First, to satisfy the information needs of your website visitors and convert them to leads or sales.  Sometimes it is not enough to simply make incremental progress on the small things.  There are times when you need a marketing or sales accelerator – something that takes you to an entire new level.  Here are six ideas to get you started. Find a new target audience.  One of the best ways to reinvigorate a flagging B2B marketing program is to find an entirely new audience for you existing products or services.  Change your delivery model. You see this all the time. Blockbuster).  MORE >>

As Scott explains, “There are those who believe in making content like white papers totally free without registration in order to spread the information as far as possible. And one of the attributes of a high quality lead is full information about the prospect.  The relevant point is that you need to make an informed decision about your lead requirements and design the right information collection strategy. This is a critical piece of information – visit this article for full details on how to calculate this number. Company and Title:   70 responses. MORE >>

This means making sure that you send plenty of non-sales information that is aimed at helping your prospects do their jobs better, and less of the sales-pitch variety. '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. Make it as easy to opt-out as you do to opt-in.  MORE >>

Note from the list above that the two top categories business owners use for information gathering about purchases are search engines and websites/blogs. suggest you do this by taking three important pull marketing steps : Create an informative and engaging website that tells potential customers exactly what you do and why you are different and/or better than the alternatives. In his April 17, 2012 blog post at tellallmarketing.com, Ray Schultz addressed the issue of How Brands Are Failing Small Businesses. According to a major survey by Inc. Pull Marketing MORE >>

If your website contains a wealth of valuable information, the prospect can self-educate and self-qualify.  If there is one thing that aggravates the modern B2B company, it is the constantly lengthening sales cycle.  Everyone, from CEO to sales VP to sales rep, suffers from this problem and wants to know what to do about it.  The future of your company (and its stock price) may depend on getting revenue in the door faster. What exactly do I mean by the term “sales cycle”? Of course, the sales cycle time is expressed as an average.  So why are B2B sales cycles getting longer?  MORE >>