Lead Generation White Papers

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May 24, 2013

Business of Information Technology > Business Processes > Marketing >
Lead Generation
ALSO CALLED: IT Lead Generation, IT Leads Generation, Sales Lead Generation, Sales Leads DEFINITION: A lead, in a marketing context, is a potential sales contact: an individual or organization that expresses an interest in your goods or services. Leads are typically obtained through the referral of an existing customer, or through a direct response to advertising/publicity. A company's marketing department is typically responsible for lead generation. Pursuing and closing leads normally falls to the … Definition continues below.
Lead Generation White Papers (View All Report Types)
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Create a Referral Program to Grow Your IT Business sponsored by ConnectWise WHITE PAPER: This indispensable guide explores the benefits of referral marketing and offers advice on expanding and managing your referral program. Posted: 31 Dec 2012 \| Published: 31 Dec 2012 TOPICS: Customer Loyalty \| Customer Satisfaction \| Lead Generation \| Lead Management \| Market Research \| Marketing \| Marketing Information Systems \| Sales and Marketing Software \| Sales Channels \| Sales Information Systems \| Sales Representatives \| Social Networking

The Definitive Guide to Lead Nurturing sponsored by Marketo WHITE PAPER: The goal of this guide is to arm B2B marketers with the ultimate resource for lead nurturing, whether you’re just starting to think about lead nurturing in your business or are looking for ways to enhance and optimize your existing programs. Read this definitive guide to learn more. Posted: 12 Nov 2010 \| Published: 12 Nov 2010 TOPICS: Customer Data Management \| Customer Interaction Services \| Customer Retention \| Customer Satisfaction \| Customer Service \| Lead Generation \| Lead Management

Three Key Steps to B2B Marketing Optimization sponsored by Marketo WHITE PAPER: In B2B marketing, small changes can mean big differences to the success of marketing programs. But just because you met the plan goals does not mean the program was as successful as it could have been. The secret to getting the most out of your campaigns is to optimize continually - pre-click, post-click, and post-conversion. Posted: 28 Apr 2010 \| Published: 28 Apr 2010 TOPICS: Content Management \| CRM \| CRM Best Practices \| Lead Generation \| Lead Management \| Market Research \| Marketing \| Marketing Literature \| Sales \| Sales and Marketing Software \| Sales Force Automation

Sales Intelligence: The Secret to Sales Nirvana sponsored by IBM WHITE PAPER: Read this paper to learn about sales intelligence-- the external sources of information that a company uses to enhance sales force effectiveness. This Aberdeen Group report offers tips from best-in-class companies, including best practices related to data quality, sales force automation, and CRM solutions. Posted: 16 Mar 2010 \| Published: 09 Jan 2009 TOPICS: CRM \| CRM Best Practices \| Data Quality \| Lead Generation \| Lead Management \| Sales \| Sales Force Automation \| Sales Information Systems

How to Optimize Lead Nurturing to Pump Up Your Sales Pipeline sponsored by Genius.com WHITE PAPER: In this paper you will learn how the roles and responsibilities of marketers has evolved since the web has become a big part of your customer’s buying process. Read on to learn how you can optimize lead nurturing to pump up your sales pipeline. Posted: 07 Oct 2009 \| Published: 07 Oct 2009 TOPICS: Business Intelligence \| Lead Generation \| Lead Management \| Marketing \| Marketing Information Systems \| Marketing Literature \| Sales \| Sales and Marketing Software

Content Mapped to Buying Stages Powers Nurturing Results sponsored by Genius.com WHITE PAPER: This guide will show you five steps you can take to turn the creation of customer-centric content into a core competency and map that information for right-time delivery that keeps your prospects focused on the success you can help them achieve. Posted: 07 Oct 2009 \| Published: 07 Oct 2009 TOPICS: Content Delivery \| CRM \| Lead Generation \| Lead Management \| Marketing \| Marketing Literature \| Sales \| Sales and Marketing Software

