From a lead generation standpoint, Facebook and other social media sites can be a great avenue to reach and connect with prospects. Businesses are constantly being told to use social media to help with branding and sales efforts, but inquiring minds want to know, does Facebook actually help to drive business? Facebook by far is [...]

Determining what buying stage a prospect is in during lead nurturing will help businesses decide what content needs to be sent. To simplify, we can break down prospect buying behaviors into three lead nurturing stages. Know there’s a problem – At this point in the buying cycle what is most beneficial to receive as a [...]

DIAGNOSE NEED Chances are you recognized the need for an automated marketing solution after reading a variety of blog posts and attending trade shows that convinced you it’s an essential element to successful marketing for your company now and well into the future. Awesome. Congratulations! You’re officially in a better spot than the 76% of [...]

by David Kirkpatrick, Reporter SUMMARY: To wrap up another year of B2B marketing, we’ve reached out to seven marketers and industry experts to offer you six tactics based on marketing lessons learned in 2011. Read on to find out what our expert sources said about lead generation, lead scoring and lead nurturing; inbound SEO; letting your [...]

In some organizations it seems as though sales teams have by default, adopted an “us versus them” mentality when it comes to selling to lead generation prospects. Meaning the sales pitch is not very collaborative and the sales thought process is more “I must get the prospect to see why I’m right”.  In these types of [...]

In a world where everyone seems to be competing for attention, buyers are constantly influenced to make purchases whether online through web banners and pop-ups or traditional mediums like lead generation.  Challenges that businesses face include gaining the attention of prospects and then keeping their attention to earn a more in-depth conversation. As a result, [...]

Social media is more of an important aspect of lead generation and lead conversion today than it has been in recent years. According to the MarketingSherpa 2011 Social Marketing Benchmark Report, over 60% of marketing leaders are looking to convert social media followers into paying customers. Still, social media continues to be a difficult medium [...]

Today’s consumers look to the internet to gather information; therefore, businesses without an active online presence, whether that be with an effective website or a lively social media effort, are missing a huge opportunity to connect with buyers. Believe it or not there are some organizations that don’t use social media as an online tool [...]

With email becoming a more prevalent form of marketing due to its low cost, ease of distribution and immediate insight into effectiveness, recipients are inundated each day with communications. As a result, they are becoming very selective about what they read in their inbox. For our own organization and for Invenio clients, we use email [...]

Not all qualified leads are created equal, but they can all be equally as important to your bottom line. Some leads that come in are sales ready, and should be quickly passed on to members of the sales team to begin their journey down the funnel. Others, on the other hand, may be longer-term opportunities, [...]