| | | Sales Lead Insights | |  Product | 37 articles |
| Page 1 of 1 | Previous | Next | SALES LEAD INSIGHTS JULY 26, 2011  B2B telemarketing: An interview with Michael Brown Smart callers call to learn what the prospect’s organization is trying to accomplish, and to see if the caller’s product or service would be helpful. Affinity lists are based on recent purchases of related products or services. Ask before telling and learn before selling. Michael Brown is our “Business to Business By Phone Expert”. Mac: Michael – tell me what you’ve been up to. | SALES LEAD INSIGHTS JUNE 17, 2011  B2B marketing automation: An interview with Will Schnabel Upon joining Silverpop, Will assumed responsibility for overall operations and product direction of Silverpop's Engage B2B solution, a demand generation and lead-management platform and recently transitioned to focus on growing and driving customer integration with Silverpop’s extensive partner network. know you’ve had a flurry of product announcements this spring. Thanks Will. | | | | | |
| SALES LEAD INSIGHTS APRIL 13, 2009 Is social media effective for B2B lead generation? 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. So they grudgingly develop programs to proactively follow up with and try to influence these longer-term prospects to move forward in their buying process and to consider the company’s products or services as they approach their purchase decision points. remember a mentor of mine once saying, “Mac, don’t confuse activity with productivity.&# What’s all this have to do with social media? | SALES LEAD INSIGHTS JULY 9, 2012 B2B Lead Generation: Getting on the same page Specifier: The contact who specifies our company’s products or services. 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. To reduce misunderstandings. Here's a first draft of a glossary I gave one of my clients to help them get started writing theirs. Perhaps it can be a starting place for yours too. Contact: A person at company or contact name on a database. Customer: A company, division, department or facility that has purchased from our company. Also called Response. | SALES LEAD INSIGHTS JULY 31, 2009  A List of B2B Lead Qualification Criteria by Category Need for your product or service. Fit (Your products or services meet or exceed their technical, performance, reliability requirements). I was thinking about all the lead qualification criteria I’ve seen used in B2B lead generation programs and started listing them by category. Here’s what I came up with so far: Firmographics (Industry, company size, location). | | | | | | | | |
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SALES LEAD INSIGHTS | MONDAY, NOVEMBER 16, 2009 B2B Copywriting: Interview with Miller McMillan
We need to quickly communicate how our product or service meets a need, solves a problem and helps an organization move forward. Miller, if a company wants to generate more B2B leads for the products or services it sells, it is critical for its web pages to be found at the top of the search engine results. There are copywriters who have an excellent grasp of many product categories, media and techniques—and who offer an array of writing styles to match the specific marketing challenge. Miller, it seems to me that copywriting plays a big role in B2B lead generation. MORE >> -
SALES LEAD INSIGHTS | TUESDAY, NOVEMBER 3, 2009 B2B Email Marketing: Interview with Stephanie Miller
Later in the cycle, focus messaging around making a business case for the product purchase, since most B2B expenditures have to be approved by some committee or some executive. Help them be smarter and more productive, earn more revenue, and look good in front of their boss and they will reward you with more response and revenue. 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 today is Stephanie Miller , email expert and co-author of Sign me up! MORE >> -
SALES LEAD INSIGHTS | MONDAY, JULY 18, 2011  B2B lead qualification and scoring
Need for your product or service (application or problem needing to be solved). Fit (your products or services meet or exceed their technical, performance, reliability requirements). It’s obvious that lead qualification is growing in importance as Sales and Marketing productivity becomes more of an issue. The growth of the Internet has changed B2B buyer activity. Buyers don’t wait for a sales person to call them anymore. They get most of their education on the web. This is one reason that, on average, only 25% of new leads are sales ready. can you win against them?). MORE >> -
