“Will you marry me?”
This offer will get you a chilly reception from someone you’ve just met. You’d sound half-crazy popping the question unless you nurture the relationship at the right pace and offer what the other person is looking for.
Same thing goes for B2B marketing. Sure, a salesperson can get lucky with an occasional prospect, […]
Today’s lead management service companies assist business-to-business marketers by handling routine tasks and much more. If you and your staff are overloaded trying to keep in touch with interested prospects, you may end up missing revenue sources and slowing growth.
Overloaded, or just want to get more efficient?
For starters, you may want to look into outsourcing […]
I had a client whose marketing was not delivering the same level of sales it had in the past. The company had no direct sales force and no distributors, so their prices were about half their competitors. It sounds like it would be easy to grow your customer base when you can quote such low […]
IDC sent out a press release yesterday about its latest study, from its CMO Advisory Practice, of IT vendor’s best practices in sales lead management.
Some key findings, summarized in the press release, include:
Fifty percent of these tech vendors’ marketing investment is allocated to demand generation and a third of that is targeted to […]
‘Tis the season to send out holiday cards to relatives, friends, and business contacts. Maybe you have some friends on your list that you haven’t spoken to or heard from in ages. How long do you keep sending them cards at holidays?
The practical folks would probably cut them off after a year or two of […]
Persona-based marketing goes beyond simple demographic data
Persona-based marketing describes who a prospect or customer is, by also answering questions about their behavior such as: what keeps this person awake at night? How does he spend his time? How does she like to be sold to?
This concept can help you, as a business-to-business marketer, by creating […]
Sales Lead Insights is Mac McIntosh's blog about ways to boost your business with B2B marketing and sales lead generation.
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