Recent research results published by MarketingSherpa* highlights the top marketing priorities and challenges for business to business companies. It may come as no surprise that these are: Lead generation – which is subdivided elsewhere in the research into Lead Volume and Lead Quality Converting qualified leads into paying customers – which is a greater challenge […]
Outbound lead generation – overlap with social prospecting
Goals in Google Analytics are the core and heart of lead generation for business to business (B2B) websites. It’s certainly important to have traffic to your website, but if you don’t have lead capture in place, and if you don’t monitor which traffic source generates the most or best leads then you’re working in the […]
Are you and your sales team getting the leads you need to hit your targets? Since you’re reading this I guess that there is either a lead quantity challenge, or a lead quality issue. Recognising that there is a shortfall, finding the root causes, and taking action to address them quickly, are essential steps to prevent further knock-on implications.
If there is a Quality issue with your leads then a starting point is to review your definition of a lead. Our article market segmentation and lead definition outlines some approaches and specifics on this topic. The second webinar in our lead generation series builds on these points.
You may already have a lot of contacts and previous leads that have not yet bought anything. Reviewing and updating your lead nurture campaigns could be a very effective way to re-engage and re-activate contacts you’ve made over the last few months, or even years. Our article on lead nurture, and the accompanying webinar provide tips and strategies to help build relationships and create sales-ready leads.
Develop current customers
Creating new opportunities with current customers can be a very fruitful area for additional business, and also for referrals and testimonials. We can help you develop and execute a strategy in this area.
Find new customers
This is one of the most challenging areas of marketing and sales for many businesses. There are so many options and approaches that could be taken, and knowing which ones will be most fruitful is very hard to predict. Lead generation campaigns will involve many inter-related activities, and the overall result can be compromised by the weakest link in the sequence. Wurlwind can assist at strategic, operational and tactical levels to help you improve your lead generation and win new business.
Are you using Webinars for Lead Generation yet? Read on to discover why you should, or to find some additional benefits and ideas to encourage you to plan more webinars. Why run Webinars for Lead Generation? I attend quite a few events every month, in my business schedule, as I guess you do too. For […]
Thinking of ideas and topics for a webinar or lead generation campaign can be incredibly difficult. Likewise, when trying to write a blog article, an email broadcast or email follow-up sequence, having a good creative idea can be a stumbling block. When the objective is to generate leads through content marketing and social media without […]
How do you get noticed by the right people, and increase the effectiveness of your online lead generation activities? Here are 10 strategies to help you to think SMART and be CREATIVE to get yourself, your customer value proposition or your offer noticed. And to clarify the purpose, the Call to Action (CTA) at this […]
Lead generation campaigns and the sales process are made up of many types of events and activities, so you might think of it as event driven lead generation. Creating an events schedule that covers your target audiences and the various stages in your sales funnel provides a structure around which you can in-fill other activities, […]
Online lead generation for many business to business (B2B) companies centres on gaining an email address from someone interested in what you offer, and permission to follow-up subsequently. The more email addresses you can capture and follow-up effectively the better your sales pipeline will be. The page where email address capture takes place is often […]
If you think Social Media is for youngsters and consumer brands this compilation of statistics about social media for business will open your eyes. It shows that business buyers are using online sources, searches, forums, social networks and more as a matter of course these days. And business buyers increasingly expect companies they want to […]
Market segmentation underpins your business success. Identifying which customers you want to serve leads into creating value propositions that meet their needs and communicating your value clearly to them. Improving your segmentation will help to increase your conversion rates, reduce wastage of time and expenses and improve your sales and return on investment. With online […]