Posts in lead-generation

The Case for Sales Enablement


We've spent a lot of time the past two years focusing on the marketing side of inbound — specifically, implementing strategies to attract visitors that convert into leads. We've been pretty successful, but it hasn't always impacted the bottom line for companies the way we think it should.

One of the primary reasons is the lack of a clear alignment between marketing and sales teams.

In today's marketplace, buyers complete more than 70% of the buying decision before sales ever sees them. If you've been doing a good job at inbound marketing, then your prospects already have a ton of information about your company before ever speaking to a salesperson.

If sales and marketing are not aligned, then it is likely that one of two things is occurring:

  • Leads are not followed up on because they are either not being nurtured by marketing, or sales doesn't have time to figure out which leads are good. It's a legitimate concern, but it's not an acceptable situation.
  • Sales sends mixed messages to a prospect during the initial contact because they don't understand the marketing messaging.
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Posted by Doug Fowler on January 15, 2018 in lead generation | 0 Comments

Establishing Common Goals for Marketing & Sales Alignment

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Posted by Doug Fowler on December 14, 2017 in lead generation | 0 Comments

You Spent Money To Generate Leads, Why Don't You Nurture?


It drives me crazy to see companies spending thousands of dollars each month generating leads online, only to leave them by the wayside if they're not ready for sales right this second.

If you're targeting B2B buyers, what were you expecting? B2B buyers spend 70-80% of their time researching online before they ever reach out to a company. It's the reality of the new buyer mentality.

Your job as a marketer doesn't end with lead generation. In fact, I'd say it's just the beginning.

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Posted by Doug Fowler on December 8, 2017 in lead generation | 0 Comments

5 Best Practices For Marketing And Sales Alignment

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Posted by Doug Fowler on December 7, 2017 in lead generation | 0 Comments

Still Using A Spreadsheet To Manage Leads?


Surprisingly, I run across many salespeople that are still using Excel spreadsheets to manage sales leads, calls, and meetings. In their minds, the spreadsheet is their CRM (Customer Relationship Management) system. The simple truth is, there's a better way to manage leads, and it's far more efficient.

22% of salespeople still don’t know what a CRM is, and 40% still use informal methods like spreadsheets and email programs to store customer data. Source: Hubspot State of Inbound '16

I'm sure using an Excel spreadsheet was the gold standard ten years ago, but there are so many better CRM options available today. I could probably list 20 reasons people claim they are still using spreadsheets, but I'm just going to focus on the four reasons I hear most often.

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Posted by Doug Fowler on November 30, 2017 in lead generation | 0 Comments

3 Ideas for Generating Leads Without A Landing Page


If you’re a business and you’re not using digital marketing to generate leads, you may be relying heavily on personal referrals — or worse, cold-calling sales techniques. While referrals can be a great avenue for new business, it's not going to be a good primary lead generation method if you're serious about accelerating your business growth. Cold-calling rarely returns good quality leads and can seriously damage your brand reputation.

We've established that inbound marketing is the best way to reach prospects at the Zero Moment of Truth and generate leads, and one of our tactics for that is to create campaigns that are supported by landing pages, forms, distribution and promotion. But here’s a question: Are landing pages the ONLY way you can generate leads?

No, of course not. Here are some of the alternative ways you can connect with your target market and generate leads without a landing page.

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Posted by Larisa Aslanyan on November 1, 2016 in lead generation | 0 Comments