B2B Lead Generation Articles

• Lead generation metrics should emphasize opportunities not just leads
  B2B Lead Generation Blog / Brian Carroll | Sep 08, 2010 | Permalink
  I was asked to write a response to this question, "In what ways have metrics evolved with the increase in digital B2B marketing? Suggest one ROI metric that you have found to be very effective." Read ClickInsights: What ROI metric...
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• Lead Generation Check list – Part 6: A Multi-modal lead generation approach
  B2B Lead Generation Blog / Brian Carroll | Sep 08, 2010 | Permalink
  This is the sixth in an eight-part series I’m calling the ‘Lead Generation Checklist.' I wanted to provide a checklist that helps organizations optimize their lead generation process. My first post was on the mindset we should have – one...
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• Steps for creating a true lead nurturing program
  B2B Lead Generation Blog / Brian Carroll | Sep 08, 2010 | Permalink
  Sometimes in an attempt to vamp up lead nurturing efforts, misguided and well-meaning organizations simply start sending out more emails. When email is misused in this manner, companies are really just training prospects to ignore or delete their messages. See...
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• How to Get the Twitter Username You've Always Wanted (even if it's taken)
  B2B Lead Generation Blog / Brian Carroll | Sep 08, 2010 | Permalink
  Don't forget to secure your Twitter name! I signed up for twitter a year an half ago but that wasn’t soon enough to get my hands on my company's Twitter name of choice of @intouch. So if you were late...
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• How to Design Lead Nurturing Programs that Drive Sales webinar with Ardath Albee
  B2B Lead Generation Blog / Brian Carroll | Sep 08, 2010 | Permalink
  You’ve probably seen a lot of discussions regarding lead nurturing lately. People want to know: How can I create enough content with my organization’s limited resources? How can we develop a nurturing program that actually builds our pipeline? What measurements...
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• 50 Most Influential People in Lead Management
  B2B Lead Generation Blog / Brian Carroll | Sep 08, 2010 | Permalink
  The Sales Lead Management Association posted their list of the 50 most influential people in lead management. I was humbled to see that I was included on the list along with a lot of of people I really like and...
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• Lead Generation Check list – Part 8: Lead nurturing for lead development
  B2B Lead Generation Blog / Brian Carroll | Sep 08, 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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• LinkedIn for lead generation - Are You the Missing Link?
  B2B Lead Generation Blog / Brian Carroll | Sep 08, 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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• Online Lead Generation: How to optimize forms to convert “window shoppersâ€...
  B2B Lead Generation Blog / Brian Carroll | Sep 08, 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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• Lead Generation via Search: Comparing Quantity and Quality
  B2B Lead Generation Blog / Brian Carroll | Sep 08, 2010 | Permalink
  Have you wondered about where you should put your online lead generation budget into search engine optimization or paid search? Check out this new chart by MarketingSherpa, "Comparing the Quantity and Quality of B2B Search-Generated Leads": (click chart to expand)...
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• Webinar: Beyond Lead Generation - Helping Sales Drive Revenue with Jeff Thull
  B2B Lead Generation Blog / Brian Carroll | Sep 08, 2010 | Permalink
  The purpose of B2B marketing and lead generation is to help the sales team sell; however marketers can often get so wrapped up in driving campaign activity they seem to forget it's about driving sales conversion and helping the sales...
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• Most important B2B Marketing Metrics For CEOs
  B2B Lead Generation Blog / Brian Carroll | Sep 08, 2010 | Permalink
  Today CEOs expect marketers to provide metrics and to be accountable to meeting their numbers just like sales people. They do have a bunch of activity metrics and some squishy metrics like brand recognition. At the same time, most CEOs...
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• 100 Tips for Trade Show Lead Generation
  B2B Lead Generation Blog / Brian Carroll | Sep 08, 2010 | Permalink
  Lead generation remains the top reason most companies exhibit at events and tradeshows. And B2B marketers are constantly looking for ideas they can use to drive more ROI from their events budget. I came across this helpful post by Mike...
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• 60 Proven Ways to Increase Your Online Marketing Influence
  Hubspot | Sep 08, 2010 | Permalink
  On July 7, in the late afternoon, I tuned in to The Influencer Project. For the next 60 minutes (actually it was closer to 62 minutes), I listened to 60 online experts tell at least one proven way to increase your influence online. We’re talking real experts like David Meerman Scott, Anne Holland, Brian Solis, Todd Defren and our own Mike Volpe, and all of the unmentioned names are equal in expertise to those I mentioned. While some of the advice was obvious, like create valuable content or get on Facebook, what resonated was that these experts – all of whom have influence online, so they do know what they’re talking about – were passionate about their one or two tips. As a sponsor for this event we have permission from ThoughtLead, the program organizers, to offer our community both...
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• 5 Educational Email Marketing Infographics
  Hubspot | Sep 08, 2010 | Permalink
  Considering all of the conversations online and offline about new social media applications, when it comes to lead generation, email is a major driving factor. Despite being the elder statesman of online marketing tools, email is still growing in adoption as a marketing channel. We found five educational infographics about email power and adoption as a marketing platform that we think are worth a look. 1. The History & Evolution of Email by Focus.com 2. What Does Your Email Provider Say About You? by Credit Karma 3. How Much Spam Is Out There? by Rackspace 4. Small Business Adoption of Email Marketing by MarketingCharts.com 5. Use of Video in Email Marketing by GetResponse What was the biggest takeaway from these infographics for you? Do you know of any others you'd like to share?

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