Creating Sales Opportunities with Lead Scoring sponsored by Genius.com WHITE PAPER: Lead scoring is often touted as the new secret sauce that transforms marketing from art to science. This guide will walk you through the process step-by-step, ensuring you have just what you need to drive continuous lead engagement, satisfy the needs of your salespeople, and play a key role in the generation of revenues. Posted: 07 Oct 2009 \| Published: 07 Oct 2009 TOPICS: Business Intelligence \| Lead Generation \| Lead Management \| Marketing \| Marketing Information Systems \| Marketing Literature \| Sales \| Sales and Marketing Software

Delivering Quality Leads, Not Just Quantity: The Interactive Value of Webinars sponsored by Citrix Online WHITE PAPER: Using interactive media such as Webinars can help marketers effectively balance quality with quantity when it comes to lead generation. Download the white paper to learn more. Posted: 21 Aug 2009 \| Published: 01 Dec 2008 TOPICS: B2B \| CRM \| Customer Service \| Customer Service Best Practices \| Lead Generation \| Marketing \| Web Conferences \| Web Services \| Webcasts

The Google/TechTarget Research Project sponsored by TechTarget WHITE PAPER: Google and TechTarget teamed up to research the usage and interactions between search and online media during the IT purchase process. This research offers insights on making the right choices of keywords and online content for your online marketing plan. Posted: 25 Nov 2008 \| Published: 18 Nov 2008 TOPICS: Branding \| Lead Generation \| Marketing \| Online Marketing \| Purchasing

Sales 2.0: How Businesses Are Using Online Collaboration to Spark Sales sponsored by Oracle Corporation WHITE PAPER: This white paper examines research that reveals how sales and marketing professionals who use collaboration and Sales 2.0 tools gain a competitive advantage over their peers who do not use them. Posted: 19 Sep 2008 \| Published: 19 Sep 2008 TOPICS: B2B \| B2C \| Collaboration \| Lead Generation \| Sales Channels \| Sales Representatives \| Social Networking

From Cold to Hot: Lead Nurturing Programs That Generate Sales sponsored by Vtrenz, Inc WHITE PAPER: This white paper explains the importance of lead nurturing–in the lead management process. It discusses best practices for nurturing leads in today's competitive business environment, and offers advice for implementing a lead-nurturing program. Posted: 20 Aug 2008 \| Published: 20 Aug 2008 TOPICS: B2B Integration \| CRM \| Email \| Lead Generation \| Marketing Information Systems \| Purchase Order Management \| ROI \| Routing Protocols \| Sales \| Systems Management \| Telephones

8 Seconds to Capture Attention: Silverpop's Landing Page Report sponsored by Silverpop Systems Inc. WHITE PAPER: It's estimated that up to 50 percent of visitors to landing pages will bail in the first eight seconds. This evaluation explains how putting more effort on nurturing recipients once they hit those landing pages would be time and money well spent. Posted: 08 Aug 2008 \| Published: 01 Jan 2007 TOPICS: B2B \| B2C \| Campaign Management \| eCommerce \| eCommerce Services \| eCommerce Software \| Email \| Forms Software \| Lead Generation \| Link Access Protocols \| Online Marketing

Show How Marketing Makes Money: A 5-Step Plan for Proving ROI sponsored by Vtrenz, Inc WHITE PAPER: This white paper outlines a simple plan to help ensure the outcome of your evaluation efforts both meaningful and manageable. Posted: 26 Jun 2008 \| Published: 01 Jan 2007 TOPICS: Lead Generation \| Marketing \| Metrics \| ROI

Ten Tips for Effective Lead Management sponsored by Marketo WHITE PAPER: Learn 10 tips for effective lead management that will enable you to create more educated buyers, help you better understand their needs and ultimately increase revenue. Posted: 20 Mar 2008 \| Published: 01 Mar 2008 TOPICS: B2B \| Campaign Management \| Data Quality \| Lead Generation \| Marketing Information Systems \| Online Marketing \| ROI \| Sales and Marketing Software \| Search Engines \| Web Content Management \| Wireless Marketing

