| | | Great B2B Marketing | |  Lead | 114 articles |
| Page 1 of 2 | Previous | Next | GREAT B2B MARKETING AUGUST 29, 2012 Marketing Analytics – Measuring What Matters in B2B There is no way to truly know where the buying motivation originated or which lead source pushed a specific deal over the line. Every one of your marketing metrics should lead to specific actions you can take to improve performance in marketing and/or sales. For example, research from our friends at MarketingSherpa shows that only about one quarter of B2B companies have a lead generation and follow-up process that is routinely followed. A recent blog post titled The Thorny Question of Marketing Attribution: Does it Apply to B2B illustrates this perfectly. Carpe Occasio. | GREAT B2B MARKETING MAY 17, 2011 How to Become a B2B Lead Generation Master Learn These 7 Things Most B2B companies are successful only to the degree they are able to generate qualified sales leads. So why is lead generation such a mysterious subject to so many? Considering the stakes, it behooves you to take lead generation seriously and become a master. As such, they have a good handle on how much it costs to generate an inquiry, a lead, an opportunity and a new customer acquisition. Most often, lead generation masters are tightly aligned with sales and have a service level agreement in place. Want to Achieve Your Revenue Goals? | | | | | |
| GREAT B2B MARKETING APRIL 3, 2012 B2B Lead Management – 6 Best Practices Some companies are good at generating B2B sales leads , others are good at qualifying and closing those leads, but the top performing companies, are those that leverage B2B lead management techniques and can do both. Leads have a short shelf and the person who was enthusiastic about your offer yesterday, may not remember who you are tomorrow. This is such an important topic that I wrote a blog post about it titled: Sales Lead Management: Are You a Victim of FTFU (Failure to Follow-Up)? Set strict criteria for scoring leads. | GREAT B2B MARKETING JULY 3, 2012  B2B Marketing: Do This, Don’t Do That Put a lead generation plan in place with firm goals like: number of inquiries, number of qualified B2B leads, cost per lead, and sales conversion ratios. Many companies can’t answer the simple question: How many leads to you need to achieve your sales targets? If you need to calculate this, read this article: How Many Sales Leads do You Need ? | GREAT B2B MARKETING SEPTEMBER 10, 2012  The Importance of Clarity in B2B Marketing Copywriting Unfortunately this copywriter didn’t last at our company because he failed to meet the objectives for response rates, leads, revenue, and so forth. Studies show that when it comes to lead generation, fewer words produce better. Lead with emotion. So always look for ways to “Lead with the heart, and follow with the brain.” B2B Marketing Copywriter Copywriting | GREAT B2B MARKETING JUNE 22, 2011 Lousy B2B Lead Generation Habits to Avoid 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. If you are aligned with the sales department and have agreement on the necessary amount and quality of leads, you will be much more likely to be seen as a valuable partner instead of a hindrance to success. Many a marketer has made the mistake of over-promising lead numbers to their sales counterparts. This is why the lead qualification and nurturing process is so important. | | | | | | | |
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GREAT B2B MARKETING | FRIDAY, OCTOBER 8, 2010 Use Social Media and Pull Marketing to Generate Business
If push marketing is currently generating leads then we need to protect those lead sources. Technorati Tags: Lead Generation , Pull Marketing , Social Media. Tags: Pull Marketing Social Media Lead Generation Social media and pull marketing have been around for some time but there is still a great deal of skepticism about their effectiveness. It’s not uncommon to hear someone say, “Social media may be the hot new thing, but it hasn’t generated any business for us.”. We are vocal proponents for the power of pull marketing so we had best practice what we preach. MORE >> -
