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Feeds for B2B Lead Generation Blog [Brian Carroll's Blog focused on B2B lead generation, sales leads, and marketing for the complex sale. ]

1. Lead Generation via Search: Comparing Quantity and Quality
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)...

2. 8 Lead Nurturing Thoughts to Share
Here's few thoughts that I've had on lead nurturing that I'd like to share and get your input on: Lead nurturing supports the conversation of the customer before, during and after their buying process. Sowing + Nurturing = Reaping. As...

3. The Best 20 CRM Blogs of 2009
Forecasting Clouds ranked the top 20 CRM blogs based on their content, readability and frequency of posting.As I read over the list of blogs, I discovered some new ones worth reading along with a number of others I already follow...

4. LinkedIn for lead generation - Are You the Missing Link?
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...

5. Targeting for better Lead Generation results and ROI
Effective lead generation really depends on how much you know about your target audience and how well you use that information to tailor a relevant messages and conversations.I thought this post by Carolyn Goodman for Target Marketing Magazine was a...

6. Lead Generation tips for Tradeshows Conferences
Tradeshows and events are still being used consistently by B2B marketers for lead generation. With that in mind, Roger Lewis has some useful tips on how to improve your lead management strategy with from tradeshows. Lewis emphasizes how vital lead...

7. Lead re-engagement is lead nurturing to rejuvenate old leads
The January sales push well on it's way and most B2B marketers I know are looking more ways to generate leads faster. But here's a question to ponder... Do you have a process have a process for handing leads (from...

8. Best Books of the Decade for Marketing and Selling Services
Rain Today, a great resource for those who market and sell services, selected their Best Book s of the Decade for marketing and selling professional services. I was humbled to see that they picked my book, Lead Generation for the...

9. Lead Generation Check list – Part 8: Lead nurturing for lead development
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...

10. MarketingSherpa's Email Summit
Here's the summary from MarketingSherpa Email Summit event: Following MarketingSherpa’s 2010 Email Marketing Summit last week, we sat down with copious notes to pick out the most important themes from three days of workshops, panel discussions and presentations. Read on...

11. Lead Generation Check list – Part 7: Effective lead management
My checklist for optimizing the lead generation process so far has included six steps: the mindset of not pushing; repairing the rift between sales and marketing; creating the ideal customer profile (and the un-ideal customer profile as well); agreeing upon...

12. How to improve lead generation with prospecting 2.0
Cold calling. Feel a shiver move up your spine? Too bad. It’s a shame that you, like many others, choose to dismiss cold calling as a lead generation tool (there’s that shiver again). I’m not saying that its reputation hasn’t...

13. Thoughts on how to follow-up on website leads when you use marketing automation
A few months ago, at the MarketingSherpa B2B Marketing summit in Boston, I was asked on how best to follow-up on leads generated via the web by Richard Hill. Richard writes over at the Idea Exchange blog on marketing automation...

14. How to Get the Twitter Username You've Always Wanted (even if it's taken)
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...

15. How to Design Lead Nurturing Programs that Drive Sales webinar with Ardath Albee
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...

16. 50 Most Influential People in Lead Management
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...

17. Lead Generation Check list – Part 6: A Multi-modal lead generation approach
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...

18. Steps for creating a true lead nurturing program
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...

19. A multi-modal approach to lead nurturing
To be successful at lead nurturing marketers can't rely on one specific channel but rather they need to leverage a multi-modal portfolio of channels especially when you have a complex sale. Why? The goal of lead nurturing is to maintain...

20. Seven prospecting rules that produce leads
The phone is still a powerful and effective lead generation tool. It is inarguably the human touch of a lead nurturing program. That’s why every opportunity - including cold calling - should be treated with great respect. Each time you...

21. Effective Lead Management: converting more leads into sales
We had a great turn out for our recent B2B Lead Generation Rountable Webinar “Effective Lead Management: Learn How to Convert Marketing Leads into Sales Pipeline.” In case you missed the live presentation, there are still two ways you can...

22. Lead generation metrics should emphasize opportunities not just leads
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...

23. Podcast: Why sellers don’t have the right tools to help buyers buy
A recent lead generation poll showed that converting leads to pipeline revenue (accelerating sales) was the biggest challenge for marketers. What are we doing as sellers that keeps us from closing sales? It’s a tough question, and it’s one that...

