Lead Generation

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Lead Generation: What Is Your Sales Funnel?

After you have a good idea who your best leads are, the next step to defining your lead generation process is to define your sales funnel — knowing where a prospect is in his buying journey so that you [more…]

Lead Generation: Early-, Mid-, and Late-Stage Buyers

Most companies typically define their buyer stages as early-, mid-, and late-stage buyers — or top-of-funnel (TOFU), middle-of-funnel (MOFU), and bottom-of-funnel [more…]

Lead-Generation Basics: Define Your Sales Leads

Not all sales leads are created equal. And it is critical before you embark on your lead generation journey to determine what your definition of a good [more…]

Measuring Success: 10 Metrics for Analyzing a Marketing Campaign

Marketers track many common metrics when analyzing the success of a campaign. The following metrics are a great start, and if you're taking baby steps to truly becoming a revenue marketer, make sure you [more…]

Analyzing Marketing Campaigns with Advanced Metrics: Single and Multi-Touch Attribution

When measuring the success of your marketing campaign, apply advanced metrics — such as single attribution and multi-touch attribution — to show how your lead-generation efforts contribute to revenue. [more…]

Measure a Marketing Program by Tracking Influence

These days, there are usually buying teams that include multiple decision-influencers. You need to look at how marketing affects all of the influencers in a design process to fully track lead-generation [more…]

4 Mistakes to Avoid When Tracking Lead-Generation Metrics

To really be on your game as a marketer, you should be aware of the most common pitfalls when it comes to measuring your lead-generation-program efforts: [more…]

4 Mistakes to Avoid When Measuring Lead-Generation Metrics

To really be on top of your marketing game, you should be aware of the common pitfalls that marketers often fall victim to when measuring their program efforts: [more…]

7 Common Lead-Generation Pitfalls

Sales and marketing teams work hard to generate leads, so knowing some of the major lead-generation pitfalls will help prevent those leads from falling through the cracks or turning into dust. [more…]

5 Powerful Lead-Generation Tactics

If you integrate these five powerful lead-generation tactics into your holistic lead-generation plan, you can give your campaigns that extra oomph that they need to stand out. [more…]

Lead Generation: Questions to Define Your Key Metrics

Before you even start creating your lead generation blueprint and building your business case, you need to define your key metrics. What are you looking to get out of lead generation? How will lead generation [more…]

Lead Generation: Establish Goals after Defining Your Key Metrics

Everyone works for an organization that is at one level or another involved with a lead generation strategy. Some of your companies may be brand new and not yet active on social channels; others might [more…]

Lead Generation: Crafting Your Sales and Marketing Road Map

Once you set upfront goals for each of your sales campaigns and have a sense for what sales metrics you you might want to measure, it’s time to create a sales road map. Where are your sales now and where [more…]

Build a Business Case for a New Lead Generation Strategy

You are armed with your goals and your lead generation plan, but now you need stakeholder buy-in. What is stakeholder buy-in? You need the support of your executive team to make your dreams a reality. [more…]

New Lead Generation Plans: Align Your Sales and Marketing Teams

Alignment between sales and marketing during the lead generation process is critical for success. The two teams have an extremely symbiotic relationship, and companies that understand this are ahead of [more…]

Using Customer Relationship Management (CRM) for Lead Generation Projects

Customer relationship management (CRM) software is easy to integrate into a lead generation strategy because this is something you most likely already have this in place. This is the technology your sales [more…]

Email Service Providers (ESP) and Lead Generation

An email service provider (ESP) inherently has less functionality than marketing automation. What's more important, ESPs do not provide functionality for lead management [more…]

Lead Generation and Social Media Tracking and Management Tools

If you have a social strategy for lead generation (which you absolutely should), you need a social media tracking tool so you can measure and analyze your social interactions. Social media tracking tools [more…]

How Website Tracking Tools Help Lead Generation

When you are running lead generation campaigns to drive traffic to your website, you need a way to track your results. By implementing a website traffic tool, you can determine traffic increases and decreases [more…]

Choose the Right Technology for Your Lead Generation Plan

It’s tough to decide which technology solution is right for your business and your lead generation efforts. And you need to remember that you can’t have them all, nor do you need them all. So beware of [more…]

The People Who Make a Successful Lead Generation Strategy

So who do you need for lead generation success? It varies, based on your company size and how large your marketing team is. And in fact, you may already have many of these people employed already. But [more…]

Traits to Look for when Hiring Your Lead Generation Team

When recruiting for a rock-star lead generation team, there are specific personality traits or soft skills that you should be looking for. Beyond just looking at years of experience and degrees, you need [more…]

Creating Content for Your Lead Generation Strategy

Content is the basis of many (if not all) of your lead generation campaigns. When you send an email blast, host an event, or launch a social campaign or pay-per-click [more…]

Lead Generation: How to Develop Buyer Personas

A buyer persona is a representation of your various buyers and influencers. Basically, who is buying your product or service? Understanding these buyer definitions is critical not only to your content [more…]

Lead Generation: How to Map Buying Stages

What kind of content do you want to send to your persona and when? It is crucial to send the right piece of content at the right time. This is why you want to map your organization's buying stages. [more…]


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