Here are five habits to avoid in B2B lead generation. When it comes to lead generation, I prefer to have the latter on my team simply because they generate more leads, faster.  In a B2B company, the end game is most likely revenue generation.  That’s right, the overly-optimistic marketing manager gets at least some of the blame, even if he or she did a great job of lead generation given the level of resources. Ask the typical sales executive what he or she wants in terms of lead generation and the answer will be something like, “lots of qualified leads.”  MORE >>

In other words, you increase your marketing and sales efficiency in a way that generates more revenue at less cost and effort. One of my favorite bloggers, Paul Castain, posted an excellent article titled The Patience/Urgency Conundrum in Sales on his Sales Playbook website. Using the “courtship” metaphor, Paul explains that sales relationships, just like romantic relationships, have a natural timing, and that it can sometimes be counterproductive to disrupt that timing by forcing the issue during the sales process. He proposed that Sunday and they were married within two months. MORE >>

Generates leads at 1/3 the cost of push marketing. For example, if a company is generating 200 leads per month through push marketing programs, we don’t try to replicate these results with pull marketing campaigns. reasonable would be to generate 10 percent of the push marketing total as additional leads within 90 days – growing the monthly total to 220. Over time, this drives down your total cost-per-lead and you are able to generate substantially more leads at the same budget. First, let’s briefly recap the benefits of pull marketing. MORE >>

Incremental revenue generated through marketing programs. Let’s face it folks – regardless of whether you have an e-commerce site or use a lead generation model, most people will spend time on your Website before engaging with your sales team or making a purchase.  It’s been a while since I have neglected to end a year without doing some type of planning and goal setting for my business (or whatever company I was working for at the time) and my personal life.  Perhaps you are equally committed to goal setting. Habit 2:  Embrace your challenges. Cost to acquire a customer. MORE >>

In the early days of the direct marketing era, we used push marketing techniques like direct mail and telemarketing to generate leads. 'I’ve been practicing the B2B marketing thing since the late 1980s, when the term “database marketing” first started being mentioned. Endless articles and entire conferences were devoted to the subject. While the buzz around database marketing has waned, its importance to the B2B marketing community has not. Note that I used the term “permission-based” in my definition. But while the media has changed, the principles of database marketing are the same. MORE >>