B2B Lead Generation Articles on lead generation

• Visualizing How a Link Spreads Through the Twitterverse
  Hubspot | Aug 30, 2010 | Permalink
  A few months ago, I did some research into visualizing how a story spreads across the Twitterverse and how that spread could be visualized. Using a combination of the Twitter API, the TweetMeme API and the Processing visualization library, I was able to graph the spread of a handful of popular links. In the TweetMaps below the circles represent each user who ReTweeted the link, they're bigger or smaller based on the number of followers they have. People who are following accounts that Tweeted the link before they did have lines drawn to the accounts they're following (and could have "caught" the link from). The graphs show the first wave of Tweets of each link (generally the first few hours). When you see a number of circles extending horizontally across the graph that means that those ...
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• The March Of Twitter: Analysis of How And Where Twitter Spread
  Hubspot | Aug 27, 2010 | Permalink
  This is a guest post by Pete Warden, the founder of OpenHeatMap, a free and easy way to turn your spreadsheet into a map. Nine months after the creation of the service in March 2006, Twitter only had a few thousand users. A year later there were an estimated 150,000 people using the service. How did Twitter get those vital initial users? To answer that question I created a visual history of Twitter's growth, feeding data from Dharmesh Shah (developer of TwitterGrader.com) into OpenHeatMap to produce an animated visualization of the service's growth, along with information on the earliest users for each region. That gave a broad overview of the spread of the network, but I also did some independent research on user numbers in the first few mont...
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• What's the most effective demand gen approach?
  Pacifica Group | Aug 25, 2010 | Permalink
  I recently posted some discussions on LinkedIn that asked the question: what’s the most effective telemarketing and lead generation approach for technology companies? This triggered some excellent responses and lively discussions, as well as a few questions. To follow is a brief overview of the discussions, and a few answers to the questions posed.
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• Responsible for B2B marketing or lead generation? Be my guest at B2B Universi...
  Sales Lead Insights | Jul 01, 2010 | Permalink
  Responsible for B2B marketing or lead generation? Be my guest at B2B University in Boston on May 18th. This all-new-for-2010 session is focused on helping you stay ahead of the curve and excel in the changing B2B marketing environment. If you'd like to learn more, please use my Contact Form, call me directly at 1-800-944-5553 or +1-401-294-7730, or check out the marketing consulting or speaking and training pages on my website.
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• Marketing Optimization: How your peers overcome leaks in their sales and lead...
  Marketing Experiments | Jun 25, 2010 | Permalink
  One-off test gains are always exciting. But true ROI lies in understanding the big picture – not just where you’re winning but where you’re losing as well. Before our upcoming web clinic on this topic, let’s see what your peers are doing…
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• Mac McIntosh Announces our New Division for Implementing Lead Generation: Acq...
  Sales Lead Insights | Jun 20, 2010 | Permalink
  Mac McIntosh Inc has provided consulting and speaking/training related to helping companies like yours generate more qualified leads and drive more sales using the latest B2B marketing strategies, tactics, media and technology since 1990. However, many of our clients have also been having us help implement their marketing-driven lead generation programs for them. So we decided to create a new division focused on those implementation services and named it AcquireB2B. If you'd like to learn more, please use my Contact Form, call me directly at 1-800-944-5553 or +1-401-294-7730, or check out the marketing consulting or speaking and training pages on my website.
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• What Else Can I Test…On My E-commerce Or Lead Generation Website?
  Marketing Experiments | Jun 16, 2010 | Permalink
  Stumped on the next test for your e-commerce of lead generation site? Adam Lapp gives you a few ideas, including a tactic that delivered a 19.6% increase in lead generation form submissions…
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• Be my guest at B2B Marketing University in Dallas on June 23, 2010
  Sales Lead Insights | Jun 10, 2010 | Permalink
  Responsible for B2B marketing or lead generation? Be my guest at B2B Marketing University in Dallas on June 23, 2010. The all-new-for-2010 content is focused on helping you stay ahead of the curve and excel in the changing B2B marketing environment. If you'd like to learn more, please use my Contact Form, call me directly at 1-800-944-5553 or +1-401-294-7730, or check out the marketing consulting or speaking and training pages on my website.
