Sales Lead Insights

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A creative director’s take on marketing strategy and tactics

Sales Lead Insights

Like increasing or establishing awareness in a particular industry vertical, generating qualified leads from companies of a certain size or location, attracting more visitors to a product offer page, persuading existing customers to purchase a complementary product or add-on, or using a discount to attract more prospects who are ready to buy. Mac: Clients give us all sorts of input, right?

Writing effective email copy from an expert in B2B marketing, lead generation and lead nurturing

Sales Lead Insights

She helps our clients build and maintain relationships with their prospects and customers through email, newsletters, landing pages, blogs and more. Here are Meryl’s top email copywriting tips: Write emails with the prospect or customer in mind, not the company. Meet Meryl Evans , one of our email copywriting experts. Remember that even in B2B, people make the buying decisions.

B2B telemarketing: An interview with Michael Brown

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The more closely the two collaborate; the better off everybody is… including your customers. Ask before telling and learn before selling. Michael Brown is our “Business to Business By Phone Expert”. When it comes to using the phone to generate, nurture and qualify leads, there’s nobody better than Michael. So I sat down with Michael and asked him what’s new in telemarketing. Okay, Michael.

Measuring and Managing Marketing ROI: An interview with Jim Lenskold

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good starting point, in terms of big impact, is to better assess lead quality as determined by the projected sales conversion rate and the projected customer value. Projected values allow quick evaluation and decisions regardless of long sales cycles and customer revenues coming in over time. Jim’s company has published several research studies covering marketing metrics and ROI.

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The B2B Marketer's Field Guide To Customer Engagement

Leverage customer engagement and advocacy to drive brand, demand and profitable growth

B2B Lead Generation: Getting on the same page

Sales Lead Insights

Customer: A company, division, department or facility that has purchased from our company. Also often called the Sales & Marketing Database or Customer & Prospect Database. Suspect: A contact who appears to be similar to our company’s Prospects, Marketing Qualified Leads, Sales Accepted Leads and Customers, but who has not specifically expressed interest or determined to be a Prospect. A lead is a lead. Or is it? always recommend to my sale lead consulting clients that they create a gloss ary of terms related to their B2B lead generation progra m s.

Bridging the Content Chasm for B-to-B marketing automation and lead generation

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Changing buyer behaviors require B2B marketers to communicate with prospects and customers in new ways. There’s a new marketing term that I’m hearing more and more often - “the Content Chasm”. By delivering content that is personalized to the prospective buyers' roles, where they are in their buying process and their personal preferences for consumption.

B2B marketing and lead generation campaigns: Expert tips

Sales Lead Insights

He presents products and services (both online and off) in ways that make sense to customers. Make sure that everything works - mechanically to be certain that landing pages, phone numbers, links, and the like are all functional; culturally to ensure that images and language are understood the way they're intended; and effectively by testing each effort with customers.

Email tips from one of our B2B lead generation and marketing automation experts

Sales Lead Insights

tips, reminders and customized offers), how can you find anything more targeted than a 1-to-1 note addressed to an individual who has opted in to receive it? This is the first in an ongoing series of tips from experts in B2B marketing , B2B lead generation and B2B marketing automation. Altaf Shaikh. First up is Altaf Shaikh , our email expert. Email Marketing is Not Standalone.

B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. always make more content, their customers can't make any more time. will be forced to value "fit" over "reach" where they target the customers that fit. or current customer is. B2B Marketing.

Near Boston or New York City? Get up to speed on BtoB marketing automation on your way to work

Sales Lead Insights

Reach and nurture more prospective customers. To quickly get up to speed on BtoB marketing automation and the benefits it may bring your company—and to learn about some fast, easy and affordable ways to put it to work—please join us for this Executive Breakfast Briefing: What BtoB marketing Automation is all about, and why you should care. Westin Waltham Boston. Learn more or register here.

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Is social media effective for B2B lead generation?

