May 12

Cisco Video: Uncovering Trends and Best Practices in Lead Generation

Lead Generation


This week I was in San Francisco doing a live, streamed presentation, Uncovering Trends and Best Practices in Lead Generation, for Cisco. It’s part of their on-going Partner Velocity Program which provides in-person events, in-depth resources, and online marketing tutorials to their value-added resellers worldwide.

I believe Cisco sets the standard for how to engage channel partners, and am honored that they asked me to share my ideas around where they need to focus their marketing attention and resources. In essence, smart marketers approach their work as a portfolio manager; they’re constantly thinking about and testing the optimal investment strategy.

In the playback below I examine how to make the best investments of marketing time, money and energy, and point out the areas where too many marketers are squandering opportunity and resources. I cover:

  • The latest trends in lead generation.
  • How to create buyer personas.
  • Social media as a lead generation tactic.
  • Steps to optimizing the B2B mix.
  • Guiding principles to effective B2B telemarketing.

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Marketing 101: How to get started in lead generation


About the author 

Brian Carroll

Brian Carroll is the CEO and founder of markempa, helping companies to convert more customers with empathy-based marketing. He is the author of the bestseller, Lead Generation for the Complex Sale and founded B2B Lead Roundtable LinkedIn Group with 20,301+ members.

  1. Hi Brian,

    What could be interesting is how DM works with telemarketing (now that we have moved into the internet age of social media and e-mail) it would be interesting to hear how DM fits into the lead generation process coupled with telemarketing?

  2. Hi, it’s great to see people still so enthusiastic about telemarketing and how it integrates with new technology.

    This is something I strongly believe in as opposed to a lot of new media companies who say the only way forward is online. To me integration of all media delivers results.

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