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• Creating sales-ready leads -- A free 57-page case study
  B2B Rainmaker / Jim Logan | Apr 16, 2010 | Permalink
  Grab your copy of the report at the bottom of this post -- no registration required. ======= Several years ago I wrote a letter on behalf of a client to 40 of the largest counties in one of the largest sates in the United States.  The letter was sent to County Supervisors, the highest elected official in county government. The same techniques used in this letter were used to gain access to senior executives in F1000 offices across the country - same product, same approach, and same incredible result. Before mailing the letter on behalf of my client, I showed it to a couple professional copywriters.  No one thought this letter would perform anywhere near as well as it did – especially in its target market.  This letter breaks a lot of copywriting rules and conventional wisdom, yet it ...
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• A free 57-page tell-all report of how a one page letter created sales meeting...
  B2B Rainmaker / Jim Logan | Apr 14, 2010 | Permalink
  Grab your copy of the report at the bottom of this post -- no registration required. ======= Several years ago I wrote a letter on behalf of a client to 40 of the largest counties in one of the largest sates in the United States.  The letter was sent to County Supervisors, the highest elected official in county government. The same techniques used in this letter were used to gain access to senior executives in F1000 offices across the country - same product, same approach, and same incredible result. Before mailing the letter on behalf of my client, I showed it to a couple professional copywriters.  No one thought this letter would perform anywhere near as well as it did – especially in its target market.  This letter breaks a lot of copywriting rules and conventional wisdom, yet it ...
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• B2B Revenue Management
  B2B Rainmaker / Jim Logan | Apr 02, 2010 | Permalink
  The image with this post is a map of sort. More accurately, it's a relational pictorial of customer-facing revenue management. Note: Click on the image associated with this post to view it full scale. Depending on your email client or RSS reader, you may have to click on the image from the website to view it full scale. Revenue management is a cross functional responsibility within a company to keep an eye on money coming into a business and all the customer related support systems and processes that support revenue. There are other elements of revenue not represented on the image above, namely royalties, investments, and other revenue derived from business relationships producing income from operations unrelated to customers. Typically, when a company refers to revenue manage...
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• Have a cash flow problem? Getting more new customers may not be the answer to...
  B2B Rainmaker / Jim Logan | Mar 26, 2010 | Permalink
  Note:  Following is a post I published some time ago on The Cash Flow Blog.  I'm closing that site and in doing so decided a few items there may be of value to readers here.  So, here you go...enjoy :) ======= At a high level there are only two ways to fix a cash flow problem -- bring more money into your business or cut the amount of money leaving.  Of these two options, cutting expenses has some real limitations.  You can cut once, sometimes twice, but you can't continue to cut expenses month-after-month - eventually you'll cut yourself to non-existence.  There is a reason cost cutting is commonly referred to as death by a 1000 cuts. That's not to say businesses shouldn't cut expenses, they should.  Prudent managers, business leaders, investors, and stakeholders expect operati...
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• The Fatal Mistake Boards & VP Sales Will Make In 2010 Planning
  Build A Sales Machine | Mar 02, 2010 | Permalink
  Note: I first published this post exactly one year ago. Unfortunately it bears reposting again and again!. I have a feeling this same post will be relevant for another few years until the conventional wisdom evolves.If you're looking for help with growing sales, and especially in creating an amazing inside sales lead generation function, I have an overview of my sales consulting practice at www.PebbleStorm.com/cpr.-----------For companies selling products worth less than $100,000-$250,000, the old school strategy of hiring more feet-on-the-street to drive revenue growth is failing more often. Or just fails.Let's take companies in fast-growth periods who are focused mainly on adding new customers (rather than more mature companies who drive much of their growth through their customer b...
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• [CEOFlow] Use "Layers of the Onion" to sell for you
  Build A Sales Machine | Mar 01, 2010 | Permalink
  Spend any time with me talking about lead generation or sales, and the term "layers of the onion" or "onion layers" will come up - a lot. I've found that this concept is a great analogy to help teams think through laying out their products and offers. The goal is to make it easier for prospects to "choose their own adventure" in how they get to know a company and its products, step-by-step...Continued on www.CEOFlow.com: Use "Layers of the Onion" to sell for you
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• Do Special Reports Still Work
  Ask Justin Hitt | Feb 16, 2010 | Permalink
  Many less informed marketers say special reports are over-done and most of the time lacking value, especially in lead generation. Do special reports as part of lead generation still work?
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