Currently viewing the tag: "B2B Lead Generation"

I guess there is really only one way to fail at B2B Demand Generation—fail to make a legitimate contribution to your organization’s revenue. But, I already wrote the title, so I guess I’m committed to follow through, so here are three (of many, I’m sure) ways you can go wrong in B2B demand generation–and how […]

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B2B Lead Gen Tip #5: Focus on the Critical First Conversion: Anonymous Browser to Known Lead The effectiveness of the top end of your revenue funnel truly goes a long way in determining the effectiveness of your entire revenue engine. This top end can be defined as the opt-in. (Or more specifically: awareness, engagement and […]

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B2B Lead Gen Tip #4: Measure Sources of Web Traffic; do MORE of what Works As you execute different tactics as suggested in Tip #3, you will inevitably start to see an uptick in visitors showing up at your front door — your website. Web analytic programs like Google Analytics can indicate the trends in […]

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B2B Lead Gen Tip #3: Don’t Expect a Silver Bullet Once you have your definitions, internal processes, value proposition and messaging tuned, it’s time to start adding more fuel to your B2B lead generation fire. We need to get more eyeballs on your profile in order to find those just-right prospects to plug into the funnel. […]

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B2B Lead Gen Tip #2: Double Check Your Value Proposition and Messaging There are two parts to this tip. First of all, make sure that you’ve done your market, competitive and customer/prospect homework. Are you positioning your product(s) and company in the most compelling, differentiated and unique way? Are you speaking directly to your target […]

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B2B Lead Gen Tip #1: Define “Lead” Surprisingly, the term “lead” means very different things to different marketing organizations. Some reserve it for only the qualified, sales ready prospects; while others indiscriminately refer to any name and number as a lead. Even within the walls of some organizations, the label can be corrupted, especially between a […]

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