Maximizing Lead Generation: The Complete Guide for B2B Marketers (Que Biz-Tech)

The Hands-On, Up-to-the-Minute Guide to Generating Better-Qualified, Quicker-to-Close B2B Leads!   Lead generation is “Job One”: B2B marketers’ single most important objective. Maximizing Lead Generation brings together everything you need to know to do it right. Fast-paced and 100% practical, it will help you achieve outstanding results in any B2B marketplace—from enterprise technology to industrial

The Hands-On, Up-to-the-Minute Guide to Generating Better-Qualified, Quicker-to-Close B2B Leads!

 

Lead generation is “Job One”: B2B marketers’ single most important objective. Maximizing Lead Generation brings together everything you need to know to do it right. Fast-paced and 100% practical, it will help you achieve outstanding results in any B2B marketplace—from enterprise technology to industrial equipment to professional services.

 

World-renowned expert Ruth P. Stevens helps you bring science and systematization to all facets of lead generation, building on process, best practices, continuous testing, and ongoing improvement. You’ll learn how to maximize the value of tried-and-true B2B tools and the newest social, web, and search technologies. Stevens offers indispensable insights for the entire lead lifecycle, including qualification, nurturing, measurement, and tracking.

 

Organized for clarity, usability, and speed, this book will help you supercharge salesforce productivity—and company profits.

 

You’ll Learn How To:

• Develop and refine rules that consistently lead to higher-quality leads

• Gain deeper insights into your customers and their buying processes

• Build sophisticated, accurate marketing databases

• Identify the media most likely to work for you

• Execute highly effective campaigns

• Drive huge ROI improvements

• Use BANT and other qualification criteria

• Apply new “nurturing” techniques to convert “duds” into “diamonds”

• Track results and quantify the business value of campaigns

• Utilize best practices content marketing and marketing automation

• Integrate continuous improvement into lead generation

• Discover 10 trends that will transform the way you prospect

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Comments

Catherine E. Shearer says:

Lead Generation for the New Millenium In the last 10 years, the Internet and Social Media have altered the marketing landscape. However, some things remain the same, including the reality that lead generation is how a company motivates prospective customers to make a purchase.In her engaging, almost conversational style, Ruth Stevens provides a clear definition for what is and isn’t a lead. She explains the science behind lead generation and outlines clear steps that any marketer can follow.Rather than…

Steve "Steve" says:

An Essential B2B Marketing Resource So many marketing books these days are long on theory, but short on practical how-to tips. Ruth P. Stevens’ new book explains the what, how and why of modern B2B marketing.Ruth is a database marketing expert, so it’s no surprise that her book goes into great detail about how B2B marketers need to segment their database and plan outbound communications according to the needs of groups of customers. And unlike other B2B marketing books out there today, she goes into detail about how…

Will Crist "Pilgrim on the 405" says:

Want to learn how to generate leads in this crazy-busy marketplace? When you have great sales people, don’t burden them with the task of generating highly qualified leads. That is one of the messages from this timely book. Ruth Stevens knows whereof she speaks. She has had plenty of experience in the marketing world, having been at the senior management level in several major companies like IBM, Ziff-Davis, and Time-Warner. What if your sales people could spend 90% to 100% of their time building trust, identifying the painful problems, discovering the budget of…

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