Riding the Virtualization Wave sponsored by TechTarget WHITE PAPER: In this session, Bill Crowley, VP, Group Publisher of Windows Media and Data Center Media, TechTarget, provides key insights on the opportunities within the data center market, and illustrates how to best penetrate this market t... Posted: 04 Oct 2007 \| Published: 01 Sep 2007 TOPICS: Data Centers \| Lead Generation \| Server Virtualization

CRM Your Salespeople Will Love sponsored by Oracle Corporation WHITE PAPER: Customer Relationship Management (CRM) can bring enormous benefits to companies, but only if users adopt it. Explore user adoption problems and an overview of the newest CRM features designed to drive ease of use and high rates of user adoption. Posted: 26 Sep 2007 \| Published: 01 Sep 2007 TOPICS: CRM \| CRM Software \| Customer Data Integration \| Customer Data Management \| Customer Data Management Software \| Customer Support Software \| Lead Generation \| Oracle (Product) \| Sales Force Automation \| Sales Order Management \| Sales Representatives \| Software as a Service

Harnessing the Power of the Internet: Strategies for Online Marketing sponsored by TechTarget WHITE PAPER: Marketers are constantly looking for new and more effective ways for managing and tracking their online advertising campaigns. Posted: 09 Apr 2007 \| Published: 01 Mar 2007 TOPICS: Best Practices \| Blogs \| Lead Generation \| Online Advertising \| Online Marketing \| ROI

Predict Return on Your Natural & Paid Search Marketing Campaigns: A Calculator for ROI Measurement sponsored by Oneupweb WHITE PAPER: Read this white paper to gain insight on how to maximize performance of your online campaigns, calculate ROI, and communicate search engine benefits. Posted: 06 Apr 2007 \| Published: 01 Sep 2006 TOPICS: Best Practices \| Click-Throughs \| Lead Generation \| Press Releases \| ROI \| Search Engine Marketing \| Search Engine Optimization \| Web Analytics

Why CRM? The Business Case for Customer Relationship Management sponsored by Oracle Corporation WHITE PAPER: Organizations are adopting CRM solutions because they understand that having the technology to execute a customer-centric strategy is a business imperative. Learn the strategic value of CRM -- increased revenue, productivity, and customer satisfaction. Posted: 02 Mar 2007 \| Published: 01 Jul 2006 TOPICS: CRM \| CRM Best Practices \| CRM Software \| Customer Service \| Lead Generation \| Routing \| Sales and Marketing Software \| Sales Channels \| Sales Force Automation \| TCO

Customer Relationship Management: 10 Steps to Success sponsored by FrontRange Solutions Inc. WHITE PAPER: Done right, customer relationship management (CRM) allows companies to increase both their revenue and profit while lowering the cost of Posted: 22 Nov 2006 \| Published: 01 Sep 2005 TOPICS: Business Process Management \| CRM \| CRM Best Practices \| CRM Hosting \| Lead Generation \| ROI \| Sales Force Automation \| Sales Information Systems

CSO Insights Summary Report: The Impact of Sales Process and CRM on Optimizing Sales Effectiveness sponsored by FrontRange Solutions Inc. WHITE PAPER: Compare the performance differences between firms with well a defined and CRM supported sales process verses those without optimized sales strategies. Discover the most dramatic areas of performance gain and the impact on sales effectiveness. Posted: 22 Nov 2006 \| Published: 26 Dec 2005 TOPICS: Business Performance Management \| CRM \| CRM Best Practices \| CRM Hosting \| Lead Generation \| ROI \| Sales Force Automation \| Sales Information Systems

21 Matches

LEAD GENERATION DEFINITION (continued): … company's sales department. For example, a vendor will display their wares at an industry trade show, hoping to attract the attention of qualified buyers attending the exhibit. Each inquiry for more vendor information would be a "lead," which might subsequently be developed into a sale.A company's lead generation efforts and its approach to dealing with leads can significantly impact its success in the marketplace. To that end, most organizations try to establish effective practices involving:lead generators: any marketing-related activity intended to publicize the availability of a …
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