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If you are a marketing professional looking to gain new skills in this competitive workforce or a marketer between jobs check out the Inbound Marketing University’s marketing retraining program. All classes will be taught by industry experts with years of hands-on experience in the topics they will be discussing.
I will discuss Inbound Lead Nurturing. This class will be based on my 14 years of experience creating and executing lead nurturing programs for InTouch. Other classes focus on effective blogging, SEO tactics, uses for Facebook and LinkedIn, and landing page best practices.
You can check out all the classes at: http://www.inboundmarketing.com/university
Other professors leading courses include: Chris Brogan from New Marketing Labs, Mack Collier and Ann Handley both from MarketingProfs, Rand Fishkin from SEOmoz, Eric Groves from Constant Contact, Jeanne Hopkins from MarketingExperiments, Lee Odden from Top Rank Online Marketing, David Meerman Scott, author of New Rules of Marketing & PR and Marshall Sponder from Monster.com.
A few weeks ago I wrote a post called 5 steps for using LinkedIn as a lead generation tool and step number five was ‘create your own LinkedIn group and share relevant content.’
Well, last Thursday I launched the B2B Lead Gen Roundtable Group on LinkedIn. I wanted to create a group to discuss and share ideas that focus on the many aspects of B2B lead generation such as lead nurturing, lead management, teleprospecting and more.
I’m jazzed at how fast the group is growing and even more excited about the discussions that are already taking place.
My first question to the group was if lead distribution should be fair or optimized? What do you do? Do you invest your hard won leads on your top performers or do you try to help your weaker sales people? In this economy should we take a Darwinian view of lead generation and focus on helping the strong sales people get stronger?
What’s your take on lead distribution? I’d love to hear what you have to say.
Join the B2B Lead Gen Roundtable group and let me know your thoughts.
I will be hosting a MarketingExperiments Web Clinic along with MECLABS Sciences Group Director, Dr. Flint McGlaughlin, this Wednesday, February 25 at 4 pm EST. This clinic is special because it will feature an interactive contest. Ten B2B landing pages will be selected to vie for a grand prize: a free landing page assessment (worth $5,000). Attendees of the clinic will be voting for who they think most deserves the makeover.
You don’t have to submit something in order to participate in the clinic. And, get this: you can win prizes by just making contributions to the discussion.
Visit the MarketingExperiments Blog to see 5 recent B2B Landing Pages that were submitted and analyzed by the MEx Sciences Team.
Well, I’ve got, oh about a hundred suggestions for you all courtesy of MarketingSherpa’s latest Wisdom Report.
Sherpa’s free report is filled with mini-stories from our colleagues in the marketing world who have learned through trial and error. The topics of this year’s report touched on just about every aspect of marketing out there – from tradtional tactics to Web 2.0 and mobile marketing.
According to the editors at Sherpa, there were three main trends represented in this year’s edition:
1. Email - It’s clear from this book that email isn’t dead. In fact, it’s far from it. Sherpa editors noticed that marketers are looking for ways to tweak their email correspondence. Marketers are personalizing messages more than ever, segmenting their lists to create the most focused targets possible, and are testing to the hilt. You could learn a lot from the stories included in the email section.
2. Build Social Networks - Marketers are starting to see the value of building relationships using LinkedIn, Facebook, YouTube, Twitter and blogs. There are some interesting “Case Studies” that will hit home for marketers investigating ways to integrate social media marketing into their 2009 plan.
3. Search Engine Optimization - It seems that more and more marketers are focusing on making their websites search-engine friendly. Marketers give advice on everything from making PPC more affordable to concentrating on niche keywords. One marketer shares how 2008 was the turning point that made him realize that after 25 years in the business he had to get with the program.
I had a great time doing my webinar on putting the human touch into lead generation sponsored by Citrix Online and we had almost 1600 people register. Wow!
In my presentation I emphasized how lead nurturing is about timing, consistency and relevance.
Today (which happens to be my 38th birthday) I got this email with a personal video from Gary Anderson, CEO of NetBriefings. I wanted to share this with you because I think it is a great example of lead nurturing by combining the human touch and timing in a personal way that connected with their business value proposition.
