1 min read

Lead Generation Trends for 2011

By Chandler Austin on Tue,Feb 15, 2011 @ 11:00 AM


A presentation from Dave Green, Director of Best Practices at MECLABS, outlines how to deliver quality leads on a tight budget in the current business environment.

Key Points from the Presentation:
  • B2B marketers overwhelming said that generating high quality leads was their greatest challenge.
  • Lead nurturing and scoring depends on content.
  • Relevant content-nurturing requires good data.
  • Eight of ten marketers give raw leads directly to sales.
  • Sales prospecting costs more than most expect.
  • Lead generation scales sales.
  • Sales-ready leads increase revenue capacity, profits and growth.
  • The right metrics can improve forecasting and drive continuous funnel improvement.
View Original Article and Webinar

Topics: B2B Lead Generation Lead Management Lead Nurturing
1 min read

How to Ramp Up Marketing Automation

By Chandler Austin on Mon,Feb 14, 2011 @ 12:00 PM

Marketing automation is intended to prevent prospects from falling through the cracks via lead nurturing, scoring and monitoring. Many marketers though, may not be taking full advantage of the available technologies. The author of the attached article suggests companies think big but start simple and progress through three stages.

Stage 1 - Crawl: Establish Online Conversations
  • Improve deliverability
  • Capture data more efficiently
  • Develop personas and related content
Stage 2 - Walk: Integrate Campaigning
  • Behavioral tracking
  • Multitouch campaigns
  • Message timing
Stage 3 - Run: Automate the Process
  • Lead scoring
  • Lead-stage specific campaigns
  • Align with sales
After building a strong foundation, the process can really be fine-tuned.

View Original Article

Topics: Marketing Automation Marketing Strategy Lead Management Lead Nurturing
1 min read

Digital Lead Generation

By Chandler Austin on Fri,Feb 11, 2011 @ 10:00 AM

Robert Lesser of Direct Impact Marketing shares several ideas about how to create sales opportunities in the digital age. Digital lead generation is a scalable, cost-effective way to generate sales leads, often leading to quick, fluid conversion. For more lengthy sales cycles, digital lead generation often starts the process.

Customer acquisition costs far exceed the cost of retention. Digital marketing can play a big role in meeting retention goals. Measuring the ROI of digital lead generation for online, direct sales is easier than measuring the ROI for complex direct sales or channel sales. Given the low cost and measurability of digital lead generation, improvement can be gained from a number of approaches.

View Original Article

Topics: Marketing Automation Conversion Testing SMB Lead Generation Lead Management Lead Nurturing

Improving Lead Capture & Nurturing With HubSpot

By Chandler Austin on Wed,Feb 09, 2011 @ 12:00 PM

Knowledge Management Associates needed a better system for nurturing leads and a better solution for capturing leads. HubSpot helped them with lead tracking and management, content management and marketing analytics.

Topics: Metrics HubSpot Lead Management Lead Nurturing
2 min read

4 Persuasive Lead Nurturing Statistics

By Jack Barry on Fri,Sep 24, 2010 @ 01:09 PM

Lead nurturing is not a new topic, but most businesses still don't take advantage of this powerful sales and marketing tool.  Lead nurturing is the process of systematically communicating with leads in order to educate, qualify and build a relationship until they become "sales ready". 

Topics: Marketing Automation Lead Management Lead Nurturing
3 min read

5 Steps to Getting Started with Lead Nurturing

By Jack Barry on Thu,Sep 16, 2010 @ 01:10 PM

For those of us who are involved in the world of online marketing, it's easy to get infatuated with rankings and traffic.  But at the end of the day, we all must stay focused on the fact that we do those things in order to not only generate leads but eventually convert leads to customers. 

Topics: Lead Management Lead Conversion Lead Nurturing

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