What Is Cost Per Lead, and How Can You Use It To Improve Your Marketing?
It seems like all you have to do is think about marketing and you’ll start seeing endless ads for companies promising foolproof lead generation. How do you know which tactics work and who’s just blowing smoke? The name of the game in marketing is fine-tuning your application of proven strategies through testing and reviews. To that end, one of the most critical metrics is cost per lead. We’ve been at…
4 Secrets of Webinar Marketing that Drive Revenue
Picture this: your team is in a meeting discussing new ways to highlight your business’s value position and drive more leads. Someone experiences that “Aha!” moment and suggests webinar marketing. Webinars are an excellent way to inform, engage, and sell your brand to your audience. In fact, 73% of B2B marketers say webinars are the best way to generate quality leads and extend brand awareness. While that all sounds great,…
Why Quality Leads are Expensive
Getting more leads at a lower cost is always at the top of marketing and lead generation objectives, especially for startups and small businesses. In fact, our own research on marketing strategy found that 65% of B2B marketers claim that generating traffic and leads is their top priority. While generating a high volume of leads is a good thing, it doesn’t necessarily translate into sales and revenue. You may be…
16 Demand Generating Content Formats That Aren’t a PDF
PDFs have their place. They’re easy to download, send, design, and skim. Over the years, they’ve become the unofficial default for many marketers, but times are a changing. When it comes to building buzz, holding attention, and reaching new markets, PDFs can fall a little flat. The good news is, there are lots of other content formats to play with and test out. We pulled together 19 examples of more…
Lead Nurturing: The Biggest Challenges & Mistakes
Lead nurturing is the process of sending relevant content to your leads. As they continue through the process, they are driven down your sales funnel to the point where they’re ready to make a purchase decision. Through lead nurturing, you’re presented with the opportunity to convince a prospect of the value of your offering. Lead nurturing is a key strategy in driving prospective customers towards a purchase decision. When done…
Hey Marketing: An Inquiry Is Not A Lead
The main goal for Marketing in B2B companies is to generate leads for sales teams and increasingly to deliver direct revenue. Some marketers define anyone who fills out a form or attends an online or physical event as a lead. But I'm here to tell you: an "inquiry" (someone who fills out a form) and a "lead" are not the same thing. The main problem here is that there is…
5 Steps to Improve Lead Generation ROI
Let's be honest, your lead generation strategy might need some work if it's not producing ROI. The whole point of lead generation is to generate leads that close! In modern times, B2B and B2C consumers are overwhelmed by sales, advertising and marketing teams vying for their attention. You can't rely on one pipeline or blasting out an email to your prospect list and calling it a day. More (quality) leads…
10 Creative Ways to Generate More B2B Leads
Many businesses spend a great deal of time and resources on lead generation. This is completely understandable since, without a consistent influx of new leads, a business simply can’t grow. So marketers go out and invest in proven tactics that drive prospects towards your brand’s sales funnel: Email Marketing – It’s got the best ROI in the business SEO – We all want to be on the first page of…
5 Signs You Don’t Know Your B2B Customer
Being an expert on your market or being able to identify target companies is great and all, but these things do little to develop your understanding of your B2B customer… And that’s where real success lives. For a board game like Guess Who, taking a shot in the dark and hoping to arrive at the right answer through the process of elimination is a good strategy. For marketers however, a…
10 Ways To Lose a Lead
Are you drowning in articles telling you to nurture your qualified leads? Perhaps you’ve grown weary of all the advice you’ve been hearing about how to get your prospects moving faster along the sales funnel? Strategies about how to attract and grow your leads often vary depending on who you’re talking to. Sometimes it involves complicated steps, mind-reading powers, a certain amount of creativity, as well as really good timing.…