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 […]
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 […]
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 […]
How to Generate Revenue from Your Dead Lead Pool Most companies have a database of contacts that have gone stale. There are a variety of different names for these lists 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 […]