GREAT B2B MARKETING | WEDNESDAY, DECEMBER 26, 2012 Marketing Game Changers for 2013
Understand your sales lead requirements. This one is crucial, because if you don’t understand how many sales leads you need, you can’t properly support the sales organization and your company’s revenue objectives. If you want to learn how to do this, read our article, How Many Sales Leads Do You Need. At a minimum, your SLA will include these details: Number of sales leads required and when. What constitutes a sales-ready lead. How leads are distributed to the field. How sales reps disposition leads. Increase your inbound sales leads by 80%. MORE >> -
GREAT B2B MARKETING | TUESDAY, FEBRUARY 12, 2013  B2B Pull Marketing Takes the Guesswork Out of Timing
Follow the pull marketing principles I covered earlier: upgrade your website, attract more people at the top of the funnel, give these people plenty of great content, provide offers to turn visitors into leads, and have a solid plan to convert leads into new customers. One of my favorite bloggers, Paul Castain, posted an excellent article titled The Patience/Urgency Conundrum in Sales on his Sales Playbook website. The topic of proper timing applies in spades to the marketer or salesperson. He proposed that Sunday and they were married within two months. MORE >> -
GREAT B2B MARKETING | THURSDAY, OCTOBER 11, 2012 B2B Marketing Actions You Can Take Now to Have a Better 2013
Generating leads is a priority all year long, but depending upon your product or service, will you be ramping up or slowing down your efforts in November and December? What are your objectives for each of your products or services next year in terms of generating awareness, leads and revenue? Technorati Tags: B2B Marketing , Leads , Sales Model. B2B Marketing Leads Sales ModelFor most people, the end of the year means enjoying holiday celebrations, taking time off work, and making sure tax items are in order before Dec. Are you responsive to clients and prospects? MORE >> -
GREAT B2B MARKETING | THURSDAY, NOVEMBER 15, 2012 Making the Transition from Push Marketing to Pull Marketing
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. While protecting the existing lead stream in the short-term, we begin to shift funds from push marketing to pull marketing campaigns. First, let’s briefly recap the benefits of pull marketing. MORE >>
- Where to Find B2B Sales Leads GREAT B2B MARKETING | TUESDAY, JULY 26, 2011
- 10 Winning B2B Marketing Habits to Adopt in 2011 GREAT B2B MARKETING | TUESDAY, DECEMBER 21, 2010
- Database Marketing is Alive and Well GREAT B2B MARKETING | MONDAY, MAY 6, 2013
- B2B Marketing Game Changing Ideas GREAT B2B MARKETING | THURSDAY, MARCH 15, 2012
- Creating an Effective B2B Marketing Machine GREAT B2B MARKETING | WEDNESDAY, OCTOBER 24, 2012
- Who is Sitting in the Marketing Chair? – A Quick Marketing Leadership Assessment GREAT B2B MARKETING | WEDNESDAY, JUNE 8, 2011
- Use Pull Marketing to Communicate with the SMB Market GREAT B2B MARKETING | TUESDAY, MAY 15, 2012
- How to Shorten the B2B Sales Cycle GREAT B2B MARKETING | THURSDAY, JUNE 16, 2011
- B2B Lead Generation – How Much Information Should You Capture? GREAT B2B MARKETING | THURSDAY, OCTOBER 27, 2011
- A Dozen B2B Marketing Mantras for 2012 GREAT B2B MARKETING | TUESDAY, JANUARY 3, 2012
- Outside-the-Box B2B PR Strategies GREAT B2B MARKETING | FRIDAY, APRIL 22, 2011
- Winning Digital Marketing Strategies GREAT B2B MARKETING | WEDNESDAY, AUGUST 3, 2011
- Where to Find B2B Leads – Part 2 GREAT B2B MARKETING | MONDAY, AUGUST 29, 2011
- When in Doubt – Start Marketing GREAT B2B MARKETING | FRIDAY, APRIL 13, 2012
