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Lead Generation

FutureNow Post
Monday, Mar. 9, 2009 at 7:55 am

Need To Increase Your Qualified Leads?

March 9th, 2009

FutureNow just released its latest white paper, “The Leading Edge: Increasing Qualified Leads Online.” This white paper will teach how to:

increase your qualified leads create a system to prioritize leads reduce the lag time in responding to leads target content to your different market segments/personas aggressively optimize your lead/demand generation process improve the ROI of your search and pay-per-click campaigns reap the value of a continuous optimization discipline

Get your copy of “The Leading Edge” now.

...continue to read "Need To Increase Your Qualified Leads?"

FutureNow Post
Sunday, Dec. 7, 2008 at 11:20 pm

No More Consulting Indigestion

December 7th, 2008

Have you ever received great advice from a consultant but couldn’t implement it?

A recommendation is just advice, no matter how excellent, until you implement.

It’s only when you implement a recommendation that you reap the rewards.

Even when you know the advice is great you can get consulting indigestion.

You, the client, in consuming the advice can be the log jam or the hero of every consulting engagement. It’s rarely the consultant that makes the difference. If you choke or get indigestion then consulting leaves…

...continue to read "No More Consulting Indigestion"

FutureNow Post
Wednesday, Dec. 3, 2008 at 11:46 am

Increasing “Qualified” Leads From Your Website

December 3rd, 2008

When you ask salespeople about their biggest gripe about marketing, they complain about not enough qualified leads. You can often tell that this is an issue just by looking at a company’s lead forms. What you’ll typically see is that the the forms ask for too much information and that can hinder conversions from visitor to lead.

Marketers are often measured by the number of leads they generate. Sales people are measured by sales. Marketers don’t want to be held accountable…

...continue to read "Increasing “Qualified” Leads From Your Website"

FutureNow Post
Wednesday, Nov. 19, 2008 at 9:22 am

Optimizing for Conversion, Ignoring Consumption

November 19th, 2008

We have worked with many demand or lead generation companies over the past 10 years. Most of the time when they come to us, they ask us to help them increase the number of people they convert into a free trial, a free download, or to create an account.

Conversion Isn’t an Event, it’s a Process

We always like to focus first on increasing the number of leads towards the top of the sales funnel. However, without the next step, consumption,…

...continue to read "Optimizing for Conversion, Ignoring Consumption"

FutureNow Post
Tuesday, Nov. 18, 2008 at 5:15 pm

Texas Tech Tuesday – It Ain’t Just About the Website

November 18th, 2008

As part of my Texas Tech series, I’ve been corresponding with West Texas entrepreneur and football fanatic (sorry for the redundancy), Tom Grimes, who has consistently offered outstanding commentary and feedback on the Texas Tech and Coach Leach phenomenon.

In fact, his last e-mail was so good and applied so well to most lead generation websites that I thought I’d share it with you directly:

“…Leach recruited the BIGGEST OFFENSIVE LINE in college football (bet it’s bigger than most pro teams as…

...continue to read "Texas Tech Tuesday – It Ain’t Just About the Website"

FutureNow Post
Monday, Nov. 17, 2008 at 2:38 pm

Sword Arms vs. (Semi) Scientific Advertising

November 17th, 2008

While most copywriters have avidly studied Claude Hopkins’ Scientific Advertising, very few have even heard of Theodore MacManus, let alone read his book, The Sword Arm of Business.  And yet MacManus was, in some ways, a more successful ad man, having:

Established his own (very successful) ad agency Launched the Dodge and Chrysler brands Hired and mentored Leo Burnett, creator of the Marlboro Man, Tony the Tiger, Pillsbury Doughboy, and many other advertising icons that made his clients rich Turned positioning…

...continue to read "Sword Arms vs. (Semi) Scientific Advertising"

FutureNow Article
Friday, Sep. 12, 2008

The Case for Persona-Based Lead Generation

September 12th, 2008

A lost wallet lies on a Manhattan street, stuffed with cash. A white middle-income male, New Yorker, between age 30 and 44, picks it up. Will he look for the rightful owner, or pocket the cash?

With that level of “targeting,” it’s anyone’s guess. There just isn’t enough information available.

But if George Costanza, the white middle-income male New Yorker between age 30 and 44 from “Seinfeld” picks up the wallet, everyone knows exactly what he’ll do.

He’ll keep the money.

By allowing you…

...continue to read "The Case for Persona-Based Lead Generation"

FutureNow Post
Friday, Aug. 15, 2008 at 7:16 am

5 Simple Tips for Lead-Generation Sites

August 15th, 2008

Several of my recent columns have dealt with testing and optimization. Today, I’ll focus on the other half of the online marketing world, those who must drive leads through their site.

1. Review Your Lead Generation Forms

Typically lead-gen site forms fail in two major areas:

Many lead-gen sites simply copy forms from a site they like, giving little thought to the nuances and the difference between their business goals and the site they copied. The result can lead to a slew of unqualified…

...continue to read "5 Simple Tips for Lead-Generation Sites"

FutureNow Event

Free Webinar: August Session of “Always Be Testing” Webinar Series

August 4th, 2008

google website optimizer split testing free webinarWho: Bryan Eisenberg, Co-Founder & EVP at FutureNow, and Tom Leung, Business Product Manager at Google.

What: “Always Be Testing” Webinar: Landing Pages: Headlines and Calls to Action

When: Wednesday, August 27, 2008 | 12:00pm EST

Where: Online, register here to receive your invitation

How much: It’s free, but space is limited so sign-up today!

About this session:

Last month kicked off the series with a webinar on testing trust and confidence building elements on landing pages (view archive ). Our August session will continue to explore…

...continue to read "Free Webinar: August Session of “Always Be Testing” Webinar Series"

FutureNow Article
Friday, Apr. 25, 2008

3 Reasons Your Visitors Don’t Convert to Leads

April 25th, 2008

lead generation conversion ratesWant to ramp up the conversion rate on your lead generation site?

Lead generation sites fail to convert for three basic reasons:

1. Visitors don’t understand the value they get in exchange for giving their information.

2. They are informationally challenged and collect too little, too much, or incorrect information.

3. You haven’t established trust and set proper expectations of what to expect when doing business with you.

Obviously, each is interrelated and flow from one to the other. There might be a few more reasons,…

...continue to read "3 Reasons Your Visitors Don’t Convert to Leads"

Marketing Optimization Blog
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