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B2B Lead Generation Articles on lead generation
- Increase sales through better compensation? How do I know I’m getting paid ...
Inside Sales Tips Blog | Jul 29, 2010 | Permalink
Even though we're best known for our telesales training courses, I have dozens of conversations every week regarding compensation issues and hiring new reps. Inside sales managers love talking to us, because we don't charge for referring great reps that have been through our training courses to them. Often, those managers will ask what the going pay rate is for inside sales people, because if the comp plan is too low, reps will leave as soon as a better opportunity comes along. And if they pay too much, they'll have to hire fewer reps. Here in the Bay Area, in the past six months, I've seen base pay for quota-bearing inside sales reps vary between $35,000 and $90,000 per year, quite a spread. The dilemma is compounded because base pay can also depend on the area of the world where your ...
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- Free Preview Webinar: Prospecting & Lead Generation Summit
Selling to Big Companies / Jill Konrath | Jul 29, 2010 | Permalink
The key to sales success is a healthy sales pipeline. But most sellers are really struggling in this area right now. The problems with the economy have only compounded things. That's why I thought you might be interested in this FREE preview webinar for the upcoming Prospecting & Lead Gen Summit. Thursday, June 24 at 12 pm ET Click to...
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- Lead Generation Check list – Part 6: A Multi-modal lead generation approach
B2B Lead Generation Blog / Brian Carroll | Jul 29, 2010 | Permalink
This is the sixth in an eight-part series I’m calling the ‘Lead Generation Checklist.' I wanted to provide a checklist that helps organizations optimize their lead generation process. My first post was on the mindset we should have – one...
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- How to improve lead generation with prospecting 2.0
B2B Lead Generation Blog / Brian Carroll | Jul 29, 2010 | Permalink
Cold calling. Feel a shiver move up your spine? Too bad. It’s a shame that you, like many others, choose to dismiss cold calling as a lead generation tool (there’s that shiver again). I’m not saying that its reputation hasn’t...
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- Lead Generation Check list – Part 7: Effective lead management
B2B Lead Generation Blog / Brian Carroll | Jul 29, 2010 | Permalink
My checklist for optimizing the lead generation process so far has included six steps: the mindset of not pushing; repairing the rift between sales and marketing; creating the ideal customer profile (and the un-ideal customer profile as well); agreeing upon...
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- Targeting for better Lead Generation results and ROI
B2B Lead Generation Blog / Brian Carroll | Jul 29, 2010 | Permalink
Effective lead generation really depends on how much you know about your target audience and how well you use that information to tailor a relevant messages and conversations.I thought this post by Carolyn Goodman for Target Marketing Magazine was a...
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- Lead Generation tips for Tradeshows Conferences
B2B Lead Generation Blog / Brian Carroll | Jul 29, 2010 | Permalink
Tradeshows and events are still being used consistently by B2B marketers for lead generation. With that in mind, Roger Lewis has some useful tips on how to improve your lead management strategy with from tradeshows. Lewis emphasizes how vital lead...
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- Best Books of the Decade for Marketing and Selling Services
B2B Lead Generation Blog / Brian Carroll | Jul 29, 2010 | Permalink
Rain Today, a great resource for those who market and sell services, selected their Best Book s of the Decade for marketing and selling professional services. I was humbled to see that they picked my book, Lead Generation for the...
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- Free Preview Webinar: Prospecting & Lead Generation Summit
Selling to Big Companies / Jill Konrath | Jul 28, 2010 | Permalink
The key to sales success is a healthy sales pipeline. But most sellers are really struggling in this area right now. The problems with the economy have only compounded things. That's why I thought you might be interested in this FREE preview webinar for the upcoming Prospecting & Lead Gen Summit. Thursday, June 24 at 12 pm ET Click to...
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- Survey: 0% of Internet Users Would Pay for Twitter
Hubspot | Jul 28, 2010 | Permalink
A recent study shows that Americans are not willing to pay for online services such as Twitter. The study was conducted by the University of Southern California at the Annenberg School for Communications and Journalism. From the research: "Although nearly half of those polled in a new USC survey said they have used free micro-blogging sites like Twitter, 0% said that they would be willing to pay for such a service. "Such an extreme finding that produced a zero response underscores the difficulty of getting Internet users to pay for anything that they already receive for free," said Jeffrey Cole, director of the Center for Digital Future at USC's Annenberg School for Communication & Journalism. "Twitter has no plans to charge its users, but this result illustrates, beyond any doubt, th...
