Archive for the ‘Lead Capture’ Category

Lead Capture for Small-to-Medium-Sized B2B Companies

Monday, May 2nd, 2011

Today, we are adding another white paper to the LoopFuse Marketing Best Practices Exchange, Lead Capture for Small-to-Medium-Sized B2B Companies.  No question, Lead Capture is a critical piece of the marketing automation puzzle.  Lead Capture is also the yardstick by which most B2B marketing organizations are measured; everything’s good when sales people aren’t complaining about having too few leads. (more…)

Lead Capture for SMBs: Measurement

Thursday, April 21st, 2011

Measurement and analysis of Lead Capture effectiveness leads to insights that can improve sales and marketing efficiencies. Therefore, it is typically important to measure the following:

1.       Lead flow – how many leads are being generated

2.       Lead quality – are the captured leads in your target “sweet spot”

3.       Lead cost – what is your cost per lead (CPL) (more…)

Lead Capture for SMBs: Registration

Thursday, April 14th, 2011

As I highlighted in the post, Lead Capture for SMBs: Targeting, effective Lead Capture involves the following:

1.       Targeting – Identifying who you want to capture as leads

2.       Positioning & Messaging – Appearing relevant to your target leads

3.       Registration – Inspiring target leads to share contact information with you

4.       Measurement – Understanding Lead Capture program performance and seeking ways to improve
(more…)

Lead Capture for SMBs: Positioning & Messaging

Friday, April 8th, 2011

Picking up from a recent post on Lead Capture, I would now like to cover Positioning & Messaging – Being Relevant to Buyers.

Establishing relevance during the first impression you make on prospects is critical. For you to be relevant, they must understand what you sell and whether it might be advantageous to them. This must be communicated plainly and directly: (more…)

Lead Capture for SMBs: Targeting

Wednesday, March 23rd, 2011

Generating demand and capturing sales leads are critical to growth. Lead Capture is also the yardstick by which most B2B marketing organizations are measured; everything’s good when sales people aren’t complaining about having too few leads.

Lead Capture Overview

Effective Lead Capture involves the following:

1.       Targeting – Identifying who you want to capture as leads

2.       Positioning & Messaging – Appearing relevant to your target leads

3.       Registration – Inspiring target leads to share contact information with you

4.       Measurement – Understanding Lead Capture program performance and seeking ways to improve (more…)