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The Top 10 Tricks for Sales Lead Generation

Yesterday’s webinar with Ruth Stevens and me was about making sure the leads you send to your sales team are qualified, and the process of how to qualify them.

The productivity of a sales force or distributor improves dramatically with a steady supply of qualified leads. So how do you provide your sales team with the leads that will increase their productivity by 200% or more? This fast-paced session introduces the top techniques for B2B lead generation today, from calculating the right number of leads required and setting qualification criteria, to managing lead tracking and reporting.

In this webinar, you’ll find out:

  • Your best prospecting media–and the media channels to avoid–for lead generation campaigning today
  • The single best offer strategy in B2B marketing today; plus other offers that motivate action
  • Lead qualification techniques that make your sales force happy
  • How to quadruple your campaign productivity with lead nurturing
  • The top two metrics that are essential to measuring the results of your lead generation investments

In this free 30-minute Biznology® webinar, you’ll learn the soup-to-nuts process of generating qualified leads and tracking them to closure.  And your sales counterparts will thank you for that!

Ruth P. Stevens is one of our authors at Biznology, and President of eMarketing Strategy, a consultancy in New York City specializing in B-to-B marketing, particularly sales lead generation. Ruth is the author of two business books:  Maximizing Lead Generation:  The Complete Guide for B2B Marketers, and Trade Show and Event Marketing:  Plan, Promote, Profit.   Crain’s B2B Magazine named Ruth as one of the 100 most influential people in B2B marketing.  For more, visit Ruth’s website.

Click here to download a free chapter from Ruth’s book, Maximizing Lead Generation.

Thanks to all our sponsors:

BarnRaisers LLC

eMarketing Strategy

GaggleAMP

MENG NJ Chapter

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Mike Moran

Mike Moran is an expert in internet marketing, search technology, social media, text analytics, web personalization, and web metrics, who, as a Certified Speaking Professional, regularly makes speaking appearances. Mike’s previous appearances include keynote speaking appearances worldwide. Mike serves as a senior strategist for Converseon, a leading digital media marketing consultancy based in New York City. He is also a senior strategist for SoloSegment, a marketing automation software solutions and services firm. Mike also serves as a member of the Board of Directors of SEMPO. Mike spent 30 years at IBM, rising to Distinguished Engineer, an executive-level technical position. Mike held various roles in his IBM career, including eight years at IBM’s customer-facing website, ibm.com, most recently as the Manager of ibm.com Web Experience, where he led 65 information architects, web designers, webmasters, programmers, and technical architects around the world. Mike's newest book is Outside-In Marketing with world-renowned author James Mathewson. He is co-author of the best-selling Search Engine Marketing, Inc. (with fellow search marketing expert Bill Hunt), now in its Third Edition. Mike is also the author of the acclaimed internet marketing book, Do It Wrong Quickly: How the Web Changes the Old Marketing Rules, named one of best business books of 2007 by the Miami Herald. Mike founded and writes for Biznology® and writes regularly for other blogs. In addition to Mike’s broad technical background, he holds an Advanced Certificate in Market Management Practice from the Royal UK Charter Institute of Marketing and is a Visiting Lecturer at the University of Virginia’s Darden School of Business. He also teaches at Rutgers Business School. He is a Senior Fellow at the Society for New Communications Research. Mike worked at ibm.com from 1998 through 2006, pioneering IBM’s successful search marketing program. IBM’s website of over two million pages was a classic “big company” website that has traditionally been difficult to optimize for search marketing. Mike, working with Bill Hunt, developed a strategy for search engine marketing that works for any business, large or small. Moran and Hunt spearheaded IBM’s content improvement that has resulted in dramatic gains in traffic from Google and other internet portals.

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