SALES LEAD INSIGHTS | MONDAY, NOVEMBER 9, 2009 Your B2B Lead Generation Budget: Start by Cutting It Into Thirds
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. 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. Use the second third of your B2B lead generation budget for direct marketing. Use the final third for everything else. MORE >> -
SALES LEAD INSIGHTS | MONDAY, AUGUST 31, 2009 Want To Generate More Leads? Leverage Your Prospects’ Five Senses
To get your messages through to these visual people, use photos, illustrations or icons to help them "see" the benefits of your products or services. Touch: Does it make sense (no pun intended) to give your prospects a sample of your product that they can touch or play with? client of mine, a manufacturer of drawer slides for the furniture industry, sends samples to qualified prospects so they can feel the quality and assess the durability of the company’s products firsthand. Sight: Many of your prospects process information best visually. MORE >>
- B2B Ads From the Past SALES LEAD INSIGHTS | FRIDAY, JANUARY 15, 2010
- B2B Marketing Automation: Crawl, Walk, Run, Win SALES LEAD INSIGHTS | MONDAY, MAY 23, 2011
- Revenue Performance Management: An interview with Jon Miller, VP Marketing and Co-founder of Marketo SALES LEAD INSIGHTS | THURSDAY, MAY 12, 2011
- Email tips from one of our B2B lead generation and marketing automation experts SALES LEAD INSIGHTS | WEDNESDAY, MAY 25, 2011
- Keep B-to-B marketing strategies and tactics tightly focused on driving leads SALES LEAD INSIGHTS | MONDAY, APRIL 4, 2011
- B2B marketing and lead generation campaigns: Expert tips SALES LEAD INSIGHTS | TUESDAY, MAY 31, 2011
- Responsible for B2B marketing or lead generation? Be my guest at B2B University in Boston on May 18th SALES LEAD INSIGHTS | FRIDAY, APRIL 16, 2010
- Marketing for leads and sales: What’s working for technology companies today SALES LEAD INSIGHTS | MONDAY, MAY 16, 2011
- B2B e-newsletters: Three bits of advice SALES LEAD INSIGHTS | TUESDAY, FEBRUARY 23, 2010
- Sales and Marketing Integration: An Interview with Elizabeth Vanneste, CMO of Miller Heiman SALES LEAD INSIGHTS | MONDAY, JUNE 21, 2010
- B2B Lead Generation by Phone: An Interview with Michael Brown SALES LEAD INSIGHTS | TUESDAY, DECEMBER 22, 2009
- B2B Marketing University: See you in Palo Alto on April 7th… SALES LEAD INSIGHTS | WEDNESDAY, MARCH 24, 2010
- B2B Marketing University 2010 Kicks Off March 3rd in Washington DC SALES LEAD INSIGHTS | MONDAY, FEBRUARY 8, 2010
- Can you join me for breakfast or lunch in Chicago at Harry Caray’s on August 25th? SALES LEAD INSIGHTS | THURSDAY, AUGUST 4, 2011
- B2B Marketing Summit: Learn what’s really working best in today’s difficult business environment SALES LEAD INSIGHTS | MONDAY, AUGUST 24, 2009
- The B2B Lead Generation Benchmark Study Report: Useful data and advice SALES LEAD INSIGHTS | THURSDAY, AUGUST 27, 2009
- B2B Marketing University: 3/3 in DC and 4/7 in Palo Alto SALES LEAD INSIGHTS | MONDAY, MARCH 1, 2010
- B2B product marketing professionals: This might interest you SALES LEAD INSIGHTS | WEDNESDAY, NOVEMBER 17, 2010
- B-to-B Lead generation: What Enterprise-size Companies Should be Doing Differently in 2010 SALES LEAD INSIGHTS | TUESDAY, JANUARY 5, 2010
- Planning B2B Lead Generation for 2010? Attend this Webcast on January 27th SALES LEAD INSIGHTS | MONDAY, DECEMBER 21, 2009
- Be my guest at B2B Marketing University in Dallas on June 23, 2010 SALES LEAD INSIGHTS | THURSDAY, JUNE 10, 2010
- Looking for a roadmap to more revenue? Read this book! SALES LEAD INSIGHTS | TUESDAY, MAY 10, 2011
- Are you marketing to the federal, state or local government in the USA? Then you need to read this new book SALES LEAD INSIGHTS | SATURDAY, FEBRUARY 12, 2011
- Marketing-for-Leads Guide: Step 9 – Who are your best prospects? SALES LEAD INSIGHTS | MONDAY, MARCH 2, 2009
- Is social media effective for B2B lead generation? SALES LEAD INSIGHTS | MONDAY, APRIL 13, 2009
- Marketing-for-Leads Guide: Step 9 - Who are your best prospects? SALES LEAD INSIGHTS | MONDAY, MARCH 2, 2009
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