| | | Sales Lead Insights | |  2009 | 33 articles |
| Page 1 of 1 | Previous | Next | SALES LEAD INSIGHTS APRIL 13, 2009 Is social media effective for B2B lead generation? I’m probably biased, but I believe the primary objective of business-to-business marketing is driving sales of the company’s products and services. Of course branding and awareness are also roles that can be played effectively by B2B marketing, but from my point of view these are only supporting roles—secondary to the primary objective of helping drive sales. Yet many of these same companies eventually come to the realization that not every prospective customer is ready to buy now. What’s all this have to do with social media? about a survey they recently conducted. Not bad! | SALES LEAD INSIGHTS JULY 31, 2009  A List of B2B Lead Qualification Criteria by Category I was thinking about all the lead qualification criteria I’ve seen used in B2B lead generation programs and started listing them by category. Here’s what I came up with so far: Firmographics (Industry, company size, location). Demographics (Contact’s title, job function). Contactability (Phone number, email address). Need for your product or service. | | | | | |
| SALES LEAD INSIGHTS AUGUST 12, 2009 B2B Lead Generation Checklist: 22 Success Tips What do I like best about being a B2B lead generation consultant? The fun part is I get to work with some of the best people at the best companies in the business. The rewarding part is I get to see first-hand what works best (and what doesn’t) when it comes to generating, nurturing and identifying the qualified, sales-ready leads that salespeople, reps, resellers and distributors need. Speaking of what works best, here are 22 tips for getting better results from your B2B lead generation programs: ? Aim where your prospects are. ? Focus on generating response. ? Get right to the point. ? | SALES LEAD INSIGHTS NOVEMBER 12, 2009 The Top People in Sales Lead Management in 2009: Friday, November 13th is Your Last Chance to Vote! Don’t miss this opportunity to vote for your top five candidates to be among the fifty most influential people in sales lead management in 2009. Then be sure to watch for the results on November 16, 2009. Because the Sales Lead Management Association (SLMA) is closing the polls at Midnight Pacific Time (UTC-8) on Friday, November 13th. Both members and non-members can vote. So why don’t you click this link to cast your votes right now: www.salesleadmgmtassn.com/top50_vote.htm. promise to publish the list of winners right here, whether I make the cut or not. | SALES LEAD INSIGHTS NOVEMBER 3, 2009 B2B Email Marketing: Interview with Stephanie Miller This study tracks with Return Path’s Deliverability Benchmark Report on the first half of 2009, which is based on the data Return Path manages for ISPs and corporate system administrators. This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals. My guest today is Stephanie Miller , email expert and co-author of Sign me up! Marketer’s Guide To Email Newsletters That Build Relationships and Boost Sales. This is true for even the best of marketers. Yikes! | SALES LEAD INSIGHTS NOVEMBER 16, 2009 B2B Copywriting: Interview with Miller McMillan This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals. Miller McMillan is a copywriter who worked on high-profile accounts at ad agencies in Atlanta and Boston before establishing his copywriting boutique in Los Angeles. Miller has worked with such clients as CNN, Hughes, Nestlé, Avery and Microsoft. His copywriting capabilities include websites, direct mail, email, ad campaigns, brochures, slogans and names. Am I right? Absolutely. Benefits are everything. Love subheads. | | | | | | | |
| -
SALES LEAD INSIGHTS | MONDAY, NOVEMBER 9, 2009 Your B2B Lead Generation Budget: Start by Cutting It Into Thirds
Here is a simple and effective way to allocate your business-to-business lead generation budget. Use the first third of your B2B lead generation budget for Internet marketing. Start with: Search engine optimization (SEO) so your web pages will be found when prospects are using the leading search engines to find companies, products or services like yours. Improving your website so it does a better job of helping visitors move from awareness to inquiry to consideration to purchase (Help yourself to my complimentary Web site design checklists for B2B marketers.). MORE >> -
SALES LEAD INSIGHTS | MONDAY, AUGUST 31, 2009 Want To Generate More Leads? Leverage Your Prospects’ Five Senses
If you want your B2B lead generation campaigns to be as successful as possible, you need your lead generating messages to break through the clutter, get your prospects’ attention and provide them with compelling reasons to respond. To accomplish these objectives, consider leveraging your prospect’s five senses. Sight: Many of your prospects process information best visually. To get your messages through to these visual people, use photos, illustrations or icons to help them "see" the benefits of your products or services. My wife, Andrea, is one of these auditory people. MORE >> -
SALES LEAD INSIGHTS | MONDAY, SEPTEMBER 28, 2009 An Interview With Mike Damphousse About B-to-B Appointment Setting
This is the first in a series of occasional interviews with top practitioners in the field of B-to-B demand generation. Today’s guest is Michael Damphousse , CEO/CMO of Green Leads, LLC , a firm that specializes in using the phone to get qualified appointments for its clients’ salespeople on a pay-per-performance basis. Mike is an experienced marketer, having served as CMO of two software companies before starting Green Leads. His blog, Smashmouth Marketing , has developed a wide following among B-to-B marketing professionals. Please tell me more about it. Is that true? MORE >> -
SALES LEAD INSIGHTS | TUESDAY, DECEMBER 29, 2009 B2B Marketing Strategies for Small Companies: An Interview with Dianna Huff
This is one of a series of occasional interviews with top practitioners on topics of interest to business-to-business lead generation, marketing and new business development professionals. My guest today is Dianna Huff of DH Communications. Dianna helps businesses with their B2B marketing communications content strategy and implementation. Dianna, what are some of the marketing mistakes you see smaller companies making with regard to B2B marketing communications strategy, and what should smart marketers do instead? Mac, that’s a good question. Please tell me more about that. MORE >> -
SALES LEAD INSIGHTS | MONDAY, OCTOBER 26, 2009 Who are the 50 Most Influential People in Sales Lead Management?
