Posts Tagged ‘Lead Nurturing’
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
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
B2B Marketing Lead Reactivation “Phoenix” Project by Christopher Ryan
How to Generate Revenue from Your Dead Lead Pool
Most companies have a database of contacts that have gone stale. We refer to these lists by different names, including the dead lead pool, lapsed customer list, or inactive database. But whatever we call it, this group of people/companies often have significant revenue potential. In other words, the dead leads are not so dead after all. Like the legendary Phoenix bird they can rise from the ashes to help make your revenue goals
