b2b lead generation

How to generate leads through LinkedIn [video]

LinkedIn’s core proposition remains: get found and get recruited. Keep your CV up to date on LinkedIn. Make it look pretty. Recruiters find you. Job offers come. That’s essentially their proposition. If that’s the case, LinkedIn surely is the most up to date database on the planet for accurate contact information about prospects. How do we tap that rich, up to date database to generate great B2B leads through LinkedIn? https://youtu.be/OjotgxKxOs8 Watch the video above where I show you step by step how to use Lead Builder to get your list. Start with your target market The READ MORE ›

By Hugh Macfarlane|Tactics|

How to generate leads in B2B [video]

Ever wondered how to generate more leads for B2B? Of course you have. We all do. I'm not going to give you that one killer tactic that you've never heard of, because you've heard of them all. What I will give you is the best way to build ALL the leads you'll ever need. And how do I know? We've got 2000 go-to-market plans in our database, 500 of which we hand built with our clients. https://www.youtube.com/watch?v=uKxpDN5D6-g 5 Steps to generate leads in B2B Load up your Funnel Plan with tactics to move buyers from 'gap READ MORE ›

By Hugh Macfarlane|Tactics|

How to write an email for Lead Generation

Email remains a killer lead generation tactic, despite everything that's new. And so in this episode, I've assembled five great lead generation email examples and I offer seven steps to completely nailing email lead generation. Here are my seven steps to powerful B2B lead generation, born from those five great lead generation email examples and a bit of thinking. Step one: build campaigns for each segment and divert the traffic to those campaign paths early in their cycle. Two: offer the most valuable, most personalized lead bait you can afford to build. I'll give you some READ MORE ›

By Hugh Macfarlane|Tactics|

How to get Leads from LinkedIn [video]

Hi again, LinkedIn's core value proposition remains pretty much the same. It legitimizes putting your CV online, keeping it up-to-date, and putting your best foot forward for future job prospects, for most people. That's fundamentally its core proposition. A lot of us use it for different purposes, but that's essentially it. That, therefore, means that lots of people keep their profile really up-to-date, which makes it a great source for leads. Today, I want to explore how to get leads from LinkedIn. I've explored great advice from other bloggers, including a couple of our own articles, and READ MORE ›

By Hugh Macfarlane|Sales, Tactics|

How do you sell to the C-Suite? You don’t

It’s a question that comes up a lot, and sometimes we even ask ourselves: How should you approach the c-suite? How do you get the attention and time of that elusive senior person who you need to get onside early and who, ultimately, can approve your deal? Often, the answer is: you don’t. And you shouldn’t. Let me show you why. Before we sell, we solve – so who is having the problem? Often the person who can approve the deal is not the person who actually has the problem that the deal is going to READ MORE ›

By Hugh Macfarlane|Strategy|

Step up your lead generation game with these 5 tips

As we all know, your website is your shop window. In this day and age your website’s look and feel along with its functionality can really turn your customers on or off, there is hardly anything worse than a dated website that gives you a sense of the early 2000s. Nostalgia is a no-go when it comes to your inbound marketing and B2B lead generation. Your website is the tool which lets you attract, engage, convert, close and delight. Obviously, the conversion part is fundamental to this process, but how do you get there? The answer READ MORE ›

By Chris Fell|Sales, Strategy, Tactics|

Why marketers are now your best salespeople

I know I'm beginning to sound like a broken record, but the research we read from many marketing research firms such as Forrester, Gartner and IDC tells the same story over and over again. Today's buyer OWNS the buying cycle more now than ever before. Salespeople are losing control and being pushed further and further down the buying decision process. Of course it varies greatly with product complexity and market maturity, but Forrester's research confirms that today’s buyers might be anywhere from two-thirds to 90% of the way through their journey before they contact the vendor. Similarly, READ MORE ›

By Chris Fell|Strategy, Tactics, Velocity|

Digital marketing disconnect: The vaccum facing leaders

"There is a digital disconnect in executive ranks, a leadership vacuum created by a mismatch between expertise and authority." So says Jake Scrofman in The Harvard Business Review Blog. This pithy summary hits the nail on the head. In many, many of our meetings with prospective and current clients the senior team are aware, in principle at least, of the potential of digital, inbound marketing to drive increased revenue, improve sales and marketing efficiency and a reduction in their cost of sales. But they don't know what and how to change. The result is they cling to READ MORE ›

By Chris Fell|Tactics, Velocity|

Aligning your CRM stage names to the Buyers’ Journey

If the probability of closing a marketing lead is 28% higher for companies that let their marketers change their CRM stages, and 88% higher if those new stages are buyer stages not seller stages, why do only 24% of marketers make this change? In this blog, Hugh explains the Buyer's Journey - a phrase he coined in 2003 when he wrote The Leaky Funnel - and makes concrete suggestions about how to name the lead and opportunity stages in your CRM and Marketing Automation Platform.

By Hugh Macfarlane|Alignment, Evergreen|

5 Key Indicators of a High Performing B2B Marketing Strategy

Marketing. The colouring in department or an integral function in achieving your business and revenue goals? More than ever, marketing should have a permanent seat at the board room table. Is your marketing department contributing what they should to your business growth goals? Here are 5 key indicators of a high performance marketing team. The evolution of the buyer’s journey, whereby newly empowered buyers conduct their own research before talking to a sales person, means that marketing teams are taking on an expanded scope of responsibilities. This is a real challenge for many marketing teams that are used READ MORE ›

By Chris Fell|Strategy, Tactics|