Comments on: The Essential Marketing-for-Leads Formula http://www.sales-lead-insights.com/2008/formula/ A B2B LEAD GENERATION, MARKETING & SALES BLOG Mon, 19 Jul 2010 00:02:07 -0500 http://wordpress.org/?v=2.8.4 hourly 1 By: Dr. Joe Capista http://www.sales-lead-insights.com/2008/formula/comment-page-1/#comment-316 Dr. Joe Capista Tue, 26 Feb 2008 21:07:25 +0000 http://www.sales-lead-insights.com/2008/formula/#comment-316 <p>Outstanding points. Especially the one about keeping in touch. Far too often business owners and sales people think contacting someone once will do it. It is about building trust with your market. </p> <p>Dr. Joe Capista</p> Outstanding points. Especially the one about keeping in touch. Far too often business owners and sales people think contacting someone once will do it. It is about building trust with your market.

Dr. Joe Capista

]]> By: Joshua Feinberg http://www.sales-lead-insights.com/2008/formula/comment-page-1/#comment-314 Joshua Feinberg Sun, 24 Feb 2008 20:53:29 +0000 http://www.sales-lead-insights.com/2008/formula/#comment-314 <p>Hi Mac,</p> <p>Yes, you are so right. It's amazing how few marketers actually understand direct response techniques and end up wasting colossal sums of money trying to create Madison Avenue cuteness. Lead generation is about results and metrics. Anything else just gets in the way and clouds judgement. Thanks for the great post.</p> Hi Mac,

Yes, you are so right. It’s amazing how few marketers actually understand direct response techniques and end up wasting colossal sums of money trying to create Madison Avenue cuteness. Lead generation is about results and metrics. Anything else just gets in the way and clouds judgement. Thanks for the great post.

]]> By: Mac McIntosh http://www.sales-lead-insights.com/2008/formula/comment-page-1/#comment-312 Mac McIntosh Sun, 24 Feb 2008 16:49:35 +0000 http://www.sales-lead-insights.com/2008/formula/#comment-312 <p>Rene, You make a good point about involving other stakeholders in the marketing planning process. This is exactly what we are doing with one of my clients now. We are creating cross-functional teams to address speeding up the time for receipt of a lead to the time it is available to a sales rep for follow-up. A separate cross-funtional team has been created to come up with an agreed-to definintion of what constitutes a qualfied lead. Representatives of sales, marketing and IT are on both teams.</p> Rene, You make a good point about involving other stakeholders in the marketing planning process. This is exactly what we are doing with one of my clients now. We are creating cross-functional teams to address speeding up the time for receipt of a lead to the time it is available to a sales rep for follow-up. A separate cross-funtional team has been created to come up with an agreed-to definintion of what constitutes a qualfied lead. Representatives of sales, marketing and IT are on both teams.

]]> By: Rene Zamora http://www.sales-lead-insights.com/2008/formula/comment-page-1/#comment-311 Rene Zamora Sun, 24 Feb 2008 00:48:06 +0000 http://www.sales-lead-insights.com/2008/formula/#comment-311 <p>Hi Mac, Keeping in touch with current customers is the weakest area I find with my new clients. They are looking for more sales, have been in business over 10 years but neglect their bread and butter. They have usually created such a pattern of finding new customers they don't know how to change the marketing approach. Thanks for your blog it will add more power to my persuasion with clients.</p> <p>Involving the sales team is a must. I would also encourage companies to invite anyone in the company whose work load, routine, or response will be affected by the marketing efforts. Keeping them in the loop and preparing them for what will be hitting will payoff big time and again more leads will get to sales.</p> Hi Mac,
Keeping in touch with current customers is the weakest area I find with my new clients. They are looking for more sales, have been in business over 10 years but neglect their bread and butter. They have usually created such a pattern of finding new customers they don’t know how to change the marketing approach. Thanks for your blog it will add more power to my persuasion with clients.

Involving the sales team is a must. I would also encourage companies to invite anyone in the company whose work load, routine, or response will be affected by the marketing efforts. Keeping them in the loop and preparing them for what will be hitting will payoff big time and again more leads will get to sales.

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