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- 4 Business Blogging Lessons From Google's Chief Blogger
Hubspot | Jul 27, 2010 | Permalink
Karen Wickre is a long-time business communicator, wordsmith & media specialist. Karen grew up in Washington D.C. She has worked for a variety of media and/or branding companies, including Siegel & Gale, Upside Media; the gaming company, 3DO, and of course, Google. Karen has worked at Google since 2002, specializing in business writing and media relations. Karen first launched Google’s corporate blog back in 2004. Today the company has digital embassies for virtually every product. This armada spans dozens of blogs, Twitter profiles, YouTube and more recently, Facebook. She also developed Google’s corporate strategy using Twitter in 2009; in the first six months, @Google gained more than 2 million followers, making it one of the largest corporate Twitter accounts. We were able to ask Ka...
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- What REALLY Matters in a Website Redesign
Hubspot | Jul 23, 2010 | Permalink
Do you run for the hills when it's time to bust out the wireframes and discuss redesigning your website? It's okay, not everyone was born to be a designer. Creating a new website can potentially be a long and arduous process - but it doesn't have to be! So many businesses get stuck on 'form OVER function' when trying to design or redesign a website. What's "under the hood" is just as important - if not more - when you main goal is turning your site visitors into customers. With that said, it's still important to have a site that makes a good first impression. For example, when we helped create Website Redesign LITE, stripping down the design process to the fundamentals was a key part of the plan. There are three fundamental aspects people should consider before engaging in a new web de...
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- 7 Fluff-Free Reasons Your Online Content Isn’t Spreading
Hubspot | Jul 23, 2010 | Permalink
Does this sound familiar? You’ve read the books, blogs like this one and attended the webinars/conferences. You get it. Online content is important. You understand we are entering a huge shift in marketing and promotion going from product pushers to trusted resources and that drive, creativity and passion count more than a big budget, especially with all the amazing tools available online. Trusted resources like you create valuable, interesting, educational and/or entertaining content.This might be in the form of a blog, web show, online magazine, webinar series, ebook and the list goes on.So, you decide to hop on the content train for your business either by creating or curating the best content in your niche.But it isn’t spreading. Nobody is commenting. Nothing is really happening. Yo...
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- Responsible for B2B marketing or lead generation? Be my guest at B2B Universi...
Sales Lead Insights | Jul 01, 2010 | Permalink
Responsible for B2B marketing or lead generation? Be my guest at B2B University in Boston on May 18th. This all-new-for-2010 session is focused on helping you stay ahead of the curve and excel in the changing B2B marketing environment. If you'd like to learn more, please use my Contact Form, call me directly at 1-800-944-5553 or +1-401-294-7730, or check out the marketing consulting or speaking and training pages on my website.
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- Marketing Optimization: How your peers overcome leaks in their sales and lead...
Marketing Experiments | Jun 25, 2010 | Permalink
One-off test gains are always exciting. But true ROI lies in understanding the big picture – not just where you’re winning but where you’re losing as well. Before our upcoming web clinic on this topic, let’s see what your peers are doing…
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- Increase sales through better compensation? How do I know I’m getting paid ...
