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 […]
This article discusses specific ways that you can use marketing and sales to increase your company value, including lead management, website optimization and pull marketing.
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.
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 […]
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 […]
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 […]
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 […]