In his experience sales and marketing typically leads the economy. recently read an article that the more average sales reps flock to inbound leads and the more successful strategic reps go after outbound leads. 'I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. Jamie was recently profiled in Advertising and Promotion , the world''s best-selling college-level marketing textbook. Mobile Marketing Boom. That means you need to be there! MORE >>

For the past 11 years, I have been advising organizations on how to plan and execute their b2b lead generation campaigns. B2B lead generation is complex, and there is always work to be done. There are some big reasons why lead generation campaigns fail that must be dealt with at the outset, before sweating the small stuff. Here are my 5 reasons your lead generation campaigns may not be working: No start-to-finish process: The best lead/demand generation programs are "always-on," systematic processes. All great lead generation programs take work. MORE >>

It’s that personal one-to-one connection that ultimately leads to sales. The next great challenge for marketers is to either produce enough leads or the right kinds of leads, and these two items can shift in importance based upon the economy and time of year. At the beginning of the year or quarter, it may be top of list to generate as many leads as possible and as time advances the focus shifts to lead quality over quantity. LinkedIn leads the way as a social marketing platform for business, offering many ways to connect. Sales is Still Important. MORE >>

Contrary to popular belief, reps don’t need more sales leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. Best sales lead management practices continually show that reps need qualified leads that have been carefully vetted, properly and consistently nurtured and appropriately developed, increasing the likelihood of a completed sale. Good sales reps are by nature hunters, eager to close in on highly qualified leads for the kill. But to be fair to Steve, he is paid to sell—not to interpret leads. MORE >>

Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” So while average performing reps are running full speed ahead toward inbound leads, HIGH performing reps on the other hand actually told us that they progressively disqualify (and even [de-prioritize]) inbound leads. That's not to say that inbound leads are less valuable than outbound leads. recommend that you create a dashboard for your company that includes all sources of leads and ALL costs. MORE >>