Sales Lead Insights

NOVEMBER 16, 2009

I promised to link to the list of the top 50 most influential people in sales lead management. Tags: Sales lead management The ballots are counted. Imagine the drum roll.) And the winners are: [link]. To those of you who voted for me, my sincere thanks! If you'd like to learn more, please use my Contact Form , call me directly at 1-800-944-5553 or +1-401-294-7730, or check out the marketing consulting or speaking and training pages on my website.

Lead Management 136

Lead Management Sales Lead Leads Lead 136

Sales Lead Insights

NOVEMBER 12, 2009

Don’t miss this opportunity to vote for your top five candidates to be among the fifty most influential people in sales lead management in 2009. Because the Sales Lead Management Association (SLMA) is closing the polls at Midnight Pacific Time (UTC-8) on Friday, November 13th. Then be sure to watch for the results on November 16, 2009.

Lead Management 148

Lead Management Sales Lead Leads Lead 148

Sales Lead Insights

APRIL 20, 2009

Please participate in this important B2B Lead Generation Benchmarking Study by taking this fast and easy online survey. If your answer is yes to any of the following questions, you will want to participate in this important B2B Lead Generation Benchmark Study. Are you interested in knowing how your company’s programs and results compare to other companies’ B2B lead generation efforts? Do you know others who are responsible for B2B lead generation?

Lead Generation 109

Lead Generation Benchmark Studies Generation 109

Sales Lead Insights

OCTOBER 26, 2009

Here is your chance to vote for up to five of the fifty most influential people in sales lead management. The Sales Lead Management Association (SLMA) announced today that it has opened the voting to determine the 50 most influential people in the field of sales lead management for 2009. The results will be published on November 16, 2009. Tags: B2B Lead Generation

Lead Management 146

Lead Management Sales Lead Leads Lead 146

Sales Lead Insights

APRIL 20, 2009

Please participate in this important B2B Lead Generation Benchmarking Study by taking this fast and easy online survey. If your answer is yes to any of the following questions, you will want to participate in this important B2B Lead Generation Benchmark Study. Are you interested in knowing how your company’s programs and results compare to other companies’ B2B lead generation efforts? Do you know others who are responsible for B2B lead generation?

Lead Generation 100

Lead Generation Benchmark Studies Generation 100

Sales Lead Insights

AUGUST 27, 2009

Are you looking for data to help justify a bigger budget or more resources for your B2B lead generation programs? Are you looking for advice you can use to make your B2B lead generation programs as productive as they can be? Get the 2009 B2B Lead Generation Benchmark Study Report. It provides metrics and best practices for business-to-business lead generation. Do you know which lead generation activities your peers are now finding to be the most productive?

Lead Generation 145

Lead Generation Benchmark Studies Generation 145

Sales Lead Insights

AUGUST 12, 2009

What do I like best about being a B2B lead generation consultant? The rewarding part is I get to see first-hand what works best (and what doesn’t) when it comes to generating, nurturing and identifying the qualified, sales-ready leads that salespeople, reps, resellers and distributors need. Speaking of what works best, here are 22 tips for getting better results from your B2B lead generation programs: ?

Lead Generation 156

Lead Generation Generation Leads Lead 156

Ambal's Amusings

DECEMBER 17, 2009

I have invited our Panel of B2B Marketing Experts to reflect on 2009 and answer the following question: What was your aha moment in 2009 ? Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. Brian Carroll's book Lead Generation for the Complex Sale. B2B Lead Generation Benchmark Study 2009. Sales Lead Expert’s Learning Center. B2B Lead Generation Blog.

Emarketing 140

Emarketing Marketo Twitter Eloqua 140

Sales Lead Insights

AUGUST 31, 2009

If you want your B2B lead generation campaigns to be as successful as possible, you need your lead generating messages to break through the clutter, get your prospects’ attention and provide them with compelling reasons to respond. If your product can be associated with a pleasing fragrance, consider adding that fragrance to your lead generation materials. Tags: B2B Lead Generation B2B sales leads Sales lead generation

