Lead Conversion »
10 Rules of Lead Generation
Proven Steps for B2B Marketers to Secure, Engage and Convert Quality Leads In the world of marketing, we all live in relentless pursuit of finding more prospects and converting more customers. Now here’s a
Read More »Lead Conversion—the Biggest Challenge in the Marketing-Sales Funnel
A couple of weeks ago we purchased the comprehensive, 200 page MarketingSherpa 2012 B2B Marketing Benchmark Report. This veritable source of marketing insights is a reminder of the B2B marketing industry’s key challenges and
Read More »B2B Marketing and Lead Generation Challenges – “The Q Continuum”
One of my all-time favourite television shows was Star Trek – the whole gamut of Star Trek: The Next Generation, Star Trek: Deep Space Nine, and Star Trek: Voyager. For those of you who
Read More »Make Sales Leads a Privilege, Not a Right
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
Read More »Overcoming Lengthening B2B Sales Cycles
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
Read More »The Missing Link in Lead Qualification Systems: Sales
Demand generation marketers often spend countless hours designing and fine-tuning their lead handling systems. Complicated flow charts are created, lead questionnaire content is debated endlessly, forms are designed, and telemarketing and email scripts are
Read More »Social Media for Demand Generation….Is it more of a B2C than a B2B phenomenon?
Now, it turns out that small businesses (B2C) have also jumped on the Twitter bandwagon in a big way. From pizza parlors to independent and specialty retailers, small businesses are increasingly using Twitter to
Read More »Social Media for Demand Generation: Silver Bullet or Snake Oil?
Social media sites like FaceBook and Twitter are revolutionizing the way companies market their products and services— or, at least, that’s what the internet marketing consultants, evangelists, gurus, and camp followers have been preaching
Read More »Break Your Lead “Pusher” Habit for More Sales
Implementing a “pull” lead management system, on the other hand, can produce dramatically better results. Because the lead has been specifically requested by the rep, it is much more likely to receive immediate follow-up.
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