http://www.sales-lead-insights.com A B2B LEAD GENERATION, MARKETING & SALES BLOG Tue, 09 Mar 2010 07:31:00 +0000 http://backend.userland.com/rss092 en How's this for a definition of B2B marketing automation?  The use of technology to generate, nurture, score and qualify leads, and drive sales, using customized, multi-touch marketing communications tailored for each contact's profile, level of interest, behavior or place in the buying process. Unfortunately it's a mouthful, isn't it? In my view, the primary ... http://www.sales-lead-insights.com/2010/b2b-marketing-automation-definition/ I think some of the information being touted by companies that have a stake in inbound marketing can be misleading. What I am talking about is the categorizing of all inbound inquiries as “leads.” Ask any salesperson if all inbound inquires are leads, and when he or she stops laughing, you ... http://www.sales-lead-insights.com/2010/are-inbound-leads-really-leads/ Join us for a complimentary afternoon seminar and take your business-to-business marketing and lead generation to the next level. If you are a B2B marketer or are responsible for B2B lead generation, do not miss this free, half-day seminar on March 3, 2010 at the Westin Grand Hotel in Washington, ... http://www.sales-lead-insights.com/2010/b2b-marketing-university-2010/ Before I get to sharing my opinion about the Business Marketing Association (perhaps better known as the BMA) changing the name of its Pro-Comm Awards to the B2s, let me point out that I'm a long-time member and big-time fan of the organization. I served two terms as president of one ... http://www.sales-lead-insights.com/2010/business-marketing-association/ A client just asked me, "What are the three best pieces of advice to give to companies that embark on an e-newsletter for the first time?" Here's my answer: Useful, relevant content is essential to get readership, and to avoid opt-outs. (I recommend aiming for 80 percent or ... http://www.sales-lead-insights.com/2010/b2b-e-newsletters-advice/ Mark your calendar to attend this webinar about advanced sales lead management strategies for B2B CMOs. Advanced B2B Sales Lead Management Strategies: A front line report for CMO’s on what’s really working today Direct from the front lines, hear the latest trends, and learn about successful programs, strategies and tactics from three ... http://www.sales-lead-insights.com/2010/advanced-b2b-sales-lead-management-strategies/ Although the findings are not news to me or my clients, a recent research study about increasing B2B sales lead management ROI is worth mentioning. Why? Because it validates some of what I've been recommending to my clients for years. The Forrester research study and white paper about sales lead management, commissioned ... http://www.sales-lead-insights.com/2010/b2b-lead-management-kpis/ If you are a B2B marketer or are responsible for B2B lead generation, do not miss this half-day seminar on March 3, 2010 at the Westin Grand Hotel in Washington, DC. This all-new-for-2010 session of B2B Marketing University is focused on helping you stay ahead of the curve and excel in ... http://www.sales-lead-insights.com/2010/b2b-marketing-university-2010-kicks-off-march-3rd-in-washington-dc/ We can't promise to make you famous, but if you share your top 10 list of silly mistakes that B2B marketers make, we'll include you in our upcoming e-book. My good friend, fellow blogger and B2B marcom consultant Dianna Huff and I are putting together an e-book on the top 10 ... http://www.sales-lead-insights.com/2010/the-top-10-silly-marketing-mistakes-b2b-marketers-make-your-input-wanted-and-rewarded/ I always find it interesting to take a look at the work done by our predecessors in B2B marketing. In post in Jackie West’s UK Industrial Marketing Blog, she mentions Richard Stone’s Insights into PR and Online Marketing blog post where he links to The Vintage Ad Browser. Simply click on one ... http://www.sales-lead-insights.com/2010/b2b-ads-from-the-past/ If you are responsible for business-to-business lead generation at a large company, don't miss this webcast! Lead Gen in 2010: Learn What is Working Best Right Now January 27, 2010 at 11:00 am PST (2:00 pm EST) This one-hour webinar will cover: The latest trends in B-to-B lead generation, and how ... http://www.sales-lead-insights.com/2010/b-to-b-lead-generation-what-enterprise-size-companies-should-be-doing-differently-in-2010/ This is one of a series of occasional interviews with top practitioners on topics of interest to business-to-business lead generation, marketing and new business development professionals. My guest today is Dianna Huff of DH Communications. Dianna helps businesses with their B2B marketing communications content strategy and implementation. Dianna, what are some of ... http://www.sales-lead-insights.com/2009/b2b-marketing-strategies-interview-with-dianna-huff/