B2B Lead Generation Blog: MarketingSherpa Demand Generation Summit 2007

B2B Lead Generation

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W.

B2B Lead Generation Blog: On building targeted lists for B2B Lead Generation Programs

B2B Lead Generation

The goal is not to try to buy the biggest list possible, but instead build the most relevant list possible based your ideal customer profile. Once the in-house lists are collected and combined, they can be evaluated for compliance with your ideal customer profile (target market).

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B2B Lead Generation Blog: 10 Lead Generation (Prospecting) Tips for Sales People

B2B Lead Generation

Build an ideal customer profile – Focus your energy on leads that best fit your ideal customer profile. Both the companies and the individuals you covet as customers. What separates your best and worst customers? Ask your customers why they chose to work with you?

B2B Lead Generation Blog: The Physics of Trigger Events for Lead Generation

B2B Lead Generation

When InTouch conducts an ideal customer profile workshop for a client, we help them understand favorable trigger events and related implications. When InTouch conducts an ideal customer profile workshop for a client, we help them understand favorable trigger events and related implications.

B2B Lead Generation Blog: The Difference Between ROI and Marketing Accountability

B2B Lead Generation

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W.

B2B Lead Generation Blog: Content ideas for lead nurturing and tactics to use

B2B Lead Generation

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W.

B2B Lead Generation Blog: Lead Generation via Podcasts: An Interview With Paul Dunay

B2B Lead Generation

» Lead Generation via Podcasts: An Interview With Paul Dunay Did you know that podcasting can help you generate more leads and nurture future customers? B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book.

B2B Lead Generation Blog: On B2B Demand Generation tools and Lead Generation Dashboards

B2B Lead Generation

In 2005, I wrote a post predicting that lead generation dashboards would become a hot topic and according to the CMO Councils 2007 Outlook Report the time for marketing performance dashboards is now.

B2B Lead Generation Blog: The One Piece Of Advice You Cant Generate Leads Without

B2B Lead Generation

Read More] Tracked on September 05, 2007 at 01:19 AM Comments The One Piece Of Advice You Cant Generate Leads Without The staff at Raintoday approached a group of B2B lead generation experts with the following question: "What is the one piece of advice you simply cannot generate leads without?"

B2B Lead Generation Blog: Inquiry management and search marketing strategy

B2B Lead Generation

BtoB Magazine: Effective search strategies July 16, 2007 | Permalink TrackBack TrackBack URL for this entry: [link] Listed below are links to weblogs that reference Inquiry management and search marketing strategy : » Moving from Monologue to Dialogue.

B2B Lead Generation Blog: On Alignment between Marketing and Finance

B2B Lead Generation

« MarketingSherpa Demand Generation Summit 2007 | Main | Practical Strategies for Generating Quality Leads Teleclass » On Alignment between Marketing and Finance Many marketers are quickly approaching their favorite time of year.

B2B Lead Generation Blog: B2B Marketing and lead generation via Social networking

B2B Lead Generation

August 29, 2007 | Permalink TrackBack TrackBack URL for this entry: [link] Listed below are links to weblogs that reference B2B Marketing and lead generation via Social networking : » Marketing is Tragically Knowable (Should I use Social Networks Like Facebook forMarketing?)

B2B Lead Generation Blog: Closed Loop Marketing Isnt Software

B2B Lead Generation

Read More] Tracked on September 06, 2007 at 12:24 AM Comments Closed Loop Marketing Isnt Software I recently spoke with a reader who was struggling with his closed loop marketing process. B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book.

B2B Lead Generation Blog: Off topic: Response to meme - 8 Random Things About Me

B2B Lead Generation

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W.

B2B Lead Generation Blog: Webcast: Closed-Loop Lead Generation & Management

B2B Lead Generation

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W.

B2B Lead management is far from an easy task

B2B Lead Generation

Lead management is a multistage process that manages the conversion of sales leads to customers. The marketing pipeline is managing the customer interactions from first contact through to a viable sales opportunity (aka sales ready lead).

B2B Lead Generation Blog: Podcast: The New Rules of Marketing & PR Interview with David Meerman Scott

B2B Lead Generation

The book was officially released on June 4, 2007. June 08, 2007 | Permalink Technorati Tags : Brian Carroll , David Meerman Scott , Marketing , New Rules , PR FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext.

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B2B Lead Generation Blog: 9 1/2 Ways. to Generate and Follow Leads

B2B Lead Generation

To Follow the Leads July 30, 2007 | Permalink TrackBack TrackBack URL for this entry: [link] Listed below are links to weblogs that reference 9 1/2 Ways. B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book.

B2B Lead Generation Blog: On giving away ideas

B2B Lead Generation

This is particularity important for companies engaged in a complex sale, where up to 70% of a customer’s perception of your brand comes from their interactions with your sales people. B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book.

B2B Lead Generation Blog: 7 Tips to Improve Sales Follow-up & Close More Leads

B2B Lead Generation

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W.

B2B Lead Generation Blog: Social Media Pundits Disconnect from B2B Marketing

B2B Lead Generation

Read More] Tracked on June 20, 2007 at 10:50 AM Comments Social Media Pundits Disconnect from B2B Marketing As someone in B2B, do you feel left out of the social media buzz? B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book.

