Really in-the-know

Learn the latest B2B marketing industry trends, techniques and news stories on our B2B blog to stay ahead of your competition

8 Ways to Generate More B2B Leads at Ecobuild 2015

Posted by Kenneth Connolly on 24-Feb-2015 17:08:00

March 3-5 will see this year’s Ecobuild event take place at ExCeL London; and if last year is anything to go by, it’s going to be HUGE! The 2014 Ecobuild event had over 44,500 attendees, 787 exhibitors and 100+ conference and seminar sessions. Whichever way you look at it, this is a fantastic opportunity to generate leads and revenue for your business.

Topics: B2B Lead Generation, B2B Leads, B2B marketing, Lead Generation, Business Leads, B2B Event Marketing

B2B Lead Generation – The Joy of Planning

Posted by John Hatton on 19-Aug-2014 17:44:00

Creating a B2B lead generation plan can be a daunting process. For some marketers it conjures up memories of laboriously sifting through analytics on spreadsheets while intermittently sensing wafts of colleagues’ lunches and piercing phone natter. But why does campaign planning get such a bad rap, especially given that it’s arguably the most informative and important stage of the marketing cycle?

Topics: B2B Lead Generation, B2B Leads, B2B, B2B marketing, B2B Strategy, B2B Lead Generation Planning

B2B Demand Generation vs Lead Generation

Posted by Kenneth Connolly on 05-Aug-2014 17:27:00

89% of marketers say that demand generation is either an important or primary focus for themMarketo

Topics: B2B Lead Generation, B2B Leads, B2B marketing, B2B Lead Qualification, B2B Lead Nurturing, B2B Demand Generation

B2B Lead Scoring and Measuring Success

Posted by Kenneth Connolly on 09-Jul-2014 17:56:00

The final of the 2014 FIFA World Cup is only days away and the entire planet is waiting with baited breath to see who wins. What will the final score be? Who will the goal scorer(s) be? You see, it’s all about that score.

Topics: B2B Inbound marketing, B2B Leads, B2B Lead Nurturing, B2B Lead Scoring, Lead scoring

B2B Leads and Passing Them Over to Sales

Posted by Kenneth Connolly on 03-Jul-2014 17:26:00

With the quarter-finals of the 2014 FIFA World Cup starting tomorrow, the atmosphere is reaching fever pitch in Brazil. As the remaining teams battle it out, it’s clear that a main factor in achieving success is accurate and efficient passing. This is the same as the relationship between B2B sales and marketing, because only by completing a first-class pass of a lead from marketing to sales, can everyone benefit and the company succeed. 

Topics: B2B Leads, b2b sales leads, B2B marketing, B2B Sales, B2B Sales and Marketing, B2B Sales team

Tackling B2B Social Media for Lead Generation

Posted by Aimee Binstead on 11-Jun-2014 20:25:00

It’s the day before the 2014 FIFA World Cup kicks off (literally) and fans worldwide are eager to see just what formation and strategy each team uses to achieve their goals in this tournament. Similarly, B2B marketers are scouring the internet and constantly researching to achieve their own goals, a large part of which is using social media as a platform for B2B lead generation. In the case of marketing, common questions are along the lines of; how do I generate leads for my business using social media? Which networks and tactics should I be using to get the best results? How do I measure ROI?

Topics: B2B social media marketing, B2B Lead Generation, B2B Leads, B2B Marketing ROI, B2B Social Media

B2B Lead Generation: Fouls to Avoid During the World Cup & Beyond

Posted by Aimee Binstead on 04-Jun-2014 08:21:00

With just 8 days until the start of the FIFA 2014 World Cup and billions of viewers ready to tune in worldwide, what better way to look at the topic of B2B lead generation, than in relation to one of our other favourite topics; football. Now, when it comes to football, a foul is generally defined as, 'an unfair act by a player which is deemed by the referee to contravene the game’s laws'. The rules of effective B2B lead generation are not quite so clear-cut, but the repercussions of committing a ‘foul’ are clearly shown in a lack of consistent, high-quality leads that convert to paying customers. In order to generate B2B leads that result in ROI, understanding the acts that harm a marketing campaign, as well as those that benefit it, is vital. So, what are the fouls of B2B lead generation and are you committing them? 