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![](http://digg.com/submit?phase=2&url=http://feedproxy.google.com/~r/HubSpot/~3/TaxRjOGbRTo/Survey-0-of-Internet-Users-Would-Pay-for-Twitter.aspx&title=Survey:-0%-of-Internet-Users-Would-Pay-for-Twitter&bodytext=<p><br/></p><p><img src='http://blog.hubspot.com/Portals/249/images/Twitter_Bird.png' border='0' vspace='3' hspace='3' alt='twitter' style='float: right;'/>
</p><p>A recent study shows that Americans are not willing to pay for online services such as Twitter. The study was conducted by the University of Southern California at the Annenberg School for Communications and Journalism.</p>
<p>From the <a href='http://www.digitalcenter.org/pages/current_report.asp?intGlobalId=19' title='research' target='_blank'>research</a>:</p>
<p><em>"Although nearly half of those polled in a new USC survey said they have used free micro-blogging sites like Twitter, 0% said that they would be willing to pay for such a service. "Such an extreme finding that produced a zero response underscores the difficulty of getting Internet users to pay for anything that they already receive for free," said Jeffrey Cole, director of the Center for Digital Future at USC's Annenberg School for Communication & Journalism. </em></p>
<p><em>"Twitter has no plans to charge its users, but this result illustrates, beyond any doubt, the tremendous problem of transforming free users into paying users." The survey of 1,981 Internet users also found that half "never" click on web advertising, with 70% saying they find it "annoying." However, 55% said they would rather see web advertising than pay for content."</em></p>
<p>The USC survey also examined how United States residents accessed and used the Internet. Major usage findings include:</p>
<ul>
<li><strong>Percentage of U.S. on the Internet </strong>-- For the first time, the Internet is used by more than 80 percent of Americans -- now 82 percent.  </li>
</ul>
<ul>
<li><strong>Weekly hours online</strong> -- The average time online has now reached 19 hours per week. Although more than two-thirds of Americans have gone online for a decade, the largest year-to-year increases in weekly online use has been reported in the two most recent Digital Future studies. <br/><br/></li>
<li><strong>Gaps in Internet use in age groups</strong> -- Not surprisingly, Internet use continues to increase as age decreases, with 100 percent of those under age 24 going online. However, a surprisingly high percentage of Americans between 36 and 55 are not Internet users: among respondents age 46 to 55, 19 percent are non-users; among those 36 to 45, 15 percent are non-users. </li>
</ul>
<ul>
<li><strong>Low adoption of new media</strong> -- Although new media is used by large percentages of Internet users age 24 and under, overall large percentages of Internet users never go online to do instant messaging (50 percent), work on a blog (79 percent), participate in chat rooms (80 percent), or make or receive phone calls (85 percent). </li>
</ul>
<h2>Marketing Takeaway</h2>
<p>Expectations and usage on the Internet are different than with other forms of communication. Online, people expect a balance of free and paid information and services. As a marketer, is it important to understand how you can provide free content to drive business transactions. Additionally, as Internet usage continues to increase across all demographics, it is important to adjust your strategy and resources to improve your online marketing efforts.</p>
<h3><a href='http://www.hubspot.com/charts/'>Free Download: Marketing Data: 50+ Marketing Charts and Graphs</a></h3>
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<p><a href='http://www.hubspot.com/charts/'><img src='http://www.hubspot.com/Portals/53/images/charts-image-small.png' border='1' height='135' alt='Marketing Charts' align='center' width='149'/></a></p>
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<p><strong>HubSpot has compiled over 50 original marketing charts and graphs on topics including Lead Generation, Blogging and Social Media, Marketing Budgets, Twitter and Facebook</strong></p>
