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Lead Generation
Lead Generation Tactics: How testing can help you choose the best tactic for your business
Lead generation is the top priority for B2B marketers, yet it is also the second most challenging business objective for marketers. Watch an interview with MECLABS Executive Director of Applied Research, Brian Carroll, who will answer the…
B2B Marketing: Top “Aha moments” of 2011 from your peers
Take these few moments of the year to stop and think about what you learned in 2011 that can help you optimize marketing performance in 2012. To spur your thinking, Daniel Burstein and MECLABS' A/V Specialist Luke Thorpe grabbed a camera…
B2B Lead Testing: “Cheap” data is actually expensive
Part of Brian Carroll and Nicolette Dease's presentation was a case study on finding the most efficient list source based on a test that looked at several different lead sources. The objective of the test was to determine if…
B2B Lead Optimization: Why cheap leads can be so expensive
It would be logical to assume that the cheaper the lead is to obtain, the lower the cost-per-acquisition, the greater the margin, and the bigger the bonus in your paycheck at the end of the quarter. Well, at MarketingSherpa B2B Summit 2011…
Landing Page Optimization: Test ideas for a B2B lead capture page
As has been the standard for recent MarketingSherpa Summits, leading marketing solutions providers sent several analysts to provide direct, one-to-one consultation for the attendees of B2B Summit 2011. Always an informed, yet…
Lead Generation: Testing form field length reduces cost-per-lead by $10.66
Online forms are an important aspect of one marketing automation company's lead generation.
Find out the results of its form field length testing, and its strategy to make sure online forms lead to both a low cost-per-lead and a high…
B2B Funnel Optimization: What happens after you capture the lead?
There's not much you can't or shouldn't optimize in the marketing world. But when we talk about optimization, we're usually talking about the top of the sales funnel. It turns out that the inside of the funnel after the lead is captured can…
Lead Generation: How your peers optimize the lead
The buying process can be a very complex one. Which is why we're hosting today's 4 p.m. Web clinic, Converting Leads to Sales: How one company generated $4.9 million in additional sales pipeline growth in only 8 months. But first, we wanted…
Lead Generation: Shouldn’t B2B companies have a sales and marketing research and development lab?
Consumer marketers, like Apple and Google, have seen huge success by bringing simplicity to complex technology. Who will bring simplicity to the complex B2B sale?
Lead Generation: Drive better ROI from your marketing campaigns
In this quick video, Flint McGlaughlin, Managing Director (CEO) of MECLABS, shares three simple principles to help improve your website conversion...
B2B Marketing: Do you know how much your CEO really invests in demand generation?
Who’s doing most of your marketing? Your marketing department or your sales force? And if sales is focused on marketing, who has time to close business?
B2B Marketing: Take established tradeshow best practices and adapt them for an online audience with…
Can you drive leads without driving to a convention center? Read on to here from GlobalSpec’s Chris Chariton about the possibilities for building brand and generating leads with virtual events…
B2B Marketing: Marketing automation helps with lead nurturing and management
What are the most significant challenges for B2B marketers today? And how can you overcome them? Listen in as MarketingSherpa Senior Analyst Jen Doyle shares some info from her preliminary research into B2B marketing…
What else can I test … to improve my lead generation rate?
Lead capture forms can be a powerful business driver -- if they are relevant to the surrounding content and your prospect's motivation, and placed intuitively to meet the prospect's eyepath and sequence of thoughts while viewing your page.…
Lead Generation Optimization: Finding the right amount of friction
Optimizing for lead generation is not as straightforward as optimizing for conversion rate. This post presents ideas to help you improve lead generation rate by using friction in different ways.
Affiliate marketing clinic study guide: 12 resources to get you going
For today's clinic, we're exploring affiliate marketing and how to optimize your programs. This shortlist contains a dozen of the best articles, research, forums, and related resources we've seen that can help those who are just starting…
Lead nurturing efforts stuck in a rut? Here’s help
What is it about lead nurturing that makes it so hard to get it right? If you're looking for ways to quickly start, or get more from, your lead nurturing process, I'd recommend two new, free resources ...
A Proven “Playbook” for Growing Your Leads
Ever wonder if you’re approaching lead generation the wrong way?
You may be right. Research shows roughly 80% of leads are regularly squandered.
Good news: By optimizing a few key aspects of your lead management process, you can…
Lead generation playbook: 5 steps to a 375% conversion lift
Want to be a marketing hero? Absorb this clinic and the playbook, then apply the five steps to your own lead generation and nurturing process. Then send us a photo of the view from your new corner office ...
Lead generation “playbook” comes to life, roams free in upcoming clinic
This special clinic featuring Brian Carroll is all about getting more leads into your marketing funnel -- and growing your sales through more effective lead management.