How to Become a B2B Lead Generation Master

Want to Achieve Your Revenue Goals? Learn These 7 Things Most B2B companies are successful only to the degree they are able to generate qualified sales leads. So why is lead generation such a mysterious subject to so many?  Considering the stakes, it behooves you to take lead generation seriously and become a master.  At […]

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Leverage Partnerships to Find New B2B Sales Leads

Partner marketing programs can be one of your best sources for new sales leads, for the following reasons: Partners open up access to totally new markets. Partner recommendations can give you a leg-up in credibility, especially if you are dealing with their existing customers (quality of exposure) Depending on how well known the partner is, […]

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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 […]

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Do You Need a Service Level Agreement Between Marketing and Sales? – by Christopher Ryan

I have written a lot about the gap between marketing and sales in B2B companies and you can download my whitepaper about this subject here.  One of the trickiest aspects of the relationship is establishing the marketing and sales metrics.  Once you do this, you then need to agree on who is responsible for which […]

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