B2B Lead Generation Blog: Online Lead Generation and Management Strategies that Get Results

B2B Lead Generation

To turn these leads into customers, marketing and sales teams must have dedicated and collaborative lead management practices. B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book.

B2B Lead Generation Blog: B2B Lead Generation Blog is todays TypePad Featured Blog

B2B Lead Generation

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W.

B2B Lead Generation Blog: Early Stage Leads are too important for Sales People Alone

B2B Lead Generation

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W.

B2B Lead Generation Blog: Podcast: Interview with MarketingSherpas Anne Holland

B2B Lead Generation

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W.

B2B Lead Generation Blog: Your questions answered on Lead Generation via Podcasts

B2B Lead Generation

As a lead generation tactic, podcasting is still in its infancy but its expected to be used by many more b-to-b marketers in 2007. As a lead generation tactic, podcasting is still in its infancy but its expected to be used by many more b-to-b marketers in 2007.

B2B Lead Generation Blog: How Lead Nurturing Improves Lead Generation ROI

B2B Lead Generation

May 09, 2007 | Permalink Technorati Tags : lead generation , lead nurturing , ROI , sales leads TrackBack TrackBack URL for this entry: [link] Listed below are links to weblogs that reference How Lead Nurturing Improves Lead Generation ROI : » Do You Nurture Leads, Or Do You Just Follow Up?

B2B Lead Generation Blog: Off-Topic: On Selling Ideas in 1776

B2B Lead Generation

Here’s a story you may not know… I’ll give you a hint: before there was “voice of the customer” there was “voice of the people.” Here’s a story you may not know… I’ll give you a hint: before there was “voice of the customer” there was “voice of the people.”

B2B Lead Generation Blog: Podcast: Use Feedback to Boost Lead Generation

B2B Lead Generation

MB) January 24, 2007 | Permalink TrackBack TrackBack URL for this entry: [link] Listed below are links to weblogs that reference Podcast: Use Feedback to Boost Lead Generation : » B2B Lead Generation Blog from wagg.it

B2B Lead Generation Blog: Collaboration Huddles and 35 Other Ways to Improve Sales and Marketing Teamwork

B2B Lead Generation

Encourage sales people to follow-up on leads and hold them accountable, while still treating them like customers…ask them what they need. Mutually share new insights gained from customer feedback.

B2B Lead Generation Blog: Going beyond the sales lead

B2B Lead Generation

If marketing wants to view sales as their customer, they need to be much more involved from the customers perspective to understand their buying process and go beyond the lead. B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book.

B2B Lead Generation Blog: On Lead Nurturing: Looking for a "hot" date?

B2B Lead Generation

He writes, "One of the dirty little secrets of online marketing is that the leads you generate are only as good as the data that the customer prospect chooses to share about themselves. Take time to nurture your existing customers too.

B2B Lead Generation Blog: Webcast: How to Precisely Define a "Lead" Before Marketing Begins

B2B Lead Generation

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W.

B2B Lead Generation Blog: Now Announcing the "Start With A Lead" Podcast Show

B2B Lead Generation

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W.

B2B Lead Generation Blog: Podcast: What Sales Really Needs From Marketing

B2B Lead Generation

Jill Konrath: Selling to Big Companies Jill Konrath: SNAP Selling: Speed Up Sales and Win More Business with Todays Frazzled Customers Josiane Chriqui Feigon: Smart Selling on the Phone and Online: Inside Sales That Gets Results Michael W.

InTouch Acquired by MECLABS Group, Parent Company of MarketingSherpa and MarketingExperiments

B2B Lead Generation

At the time, I hoped to make a living while making a difference with how companies acquire and grow customer relationships through B2B telemarketing. When I started the B2B Lead Generation blog back in 2003, my purpose was to have this blog be a launch pad for practical ideas, not commercials. So that's why many of you probably don't know what I do in my day job as CEO of InTouch. But today I'm making an exception.

Customer Experience Management Isn't Enough

Customer Experience Matrix

Ron Shevlin’s comment on yesterday’s post concludes that “without more disruptive changes (re-org and fundamental change in strategy) -- even starting with a focus on the "customer experience" won't guarantee a sustained change.” Customer experience” and “customer experience management” are not goals in themselves. This is precisely why I’ve been so focused on Lifetime Value: I see it as the link between customer experience management and financial performance.

Where's the passion in B2B marketing?

B2B Lead Generation

How do we create relevance for ourselves, our colleagues, and those future customers we hope to reach and influence? I believe the complex sale presents a set of unique sales and marketing problems that benefit by a shift away from the traditional lead generation mind-set to a new way of thinking centered on the following tenets: More ROI is reaped from the patient tending of potential customers (relationships) over time. Customers for life.

Think more, do less

B2B Lead Generation

Such as: Time spent on administration, reporting, and menial tasks (leaving little time for customers). So, instead of spending time looking at ways we can to create more of the same activity, why not think about how you can focus on what your internal and external customers really care about? Are you too busy to think? Many of us feel that way at times.

Ace Hardware Fits Ads to Customer Context

Customer Experience Matrix

Ace Hardware Hopes So ", BrandWeek , June 6, 2007). This is a great example of using customer context in marketing—one of the core tenets of the Customer Experience Matrix. It’s a particularly powerful because it uses context twice: first, in identifying customers who are likely to be located in a hurricane-prone area, and second, because it gives them information about their local hardware store.

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