Sales Lead Insights

Accountability: The key to respect, raises, more staff and bigger budgets

Sales Lead Insights

Being accountable means proving to management a favorable return on marketing communications investments. First, the bad news. As businesses “downsize,” “rightsize,” merge or are acquired, jobs are lost. So, if you’re worried about your future, you’re not alone.

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B2B advertising from the past

Sales Lead Insights

I always find it interesting to look at the work done by our predecessors in B2B marketing.

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Marketing for leads – are you asking the right questions?

Sales Lead Insights

Key questions to ask to track and measure activity and results to improve your marketing return on investment. Several recent surveys point toward the same conclusion: most senior marketers believe that the primary objectives of marketing are to drive B2B sales leads, influence sales, increase customer retention and boost revenue. The key is tracking and measuring results.

7 ideas for more B2B direct mail sales leads

Sales Lead Insights

Seven tips for increasing direct mail marketing response. When I provide direct mail marketing solutions for my clients, I have found that these tips increase sales leads and response. Be sure to include a cover letter whenever you are sending printed literature to prospects or customers. Use the cover letter to acknowledge the request, give a few bullets of feature/benefit copy and specifically ask the reader to take the next action.

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A Recruiter’s Guide To Hiring In 2021

With vaccination rates rising, consumers spending more money, and people returning to offices, the job market is going through a period of unprecedented adjustment. As the New York Times observed, “It’s a weird moment for the American economy.” And recruiting professionals are caught in the middle. To make the most of this disruption, you need to understand the economic drivers, develop a strong strategy for unearthing valuable talent, and use the latest tech tools to get the job done. Read this guide to get your recruiting practice ready to thrive in the new normal.

16 B2B print advertising tips

Sales Lead Insights

Is one of your advertising goals to generate sales leads for your salespeople, representatives, distributors, or resellers? Consider these proven sales lead generation techniques gleaned from working with over 170 companies and some of the best marketers in the business. If you want more leads, don’t use image ads. Have you seen the ads showing butterflies and oil wells co-existing, illustrating the oil company’s concern for the environment?

8 proven B2B sales lead generation methods

Sales Lead Insights

Generate more sales leads by including each method into your lead generation programs. Internet marketing and search engine optimization. It is a “no-brainer” to say business buyers use the Internet to search for products or services like yours.

The components of a successful B2B telemarketing call

Sales Lead Insights

Successful B2B telemarketers must understand the basics of a successful call. From the opening statement, to engagement and qualification, to close. Each of these stages has techniques and skills that a successful telemarketer must master. In the opening statement the telemarketer gives his or her full name and the company name, and explains the reason for the call.

Marketing In A Down Economy

Sales Lead Insights

How to Use Your Marketing Dollars More Effectively in a Down Economy. . . How to best use your marketing dollars in a down economy. This guide illustrates how to target your business-to-business marketing investments and efforts for a maximum return during difficult economic times. Email *.

How to be a great podcast guest

Sales Lead Insights

Are you going to be a podcast guest? Follow these simple tips and you’re sure to have a successful podcast interview and set yourself up as a sought-after guest: Hydrate in advance of the podcast interview. This will help you avoid being heard sipping water or clearing your throat. Consider taking a bathroom break before you log on to the webcast. Make sure you have a good connection for the audio. Avoid using cell phones for the podcast interview. Wear headphones or earbuds during the call.

The Definitive B2B Sales Playbook: Proven Path to $ Multi-Million Revenues

Sales is at the forefront of revenue growth, and so organizations with highly streamlined sales operations consistently outperform competition. How do you create a path to success and fast-track your way to multi million dollar revenues? Read the eBook.

How to be a great podcast guest

Sales Lead Insights

How to be a great podcast guest. Follow these simple tips and you’re sure to have a successful podcast interview and set yourself up as a sought-after guest: Hydrate in advance of the podcast interview. This will help you avoid being heard sipping water or clearing your throat. Consider taking a bathroom break before you log on to the webcast. Make sure you have a good connection for the audio. Avoid using cell phones for the podcast interview. Wear headphones or earbuds during the call.