Prospect 151

Prospect Generation Leads Lead 151

Sales Lead Insights

DECEMBER 21, 2009

Are you responsible for B2B lead generation at a large company? The webcast will be moderated by Mike Wallen , CEO of the Lead Dogs and presented by Albert Springall , Senior Marketing Manager at Microsoft and B2B lead generation expert (yours truly) Mac McIntosh. Tags: B2B Lead Generation B2B sales leads Sales lead generation

Webcast 133

Webcast Lead Generation Plan Generation 133

Sales Lead Insights

AUGUST 25, 2009

B2B marketers responsible for lead generation. A live webinar, B2B Marketing Tests: How to Improve Results & Fight for Your Budget , presented by Anne Holland with her special guest, B2B lead generation expert Mac McIntosh. On Thursday, Sept 24, 2009 at 2pm Eastern (1 hour). Because getting better results from your B2B marketing and lead generation is your key to bigger budgets, more staff and maybe even a promotion and a raise!

Budget 141

Budget Test Consulting Training 141

Sales Lead Insights

DECEMBER 22, 2009

This is one of a series of occasional interviews with top practitioners on topics of interest to business-to-business lead generation, marketing and new business development professionals. Second, businesses that try to recruit good callers for lead generation and nurturing but refer to them as telemarketers are usually unsuccessful. I recommend using more accurate words: sales lead initiation/development and business development are among the most popular terms.

Lead Generation 141

Lead Generation Telemarketing Generation Leads 141

Sales Lead Insights

AUGUST 21, 2009

You’ll learn cutting-edge strategies for improving everything from your online marketing to your lead generation efforts from top industry experts (including yours truly). The latest tools and features in Google Analytics to help optimize your website lead pipeline. The agenda shows my session, A Lead-Driven Approach to Increasing Business Software Sales, is scheduled for Monday, September 14th at 10:00 am.

Conference 140

Conference Software Design Marketing & Strategy 140

ViewPoint

JUNE 19, 2009

Sales Lead 120

Sales Lead Leads Lead Sales 120

ViewPoint

DECEMBER 4, 2009

Lead Generation 152

Lead Generation Sales Lead Generation Leads 152

Smashmouth Marketing

AUGUST 28, 2009

When we're selling our outbound marketing demand gen solutions, we get asked all the time, where can I find inexpensive b2b sales leads ? So below is a collection of data sources we've used in our lead generation work. Jigsaw - is a leading provider of business information and data services that uniquely leverages user-generated content contributed by its global business-to-business community of 900,000 members.

Review 100

Review Sales Lead Jigsaw Cold Calling 100

Sales Lead Insights

DECEMBER 29, 2009

This is one of a series of occasional interviews with top practitioners on topics of interest to business-to-business lead generation, marketing and new business development professionals. Smart marketers will sit down and plan out strategy based on a stated objective, whether it’s to increase sales, bring in more leads, better nurture the leads they have, lower their costs (i.e.,

Sales Lead 169

Sales Lead Sales Leads Lead 169

Sales Lead Insights

NOVEMBER 9, 2009

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. 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. Use the second third of your B2B lead generation budget for direct marketing.

Budget 168

Budget Lead Generation Sales Lead Sales 168

ViewPoint

NOVEMBER 3, 2009

Lead Management 120

Lead Management Sales Lead Leads Lead 120

B2B Lead Generation

JULY 6, 2009

A common lead generation practice using B2B inbound marketing includes offering whitepapers, demos, trial software, or other content assets in exchange for registration information. The problem is that many marketers immediately turn these form registrations (aka web inquiries) over to the sales team as "leads." " I’ve already written about why lead quality should be emphasized over quantity. Lead scoring works best if you have 200+ inquiries per month.

Lead Qualification 120

Lead Qualification Lead Generation Generation Sales Lead 120

ViewPoint

AUGUST 24, 2009

Lead Generation 120

Lead Generation Sales Lead Generation Leads 120

B2B Lead Generation

APRIL 24, 2009

If you have a great B2B story to tell, think about sharing it with other B2B marketers at MarketingSherpa’s 6th Annual B2B Demand Generation Summit 2009. Experienced B2B marketers who want to present will need to submit speech proposals by May 21, 2009. Note: Beginner 101, sales pitches or speeches that have been presented elsewhere will NOT be accepted

Case Study 120

Case Study Lead Generation Demand Generation Leads 120

Sales Lead Insights

SEPTEMBER 2, 2009

According to a recent survey of engineering, technical, manufacturing and industrial professionals: Although the majority expects their companies’ spending to remain flat or down, more than a third (36%) said they expect spending during the second half of 2009 will increase compared to the first half of year. I believe it is good news that more than a third of companies in the industrial sector are expected to increase spending during this second half of 2009.