Sales Lead Insights

Other B2B companies try to skip the leads-to-salespeople-to-sales process, instead encouraging prospective customers to initiate purchases themselves from print or online catalogs and/or via order forms, e-commerce sites, phone calls or purchase orders. Yet many of these same companies eventually come to the realization that not every prospective customer is ready to buy now. 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. about a survey they recently conducted. Not bad!

Want to build a great brand for your company?

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Instead of investing a bundle financing a snazzy new logo, or spending too much of your marketing budget on brand advertising, invest in making sure that all the touch points your company has with its prospects and customers are enhancing the brand… rather than hurting it. B2B marketing

Learn the secrets to generating more B2B leads and sales for less

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Put your companies’ prospecting programs on auto-pilot; Reach and nurture more prospective customers; Generate more qualified leads; Close more sales; Lower your cost of sales; and. Are you interested in learning how to generate more B2B leads despite your too-small marketing budget and too-few marketing people? Boston/Waltham New York City. Westin Waltham Boston Fashion 26 Hotel.

B2B Email Marketing: Interview with Stephanie Miller

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Stephanie describes herself as a customer advocate who, through her work with email performance company Return Path , helps marketers reach the inbox and connect with prospects and customers via email and social marketing. Treat prospects differently from customers. Email is great for customizing the "storyboard&# – aka: sending drip marketing campaigns. “Submit three questions to our expert and we’ll provide custom answers in two days&# is more compelling. Again, customize. These are your customers! Yikes! Yes and yes.

The Rise of the Customer Marketer

Explore the changes taking place in customer marketing from the perspective of customer marketers themselves

Looking for a roadmap to more revenue? Read this book!

Sales Lead Insights

Kristin Zhivago is a revenue coach who helps CEOs and entrepreneurs increase their bottom lines by understanding what their customers want to buy and how they want to buy it. The book is formatted in logical steps to help you discover and document your customer's buying process, so that your sales and marketing efforts can be redesigned for how your buyers want to buy. The good news?

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B2B Ads From the Past

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Speaking of B2B advertising from the past, one ad that never grows old for me is this one from McGraw-Hill : The copy reads: “I don’t know who you are. I don’t know your company. I don’t know your company’s product. I don’t know what your company stands for. I don’t know your company’s customers. I don’t know your company’s record. I don’t know your company’s reputation. I always find it interesting to take a look at the work done by our predecessors in B2B marketing. Now—what was it you wanted to sell me?&#.

Can you join me for breakfast or lunch in Chicago at Harry Caray’s on August 25th?

Sales Lead Insights

If you are near Chicago, and are responsible for getting your large company's marketing materials into customers' hands, consider attending this Breakfast or Lunch and Learn: As Marketing Grows More Complex, Don’t Forget the Basics. Attend this breakfast or lunch for marketers at large companies and learn how to: Best connect with your prospects and customers. Cost: Completely Free!

Get up to speed on B2B marketing automation in an hour for free

Sales Lead Insights

Reach and nurture more prospective customers. As a top corporate, sales or marketing executive looking for ways to efficiently and cost-effectively boost B2B leads and sales, this Executive Briefing Webinar is for you! December 15, 2010 - 2 :00 p.m. EDT (GMT-4). Reserve your seat: Register here. Can’t make it? Be notified about future events. Generate more qualified leads.

B2B Loyalty, The B2C Way

Find out how consumer loyalty principles can help B2B companies reward, recognize, and engage their customers

Sales and Marketing Integration: An Interview with Elizabeth Vanneste, CMO of Miller Heiman

Sales Lead Insights

That sounds obvious but often the new business and base customer growth goals assigned to sales don't translate easily into the lead generation and customer retention and satisfaction goals given to marketing. Who is our Ideal Customer? What is a " sales-ready lead ?" How do you define customer satisfaction and loyalty? What is our target market?