How to use persona-based marketing: A powerful tool for connecting with prospects and customers

Sales Lead Insights

For better marketing, personify your prospects and customers. Meet Bill, he’s the owner and CEO of a growing, mid-sized manufacturing company. Bill is in his early 40s, wears glasses and tries his best to squeeze in an early-morning workout whenever he can. He prefers to wear golf shirts and khakis, donning a suit only when he has to. Bill drives a late model SUV with a booster seat in the back seat for his four-year-old daughter.

How to use lead nurturing to increase B2B sales without spending more on marketing

Sales Lead Insights

Boost sales and save money by nurturing warm leads that you already have. It seems that most business-to-business companies who sell products or services spend 90% to 95% of their marketing budget on enhancing their “image” or generating more sales leads, and only 5% to 10% of their budgets on turning known prospects into customers. This is the wrong approach. Instead, you can boost sales without spending more money, by working with the leads you already have.

Do you know qualified sales leads when you see them?

Sales Lead Insights

Successful B2B qualified sales lead generation depends on agreement between marketing and sales. You may think you know what marketing qualified sales leads are, but if you asked your salespeople and their managers, would they have the same definition? Maybe not. If qualified lead generation in a business-to-business marketing-for-leads program is to succeed, marketing, sales and sales management need to share a unified definition of a marketing qualified sales leads.

It’s Time to Stop Obsessing Over Leads

If leads are no longer the main goal for your marketing and sales teams, what should you focus on instead to measure success? And how can you optimize your program to create more qualified sales opportunities, faster? Download the eBook today to find out how!

B2B marketing technology

Sales Lead Insights

Put marketing technology to work. Your customer relationship marketing (CRM), account-based marketing (ABM), marketing database or your marketing automation software could be your most important assets. The right technology can increase marketing effectiveness and shorten sales cycles. I can help with everything from cleaning up your existing data to using marketing technology to find more companies and contacts just like them.

Great marketing and advertising quotations

Sales Lead Insights

Like good taste, marketing is difficult to define. Let’s try to define it by quoting or paraphrasing some of the masters of the art and science of marketing–which they generally used call advertising: “Advertising is what you do when you can’t (afford to) go see somebody.” ” Fairfax Cone, principal of Foote, Cone & Belding – 1963. “Advertising is salesmanship mass produced.

How to handle three challenges of multiple marketing channels

Sales Lead Insights

Multiple marketing and sales channels can lower costs and provide faster leads and sales. But they present challenges. Here are some ideas to mitigate those challenges: How to handle channel conflict. If you are selling direct and online, and your resellers are as well, there’s a tendency for all involved to feel cut out. So, focus on the customer: make it easy for them to research and purchase the way they want to.

Definition of Marketing Automation

Sales Lead Insights

Here’s my marketing automation definition . The use of technology to generate, nurture, score and qualify leads, and drive sales using customized, multi-touch marketing communications tailored for each contact’s profile, level of interest, behavior or place in the buying process. Unfortunately it’s a mouthful, isn’t it?

Reaching Unreachable Candidates

Speaker: Patrick Dempsey and Andrew Erpelding of ZoomInfo

What is ZoomInfo for Recruiters? Find and connect with the right talent to fill roles fast with more data, basic search, advanced search, candidate and company profiles, and export results. Watch this On-Demand Webinar today to see how ZoomInfo for Recruiters can work to get your talented candidates results.

Persona-based marketing: Getting started

Sales Lead Insights

Persona-based marketing: Getting started. Persona-based marketing takes advantage of who a prospect or customer is, by answering questions about their behavior such as: what keeps this person awake at night? How does he spend his time? How does she like to be sold to?

Optimizing your B2B email marketing campaigns

Sales Lead Insights

Email has proven to be very effective for B2B marketers. As part of ongoing lead development, I recommend staying in touch with prospects on your database via multiple methods. Email is the primary one. With email marketing, I recommend aiming to send something at least monthly. To stay in mind and in sight as your prospects move from awareness to consideration to purchase and to increase your chance of being there at the right time.

Simple steps to a B2B marketing plan

Sales Lead Insights

Developing a B2B marketing plan designed to drive leads and sales is really quite simple. Identify your destination. Your company’s sales revenue goal). Determine how best to get there. Your marketing strategy). Get started. Your marketing tactics). Measure your progress. Your marketing results). Make course corrections. Modify your marketing plan based on results). So why do so many B2B marketers never get around to developing and using marketing plans?