- Steps in the B2B Marketing and Sales Process – by Christopher Ryan GREAT B2B MARKETING | MONDAY, APRIL 18, 2011
- Are you Generating Qualified Leads or Wasting Marketing Dollars? GREAT B2B MARKETING | MONDAY, JANUARY 21, 2013
- Getting Noticed – in a Good Way – by John Leavy GREAT B2B MARKETING | FRIDAY, MAY 14, 2010
- Marketing Statements that Show Your Company is Out of Touch GREAT B2B MARKETING | MONDAY, APRIL 23, 2012
- Is Social Media a Marathon or a Sprint? – by Christopher Ryan GREAT B2B MARKETING | THURSDAY, JANUARY 6, 2011
- B2B Marketing Mottos to Avoid GREAT B2B MARKETING | THURSDAY, MAY 26, 2011
- Attention to “Detale” is Crucial in B2B Marketing GREAT B2B MARKETING | WEDNESDAY, NOVEMBER 16, 2011
- How to Expand Your Circle of Marketing Influence by Christopher Ryan GREAT B2B MARKETING | FRIDAY, MARCH 25, 2011
- Do You Need a Service Level Agreement Between Marketing and Sales? – by Christopher Ryan GREAT B2B MARKETING | THURSDAY, MARCH 10, 2011
- B2B Marketing Lead “Phoenix” Reactivation Project by Christopher Ryan GREAT B2B MARKETING | MONDAY, JULY 19, 2010
- Pull Marketing vs. Push Marketing – The Shifting Battleground GREAT B2B MARKETING | TUESDAY, FEBRUARY 19, 2013
- Sales Lead Management: Are You a Victim of FTFU (Failure to Follow-Up)? GREAT B2B MARKETING | TUESDAY, JULY 27, 2010
- 10 Winning B2B Marketing Habits to Adopt in 2011 – Part Two GREAT B2B MARKETING | TUESDAY, DECEMBER 28, 2010
- Manic Depressive or Social Media Maniac? – by John Leavy GREAT B2B MARKETING | TUESDAY, JUNE 29, 2010
- Marketing and Sales – How to Achieve a Healthy Balance GREAT B2B MARKETING | WEDNESDAY, JULY 25, 2012
- How Marketing Can Double the Effectiveness of Your Sales Force GREAT B2B MARKETING | MONDAY, AUGUST 15, 2011
- Pull Marketing – a Valuable Strategy to Stay in Touch with Prospects GREAT B2B MARKETING | FRIDAY, MARCH 23, 2012
- Patience and Persistence – A Powerful Combination in Marketing GREAT B2B MARKETING | FRIDAY, JANUARY 27, 2012
- Five Characteristics of a Good B2B Marketer by Christopher Ryan GREAT B2B MARKETING | WEDNESDAY, DECEMBER 8, 2010
- Little Things that Make a Big Difference in Sales and Marketing Success GREAT B2B MARKETING | TUESDAY, AUGUST 21, 2012
- How to Recognize and Reward a Great Marketing VP GREAT B2B MARKETING | WEDNESDAY, OCTOBER 3, 2012
- B2B Marketing and Baseball – by Christopher Ryan GREAT B2B MARKETING | WEDNESDAY, AUGUST 18, 2010
- Measuring B2B Marketing Success GREAT B2B MARKETING | THURSDAY, MARCH 8, 2012
- How to “Engineer” a Marketing Fiasco GREAT B2B MARKETING | MONDAY, JULY 11, 2011
- Five Questions Every B2B Marketer Needs to Ask – by Christopher Ryan GREAT B2B MARKETING | MONDAY, APRIL 4, 2011
- Why do You Need a B2B Marketing and Sales Machine? – by Chris Ryan GREAT B2B MARKETING | TUESDAY, FEBRUARY 1, 2011
- Don’t Major in the Minors of B2B Marketing – by Chris Ryan GREAT B2B MARKETING | WEDNESDAY, FEBRUARY 9, 2011
- The 105 Day Marketing Turnaround GREAT B2B MARKETING | WEDNESDAY, MAY 23, 2012
- Top Three Signs Your Marketing VP Might Be in Trouble GREAT B2B MARKETING | FRIDAY, AUGUST 10, 2012
- B2B Marketing Options – When to DIY and When to Outsource GREAT B2B MARKETING | TUESDAY, JANUARY 29, 2013
- Make it Easy for People to Buy GREAT B2B MARKETING | MONDAY, MARCH 25, 2013
- In B2B Marketing, It’s All About the Offer – by Christopher Ryan GREAT B2B MARKETING | WEDNESDAY, SEPTEMBER 22, 2010
- Why B2B Marketers Should Focus on Lifetime Value GREAT B2B MARKETING | WEDNESDAY, SEPTEMBER 1, 2010
- I Used to Be a Pusher – by Christopher Ryan GREAT B2B MARKETING | FRIDAY, JUNE 25, 2010
- Social Media – Can It Be Used to Generate Leads and Revenue? GREAT B2B MARKETING | TUESDAY, FEBRUARY 7, 2012
- The Most Important Number in B2B Marketing GREAT B2B MARKETING | THURSDAY, NOVEMBER 8, 2012
- Marketing Life Lessons GREAT B2B MARKETING | WEDNESDAY, DECEMBER 12, 2012