<p><span><a href='http://www.hubspot.com/charts/'>Download the ebook now!</a></span> to have access to these charts for use in your own presentations</p>
</td>
</tr>
</tbody>
</table><p><b>Connect with HubSpot</b>:</p>
<a href='http://twitter.com/hubspot'><img title='' src='http://pubsubhubbub.appspot.com/Portals/249/images//icon_twitter.png' vspace='' border='0' hspace='' alt='HubSpot on Twitter' align='none' style=''/></a> <a href='http://facebook.com/hubspot'><img title='' src='http://pubsubhubbub.appspot.com/Portals/249/images//icon_facebook.png' vspace='' border='0' hspace='' alt='HubSpot on Facebook' align='none' style=''/></a> <a href='http://www.linkedin.com/e/gis/21005/26E6F20DD86E'><img title='' src='http://pubsubhubbub.appspot.com/Portals/249/images//icon_linkedin.png' vspace='' border='0' hspace='' alt='HubSpot on LinkedIn' align='none' style=''/></a> <a href='http://google.com/profiles/hubspot'><img title='' src='http://pubsubhubbub.appspot.com/Portals/249/images//icon_buzz.png' vspace='' border='0' hspace='' alt='HubSpot on Google Buzz' align='none' style=''/></a> <a href='http://feeds.feedburner.com/HubSpot'/><p> </p><a href='http://blog.grader.com/blog/http://blog.hubspot.com/'/><div class='feedflare'>
<a href='http://feeds.feedburner.com/~ff/HubSpot?a=TaxRjOGbRTo%3A4Sy3B_U-s4w%3AyIl2AUoC8zA'><img src='http://feeds.feedburner.com/~ff/HubSpot?d=yIl2AUoC8zA' border='0'/></a> <a href='http://feeds.feedburner.com/~ff/HubSpot?a=TaxRjOGbRTo%3A4Sy3B_U-s4w%3AdnMXMwOfBR0'><img src='http://feeds.feedburner.com/~ff/HubSpot?d=dnMXMwOfBR0' border='0'/></a> <a href='http://feeds.feedburner.com/~ff/HubSpot?a=TaxRjOGbRTo%3A4Sy3B_U-s4w%3AF7zBnMyn0Lo'><img src='http://feeds.feedburner.com/~ff/HubSpot?i=TaxRjOGbRTo%3A4Sy3B_U-s4w%3AF7zBnMyn0Lo' border='0'/></a> <a href='http://feeds.feedburner.com/~ff/HubSpot?a=TaxRjOGbRTo%3A4Sy3B_U-s4w%3AV_sGLiPBpWU'><img src='http://feeds.feedburner.com/~ff/HubSpot?i=TaxRjOGbRTo%3A4Sy3B_U-s4w%3AV_sGLiPBpWU' border='0'/></a> <a href='http://feeds.feedburner.com/~ff/HubSpot?a=TaxRjOGbRTo%3A4Sy3B_U-s4w%3A_eRNYonk5uE'><img src='http://feeds.feedburner.com/~ff/HubSpot?i=TaxRjOGbRTo%3A4Sy3B_U-s4w%3A_eRNYonk5uE' border='0'/></a>
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, some are collaborative. Some blogs are all about 'thought leadership' and others are more about customer service and best practices. The main thing to do is get familiar with a wide variety (there is no single right way to do this), and begin to consider what *you* would want to say. <br/>
<h2>What questions do good business blog posts answer?</h2>
Posts don't literally answer questions so much as establish ground for the company. Do most posts offer useful or unique information? Do they reflect the company's values and interests? Do they demonstrate the people behind the company/products? Collectively, these are the things a good company blog should do. <br/>
<h2>How do you get people from across the organization to contribute to a business blog?</h2>
You have to start with people who are comfortable with writing and editing on the fly, and who have an editorial sense. People who can think broadly enough about what content your blog can encompass. I often advise creating an editorial calendar that people can track and contribute to with ideas - customer stories, presentations from events, commentary, feedback, industry trends, etc. Generally, broader rather than more narrow is a good approach. Don't just wait till you have a big announcement. However, the more often you post, the higher the demand for resources. The people who work on it day in and day out MUST be at ease. If it feels like homework or takes too many revisions, they're not the right ones to do it. <br/>
<h2>What should be the metrics for business blogging success?</h2>
Tangibles: unique visitors, length of time on page, linkbacks, etc - these are all fine to have. I would consider adding Twitter if for no other reason than to further extend the reach of your posts - tweet each new one - but of course Twitter itself is good for much more than that. Beyond that, if comments or other feedback is enabled, then be sure to mine that and respond. The more interactive questions and calls for participation will also yield metrics.
