InsideUp Lead Generation Blog

Acquiring and Managing Sales Leads


Four Reasons to Make Full Use of Inbound Marketing Media

May 20, 2013

New Hubspot research reveals the full scope of the effectiveness of inbound marketing.

  1. Did you know, for example, that companies using Twitter average twice as many leads every month as businesses that don’t tweet?
  2. If you blog and use social media, your leads from these methods, according to the research, are costing you 61 percent less than leads your company generates through outbound marketing like direct mail, banner ads, and other means of trying to capture attention.
  3. Blogging can also generate more traffic for you (55 percent more, the study says) and 70 percent more leads.
  4. Focusing on your landing pages can also lead to more leads; companies that upped their landing pages from 10 to 15 increased their number of leads by 55 percent.

If you’ve been splashing around on the shallow end of the social media pool, it’s never too late to dive in. Here are a few simple tips:

Pay attention to what your target audience is saying. Follow them and learn about their concerns, even taking note of what key phrases tend to come up a lot. This will provide excellent fodder for your own posts.

Use your observances to create engaging content that addresses the needs you’ve uncovered. Don’t be salesy, just be helpful.

Connect with your current followers by getting involved in the conversation; pose open-ended questions that may spark an interesting discussion.

Relax and keep it enjoyable for everyone. Above all, stay with it and the leads will follow.

Use ROI Metrics to Pinpoint Your Best Lead Sources

Apr 11, 2013

Tracking lead quality with detailed financial metrics should be a top priority for B2B companies. Even though tracking the ROI of leads is gaining recognition as a best practice, 31 percent of small businesses admitted in a recent study to having room for improvement in this area.

Rapidly growing companies are more likely to use conversion rate and financial performance metrics than companies reporting slower growth, the study found.

ROI users are also 68 percent more likely to surpass their competition, compared with only 48 percent of marketers who use conventional methods to determine the success of their marketing efforts.

Leads from any source should never be evaluated subjectively. One of the best ways to get an accurate picture of how leads from various sources perform is to create a comparison table based on transaction data and campaign results.

Be sure to include revenue, market share and profits, volume, conversion of leads, and direct response metrics. This is one of the best ways to accurately identify your best lead sources.