Entries from February 2006
Speaking Event 4/20: Get Marketing and Sales Working Together for Results
I’ll be speaking at this conference. I hope you’ll join us there for an informative session.
Direct Marketing to Business Conference
The Conference Focused Exclusively on B-to-B Direct Marketing
April 19 – 21, 2006
Omni Orlando Resort at ChampionsGate, FL
Get a $100 Discount on 3-day and 2-day packages! Use Discount Code: SPKVIP and KeyCode: McIntosh.
Register at: www.dmadmb.org
Be sure to attend my session on Thursday 9-10:15 a.m.!
The Truth About Cats and Dogs: Get Marketing and Sales Working Together For Results
Track: Prospecting & Lead Generation
Are you tired of feeling that your company’s salespeople, reps, dealers, or distributors are wasting the sales leads that you and your marketing team worked so hard to generate? And are you frustrated with hearing salespeople complain about your company’s marketing efforts and the poor quality or quantity of your hard-won sales leads? If so, you don’t want to miss this session. By attending, you’ll discover proven strategies and tactics for getting your marketing “cats” and the “big dogs” in sales working together.
You will learn:
- The three primary ways that marketing people can win over the salespeople
- How to get sales to follow up and report back on marketing lead results
- How to create an environment that encourages respect and collaboration between marketing and sales
- How to get the sales team to help you convince management to provide more money and resources for marketing and lead generation
Marketing outsourcing
Here’s an abbreviated version of my article: 8 tips for selecting a sales lead management service. Hope the ideas help.
1. Determine what your inquiry handling or sales lead management system must include.
2. Prepare a “wish list” of the features your lead generation programs will include if budget allows.
3. Put together a package of background information for each vendor being reviewed. Include literature about your company, products or services. Include samples of current inquiry response materials.
4. Share your numbers with the vendors.
5. Get a written proposal.
6. Tour the sales lead management service company’s facilities.
7. Check references of the sales lead management service.
8. Conduct a trial program.
Online marketing
Here’s a summary of the checklist I use when I evaluate a client’s website. Use it to see if your Web site converts visitors to sales. That’s what it’s for, right? You might be surprised by the answers.
See the full checklist at: B2B website checklist.
- Does your Web site make it immediately clear what your company does and who it serves?
- Is it easy for your prospects and customers to find their way around your Web site?
- Does your Web site quickly communicate your company’s unique selling proposition?
- Does your Web site back up those claims?
- Does your Web site explain the additional resources you can bring to bear for your customers?
- Does your Web site contain lots of offers designed to engage prospects and start sales-winning relationships?
- Does your Web site make it easy for your prospects and customers to take the next steps in their consideration or buying process?
- Does your Web site make it easy to place an order?
- Are there multiple ways for prospective customers to request assistance or additional information about your company and its products or services?
Direct mail marketing
Direct mail marketing is an important method with which to communicate with potential leads. Direct mail marketing can provide awareness of your product or service, and direct mail marketing also keeps your product in the prospect’s mind. Even if they don’t buy now, this is a way to keep in touch until they do.
Specific ideas:Direct mail marketing: 7 ideas for more B2B direct mail sales leads
