B2B Lead RoundtableAuthor: Brian Carroll, MECLABS
26 Jul 2017

B2B Lead Roundtable

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Focuses on b2b marketing, lead generation, nurturing and complex sales

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    Stuck on words: how can marketing connect with customers better?

    How can marketers better connect with people we hope will become our customers? Over the past year, I’ve been researching why there’s such a disconnect between marketing and customers so I can understand how to bridge that gap. Why? Because right now, the trust gap between marketers and customers has never been wider. For example, […]

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  • Posted on 25 Jul 2017

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    How to do lead management that improves conversion

    Have you looked at your lead management approach from the perspective of customer experience? If not, you may want to start now. Here’s why: The average conversion rate of marketing qualified leads to customers is low. You may be wondering: how low? According to Forrester, top performers convert 1.54% of marketing qualified leads to revenue. […]

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  • Posted on 06 Jul 2017

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    Who should own lead generation for a complex sale?

    Who should own B2B lead generation: sales, marketing or both? You might be thinking, “isn’t the answer obvious?” It’s not. Let me explain. I hear the same problem over and over. Sales and marketing aren’t doing a great job of executing lead generation because they both believe it’s the others job. And you know what? […]

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  • Posted on 13 Jun 2017

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    New B2B Persona Research From Salesforce and LinkedIn Study

    When was the last time you looked at the quality and accuracy of your B2B persona and contact data? Getting the right content to the right people continues to be a challenge in B2B marketing and lead generation. Starting in the fall of 2014, Salesforce started to analyze more than 15 million data points, spanning […]

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  • Posted on 30 May 2017

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    How to Improve Lead Routing to Skyrocket Sales Results

    Have you intentionally managed and optimized your sales lead routing and assignment process? If not, you could be leaking sales, marketing ROI and not realize it. Let me explain. LeadData’s new report, The State of Lead Management, based on a survey of 527 B2B sellers and marketers found an average 25.5 % of marketing-generated leads […]

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  • Posted on 22 May 2017

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