Articles in the 'Lead Generation' Category
Why You Need a Strong Web Presence to Meet Your Lead Objectives
When I talk to business executives about web presence, I get an interesting mix of responses:
What is a strong web presence and why do I care?
I sell a/an (infrastructure/sophisticated technology/enterprise/ services/ international) product to businesses. How do I know my customers are on the Internet?
We just spent $X on a website upgrade/replacement. Doesn’t that give us a strong web presence?
We just had an SEO/SEM firm optimize our site. We now have a top ten ranking for keywords
Who Can Use More B2B Sales Leads?
I’ve had several posts recently about where and how to find fresh sales leads. Leads are the lifeblood of many B2B organizations and if you ask the VP of sales what he or she most covets, it is often a variation on the theme, “lots of qualified leads.” Generating leads is difficult enough when you know what you are doing – if you don’t it can be painful and frustrating.
To help make this process easier, we’ve just released a new eBook
Where to Find B2B Leads – Part 2
In a recent post, I talked about six direct marketing sources of B2B sales leads. You can view that post here. Let’s now turn our attention to nine more lead sources from two important categories – online media and pull marketing.
Pull Marketing
Social Media – The big three B2B leadgen social media tools are LinkedIn, Twitter and blogging. All three can be a good low-cost source of leads. If you are going to engage with these media – and I strongly
Where to Find B2B Sales Leads
The need for fresh sales leads gives a recurring headache to B2B companies and the competition for prospects is only going to get fiercer. The key to success is to constantly supplement your existing lead generation efforts with new sources. A well-crafted lead plan will allow you to get the bulk of your leads from old reliable programs while you set aside 5-10 percent of the budget to test new sources. Over the next three weeks I’ll give you a
Lousy B2B Lead Generation Habits to Avoid
I talk a lot about what you need to do to be successful in B2B marketing. But it is helpful to understand what not to do as well. Here are five habits to avoid in B2B lead generation.
Lousy Habit 1: Waiting until conditions are “just right.” With some exception, the world can be divided into two classes of people, those who are prone to analysis and those who are prone to action. You could also call these people the ready-aim-fire
How to Become a B2B Lead Generation Master
Want to Achieve Your Revenue Goals? Learn These 7 Things
Most B2B companies are successful only to the degree they are able to generate qualified sales leads. So why is lead generation such a mysterious subject to so many? Considering the stakes, it behooves you to take lead generation seriously and become a master. At Fusion Marketing Partners, we see a full range of marketing practitioners ranging from novices (grasshoppers) to masters.
So what does a master know, and what actions do
Leverage Partnerships to Find New B2B Sales Leads
Partner marketing programs can be one of your best sources for new sales leads, for the following reasons:
Partners open up access to totally new markets.
Partner recommendations can give you a leg-up in credibility, especially if you are dealing with their existing customers (quality of exposure)
Depending on how well known the partner is, such programs can give you much broader outreach to the marketplace (quantity of exposure).
Partner marketing programs can lead to an acquisition cost of ½ or less of do-it-yourself marketing
Just How Many Leads Do You Need? – by Christopher Ryan
You think this would be a simple question. However, for a lot of B2B executives, the answer is tough to pinpoint When I ask a new Fusion Marketing Partners client or prospect “How many leads do you need?”, I often get one of three types of answers:
“I don’t know.” or “I have no idea.”
“A lot more than I am getting now.”
“X number of new leads a month, but I don’t know why.”
Often, I get different answers from different people in
In B2B Marketing, It’s All About the Offer – by Christopher Ryan
Assuming that you have a quality product or service, with a compelling value proposition, aimed at the right target audience, the marketing offer will be a key difference in your success (or lack thereof). So what do I mean by offer? In simple terms, a marketing offer is what you propose to give to the prospect, and what you are asking for in return. The offer is the “What’s in it for me?” part of the marketing equation. How do
Sales Lead Management: Are You a Victim of FTFU (Failure to Follow-Up)?
This post involves one of my pet peeves in marketing: the tendency of marketers to spend money and time to generate inquiries and then fail to follow-up (FTFU) on these inquiries. This failure can be fatal to the success of your sales lead management program.
Although it was for a low-ticket service, a recent personal example illustrates the point. I was looking for a guitar teacher to help take me to the next level. I jam with some very good musicians
