Sales Lead Insights

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A creative director’s take on marketing strategy and tactics

Sales Lead Insights

Number one is the product and, in B2B, that may be the physical item or the core service, or it may include installation, upgrades, maintenance, consulting, training, and warranties. So the product has to be described very specifically.

B2B telemarketing: An interview with Michael Brown

Sales Lead Insights

Smart callers call to learn what the prospect’s organization is trying to accomplish, and to see if the caller’s product or service would be helpful. Affinity lists are based on recent purchases of related products or services. Ask before telling and learn before selling.

Keep B-to-B marketing strategies and tactics tightly focused on driving leads

Sales Lead Insights

Recommendation: Let your brand come along for the ride while you focus your marketing on convincing potential buyers to raise their hands and express interest in your products or services. In my view, the primary objective of B-to-B marketing is to drive leads and sales.

B2B Marketing Automation: Crawl, Walk, Run, Win

Sales Lead Insights

A wonderful by-product of marketing automation is data about activity and results that you can use as market intelligence.

B2B Marketing Trends for 2016

Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. Don’t just talk about your product or service. time for B2B marketers to let go of their obsession with perfect production. B2B Marketing.

B2B Lead Generation: Getting on the same page

Sales Lead Insights

Specifier: The contact who specifies our company’s products or services. A lead is a lead. Or is it? I always recommend to my sale lead consulting clients that they create a gloss ary of terms related to their B2B lead generation progra m s. To reduce misunderstandings. Here's a first draft of a glossary I gave one of my clients to help them get started writing theirs. Perhaps it can be a starting place for yours too. Contact: A person at company or contact name on a database.

B2B lead qualification and scoring

Sales Lead Insights

Need for your product or service (application or problem needing to be solved). Fit (your products or services meet or exceed their technical, performance, reliability requirements). The growth of the Internet has changed B2B buyer activity.

B2B marketing and lead generation campaigns: Expert tips

Sales Lead Insights

He presents products and services (both online and off) in ways that make sense to customers. This is another in an ongoing series of tips from experts in. B2B marketing , B2B lead generation & B2B marketing automation. Meet Peter Altschuler , AcquireB2B's Creative Director.

Email tips from one of our B2B lead generation and marketing automation experts

Sales Lead Insights

As emerging technologies and cutting edge new products keep whizzing by us, some are predicting the demise of email. This is the first in an ongoing series of tips from experts in B2B marketing , B2B lead generation and B2B marketing automation.

B2B Marketing Trends for 2016

Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. Don’t just talk about your product or service. time for B2B marketers to let go of their obsession with perfect production. B2B Marketing.

Marketing for leads and sales: What’s working for technology companies today

Sales Lead Insights

Add your own commentary by putting it into context in relation to your products and services. This post is based on a transcript of an interview I did with Karl Hourigan , Digital Marketing Strategist for Mediative , immediately following one of the half-day workshops I presented in three cities across British Columbia for the BCTIA entitled, Marketing for Leads and Sales: What's working for technology companies today. Karl asked the questions. The answers are mine.

Near Boston or New York City? Get up to speed on BtoB marketing automation on your way to work

Sales Lead Insights

Senior corporate, marketing and sales executives (CMOs,VPs and Directors) at companies that sell products or services to other companies.

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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. So they grudgingly develop programs to proactively follow up with and try to influence these longer-term prospects to move forward in their buying process and to consider the company’s products or services as they approach their purchase decision points.

B2B Email Marketing: Interview with Stephanie Miller

Sales Lead Insights

Later in the cycle, focus messaging around making a business case for the product purchase, since most B2B expenditures have to be approved by some committee or some executive. Help them be smarter and more productive, earn more revenue, and look good in front of their boss and they will reward you with more response and revenue.

B2B Marketing Trends for 2016

Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. Don’t just talk about your product or service. time for B2B marketers to let go of their obsession with perfect production. B2B Marketing.

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

Sales Lead Insights

Now, when customers are looking to buy, they start by “Googling” the product or service, ignoring the company's sales messages, and reading what third parties have to say about it. How they would sell the product or service to others.

Buy 11

B2B Ads From the Past

Sales Lead Insights

I don’t know your company’s product. You’ll need to address these issues before your prospects will be in a position to buy your product or service. I always find it interesting to take a look at the work done by our predecessors in B2B marketing. In post in Jackie West’s UK Industrial Marketing Blog , she mentions Richard Stone’s Insights into PR and Online Marketing blog post where he links to The Vintage Ad Browser.

Can you join me for breakfast or lunch in Chicago at Harry Caray’s on August 25th?

Sales Lead Insights

The reason: Along with systematically moving prospects one step closer to the point of purchase, your strategy should center on building confidence in your company and its products.