Sales Lead 142

Sales Lead Industry Sales Leads 142

Sales Lead Insights

NOVEMBER 16, 2009

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. Miller, it seems to me that copywriting plays a big role in B2B lead generation. We can talk all day about features and still not capture and cultivate leads. What must a good copywriter do to avoid the mistakes you see others making regarding copy for lead generation?

Sales Lead 153

Sales Lead Sales B2B Mail 153

Sales Lead Insights

JULY 31, 2009

I was thinking about all the lead qualification criteria I’ve seen used in B2B lead generation programs and started listing them by category. What criteria do you use to determine that leads are qualified as being ready for sales follow up? A List of B2B Lead Qualification Criteria by Category. Here’s what I came up with so far: Firmographics (Industry, company size, location). Demographics (Contact’s title, job function).

Lead Qualification 158

Lead Qualification Sales Lead List Sales 158

Sales Lead Insights

NOVEMBER 11, 2009

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 is Mike Wallen , CEO of The Lead Dogs , a B2B lead development company that provides sales lead generation, telemarketing and telesales services. At The Lead Dogs, we define a web inquiry as a completed form on a website or landing page. Tags: B2B Lead Generation

Sales Lead 146

Sales Lead Sales Webcast Telemarketing 146

Sales Lead Insights

SEPTEMBER 28, 2009

Today’s guest is Michael Damphousse , CEO/CMO of Green Leads, LLC , a firm that specializes in using the phone to get qualified appointments for its clients’ salespeople on a pay-per-performance basis. Mike is an experienced marketer, having served as CMO of two software companies before starting Green Leads. Mike, I’m hearing a lot of buzz about appointment setting as an approach to B-to-B lead generation. Is the lead with the right title?

B to B 148

B to B Sales Lead Telemarketing Sales 148

Sales Lead Insights

AUGUST 24, 2009

Join me, your B2B marketing peers and other marketing experts at MarketingSherpa’s 6th Annual B2B Marketing Summit 2009. Proven tactics for lead generation, scoring, nurturing and closed-loop measurement. Marketing to drive leads and sales from Fortune 500 companies. Practical advice on B2B search, podcasting, registration form tests, email, lead generation & nurturing and telemarketing.

Environment 138

Environment Sales Lead Sales Leads 138

Smashmouth Marketing

AUGUST 28, 2009

When we're selling our outbound marketing demand gen solutions, we get asked all the time, where can I find inexpensive b2b sales leads ? So below is a collection of data sources we've used in our lead generation work. Jigsaw - is a leading provider of business information and data services that uniquely leverages user-generated content contributed by its global business-to-business community of 900,000 members.

Jigsaw 100

Jigsaw Review Sales Lead Service 100

Sales Lead Insights

SEPTEMBER 17, 2009

In our webinar, you’ll get: Case Studies of A/B tests run by B2B marketers to improve lead generation. Tags: B2B Lead Generation B2B marketing webinar I’m presenting this Webinar with my co-host Anne Holland. You probably already know Anne. She founded MarketingSherpa. Now she’s publishing a new resource site called WhichTestWon.com. How to convince your boss (or the CEO) to let you run tests. What to test (and what not to bother testing).

Multivariate 136

Multivariate Sales Lead A/B Sales 136

Sales Lead Insights

APRIL 13, 2009

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. Of course branding and awareness are also roles that can be played effectively by B2B marketing, but from my point of view these are only supporting roles—secondary to the primary objective of helping drive sales. So I’ve also been searching for evidence of leads and sales from social marketing everywhere I can.

Lead Generation 100

Lead Generation Social Media Effective Effectiveness 100

Sales Lead Insights

MARCH 10, 2009

After you have identified the right companies and contacts to target with your B2B lead generation efforts, you need to determine the best ways to reach them. To download the complete guide as a PDF, visit B2B Marketing-for-Leads Guide. Marketing-for-Leads Guide: Step 10 - How will you reach the best prospects? Step 10: Determine how to reach the best companies and contacts.

