Sales Lead Generation

SUMMARY: Marketing campaigns that feature educational content can build relationships with prospects. But how can you nudge your top prospects into the deal-making stage?

An HR outsourcing firm used a splashy incentive for top prospects to meet face-to-face with a company representative. The campaign has lifted conversions 20% and paid for itself 10 times over so far. read the complete case study

SUMMARY: Getting feedback on leads passed onto a sales team often frustrates marketers who generate them. What happened? Did any leads turn into new business?

Find out what a company that develops lead-management systems for manufacturers did to create a continual link between sales and marketing teams. Includes five steps to create a lead-surveying program that works. read the complete article

SUMMARY: Marketers have so many fancy online options at their fingertips, they forget how useful (and successful) telemarketing can be for lead generation. So many don’t follow the right rules or give up too soon.

We have exclusive new data and strategies to help you to make the right calls in your next campaign. Includes:
-> How many attempts it takes to complete a conversation with a C-level executive
-> Nurturing a lead through the entire process
-> A sample voicemail message read the complete interview

SUMMARY: Do prospects lie on registration forms? Of course, they do … but just how much? Creating a lead generation form that balances your need for information and high-quality leads requires thinking of it as a transaction

In our latest Chart of the Week, we look at what personal information tech buyers are willing to give up before they say, “Back off!” read the complete article

By Anne Holland, Content Director

Admittedly, our B-to-B Marketing Summit Brochure was brochure-from-hell from a proofing standpoint. The marketing department had to get 29 different speakers' names spelled properly (this must be very easy in places, such as Sweden, where you have a limited pool of names to deal with, but in multicultural America you always have to double-check.) And we had to make sure the right headshot went with the right speaker, which can be... read the complete blog post