In its heyday outbound marketing even in B2B embraced a huge list of media options. In addition to email we had: Direct mail – in regular letter, postcard and dimensional versions Voicemail Online Advertising Newspaper, Business Magazine and even Outdoor Advertising Telemarketing Radio TV While not everyone could afford all the arrows in the outbound quiver, there was …
Generating quality leads is – according to some very sensible sources- the #1 priority for marketing and with priorities come expenses! So just how much of your lead generation expense is being tossed out the window when your painfully generated leads don’t get timely follow up? When research shows that 35-50% of the sales go …
Are are tired of reading about how a typical B2B sale is 50 -60-70% complete before the prospect engages with a sales rep? I am. And that’s because that “finding” which might be true with some mature product/service categories does not apply to what I sell. It doesn’t apply to what most of my clients …
It a sure sign that summer’s here: Sun is shining, birds are chirping, kids are playing, sales are slumping (?!?!?). What was that? you say. Sales slumping? That’s right, 68% of businesses report a drop in sales over the summer months. Now, I can buy that some of those businesses may actually be seasonal, but …
Managing a potential customers expectations is only important if you want to make more than a single sale. Buyers beware. The company that promises more than you have a reasonable right to expect might not be looking at anything more than this month’s revenue. The biggest problem with managing expectations with integrity is that it …
Expectations – A Painful Wake-Up in a Tough Market Read More »
I’ve had to cold call through too many recessions not to recognize that while it might be irreplaceable, it’s terribly inefficient. I resent how it wastes my precious time and I suspect that anyone who shares at least part of the responsibility to generate their own leads knows exactly how I feel. I’m calling into …
I love reports on B2B lead generation and particulary those from the Bridge Group who manage to look at lead generation from both the marketing side and the sales side – and that seems to be rare lately. I’ve been away and didn’t get through all my emails yesterday, which means that usually I do …
Lead Generation – A 2012 Report from the Bridge Group Read More »
I think you need to be living under a rock not to be familiar with Marketo and so I expect a great number of people will be delighted to hear that they have just released their Definitive Guide to Lead Generation. I haven’t read the entire report yet. At a hefty 160 pages that might …
Yes! You Need to Close. You’ve done all you can to provide the best possible customer experience. You have a terrific customer success team and you regularly communicate with all of your customers to offer help and suggestions – without being too sales or spammy. Throughout the year, you’ve kept your customer success and your …
Marketing calls it lead generation, sales calls it prospecting. If we call it “lead prospecting” and I promise that you can do a better job,can we agree to work together? Because I have no doubt that combining the strengths of the two teams will: Drive more leads into the revenue funnel Improve the quality of …
