Posts Tagged ‘Lead Management’
B2B Lead Management – 6 Best Practices
Companies that succeed in marketing not only generate a large quantity of sales leads but they also do a good job of qualifying and nurturing these leads to make sure they become customers. This article discusses six specific B2B lead management best practices.
B2B Lead Generation – How Much Information Should You Capture?
I just read an interesting article at Web Ink Now, titled New B2B Lead Generation Calculus. Noted marketing thought leader David Meerman Scott revisits that often-debated topic of whether it is better to collect opt-in data before allowing people to download your content, or to make that content available without requiring anything from the website visitor.
As Scott explains, “There are those who believe in making content like white papers totally free without registration in order to spread the information as far
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
Steps in the B2B Marketing and Sales Process – by Christopher Ryan
In a typical business-to-business scenario, responses you generate and people you have contact with will flow through the marketing system and at different times during the end-to-end process will fall into the following categories:
Database Build – Contact names you have added to your database who have not responded to a promotional offer. You collect these names for remarketing purposes because they match the prospect criteria. Your mission is to turn them into raw inquiries.
Raw Inquiry – Any person/company that
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
