Criteria of Efficient B2B Lead Generation Processes

My team and I are always preaching the doctrine of the consistent and predictable lead generation engine as a key part of the Lead-to-Revenue Machine. In my recent book, The Essential Guide to Building Your Lead-to-Revenue (L2R) Machine™, I included a chapter on how to build efficient lead generation processes as a key component of L2R […]

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Criteria of a Powerful B2B Lead Generation Engine

My team and I are always preaching the doctrine the consistent and predictable lead generation “engine.” The fact is this: Even the most creative branding and awareness-building program won’t produce the desired results unless you can efficiently work prospects through the system and produce revenue at the other end. But like everything else in marketing, […]

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B2B Marketing: The Importance of Blocking and Tackling

I talk often about the importance of creating a “marketing machine”. By marketing machine, I mean a systematized process for creating awareness, generating B2B leads, qualifying prospects, and converting them into sales opportunities. There is both an art and science to creating an effective B2B marketing machine. The art comes in devising powerful brand messaging […]

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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. […]

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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 […]

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