Can Marketing Provide Quality Leads?

Posted by Christina Dieckmeyer

May 26, 2014 at 6:45 AM

Are your reps happy with the quality of leads marketing provides? Lead quality is one of the biggest complaints we hear from our clients. It’s the excuse given for lack of follow-up. How can a marketing leader fix this? The answer lies within your current customer base.  This is where the best leads can come from.

Last week one of our guys scheduled a meeting with the CEO at one of our clients to discuss additional projects.  The best part? Marketing did 100% of the work to secure the appointment. The quote from the CEO was “Hey, I’ve been getting your messages around our upcoming launch. I would love to get your input on it. Can we schedule a meeting in June to go over?” The rep got the meeting thanks to his marketing support. 

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Topics: Lead Generation, LeadGen, Leads, CMO, Marketing Resources

How to Determine the Right Size for Your B2B Marketing Budget

Posted by Vince Koehler

February 11, 2014 at 7:00 AM

Marketing leaders struggle with top-down allocated marketing budgets.  Stop struggling with budgets determined with archaic means.  Begin leveraging best practices when planning your marketing budget amount.

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Topics: Lead Generation, LeadGen, Lead Gen, Sales Budget, CMO Resources, Chief Marketing Officer, CMO

Your 2014 Marketing Budget Roadmap

Posted by George de los Reyes

October 5, 2013 at 7:00 AM

As a marketing leader, the CEO is going to measure your 2014 success in three ways:

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Topics: LeadGen, Marketing, Sales Budget, CMO, Marketing Resources, 2014 planning

A New Tool to Drive B2B Leads from LinkedIn

Posted by John Koehler

August 21, 2013 at 7:00 AM

As a Sales & Marketing Leader, you are hungry for high quality B2B leads. B2B Marketers have tested many forms of social advertising. Marketing leaders must challenge past assumptions of how to leverage social advertising opportunities. Facebook & Twitter ads deliver high volume but lack the high-level targeting options. The best B2B option until now has been LinkedIn ads. These ads show up on the top or right hand column on LinkedIn’s website. The biggest downfall was that mobile users were not getting these ads. In addition, there was no share-ability capability.

Now there is a new tool to satisfy this need. Introducing, LinkedIn Sponsored Updates. Marketing leaders can use this blog post as a blue print to guide your marketing team to success. At the end, I’ll provide a tool to help your team leverage LinkedIn sponsored updates.

What are LinkedIn Sponsored Updates?

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Topics: LeadGen, LinkedIn, Marketing Resources

Inbound Marketing’s Top 4 Newest Insights

Posted by John Koehler

May 5, 2013 at 7:00 AM

I recently had a cup of coffee with a good friend and marketing peer.  Kathy is the CMO of an emerging software company. She has helped build the company with superb demand generation efforts.  Kathy always has great insights to share.

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Topics: Buyer Personas, LeadGen, Marketing Resources, buyer persona development

Why Does Sales Reject Quality Leads?

Posted by Vince Koehler

April 22, 2013 at 7:00 AM

One of the top reported problems plaguing sales forces is the lack of quality leads.  What’s aggravating is that this problem is not getting solved for most companies.  There are degrees of improvement, but seldom full resolution.

Poor quality lead for sales force

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Topics: Lead Generation, LeadGen, CMO Resources, CMO, poor quality leads

Keep Your Friends Close and Your Competitors Closer

Posted by John Koehler

February 22, 2013 at 7:00 AM

As a Marketing Leader, you pay attention to the competition’s marketing and lead generation tactics. But how close of an eye do you have on them? Do you actively monitor and research?  Most of you are nodding your head yes.

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Topics: Demand Generation, LeadGen, Marketing Resources

5 LinkedIn Must Do’s for Time-Strapped Sales & Marketing Teams

Posted by John Koehler

January 17, 2013 at 7:00 AM

Recent enhancements to LinkedIn’s social network should be leveraged to generate leads.  The new LinkedIn user profile offering is one of many recent enhancements.  Engaging with these enhancements will drive Demand Generation. Sales teams know that social selling on LinkedIn will help make their number. The Marketing team can help support sales rep social sellers by growing their own networks. This gets your sales reps more connected to potential prospects through LinkedIn's TeamLink. It also gets your company content in front of more prospects via activity streams.

In a time strapped environment, what are the “Must do’s” for Marketing teams? How much time should your team members invest? I’ll answer this with the top 5 LinkedIn must do’s for individuals on marketing teams.  I have included a detailed checklist for download here. It includes several additional items for those with more time.

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Topics: Demand Generation, LeadGen, Marketing Resources

A LeadGen Marketing Year in Review: Are you Keeping Pace?

Posted by John Koehler

December 30, 2012 at 7:00 AM

Over the past year, there have been many great Marketing & Lead Generation blog posts. What best practices have you applied to your business?  What opportunities are planned for the future?

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Topics: Lead Generation, LeadGen, Marketing Resources

The Importance of Branding in Today's B2B Customer Acquisition

Posted by Vince Koehler

October 6, 2012 at 7:00 AM

As B2B CMO’s work to transition their teams to lead generation, there is a danger of abandoning brand stewardship.  There’s intense pressure to show a return.  Branding metrics, even when quantified with reliable data can be looked upon with reservation.  The more tangible metrics of Lead Generation are winning the day.  Be careful not to gut branding advantages in the process.  Doing so will hamper your company’s growth.

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Topics: Lead Generation, LeadGen, CMO Resources, CMO, Brand

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