B2B product marketing professionals: This might interest you

Sales Lead Insights

(If you enjoy the Fearless Competitor, watch me live on HubSpotTV on 11/19 at 4:00pm ET) See this picture? “My child is an honor student at… &# That is how most companies talk. I called a Vice President of a company … Continue reading → Tags: Demand Generation Lead Nurturing Lead Scoring Leadership Management best practices Marketing lead generation

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

Sales Lead Insights

In these days of tight budgets and scarce resources, being aligned improves productivity. 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.

Be my guest at B2B Marketing University in Dallas on June 23, 2010

Sales Lead Insights

Speaking of free, perhaps the best part is that B2B Marketing University is also refreshingly free of product pitches! If you are a B2B Marketer, or are responsible for lead generation, don't miss this complimentary, half-day, educational event! What: B2B Marketing University.

Responsible for B2B marketing or lead generation? Be my guest at B2B University in Boston on May 18th

Sales Lead Insights

Speaking of free, perhaps the best part is that B2B Marketing University is also refreshingly free of product pitches! If you are a B2B Marketer, or are responsible for lead generation, don’t miss this complimentary, half-day, educational event! What: B2B Marketing University.

B2B Marketing University: See you in Palo Alto on April 7th…

Sales Lead Insights

No product pitches. Are you a B2B marketer that is responsible for lead generation? If so, you won’t want to miss this complimentary, half-day B2B marketing seminar on April 7, 2010 at the Crowne Plaza Cabaña Hotel in Palo Alto, CA.

A List of B2B Lead Qualification Criteria by Category

Sales Lead Insights

Need for your product or service. Fit (Your products or services meet or exceed their technical, performance, reliability requirements). I was thinking about all the lead qualification criteria I’ve seen used in B2B lead generation programs and started listing them by category.

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. Step 9: Target the best companies and contacts with your lead-generation efforts.

SIC 2

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. Step 9: Target the best companies and contacts with your lead-generation efforts.

SIC 2

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

Sales Lead Insights

Selling to the Government is Mark's third book and it's chock-full of strategies, tactics, tips and examples of how to generate more business from the US federal, state and local government which collectively is the largest buyer of products and services in the world. If you are a business marketer looking for leads and sales from the federal, state or local government, this book is "must read.".

B2B e-newsletters: Three bits of advice

Sales Lead Insights

E-newsletters with fewer, shorter articles are easier to get completed and sent out, and more frequent newsletters help keep your company and its products or services in sight and in mind.). A client just asked me, "What are the three best pieces of advice to give to companies that embark on an e-newsletter for the first time?" " Here’s my answer: Useful, relevant content is essential to get readership, and to avoid opt-outs. (I

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

Sales Lead Insights

No product pitches. Join us for a complimentary afternoon seminar and take your business-to-business marketing and lead generation to the next level.

B2B Marketing University 2010 Kicks Off March 3rd in Washington DC

Sales Lead Insights

No product pitches. If you are a B2B marketer, or are responsible for B2B lead generation, do not miss this half-day seminar on March 3, 2010 at the Westin Grand hotel in Washington, DC. This all new for 2010 session of B2B marketing University is focused on helping you stay ahead of the curve and excel in the changing B2B marketing environment. Join us and take your marketing and lead generation to the next level.

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

Sales Lead Insights

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. If you are responsible for business-to-business lead generation at a large company, don’t miss this webcast! Lead Gen in 2010: Learn What is Working Best Right Now. January 27, 2010 at 11:00 am PST (2:00 pm EST).

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

Sales Lead Insights

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?

B2B Lead Generation by Phone: An Interview with Michael Brown

Sales Lead Insights

In other words, go beyond mere demographics and look for companies’ actions such as expansion, reorganization, introduction of new product lines … actions that make them more likely than others to need your products or services. Complex and rapid changes in your marketplace and your product/service offerings. Sudden volume of inbound response or outbound notifications, as for product recalls.

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

Sales Lead Insights

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. Adding your company and its products or services to appropriate online directories. 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.

B2B Copywriting: Interview with Miller McMillan

Sales Lead Insights

We need to quickly communicate how our product or service meets a need, solves a problem and helps an organization move forward. Miller, if a company wants to generate more B2B leads for the products or services it sells, it is critical for its web pages to be found at the top of the search engine results. 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.

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

Sales Lead Insights

To get your messages through to these visual people, use photos, illustrations or icons to help them "see" the benefits of your products or services. Touch: Does it make sense (no pun intended) to give your prospects a sample of your product that they can touch or play with? Other products, software is a good example, lend themselves to "test drives" via Web demos, evaluations copies or free trials.

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

Sales Lead Insights

Are you looking for advice you can use to make your B2B lead generation programs as productive as they can be? 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? Do you know which lead generation activities your peers are now finding to be the most productive?

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

Sales Lead Insights

Chris Chariton, GlobalSpec ’s Vice President of Marketing Services & Product Management, and I will be presenting a case study entitled, Taking Lead Generation to the Next Level: One B2B Company’s Success Story. 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.

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. So they grudgingly develop programs to proactively follow up with and try to influence these longer-term prospects to move forward in their buying process and to consider the company’s products or services as they approach their purchase decision points.