Brian, I heard it was your Birthday today! Here is my personal Birthday Video Greeting!
http://proclaim.netbriefings.com/flv/nb/nsux9/nbnsux9101573/
Have a Great Day!!!! You deserve it!!
Gary W. Anderson
The video is 29 seconds but it made my day and I must confess that it caused me to think about his company (which is the point). Please note: it's not a polished or pretty video but he put in some effort to be personal and that's what made it stand out. That said, I don't think this would work for everybody. Let me know what you think.
There are numerous tactics for generating leads these days — everything from the traditional email or phone call to the explosively popular social media craze. However, the real challenge is not necessarily in generating leads, but more in truly connecting with them. It doesn’t matter how many leads you generate if they aren’t willing to listen to what you have to say next.
You need to develop and then engage in memorable and relevant conversations with prospects. You need to position your company as a thought leader and solution provider that understands your prospect’s needs. You need that “human touch.”
During this one-hour, live webinar you will learn how to:
I’m teaming up with Citrix Online to bring this webinar to marketers of all levels. Whether you are a VP of Marketing, a VP or Director of Sales, or a Sales or Marketing Consultant, you’ll learn how to connect by sharing your expertise.
Companies that adopt closed-loop lead management processes report higher return on marketing investment (ROMI) than those that do not, making this a key investment for B2B marketers. The challenge that many organizations face is that their lead management process is a black hole.
I’ll address this proverbial black hole between your company’s sales and marketing efforts during a MarketingExperiments’ Web Clinic on Wednesday, September 24 at 4 p.m. EST. I’ll outline ways to build an operational ‘playbook’ with your sales department to better manage and nurture the leads you generate.
By using this approach I will share how we helped one client increase their sales-ready leads by 375% and increase their lead-to-sales pipeline conversion rate by 200%. I’ll be answering your lead-gen questions as well.
Watch the presentation on demand including slides and audio.
If you don't have time to watch here's a summary
Lead generation playbook: 5 steps to a 375% conversion lift by Hunter Boyle
You're invited to join me at MarketingSherpa's Demand Generation Summit at your choice of Boston (Oct 5-7) or San Francisco (Oct 26-28.) I'll be speaking on "Playbook for Effective Lead Management."
This year's the summit will have 19 new case studies, which will show how to increase lead volume, optimize webinar attendance and effectiveness as well as show you the effectiveness of multi-touch campaigns, closed loop measurement and more. I hope you can make it!
Register here for the event before September 5th and save $300.
MarketingSherpa just published data on lead nurturing best practices based on a survey of 1,000 marketers. Sherpa's research focuses on the following nurturing best practices:
I encourage you check out their advice. Read MarketingSherpa: Lead Nurturing Best Practices: New Data, Charts, Tips to Put More Punch in Your Cultivation Tactics
When it comes to lead nurturing, I find that marketers lose their momentum because they lack enough edu-focused content. My advice is to start building your lead nurturing library now. Here's a post where I share content ideas for lead nurturing and the best tactics to use. I hope you find it useful.
Related posts:
Lead Nurturing is about Relationships, not e-mails
Lead Nurturing as trusted advisors with the Human Touch
Bryan Eisenberg: Waiting for Your Cat to Bark? : Persuading Customers When They Ignore Marketing
Debbie Weil: The Corporate Blogging Book: Absolutely Everything You Need to Know to Get It Right
Jeff Thull: Exceptional Selling: How the Best Connect and Win in High Stakes Sales
John Coe: The Fundamentals of Business-to-Business Sales & Marketing
John Jantsch: Duct Tape Marketing: The World's Most Practical Small Business Marketing Guide
Kristin Zhivago: Rivers of Revenue: What to Do When the Money Stops Flowing
Michael A. Stelzner: Writing White Papers: How to Capture Readers and Keep Them Engaged
Ruth P. Stevens: Trade Show & Event Marketing : Plan, Promote & Profit
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