Topics: B2B Lead Generation, B2B Leads, B2B marketing, Marketing ROI, Generating B2B Leads, B2B New Business, ROI

Aligning B2B Sales and Marketing to Increase Revenue and ROI

Posted by Kenneth Connolly on 14-Mar-2014 17:02:00

Sales and marketing are the petty squabblers of the business world. Sales believe that marketing aren’t providing enough high-quality leads; and marketing believes that sales aren’t converting enough of the leads they do provide.

Topics: B2B Leads, b2b sales leads, B2B marketing, B2B Sales, B2B Sales and Marketing, B2B Sales team

B2B Lead Generation – Increase Sales and Revenue

Posted by Kenneth Connolly on 11-Mar-2014 17:45:00

As discussed previously in this blog, B2B lead generation activity requires huge amounts of research and planning, which is why we created the planning manual and accompanying spreadsheet. Only by reviewing past data from your marketing and sales activity can you begin to plan your future strategies.
The strongest foundation for any lead generation activity is the traditional marketing channels; email, direct mail, telemarketing, events, website, Pay-Per-Click and media advertising. But, in order to utilise them to their full potential, you need to work out what works best for your business and your prospects. What works for one organisation, may not work for another. So, there is always a need to individually review the results for each of the channels used in your past lead generation activity. 

Topics: B2B Lead Generation, B2B Leads, B2B, b2b sales leads, Lead Generation

B2B Lead Generation – Planning for Success

Posted by Kenneth Connolly on 04-Mar-2014 17:34:00

We’ve all heard the old adage ‘failing to plan, is planning to fail’ – and with lead generation it’s no different.  In order to see the best results from a lead generation strategy, there needs to be comprehensive research and planning before the first marketing communication is sent.

Topics: B2B Lead Generation, B2B Leads, Generating B2B Leads, B2B Data, B2B Database

B2B Lead Generation – It’s all about sales

Posted by Kenneth Connolly on 25-Feb-2014 08:43:00

78% of B2B marketers say that generating more leads is their biggest challenge - Placester

Topics: B2B Lead Generation, B2B Leads, B2B Sales, B2B Sales team

B2B Lead Generation - what works best? (INFOGRAPHIC)

Posted by Kenneth Connolly on 19-Feb-2014 18:00:00

Topics: B2B Lead Generation, B2B Leads, B2B Sales, Generating B2B Leads, B2B New Business

7 Steps to A Successful B2B Lead Generation Blog

Posted by Aimee Binstead on 17-Dec-2013 10:29:00

When it comes to B2B content marketing, it’s broadly acknowledged that a blog is a key tool for inclusion. As stated by Social Media B2B, ‘companies that blog generate 67% more leads per month than those who don’t’, while a recent study from the CIM and Marketing Profs tells us 79% of the most effective B2B marketers rate blogs as their top tactic. So, we’re agreed – blogging as a B2B lead generation channel is paramount. For many, it’s not the ‘why you need a B2B blog’ that needs to be explored but the ‘how-to’. How do you implement a B2B blog that successfully generates B2B leads and delivers ROI? 

Topics: B2B Lead Generation, B2B Content Marketing, B2B tips, B2B Leads, B2B Blog, How-to, B2B Blog Content B2B

B2B Lead Nurturing – From Prospect to Sale

Posted by Kenneth Connolly on 18-Jul-2013 14:11:00

“79% of marketing leads never convert into sales. Lack of lead nurturing is the common cause of this poor performance” - MarketingSherpa

Topics: B2B Inbound marketing, B2B Lead Generation, B2B Leads, B2B marketing, B2B Sales, B2B Lead Nurturing, B2B Automation