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Here’s an interesting post by Mike Damphousse of Green Leads that I found through Funnelholic (thanks Craig) on how lead nurturing impacts the effectiveness of calling campaigns designed to secure qualified sales appointments. The conclusion, not surprisingly: that prospects who have been nurtured over time are much more likely (by… Read More
An average conversion rate for a B2B landing page, if you believe the people who claim to measure such things, is around 4 percent. Conversion rates for organic traffic to a corporate Website may be as high as 10 percent or more. But even at those lofty standards, fully 90… Read More
Sometimes it pays to look outside your normal circle of peers for inspiration. Here’s a postcard I received recently from the Washington State Department of Fish & Wildlife. What do fishing licenses have to do with B2B demand generation? Not much. But the very fundamental direct marketing principles on display… Read More
If part of your lead generation or lead nurturing strategy involves outbound sales calls, then you already know one of the key metrics critical to sales productivity is connection rate – i.e. the percentage of dials that result in live conversations. Typical B2B connection rates range from 15 to 30… Read More
Many years ago, I wrote an article for an industry newsletter on the merits of using surveys as a lead generation vehicle. Today, almost a decade later, surveys are still an effective way to generate leads from a cold list, but in addition, they can also serve as a key… Read More
Never one to be shy about expressing my opinion, I was interviewed recently by Craig Rosenberg of Tippit and the Funnelholic blog about B2B marketing trends and expectations for 2009. You’ll find the results of the interview here. Topics Craig and I discussed include: * the 3 biggest B2B marketing… Read More
From LinkedIn: “Regarding offers, I’ve always thought it best to keep to one per tactic, otherwise you’ll lower your offer’s responses because someone will inevitably click on the other offer. But from a ‘lead lifecycle/nurturing’ perspective, it doesn’t really matter whether they respond to your webinar offer or whitepaper offer,… Read More