True marketing maxims

Sales Lead Insights

Slogans I choose to apply to my business life. As I’ve climbed–occasionally stumbling–up the path in my marketing career, I’ve collected some helpful maxims along the way: pithy sayings that have proven truth in them. Some have inspired me. Others have helped guide me to the next level of knowledge, skill and career. I thought I’d share a few of them and let you know how I try to apply them. The main thing is to keep the main thing the main thing.

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Going to Market Smarter in the New Economy

In 2021, as companies continue to move more functions online, employees will take a more virtual -- and flexible -- mindset and lifestyle in parallel to the digitization of businesses. To succeed, you must change the way you conceive and build new products as a digital business. Download the report today to discover more!

Use B2B Marketing for Sales Lead Generation: It Really is Cost-Effective

Sales Lead Insights

What’s a more cost-effective way of making a business-to-business sale? Saving the one-to-one sales calls until the end. Most of the fastest-growing companies I know don’t rely solely on one-to-one sales contacts to grow their business. Because it’s difficult to find effective salespeople, and often it takes too long for new salespeople to start […]. Sales lead generation lead generation sales leads

How to handle 3 challenges of multiple marketing channels

Sales Lead Insights

Being in the right place is playing a larger role than ever in driving B2B leads and sales. Multiple marketing and sales channels can lower costs and provide faster leads and sales, but how do you handle the challenges? Here are some ideas. How to handle channel conflict If your’re selling direct and online, and […]. The post How to handle 3 challenges of multiple marketing channels appeared first on Sales Lead Insights. B2B marketing B2B branding channel conflict

Offers are key to generating more leads and sales with your B2B Marketing

Sales Lead Insights

The best way to generate sales leads is by making strong "offers" or "calls-to-action". The post Offers are key to generating more leads and sales with your B2B Marketing appeared first on Sales Lead Insights. B2B Lead Generation calls-to-action leadgeneration marketing tips offers

Direct Marketing Tips: How To Cut Costs And Get Better Response

Sales Lead Insights

I’ve been asked, “How can I cut costs and find a more practical way to get my target market to respond to my direct marketing?” ” First, determine who your best customers are, then target direct marketing efforts at companies and contacts who are similar. Rank current customers by three criteria: * How much revenue they […]. The post Direct Marketing Tips: How To Cut Costs And Get Better Response appeared first on Sales Lead Insights. Direct mail marketing

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The Forrester Wave™: B2B Marketing Data Providers, Q2 2021

In our 24-criterion evaluation of B2B marketing data providers, we identified the 11 most significant vendors — Data Axle, Dun & Bradstreet, Enlyft, Global Database, InsideView, Leadspace, Oracle, SMARTe, Spiceworks Ziff Davis, TechTarget, and ZoomInfo Technologies — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing professionals select the right one for their needs.

Offers are key to generating more leads and sales with your B2B Marketing

Sales Lead Insights

The best way to generate sales leads is by making strong "offers" or "calls-to-action". B2B Lead Generation calls-to-action leadgeneration marketing tips offers

B2B public relations overview

Sales Lead Insights

How to use PR in a B2B marketing-for-leads program. The post B2B public relations overview appeared first on Sales Lead Insights. B2B marketing Public relations B2B PR press releases

Promote People Who Are Cooperative Team Members

Sales Lead Insights

There are big rewards when sales and marketing are effectively integrated--not least of which are improved operating performance and outstanding financial results. The post Promote People Who Are Cooperative Team Members appeared first on Sales Lead Insights. B2B marketing marketing strategy

B2B Lead Generation Checklist: 22 success tips

Sales Lead Insights

I get to work with some of the best people at the best companies in the business. That's the fun part. 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.

4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. Read on to learn the four AI hacks sales teams need to improve their performance. Download the eBook today!

B2b Online Marketing Tip: Does Your Website Make it Immediately Clear What Your Company Does and Who it Serves?

Sales Lead Insights

Take a fresh look at your company's website. Does your Web site make it immediately clear what your company does and who it serves? The post B2b Online Marketing Tip: Does Your Website Make it Immediately Clear What Your Company Does and Who it Serves? appeared first on Sales Lead Insights. Online marketing b2b website design