The Sales Lead Management Association (SLMA) announced today that it has opened the voting to determine the 50 most influential people in the field of sales lead management for 2009. The results will be published on November 16, 2009. Here is your chance to vote for up to five of the fifty most influential people in sales lead management. Both members and non-members can vote for up to five nominees each. Use this link to vote. Or visit www.salesleadmgmtassn.com/top50_vote.htm. P.S. I’m honored to be included in the list of nominees and sure would appreciate your vote ! MORE >>
- Web Inquiry Management: Interview with Mike Wallen SALES LEAD INSIGHTS | WEDNESDAY, NOVEMBER 11, 2009
- B2B Marketing Tests Webinar: How to Improve Your Results & Fight for Your Budget SALES LEAD INSIGHTS | TUESDAY, AUGUST 25, 2009
- 2009’s 50 Most Influential People in Sales Lead Management SALES LEAD INSIGHTS | MONDAY, NOVEMBER 16, 2009
- B2B Lead Generation by Phone: An Interview with Michael Brown SALES LEAD INSIGHTS | TUESDAY, DECEMBER 22, 2009
- Revenue Performance Management: An interview with Jon Miller, VP Marketing and Co-founder of Marketo SALES LEAD INSIGHTS | THURSDAY, MAY 12, 2011
- Business Software Marketers: Finally a Conference Designed Just For You! SALES LEAD INSIGHTS | FRIDAY, AUGUST 21, 2009
- B2B Marketing Summit: Learn what’s really working best in today’s difficult business environment SALES LEAD INSIGHTS | MONDAY, AUGUST 24, 2009
- The B2B Lead Generation Benchmark Study Report: Useful data and advice SALES LEAD INSIGHTS | THURSDAY, AUGUST 27, 2009
- Be my guest at my all-new webinar on A/B and multivariate testing *specifically for B2B marketers*. SALES LEAD INSIGHTS | THURSDAY, SEPTEMBER 17, 2009
- Industrial Marketers: Is this News Good or Bad? SALES LEAD INSIGHTS | WEDNESDAY, SEPTEMBER 2, 2009
- Planning B2B Lead Generation for 2010? Attend this Webcast on January 27th SALES LEAD INSIGHTS | MONDAY, DECEMBER 21, 2009
- Marketing-for-Leads Guide: Step 10 - How will you reach the best prospects? SALES LEAD INSIGHTS | TUESDAY, MARCH 10, 2009
- How to Write Good: 12 tongue-in-cheek rules and a proofreading service SALES LEAD INSIGHTS | FRIDAY, MAY 1, 2009
- B2B Lead Generation Benchmark Study 2009 SALES LEAD INSIGHTS | MONDAY, APRIL 20, 2009
- Marketing-for-Leads Guide: Step 9 – Who are your best prospects? SALES LEAD INSIGHTS | MONDAY, MARCH 2, 2009
- Benchmarking shows B-to-B marketing budgets have been cut by roughly 44 percent, but spending on pipeline acceleration programs has doubled SALES LEAD INSIGHTS | THURSDAY, MARCH 5, 2009
- Marketing-for-Leads Guide: Step 10 – How will you reach the best prospects? SALES LEAD INSIGHTS | TUESDAY, MARCH 10, 2009
- Is social media effective for B2B lead generation? SALES LEAD INSIGHTS | MONDAY, APRIL 13, 2009
- B2B Lead Generation Benchmark Study 2009 SALES LEAD INSIGHTS | MONDAY, APRIL 20, 2009
- How to Write Good: 12 tongue-in-cheek rules and a proofreading service SALES LEAD INSIGHTS | FRIDAY, MAY 1, 2009
- Marketing-for-Leads Guide: Step 9 - Who are your best prospects? SALES LEAD INSIGHTS | MONDAY, MARCH 2, 2009
- Benchmarking shows B-to-B marketing budgets have been cut by roughly 44 percent, but spending on pipeline acceleration programs has doubled SALES LEAD INSIGHTS | THURSDAY, MARCH 5, 2009
| |
