Sales Lead Insights

A creative director’s take on marketing strategy and tactics

Sales Lead Insights

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.

B2B telemarketing: An interview with Michael Brown

Sales Lead Insights

Michael Brown is our “Business to Business By Phone Expert”. Smart calls begin with a quick visit to the prospect’s website to find out what their business does and how they position themselves. Focused homework beats “tell me a little about your business” every time.

Trending Sources

Measuring and Managing Marketing ROI: An interview with Jim Lenskold

Sales Lead Insights

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. We’re all hired as professionals to deliver business results.

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B2B marketing automation: An interview with Will Schnabel

Sales Lead Insights

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.

Revenue Performance Management: An interview with Jon Miller, VP Marketing and Co-founder of Marketo

Sales Lead Insights

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. Businesses have been able to make them quicker, cheaper and more predictable, mainly due to advances in technology.

Is social media effective for B2B lead generation?

Sales Lead Insights

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. A blog post I wrote a few weeks back, How does social media rank in influencing business technology purchase decisions? talks about a recent Forrester Research study that looks at social media’s influence on the business technology buyer.

Learn the secrets to generating more B2B leads and sales for less

Sales Lead Insights

This briefing was developed specifically for busy executives like you. You’ll hear how many companies similar to yours are finding that marketing automation allows them to do more with less when it comes to their new business development.

B2B Email Marketing: Interview with Stephanie Miller

Sales Lead Insights

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. Gmail and Hotmail, and by small business and corporate system administrators. If you have a large percentage of web-based domains on your file or if you market to small businesses you will see a large number of Yahoo!,

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Looking for a roadmap to more revenue? Read this book!

Sales Lead Insights

For example, many business executives I speak with are interested in social media as a market research tool. Kristin Zhivago is a revenue coach who helps CEOs and entrepreneurs increase their bottom lines by understanding what their customers want to buy and how they want to buy it.

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Top 10 trends in B2B lead generation and how to take full advantage of them

Sales Lead Insights

Join me and your fellow B2B marketers at the Northern California Business Marketing Assocation's Sales Lead Roundtable on Wednesday, November 3rd in Palo Alto, CA at 8:30 am. B2B Marketing University , a complimentary half-day educational event for business-to-business marketers you should consider attending.

B2B Lead Generation Checklist: 22 Success Tips

Sales Lead Insights

The fun part is I get to work with some of the best people at the best companies in the business. 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.

Get up to speed on B2B marketing automation in an hour for free

Sales Lead Insights

By attending this one-hour Executive Briefing Webinar you’ll hear about how many of your peers are finding that marketing automation allows them to do more with less when it comes to new business development.

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Sales and Marketing Integration: An Interview with Elizabeth Vanneste, CMO of Miller Heiman

Sales Lead Insights

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. Finally, there needs to be an agreed business process or meeting rhythm that will keep the two groups in alignment.

Business Marketing Association Renames its Marketing Awards Competition the B2s

Sales Lead Insights

Before I get to sharing my opinion about the Business Marketing Association (perhaps better known as the BMA) changing the name of its Pro-Comm Awards to the B2s, let me point out that I’m a long-time member and big-time fan of the organization. I certainly don’t think of the B2s as an awards program for business communications.

Business Software Marketers: Finally a Conference Designed Just For You!

Sales Lead Insights

Join me and your business software marketing peers at this conference just for software marketing leaders. That’s the goal of this first-ever business software marketing conference. Each presentation will be tailored specifically for the business software industry , and will deliver highly practical ideas designed for immediate results. Capterra: The Conference. Empowering Software Marketing Leaders. September 13-15 in Washington DC.

Benchmarking shows B-to-B marketing budgets have been cut by roughly 44 percent, but spending on pipeline acceleration programs has doubled

Sales Lead Insights

Benchmarking shows B-to-B marketing budgets have been cut by roughly 44 percent, but spending on pipeline acceleration programs has doubled

Sales Lead Insights

Marketing-for-Leads Guide: Step 9 – Who are your best prospects?

Sales Lead Insights

Determine who has the business problem your products and services address, both at the level of companies and at the level of contacts within those companies. Are they small, medium or large businesses? Step 9: Target the best companies and contacts with your lead-generation efforts.

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Marketing-for-Leads Guide: Step 9 - Who are your best prospects?

Sales Lead Insights

Determine who has the business problem your products and services address, both at the level of companies and at the level of contacts within those companies. Are they small, medium or large businesses? Step 9: Target the best companies and contacts with your lead-generation efforts.

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Marketing-for-Leads Guide: Step 10 – How will you reach the best prospects?

Sales Lead Insights

This may include national business or industry magazines as well as regional and local trade journals. Step 10: Determine how to reach the best companies and contacts.

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Marketing-for-Leads Guide: Step 10 - How will you reach the best prospects?

Sales Lead Insights

This may include national business or industry magazines as well as regional and local trade journals. Step 10: Determine how to reach the best companies and contacts.

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Are you marketing to the federal, state or local government in the USA? Then you need to read this new book

Sales Lead Insights

If you are a business marketer looking for leads and sales from the federal, state or local government, this book is "must read.". The author, Mark Amtower, is the business-to-government (B2B) specialist that I turn to again and again when my clients need help with marketing and selling to the government.

In British Columbia? Consider attending a live, half-day workshop about driving more leads and sales with marketing

Sales Lead Insights

Specific topics to be addressed include: How to save time and money while prospecting for new business, and virtually eliminate the need for making cold-calls. By attending, you will: Learn proven business development strategies, marketing tactics, tips and resources that you can put to work immediately. Fill your sales pipeline with sales-ready opportunities that you can turn into new business sales and revenue.

