Publicly held companies make analyst call information available through presentations and even call transcripts which are often available on their website. Annual, 10-K and quarterly reports that you can typically find under Investor Relations on websites, such as Pfizer financial reports. When you set the time to meet with an executive, ask the assistant to forward the executive’s biography if it isn’t readily available on the website’s leadership section. Tweet They’ve downloaded your whitepapers, attended your webinars, read your blogs. Executive biographies. MORE >>

Tweet Mobile marketing for B2B is in one of the newest marketing channels yet, according to the 2011 B2B Marketing Benchmark Report , it ranks second only to whitepaper downloads for growing B2B email lists – even though only 48% of the B2B companies responding have a mobile version of their website. As more businesses target marketing to mobile, I expect even better results,” says Meghan Lockwood, MECLABS research analyst. She will be moderating a panel discussion, Integrating Mobile Campaigns for the Complex Sale , at the MarketingSherpa B2B Email Summit this Wednesday in Las Vegas.  MORE >>

We believe that people buy from people, that people don’t buy from companies, from stores or from websites; people buy from people,” said Dr. Flint McGlaughlin, Managing Director, MECLABS. When I first started teleprospecting with MECLABS (publisher of the B2B Lead Roundtable Blog), I was unsuccessful, to say the least. was unaware of the real goal of the call, lacked an effective strategy, and was generally unprepared. After about 900 calls, my results were disappointing — I only had one lead! That was an 839% improvement. Build a relationship. Be knowledgeable. Be human. MORE >>

She gives a couple of examples: When people log on to your website, offer free content — like an e-book, whitepaper or article — that will help them regardless of whether they purchase from you. The recipients will see the email is coming from someone they already have a relationship with, it introduces them to your business and your content, and it can send a lot of highly qualified traffic to your website,” she explains. Drive search traffic to your website. Read the first post here: “ List Buying: 3 reasons why this tactic can be deadly for marketers.” MORE >>

They should all be on the event website. Include the solution they’re interested in, the issue they’re trying to resolve, other contacts they’ve had with your organization, and any qualitative intel that will help the person following up – such as “launching a new website in Q2” or “unhappy with solution X.”. Tweet In his most recent post , Dave Green pointed out how marketers invest most of their budget on trade shows even though it ranks fourth in effectiveness. He went on to explain how to get a better return on your trade-show investment through lead scoring. Take note. MORE >>