Be my guest at B2B Marketing University in Dallas on June 23, 2010

Sales Lead Insights

The impetus for marketers to generate leads, drive sales and support customer lifetime value has never been stronger. If you are a B2B Marketer, or are responsible for lead generation, don't miss this complimentary, half-day, educational event! What: B2B Marketing University. When: June 23, 2010. Where: Westin Galleria. 13340 Dallas Parkway, Dallas, TX 75240. Register here.

Responsible for B2B marketing or lead generation? Be my guest at B2B University in Boston on May 18th

Sales Lead Insights

The impetus for marketers to generate leads, drive sales and support customer lifetime value has never been stronger. If you are a B2B Marketer, or are responsible for lead generation, don’t miss this complimentary, half-day, educational event! What: B2B Marketing University. When: May 18, 2010. Where: W Hotel, 100 Stuart Street, Boston, MA 02116. Why bother attending?

B2B Marketing University: See you in Palo Alto on April 7th…

Sales Lead Insights

The impetus for B2B marketers to generate leads, drive sales and support customer lifetime value has never been stronger. Are you a B2B marketer that is responsible for lead generation? If so, you won’t want to miss this complimentary, half-day B2B marketing seminar on April 7, 2010 at the Crowne Plaza Cabaña Hotel in Palo Alto, CA. No product pitches. Just learning.

B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. always make more content, their customers can't make any more time. will be forced to value "fit" over "reach" where they target the customers that fit. or current customer is. B2B Marketing.

Marketing-for-Leads Guide: Step 9 – Who are your best prospects?

Sales Lead Insights

Create three lists that rank your current customers using three criteria: Gross revenue. Your ideal customers are those that are at, or near, the top of all three lists. While reviewing your existing customers, consider the following questions: What industries are they in? Step 9: Target the best companies and contacts with your lead-generation efforts. Profitability.

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Marketing-for-Leads Guide: Step 9 - Who are your best prospects?

Sales Lead Insights

Create three lists that rank your current customers using three criteria: Gross revenue. Your ideal customers are those that are at, or near, the top of all three lists. While reviewing your existing customers, consider the following questions: What industries are they in? Step 9: Target the best companies and contacts with your lead-generation efforts. Profitability.

SIC 2

What B2B marketing automation is all about, and why you should care: An Executive Breakfast Briefing near Boston on June 29, 2010

Sales Lead Insights

put their companies’ prospecting programs on auto-pilot; reach and nurture more prospective customers; generate more qualified leads; close more sales; lower their cost of sales; and. Interested in learning more about B2B marketing automation and how it may benefit your company? What B2B marketing automation is all about, and why you should care. Presented by AcquireB2B, a division of Mac McIntosh, Inc. Date: June 29th. Time: 8:30 am to 10:00 am. Location: Waltham, MA. Information and Registration. Can't attend this Boston-area event on the June 29th? And only do what works.

B2B Marketing Automation: Here’s My Definition

Sales Lead Insights

The use of technology to generate, nurture, score and qualify leads, and drive sales, using customized, multi-touch marketing communications tailored for each contact’s profile, level of interest, behavior or place in the buying process. How’s this for a definition of B2B marketing automation? Unfortunately it’s a mouthful, isn’t it? What do you think? Do you have a better definition of marketing automation? Do you see other benefits that marketing automation delivers?

B2B Marketing Trends for 2016

And they expect an optimized customer experience from end to end. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. always make more content, their customers can't make any more time. will be forced to value "fit" over "reach" where they target the customers that fit. or current customer is. B2B Marketing.

B2B Marketing University: 3/3 in DC and 4/7 in Palo Alto

Sales Lead Insights

The impetus for B2B marketers to generate leads, drive sales and support customer lifetime value has never been stronger. Join us for a complimentary afternoon seminar and take your business-to-business marketing and lead generation to the next level. As one of the presenters, I can promise you that you and your fellow attendees will get expert insights into the latest strategies and innovation you can deploy today to get better results and a higher ROI from your marketing. Your attendance is free, compliments of B2B Marketing University’s sponsor, Silverpop. No product pitches.