B2B Marketing Summit: Learn what’s really working best in today’s difficult business environment

Sales Lead Insights

We’re planning to give lots of how-to information and share some key lessons learned that you can use to cost-effectively improve your company’s lead generation, despite today’s tough business environment. Join me, your B2B marketing peers and other marketing experts at MarketingSherpa’s 6th Annual B2B Marketing Summit 2009. 23-24 in San Francisco. 5-6 in Boston.

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What B2B marketing automation is all about, and why you should care: An Executive Breakfast Briefing near Boston on June 29, 2010

Sales Lead Insights

This briefing was developed specifically for busy executives like you. By attending this complimentary briefing , you’ll hear how many companies similar to yours are finding that marketing automation allows them to do more with less when it comes to their new business development. Interested in learning more about B2B marketing automation and how it may benefit your company?

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Mac McIntosh Announces our New Division for Implementing Lead Generation: AcquireB2B

Sales Lead Insights

As always, Mac McIntosh Inc can provide the unbiased consulting and training you need to design or improve your marketing driven business development programs. I thought that as reader of this blog you might be interested in hearing more about a new resource for helping you drive more leads and sales, more efficiently and at lower cost, by leveraging the power of marketing automation: AcquireB2B – Driving leads & sales with marketing automation™ Three Ways to Learn More.

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Revamping Your Website? Questions to Ask and The Answers You Need

Sales Lead Insights

It is a list, compliments of Business Marketing Online , of some of the questions you should ask anyone offering to (re)design your company website , and the answers which you should be looking to receive. Jackie West, in her UK Industrial Marketing Blog , pointed out a great resource for anyone considering designing or redesigning their website.

B2B Marketing University: 3/3 in DC and 4/7 in Palo Alto

Sales Lead Insights

Join us for a complimentary afternoon seminar and take your business-to-business marketing and lead generation to the next level.

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B-to-B Lead generation: What Enterprise-size Companies Should be Doing Differently in 2010

Sales Lead Insights

If you are responsible for business-to-business lead generation at a large company, don’t miss this webcast! The good news is that as the economy recovers and the new year begins, business spending is starting to increase. However, as a result of the recent downturn, business buyers are being cautious. Lead Gen in 2010: Learn What is Working Best Right Now. January 27, 2010 at 11:00 am PST (2:00 pm EST).

B2B Marketing Strategies for Small Companies: An Interview with Dianna Huff

Sales Lead Insights

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. Dianna helps businesses with their B2B marketing communications content strategy and implementation. Dianna, what are the most common mistakes that small businesses are making with their websites, and what should they be doing better?

Planning B2B Lead Generation for 2010? Attend this Webcast on January 27th

Sales Lead Insights

The good news is that as the economy recovers and the new year begins, business spending is starting to increase. However, as a result of the recent downturn, business buyers are being cautious. So to generate more business your lead generation strategies must clearly communicate value while differentiating your products and services from the competition and resonating personally with your prospective customers. Are you responsible for B2B lead generation at a large company?

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B2B Lead Generation by Phone: An Interview with Michael Brown

Sales Lead Insights

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. Three reasons: First, the word carries lots of unpleasant baggage from the business-to-consumer world. Second, businesses that try to recruit good callers for lead generation and nurturing but refer to them as telemarketers are usually unsuccessful.

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Your B2B Lead Generation Budget: Start by Cutting It Into Thirds

Sales Lead Insights

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.

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B2B Copywriting: Interview with Miller McMillan

Sales Lead Insights

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 McMillan is a copywriter who worked on high-profile accounts at ad agencies in Atlanta and Boston before establishing his copywriting boutique in Los Angeles. Miller has worked with such clients as CNN, Hughes, Nestlé, Avery and Microsoft.

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Web Inquiry Management: Interview with Mike Wallen

Sales Lead Insights

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. Mike, I understand that you recently published a special report about the handling of web inquiries, titled " The Truth Behind Web Inquiry Management."

The B2B Lead Generation Benchmark Study Report: Useful data and advice

Sales Lead Insights

It provides metrics and best practices for business-to-business lead generation. Please ask yourself these questions: Would it be useful to show senior management the big impact that lead generation has on the sales pipelines of other companies that sell their products and services to businesses, institutions or the government? Are you looking for data to help justify a bigger budget or more resources for your B2B lead generation programs?

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Industrial Marketers: Is this News Good or Bad?

Sales Lead Insights

And maybe that expected increase in buying is also a sign that business in the industrial sector is finally starting to improve. 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.

Want To Generate More Leads? Leverage Your Prospects’ Five Senses

Sales Lead Insights

When Garth Johnson, EVP North America for Fotolia, heard that I recommended his company, he offered to give my customers, readers, seminar attendees and business friends 5 free credits to give Fotolia a try, and 30 percent extra credits whenever you buy more. For example, a business catering company could add the smell of fresh baked apple pies to their postcards.

Is social media effective for B2B lead generation?

Sales Lead Insights

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. A blog post I wrote a few weeks back, How does social media rank in influencing business technology purchase decisions? talks about a recent Forrester Research study that looks at social media’s influence on the business technology buyer.

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Digital Transformation as an Expression of Business

Buzz Marketing for Technology

In addition, digital transformation is about the inclusion of all potentially interested parties (employees, partners, customers, influencers) in the creation and execution of new lines of business and innovation. Business users are defined by the “Power of NOW!”

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