I talk about the concept of stopping “revenue leakage” a lot, and one of the biggest causes of revenue leakage is when sales or marketing reps fail to follow-up (FTFU). You spend a lot of time and money to generate inquiries and then see the effort wasted. Not only is this bad sales and marketing […]
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 […]
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, […]
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 […]
Many B2B marketers suffer from factors that prevent them from taking marketing action. This article discusses these factors and talks about the best strategies to take to build awareness and generate leads.
Social media has caused a debate about whether this pull marketing technique can be used to generate leads and produce revenue. This article talk about the author’s experience in generating B2B leads and revenue by using social media and pull marketing strategies.
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. […]
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 […]
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 […]
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 […]