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…)
Archive for the ‘Lead Capture’ Category
Lead Capture for Small-to-Medium-Sized B2B Companies
Monday, May 2nd, 2011Lead Capture for SMBs: Measurement
Thursday, April 21st, 2011Measurement 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, 2011As 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, 2011Picking 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, 2011Generating 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…)
