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Demand generation — when pull not push seals the deal!

Demand generation — when pull not push seals the deal!

Louis Foong September 21, 2010 0

In my previous blog I commented on how demand generation goes beyond a leads database; that it involves nurturing true, qualified leads. I raised an important question about marketing strategy — Do you tend

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Questions for a Demand Generator

Questions for a Demand Generator

Louis Foong September 8, 2010 0

Too often, in the race for bigger numbers, demand generation is confused to mean pushing unqualified sales leads. Rather than working on a pull strategy to maximize and nurture true leads, we end up

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Inside Sales Versus Outside Lead Qualification in B2B Marketing: A Needless Conflict

Inside Sales Versus Outside Lead Qualification in B2B Marketing: A Needless Conflict

Louis Foong July 27, 2010 0

In a world where technology has made it possible to transact business remotely, many companies have found that a well managed inside tele-sales operation can boost profits by increasing coverage, serving customers faster, and

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The Best Mailing List for B2B Lead Generation

The Best Mailing List for B2B Lead Generation

Louis Foong July 19, 2010 1

When it comes to success in B2B lead generation, everybody knows that the mailing list is the most important ingredient in any campaign. A poor list will always produce dismal results, no matter how

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Connecting the Dots Between Lead Generation, Sales and CRM

Connecting the Dots Between Lead Generation, Sales and CRM

Louis Foong July 19, 2010 0

For certain, I’m not a crystal gazer; but looking into the past? Sure, I’ve done that. Don’t we all from time to time? Actually, in business, everyone stands to gain from a periodic retrospective

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Strategic Planning for Inbound Marketing

Strategic Planning for Inbound Marketing

Louis Foong July 8, 2010 0

When organizations take on inbound marketing, it requires an integrated marketing approach to ensure that every initiative is part of a strategic plan. In order to deliver the overall marketing and CRM goals, inbound

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Customer Referrals Act as CRM Catalysts across Social Media

Customer Referrals Act as CRM Catalysts across Social Media

Louis Foong June 30, 2010 0

Nurture existing customers in CRM with social media to get repeat and referral business One happy customer is worth a hundred (or more) in your CRM system. Sounds like a cliché? Well, maybe; but it’s

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Make Sales Leads a Privilege, Not a Right

Make Sales Leads a Privilege, Not a Right

Louis Foong June 8, 2010 0

Want to significantly increase your B2B lead conversion rates and get your salespeople to provide near 100 percent feedback on lead status? Then stop sending them sales leads— seriously! Instead, set up an online

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Overcoming Lengthening B2B Sales Cycles

Overcoming Lengthening B2B Sales Cycles

Louis Foong June 2, 2010 0

Recent research from a number of sources confirms what all of us in demand generation have suspected for some time now: (1) In spite of the proliferation of new marketing communications tools like social

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