<p>Karen will lead a special webinar as part of <a href='https://event.on24.com/eventRegistration/EventLobbyServlet?target=registration.jsp&eventid=228925&sessionid=1&key=65B39620AC3D9CA2ECCE53E3463D9E5E&sourcepage=register' title='Connected Marketing Week' target='_blank'>Connected Marketing Week</a>. This <a href='https://event.on24.com/eventRegistration/EventLobbyServlet?target=registration.jsp&eventid=228925&sessionid=1&key=65B39620AC3D9CA2ECCE53E3463D9E5E&sourcepage=register' title='webcast will cover the latest trends in corporate blogging, Google’s unique take on blogger messaging' target='_blank'>webcast will cover the latest trends in corporate blogging, Google’s unique take on blogger messaging</a>, and Karen will give webcast participants opportunities to ask her their most pressing blogging questions!</p>
<h3><a href='http://www.hubspot.com/charts/'>Free Download: Marketing Data: 50+ Marketing Charts and Graphs</a></h3>
<table cellspacing='0' class='mceVisualAid' border='0' cellpadding='0'>
<tbody>
<tr>
<td class='mceVisualAid' valign='top' width='115'>
<p><a href='http://www.hubspot.com/charts/'><img src='http://www.hubspot.com/Portals/53/images/charts-image-small.png' border='1' height='135' alt='Marketing Charts' align='center' width='149'/></a></p>
</td>
<td class='mceVisualAid' valign='top' width='523'>
<p><strong>HubSpot has compiled over 50 original marketing charts and graphs on topics including Lead Generation, Blogging and Social Media, Marketing Budgets, Twitter and Facebook</strong></p>
<p><span><a href='http://www.hubspot.com/charts/'>Download the ebook now!</a></span> to have access to these charts for use in your own presentations</p>
</td>
</tr>
</tbody>
</table><p><b>Connect with HubSpot</b>:</p>
<a href='http://twitter.com/hubspot'><img title='' src='http://pubsubhubbub.appspot.com/Portals/249/images//icon_twitter.png' vspace='' border='0' hspace='' alt='HubSpot on Twitter' align='none' style=''/></a> <a href='http://facebook.com/hubspot'><img title='' src='http://pubsubhubbub.appspot.com/Portals/249/images//icon_facebook.png' vspace='' border='0' hspace='' alt='HubSpot on Facebook' align='none' style=''/></a> <a href='http://www.linkedin.com/e/gis/21005/26E6F20DD86E'><img title='' src='http://pubsubhubbub.appspot.com/Portals/249/images//icon_linkedin.png' vspace='' border='0' hspace='' alt='HubSpot on LinkedIn' align='none' style=''/></a> <a href='http://google.com/profiles/hubspot'><img title='' src='http://pubsubhubbub.appspot.com/Portals/249/images//icon_buzz.png' vspace='' border='0' hspace='' alt='HubSpot on Google Buzz' align='none' style=''/></a> <a href='http://feeds.feedburner.com/HubSpot'/><p> </p><a href='http://blog.grader.com/blog/http://blog.hubspot.com/'/><div class='feedflare'>
<a href='http://feeds.feedburner.com/~ff/HubSpot?a=vrcIzChnsKw%3AfZ4WTQrvNZc%3AyIl2AUoC8zA'><img src='http://feeds.feedburner.com/~ff/HubSpot?d=yIl2AUoC8zA' border='0'/></a> <a href='http://feeds.feedburner.com/~ff/HubSpot?a=vrcIzChnsKw%3AfZ4WTQrvNZc%3AdnMXMwOfBR0'><img src='http://feeds.feedburner.com/~ff/HubSpot?d=dnMXMwOfBR0' border='0'/></a> <a href='http://feeds.feedburner.com/~ff/HubSpot?a=vrcIzChnsKw%3AfZ4WTQrvNZc%3AF7zBnMyn0Lo'><img src='http://feeds.feedburner.com/~ff/HubSpot?i=vrcIzChnsKw%3AfZ4WTQrvNZc%3AF7zBnMyn0Lo' border='0'/></a> <a href='http://feeds.feedburner.com/~ff/HubSpot?a=vrcIzChnsKw%3AfZ4WTQrvNZc%3AV_sGLiPBpWU'><img src='http://feeds.feedburner.com/~ff/HubSpot?i=vrcIzChnsKw%3AfZ4WTQrvNZc%3AV_sGLiPBpWU' border='0'/></a> <a href='http://feeds.feedburner.com/~ff/HubSpot?a=vrcIzChnsKw%3AfZ4WTQrvNZc%3A_eRNYonk5uE'><img src='http://feeds.feedburner.com/~ff/HubSpot?i=vrcIzChnsKw%3AfZ4WTQrvNZc%3A_eRNYonk5uE' border='0'/></a>
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