http://www.sales-lead-insights.com Mac McIntosh's news and opinion for B2B sales and marketing professionals Fri, 09 May 2008 16:16:41 +0000 http://backend.userland.com/rss092 en Listen in for the five steps to managing your B2B sales leads for maximum results. I emailed you the other day about Michael Stelzner's great videos about the power of white papers as a lead generation tactic. New Audio Interview Michael just interviewed me about how best to manage B2B sales ... http://www.sales-lead-insights.com/2008/lead-generation-audio/ Still trying to lure in customers by talking about your company instead of your prospect's needs? Big Mistake. Yet so many B2B marketers continue to "deliver messages" in marketing-speak, and are missing lots of leads as a result. The guy in this video did something that you, as a B2B ... http://www.sales-lead-insights.com/2008/marketing-videos/ Here's a follow-up to my previous post Pros and Cons of Remote Events. Even in today's hyper-connected world, there are good reasons for in-person marketing events such as "lunch-and-learn" seminars. The traditional style of building a relationship with a potential client required you to get in your car, get on ... http://www.sales-lead-insights.com/2008/b2b-live-events/ If you're like most B2B marketing professionals, you've never got enough money for all the marketing you'd like to do. I recommend focusing on driving leads and sales rather than on branding. By investing one-third on online marketing, one-third on database-driven direct marketing, and the remaining one-third on "everything else," ... http://www.sales-lead-insights.com/2008/marketing-budget/ Have you seen the new definition of marketing from the American Marketing Association (AMA)? I just came across it again while doing some research on the Web and it made me laugh: "Marketing is the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value ... http://www.sales-lead-insights.com/2008/definition-marketing/ You spend time and energy crafting the right marketing messages and content to connect with prospects and clients. Then you find it littered throughout the Internet on trashy websites--or worse, on a competitor's. Time to wage war on the offenders? I found a useful blog post listing "100 Tips to Defeat ... http://www.sales-lead-insights.com/2008/protect-content/