- Just How Many Leads Do You Need? – by Christopher Ryan GREAT B2B MARKETING | WEDNESDAY, MARCH 2, 2011
- Leverage Partnerships to Find New B2B Sales Leads GREAT B2B MARKETING | MONDAY, MAY 9, 2011
- Intentional Marketing Beats I’ll Try Marketing GREAT B2B MARKETING | WEDNESDAY, OCTOBER 19, 2011
- The Upside of Marketing in a Down Economy by Christopher Ryan GREAT B2B MARKETING | WEDNESDAY, AUGUST 4, 2010
- Should You Say YES or NO to Social Media? GREAT B2B MARKETING | TUESDAY, NOVEMBER 29, 2011
- Are Your Marketing Claims Believable? GREAT B2B MARKETING | MONDAY, NOVEMBER 7, 2011
- Marketing Can Be Amusing GREAT B2B MARKETING | THURSDAY, JANUARY 10, 2013
- How to Build Company Value in a Down Economy GREAT B2B MARKETING | TUESDAY, SEPTEMBER 18, 2012
- Who Can Use More B2B Sales Leads? GREAT B2B MARKETING | WEDNESDAY, SEPTEMBER 7, 2011
- 6 Tips to Prepare for B2B Marketing Victory in 2012 GREAT B2B MARKETING | THURSDAY, DECEMBER 8, 2011
- Bridge the Gap in B2B Marketing and Sales by Christopher Ryan GREAT B2B MARKETING | MONDAY, MAY 24, 2010
- Do You have the Right B2B Marketing and Sales Model? GREAT B2B MARKETING | MONDAY, APRIL 26, 2010
- 10 Minutes to Better B2B Marketing GREAT B2B MARKETING | TUESDAY, JANUARY 17, 2012
- How to Use Web Seminars to Generate B2B Leads GREAT B2B MARKETING | THURSDAY, JUNE 30, 2011
- Applying the Olympic Model to Marketing and Sales Alignment GREAT B2B MARKETING | TUESDAY, AUGUST 14, 2012
- How to Build Company Value in a Down Economy – Part Two GREAT B2B MARKETING | WEDNESDAY, SEPTEMBER 26, 2012
- A Dose of Reality in B2B Marketing – by Christopher Ryan GREAT B2B MARKETING | MONDAY, FEBRUARY 21, 2011
- How to Avoid the Pitfalls of B2B Marketing GREAT B2B MARKETING | FRIDAY, FEBRUARY 17, 2012
- Four Rules for B2B Public Relations Success – by Christopher Ryan GREAT B2B MARKETING | TUESDAY, JANUARY 25, 2011
- In the B2B World, Market Awareness Trumps Sales Skills GREAT B2B MARKETING | THURSDAY, MAY 16, 2013
- 10 Questions to Evaluate Your Marketing Effectiveness GREAT B2B MARKETING | TUESDAY, APRIL 9, 2013
- Are You Playing to Win in B2B Marketing? – by Christopher Ryan GREAT B2B MARKETING | THURSDAY, OCTOBER 28, 2010
- Accepting Tradeoffs in B2B Marketing GREAT B2B MARKETING | MONDAY, APRIL 19, 2010
- The Role of Luck in Marketing and In Life – by Christopher Ryan GREAT B2B MARKETING | THURSDAY, DECEMBER 16, 2010
- Why You Need a Strong Web Presence to Meet Your Lead Objectives GREAT B2B MARKETING | TUESDAY, OCTOBER 4, 2011
- Making the Transition from Push Marketing to Pull Marketing GREAT B2B MARKETING | THURSDAY, NOVEMBER 15, 2012
- The Dangers of Magical Marketing Thinking GREAT B2B MARKETING | WEDNESDAY, APRIL 24, 2013
- Sales Lead Generation – by Christopher Ryan GREAT B2B MARKETING | MONDAY, APRIL 5, 2010
- B2B Marketing Cold Calling – The Pros and Cons GREAT B2B MARKETING | TUESDAY, JANUARY 18, 2011
- Marketing Strategy: Too Broad, Too Narrow or Just Right? GREAT B2B MARKETING | TUESDAY, JULY 19, 2011
- Deadly Sins of Marketing Copywriting GREAT B2B MARKETING | WEDNESDAY, SEPTEMBER 29, 2010
- Website Marketing – Do you Need to Tweak or Detail Your Site? – by Christopher Ryan GREAT B2B MARKETING | FRIDAY, APRIL 9, 2010
- Don’t Major in the Minors in B2B Marketing – by Christopher Ryan GREAT B2B MARKETING | THURSDAY, MAY 13, 2010
- How to Build Company Value in a Down Economy GREAT B2B MARKETING | TUESDAY, SEPTEMBER 18, 2012
- How to Build Company Value in a Down Economy – Part Two GREAT B2B MARKETING | WEDNESDAY, SEPTEMBER 26, 2012
- How to Recognize and Reward a Great Marketing VP GREAT B2B MARKETING | WEDNESDAY, OCTOBER 3, 2012
- Who Can Use More B2B Sales Leads? GREAT B2B MARKETING | WEDNESDAY, SEPTEMBER 7, 2011
- Where to Find B2B Sales Leads – Part 3 GREAT B2B MARKETING | WEDNESDAY, SEPTEMBER 14, 2011
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