales leads is critical to generating marketing ROI. Sadly, sales leads often land on the scrap heap because marketers throw leads over the wall and then expect salespeople to...
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A New Chapter for the B2B Lead Blog
You may have noticed the B2B Lead Blog has a new look. Image credit: PhotoDune That’s because it’s my personal blog again. After a stint at MECLABS (resulting from the acquisition of InTouch) I’ve been...
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5 Things You Can Do To Improve B2B Lead Generation
B2B Lead generation is rapidly changing process for companies with the advent of MarTech. In this recorded webinar be sharing where B2B marketers can focus and what are the “best few” things they can...
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How to Use Trigger Events for More and Better Leads
People aren’t ready to buy when we want to sell. Think about it. This common statement has big implications if you’re doing account-based marketing (ABM) and lead generation. Why doing more lead...
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16 Proven Ways to Get Better Opportunities Now (Part 1)
When I’ve talked with marketers about their B2B lead generation results, I’ve heard statements like, “We’re generating a ton of leads, but they aren’t converting” or “We need to increase quantity” or...
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16 Proven Ways to Get Better Opportunities Now (Part 2)
Marketers spend a lot of time and effort generating inbound leads, but they often struggle getting those leads to convert into sales opportunities and customers after they hand them off to sales. In...
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Fast Growth Marketing: From 0 to 500,000 Users
How can you drive fast growth with marketing? In this interview, you’ll hear from Jim Fowler, founder of Owler on what he’s learned to grow fast. Owler – a free competitive intelligence platform – went...
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Tips on how to use LinkedIn for Better Lead Generation
Have you ever wondered about how can you use LinkedIn for better lead generation and business development? In this post, I interview Susan Tatum, Partner at The Conversion Company. I met Susan through...
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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....
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10 Most Popular B2B Lead Blog Posts of 2016
The year 2016 is quickly coming to an end and the holiday season is a time for reflection and preparation. I’ve compiled a list of the 10 most popular and shared posts on the B2B Lead Blog, chosen by...
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B2B Content Marketing: Will Video Kill eBooks?
“With the rise of content marketing, a lot of businesses get stuck in the eBook rut,” saysLinda West (@misslindawest), Director of Digital Marketing at Act-On Software, a rapidly growing company that...
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