practical lead generation: 7 tips from marketingsherpa
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Practical B-to-B Lead Generation: 7 Tips from MarketingSherpa
Anne Holland
FounderMarketingSherpa
Jon Miller
VP MarketingMarketo
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Based on Real-life Data: MarketingSherpa Methodology
Our research comes from 5 sources:1. Surveys of Marketers & Agency Pros
2. Surveys of Consumers
3. Lab tests and Partnered Research
4. Sherpa Case Studies – 800+
5. “Best of” Data from 500+ Research Orgs.
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Tip #1. Save SEM Budget: Turn Off AdSense
Info presented from:
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Tip #2. Make Content More Relevant to Prospects
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#1. It’s always about them (not you)Safety, ease, power, greed, ego
#2. Segment by prospect typeIndustry vs Job
#3. Content for each stage of the sales cycle
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Success Stories vs Case Studies
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© Copyright 2004 The Phelon Group Inc. All Rights Reserved.
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Tip #3. Drop (some) registration barriers
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Content Funnel with Registration Barrier Content Funnel without Registration Barrier
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Tip #4. High impact nurturing requires multiple media
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Tip #5. Telemarketing trigger point: web activity
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5 min. 30 min. 1 hour 20+ hours
Time After Online Form-fill
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Tip #6. Include postal mail to best leads
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Tip #7. Measure evolving lead quality
HP Status Type Movement (9/1-9/30)
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For 530 pages of practical tips:B-to-B Lead Generation Handbook
Info presented from:
• Step-by-Step Instructions
• 60 Stats and Data Charts
• 158 Creative Samples
For special attendee-only $200.00 discount, go here:
http://B2BHandbook08.MarketingSherpa.com