24. Webinar on Effective Lead Management: How to Convert Marketing Leads into Sales Pipeline
Research shows that about 80% of leads marketers generate end up getting lost, ignored or discarded. So, instead of continually struggling to find new leads for Sales, marketers should begin focusing on developing effective lead management processes for converting more...

25. Lead Generation Check list – Part 5: Treat your marketing database as a valued asset
This is the fifth installment in an eight-part series, the ‘Lead Generation Checklist.’ The goal of this series is to provide a checklist that will help organizations optimize their lead generation process. In my first post a few weeks back,...

26. Improve your Lead Generation: Takeaways from MarketingSherpa's B2B Marketing Summit
I was a speaker at MarketingSherpa's B2B Summit in San Francisco and Boston. I had a great time learning and connecting with fellow attendees. For me, the most valuable part of attending was hearing what other marketers are doing to...

27. Lead Generation Check list – Part 4: Clear and Universal Lead Definition
This is the fourth installment in an eight-part series I’m calling the ‘Lead Generation Checklist.’ With each post, I’m addressing a step that in my experience helps improve lead generation efforts. For the first post, I focused changing your mindset...

28. Cold calling and the Complex Sale: observations you can learn from (thanks to my daughter)
I was somewhat shocked to find out that my 14-year-old daughter had searched YouTube recently for any mention of her dear old dad. She stumbled across a video that included a recent mention of my book, Lead Generation for the...

29. Lead Generation Poll shows converting leads-to-sales pipeline is biggest frustration
I recently hosted a poll to ask fellow marketers which aspect of the B2B lead generation frustrated them the most. Overall, 34% of the 94 participants replied that converting leads to pipeline revenue is the biggest issue for them. According...

30. Podcast: Unconventional strategies to reach more clients
So, you've put a lot of effort into your lead generation process, and you have a great lead in your hand. Now, what can you do to improve your probability of making a profitable sale from it? Michael McLaughlin, addresses...

31. Lead Generation Check list – Part 3: Develop and intensify your Ideal Customer Profile
I’ve started an eight-part series I’m calling the ‘Lead Generation Checklist.’ Each post in the series addresses a step that in my experience helps improve lead generation efforts. The first installment discussed changing your mindset to focus on conversations not...

32. 7 prospecting rules that produce leads
Need to improve your teleprospecting efforts? Check out my guest post for ZoomInfo, a blog that offers advice on all aspects of sales and marketing. The site features industry news, analysis, and surveys. And, from time to time they let...

33. Lead Generation Checklist - Part 2: Sales and Marketing – One Team
I’ve started an eight-part series I’m calling the ‘Lead Generation Checklist.’ Each post in the series addresses a step that will help to make your lead generation campaigns work like a well-oiled machine. In the first installment, I discussed tackling...

34. 101 actionable tips from 50 business bloggers
I was recently asked for some of my best tips on lead generation to include in “101 Tips from 50 Small Business Bloggers.” The blog appeared in Open Forum’s Idea Hub, a virtual ‘trading post’ of ideas and insights from...

35. What IS and ISN’T Lead Nurturing
While chatting with a client recently, she told me that she had just met with her third new boss this year to explain the company’s new lead nurturing process. The problem was that her boss felt their current integrated marketing...

36. Lead Generation Checklist - Part 1: The Mindset: Conversations, not campaigns
Building an effective lead generation program is kind of like baking a cake. There are certain ingredients that are absolutely necessary. You can tweak the recipe a little here and there adding your own special touches as long as you...

37. Poll on lead generation process challenges
Which aspect of your lead generation process is the most challenging? Getting a volume of names Figuring out which names are valuable Passing leads to sales Converting leads to pipeline revenue Closing the loop on every lead Take the poll...

38. When leads lie, what should you measure?
Thanks to Jim Berkowitz and his CRM Mastery E-Journal for pointing me to CIO article by David Tabor, "When Leads Lie." Check both resources out they are well worth a read. Here's a few excerpts from Tabor's article: Why do...

39. 8 Tips for generating high quality leads that sales people love
Ask most executives and marketers what sales people need to sell in this economy and they will say, "more leads." So their marketing and lead generation focuses on getting MORE leads to their sales team. But do you know how...

40. Things a B2B company can do to be more social now
I think the hardest part in participating in social media is defining a clear strategy on WHY you're doing it. Then the execution (actually doing it) becomes much easier. That said, if you're looking for some simple ideas for incorporating...