Sales Lead 122

Sales Lead Sales Prospect Television 122

Sales Lead Insights

MAY 1, 2009

If you write for fun or profit, you’ll want your very own copy of Frank Visco’s tongue-in-cheek poster, How to Write Good. Originally published as an article in Writers Digest, How to Write Good. gives you twelve rules of writing, each humorously broken to make the point. Examples include, “One should never generalize&# and “Who needs rhetorical questions?&#. Twelve Ways to Write Even Gooder and How to Write Most Goodest are also available.

Sales Lead 116

Sales Lead Rules Sales Leads 116

Marketo

NOVEMBER 29, 2009

Last Wednesday I attended the Dreamforce session Using Lead Nurturing and Scoring to Deliver More and Higher-Quality Sales Leads. In this session, they discussed how to use lead scoring to identify and prioritize sales-ready leads. They also discussed how to use lead nurturing to establish a relationship with prospects that are not sales ready. Often, we see presentations like this broken into two sessions- lead nurturing and lead scoring.

Lead Nurturing 53

Lead Nurturing Marketo Sales Lead Leads 53

B2B Marketing Zone Posts

DECEMBER 9, 2009

This technique was also used to generate the Hot Trends in B2B Marketing for 2009. Top 80 Posts - December 1, 2008 to November 30, 2009. How to Create a Social Media Marketing Strategy - WebMarketCentral , March 24, 2009. PR Meets Marketing , February 16, 2009. Twitter Analytics: Five Practical, Lesser Known Free Tools for B2B Professionals - B2B Marketing Savvy , August 31, 2009. 42+ Social Media Marketing Tools - Junta 42 , June 2, 2009.

Marketing & Strategy 43

Marketing & Strategy Market2Lead Buzz Planning 43

Sales Lead Insights

MARCH 5, 2009

A recent press release from SiriusDecisions states that based on the company’s business-to-business benchmarks: Roughly 44 percent said their marketing spend for 2009 will be reduced; The hardest hit marketing budget categories are advertising (down 17 percent) and events (down 12 percent); 25 percent said marketing spending will remain about the same as in 2008. Has your company shifted its marketing spending from lead generation to lead development?

B to B 100

B to B Sales Lead Leads Lead 100

Sales Lead Insights

MARCH 5, 2009

A recent press release from SiriusDecisions states that based on the company’s business-to-business benchmarks: Roughly 44 percent said their marketing spend for 2009 will be reduced; The hardest hit marketing budget categories are advertising (down 17 percent) and events (down 12 percent); 25 percent said marketing spending will remain about the same as in 2008. Has your company shifted its marketing spending from lead generation to lead development?

B to B 100

B to B Sales Lead Leads Lead 100

Sales Lead Insights

MAY 1, 2009

If you write for fun or profit, you’ll want your very own copy of Frank Visco’s tongue-in-cheek poster, How to Write Good. Originally published as an article in Writers Digest, How to Write Good. gives you twelve rules of writing, each humorously broken to make the point. Examples include, “One should never generalize&# and “Who needs rhetorical questions?&#. Twelve Ways to Write Even Gooder and How to Write Most Goodest are also available.

Sales Lead 100

Sales Lead Rules Sales Leads 100

Sales Lead Insights

MARCH 10, 2009

After you have identified the right companies and contacts to target with your B2B lead generation efforts, you need to determine the best ways to reach them. To download the complete guide as a PDF, visit B2B Marketing-for-Leads Guide. Marketing-for-Leads Guide: Step 10 – How will you reach the best prospects? Step 10: Determine how to reach the best companies and contacts.

Sales Lead 100

Sales Lead Sales Prospect Television 100

Sales Lead Insights

MARCH 2, 2009

Step 9: Target the best companies and contacts with your lead-generation efforts. a particular industry, such as residential or commercial construction, banking, distribution or the retail clothing business), weaving the industry’s concerns and buzzwords into your marketing-for-leads materials. To download the complete guide as a PDF, visit B2B Marketing-for-Leads Guide. Marketing-for-Leads Guide: Step 9 – Who are your best prospects?

Sales Lead 100

Sales Lead Sales Prospect SIC 100