ViewPoint

FEBRUARY 8, 2017

So what can b-to-b companies do to get back on track? Send out a compelling direct mail piece highlighting fast facts based on recent b-to-b research, or host a webinar that speaks directly to the pain points your targeted industry is experiencing now. Don't wait for an inbound lead to come to you before you react.

B to B 120

B to B Cost per Lead Marketing Automation Services Inbound Marketing 120

ViewPoint

MAY 7, 2010

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B to B 120

B to B Top of Funnel 120

ViewPoint

MAY 23, 2011

To get some answers to questions like these, Bernice Grossman and I have undertaken a series of research studies on the quality and quantity of data available to B-to-B marketers in various industries. When B-to-B marketers want to find new prospects, they have traditionally relied on two types of lists.

Resources 120

Resources B to B Work Management Marketing Management 120

ViewPoint

MARCH 6, 2014

B-to-b marketers have had issues with Facebook for a while, but what accounts for the poor evaluation of LinkedIn, a perennial b-to-b darling? In last place: Facebook, whose problem (according to Forrester VP and principal analyst Nate Elliott) is poor targeting and static-image ad units. And YouTube in 10th place?

Paid Content 120

Paid Content Social Media Customer Surveys Paid Search Agency 120

ViewPoint

AUGUST 1, 2011

Getting b-to-b sales and marketing to align more closely has driven even the most capable business leaders crazy for years. In most b-to-b organizations, this includes the pass from marketing to teleprospecting, and teleprospecting to field, inside or channel sales resources. Finally, establish other relevant rules.

Lead Management 120

Lead Management Work Management Sales Qualified Leads Marketing Management 120

ViewPoint

JANUARY 26, 2012

Outbound telemarketing The telephone is the Swiss Army knife in the B-to-B marketer’s backpack: a flexible, personal, dependable resource with infinite applications. The DMA’s 2010 Response Rate Report reported a healthy 1.68% response rate to B-to-B prospecting letter mail and 2.18% to its cheaper cousin, postcard mail.

B to B 120

B to B netFactor Media SEM 120

ViewPoint

SEPTEMBER 15, 2011

Today, ten or so years after the onset of online lead generation in the B-to-B sector, the scientist, not the lucky prospector, is the one who will win. Those early to the game got some quick gold nuggets but by the time everyone jumped on the bandwagon there was a lot more sifting required to find the well-hidden gold.

Online Lead Generation 120

Online Lead Generation Lead Generation Lead Ranking Generation 120