Increasing B2B Lead Management ROI: 4 Key Performance Indicators

Sales Lead Insights

By understanding your customers and using them as a model for the right prospects to target with your lead generation activities, and by targeting those right prospects, you will get a better ROI. Although the findings are not news to me or my clients, a recent research study about increasing B2B sales lead management ROI is worth mentioning. Because it validates some of what I’ve been recommending to my clients for years. The numbered items below are the four KPIs from the white paper, but the comments about each are mine: Profiling and targeting. Lead scoring. Content.

B2B Marketing University 2010 Kicks Off March 3rd in Washington DC

Sales Lead Insights

The impetus for B2B marketers to generate leads, drive sales and support customer lifetime value has never been stronger. If you are a B2B marketer, or are responsible for B2B lead generation, do not miss this half-day seminar on March 3, 2010 at the Westin Grand hotel in Washington, DC. This all new for 2010 session of B2B marketing University is focused on helping you stay ahead of the curve and excel in the changing B2B marketing environment. Join us and take your marketing and lead generation to the next level. No product pitches. Just learning. Register today.

B-to-B Lead generation: What Enterprise-size Companies Should be Doing Differently in 2010

Sales Lead Insights

So to generate more business your lead generation strategies must clearly communicate value while differentiating your products and services from the competition and resonating personally with your prospective customers. If you are responsible for business-to-business lead generation at a large company, don’t miss this webcast! Lead Gen in 2010: Learn What is Working Best Right Now. January 27, 2010 at 11:00 am PST (2:00 pm EST). Why not register right now? Mac) McIntosh. However, as a result of the recent downturn, business buyers are being cautious.

B2B Marketing Strategies for Small Companies: An Interview with Dianna Huff

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Because as a Fortune 500 client said to me recently, “Although most of our customers are 50-year-old white men, it won’t be that way forever. After all, he or she reasons, “My customers have found me in the past via word of mouth, so I’ll keep doing that.&#. 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. Second, strategy doesn’t match the objective.

B2B Lead Generation by Phone: An Interview with Michael Brown

Sales Lead Insights

Customers expect in-depth content knowledge and business process skills. The effort, energy and investment you make in educating your marketers should return value to your customers and to you, not to rented callers. Frequent discussions among marketing, sales, prospects and customers. They can demonstrate their experience calling prospects and customers whose profiles match those in your market sector. Their customerscustomers say good things about the calls they received. My guest today is Michael A. Brown. What should we call it instead?

Planning B2B Lead Generation for 2010? Attend this Webcast on January 27th

Sales Lead Insights

So to generate more business your lead generation strategies must clearly communicate value while differentiating your products and services from the competition and resonating personally with your prospective customers. Are you responsible for B2B lead generation at a large company? The webcast will be moderated by Mike Wallen , CEO of the Lead Dogs and presented by Albert Springall , Senior Marketing Manager at Microsoft and B2B lead generation expert (yours truly) Mac McIntosh. However, as a result of the recent downturn, business buyers are being cautious.

Your B2B Lead Generation Budget: Start by Cutting It Into Thirds

Sales Lead Insights

Use it to fund: Building a well-targeted list of prospective customers. 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. Adding your company and its products or services to appropriate online directories. Use the second third of your B2B lead generation budget for direct marketing.

Web Inquiry Management: Interview with Mike Wallen

Sales Lead Insights

Yes, I believe that marketers should add chat to their websites, as it can be a very effective way to engage prospective customers. 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 is Mike Wallen , CEO of The Lead Dogs , a B2B lead development company that provides sales lead generation, telemarketing and telesales services. Today companies receive inbound inquiries through numerous sources—the web, chat, phone calls and emails. They can.