B2B Lead Blog

Email Summit: What’s the best lead generation tactic? All of them

Fri, 10 Feb 2012 16:45:55 +0000

TweetThat’s the word from our own Brian Carroll, who made that proclamation in an interview at the MarketingSherpa Email Summit this week. Paradoxically, this is why it’s critical to be strategic. He explains there’s a lot of ways to acquire leads, but there’s no determining which ones work best without testing. But what compounds the [...]

Taking B2B Marketing Mobile: The Pitfalls and Payback

Mon, 06 Feb 2012 15:48:20 +0000

TweetMobile marketing for B2B is one of the newest marketing channels yet, according to the 2011 B2B Marketing Benchmark Report, it ranks second only to whitepaper downloads for growing B2B email lists – even though only 48% of the B2B companies responding have a mobile version of their website. “As more businesses target marketing to mobile, [...]

The Lament of the Inside Sales Team: Data, Data Everywhere, but Who’s Ready to Buy?

Fri, 27 Jan 2012 18:26:53 +0000

TweetAs the MECLABS Research Partnership analyst team, my colleagues and I speak with professionals who attend our events (like the next month’s MarketingSherpa Email Summit in Las Vegas), purchase our publications, and want more information about how MECLABS can help grow their business. So every day we hear about the challenges they’re facing. One issue [...]

Nine Simple Tactics to Drive a Higher Return on Trade Show Investment

Sun, 15 Jan 2012 19:49:16 +0000

TweetIn his most recent post, Dave Green pointed out how marketers invest most of their budget on trade shows even though it ranks fourth in effectiveness. He went on to explain how to get a better return on your trade-show investment through lead scoring. Now I’m going to share nine tactics that will drive those [...]

OpenView Names Top 25 Sales Influencers for 2012

Sun, 15 Jan 2012 19:48:33 +0000

TweetI received some news today that leaves me both humbled and honored. OpenView Labs named its top 25 sales influencers for 2012, and I am among them. This is especially meaningful for two reasons. First, I have tremendous respect for the people who have joined me on this list; I’m in great company. Learn more [...]

How to Use Lead Scoring to Drive the Highest Return on Your Trade-Show Investment

Thu, 29 Dec 2011 14:49:43 +0000

TweetIn the 2012 B2B Marketing Benchmark Report, 1,745 marketing organizations revealed that trade shows took up the biggest chunk of their marketing budget – over 21%. Yet, they only ranked fourth in marketing effectiveness, under websites, SEOs, and emails. I suspect that part of the ROI problem may be due to improper prioritization. Smart marketers [...]

From a Challenging Marketing Past to the Most Promising Marketing Future: Top Takeaways from the 2011 B2B Roundtable Webinars

Thu, 29 Dec 2011 14:22:41 +0000

TweetI can’t stress this enough: when it comes to marketing, if we’re not constantly learning, we’re going to find ourselves left behind faster than ever. Some people say I’m an expert in B2B lead generation because I wrote a book on it, but you know what? I am astonished by what I didn’t know then [...]

Email Marketing: Where’s the Innovation?

Mon, 19 Dec 2011 18:15:39 +0000

TweetI always look forward to the announcement of the MarketingSherpa Email Marketing Award winners; they’re a great source of inspiration. In fact, just couple of weeks ago I wrote about how the B2B Best in Show Winner’s unexpected email approach grew its subscriber base by millions. But honestly, I think B2B marketers might be more [...]

Aha! Marketing Leaders Reveal Their Most Powerful Business Insights from 2011

Mon, 12 Dec 2011 08:05:34 +0000

TweetAt the B2B Summit 2011 in San Francisco, Daniel Burstein, Director of Editorial Content at MECLABS, asked me and a few other attendees to reveal our most important “aha” moments in 2011. Our responses are compiled in the video below; hearing what my colleagues had to say produced even more “aha” moments for me, and I’m [...]

Email Marketing Awards Winner Proves, with Millions of New Subscribers, that It Pays to Share

Mon, 05 Dec 2011 08:08:46 +0000

TweetHow many emails have you sent prospects and customers this week? How many opened them? How many acted on them? If you’re like most marketers, the answer too often is, “Not enough.” It’s a hard fact: people are being inundated with so many sales pitches via email that it’s harder than ever to get prospects [...]

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