Entries from March 2006
Fill your sales leads pipeline – Free digital broadcast
[](http://www.audionewsletter.com/salesrepradio/032006.htm “Fill your sales leads pipeline”)
I’ve got a new segment up on SalesRepRadio. You can listen to it at [SalesRepRadio.com](http://www.audionewsletter.com/salesrepradio/032006.htm).
Sales people are constantly looking for new opportunities that they can turn into short-term business. Sales people often complain about the lack of leads but there are a lot of things they can do themselves to fill up their pipeline.
B2B public relations overview
Here’s an overview of how to use PR in a B2B marketing-for-leads program.
Your PR program should include a combination of the following items and actions:
- Stand-alone press releases, e-mail pitches and/or media advisories
- Press kits (including such items as company and product or service backgrounders, management bios, product or people photographs, press releases and reprints of articles about your company)
- Setting up your management as a source of experts for media interviews
- Relationship building with editors
- Customer success stories
- Feature articles written by your management (or ghostwritten for them)
For PR tips, press release writing tips, how you can use PR to improve search engine optimization efforts, and links to useful resources, visit my in-depth article: How to use PR in a B2B marketing-for-leads program.
Speaking Event: NEDMA ‘06 (June 14-15)
[](http://www.nedma.com/conferenceblog/)
### [NEDMA '06 Confererence Blog](http://www.nedma.com/conferenceblog/)
[New England Direct Marketing Association](http://www.nedma.com/)’s Annual Conference & Exposition
“It’s a Brave New World”
June 14-15, 2006
Bentley College, Waltham, MA
I will be delivering the closing keynote address June 15th, titled: “How to get your CEO, CFO, the folks in sales, your agency and your client to buy into your marketing plan.”
Join the conversation and get the latest news about NEDMA ‘06, It’s a Brave New World, on their [NEDMA '06 Confererence Blog](http://www.nedma.com/conferenceblog/).
16 B2B advertising tips
Is one of the goals of your business-to-business advertising sales leads generation for your salespeople, representatives, distributors or resellers? Consider these proven B2B sales lead generation techniques gleaned from working with over 170 companies and some of the best marketers in the business. For more detail, read “B2B Sales Leads Generation with Print Advertising.”
1. If you want more sales leads, don’t use image ads.
2. Put benefits in your headlines.
3. Talk about applications.
4. Make your ads easier to skim.
5. Testimonial ads are king.
6. Fractional ads in every issue can be more cost-efficient.
7. Use “Wrap Ads” to get more bang for the buck.
8. Make them an offer they can’t refuse.
9. Choose your words carefully.
10. Talk first person with the reader.
11. Ask for the order.
12. Give them a compelling reason to inquire right away.
13. Match your offers to where the reader is in the buying cycle.
14. Merchandise your offer.
15. Make it easy for your prospect to respond.
16. Mention your Web site.
