As we close out 2011, it is time to take personal inventory and make a B2B sales plan for 2012. To this end, we have listed some questions and ideas to help prepare you for this shift into the new year as we head into a holiday break. This food for thought is guaranteed to [...]

Thanksgiving marks the start of the holiday season; which is synonymous for quality family time and the time for unwinding and planning ahead for the New Year. For B2B businesses, it’s a mad dash towards meeting those yearly targets with sales guys trying every trick in the book to get last minute deals inked. It [...]

I just read an interesting article at Web Ink Now, titled New B2B Lead Generation Calculus. Noted marketing thought leader David Meerman Scott revisits that often-debated topic of whether it is better to collect opt-in data before allowing people to download your content, or to make that content available without requiring anything from the website [...]

If you are running an IT-based business company, then surely, one of your primary goals is to acquire as plenty of IT sales leads as you can. The entire process of obtaining technology leads necessitates your firm to make use of several resources in order to attain the needed number of leads. But then again, [...]

Look, there is no silver bullet to generate leads. You need a portfolio of tactics, along with a well-planned program of outreach to get the best results. That said, there are some tactics that stand apart for B2B marketers. In ITSMA and RainToday’s joint survey on lead generation, the best performing organizations are succeeding with [...]

It takes a special breed of person to enjoy cold calling.  The frequent rejection, the numerous “no’s” before you get the occasional “yes,” the monotony of it all… It’s an arduous process that takes extreme dedication, patience, confidence, and an intense desire to succeed. Which is why, when you’re building a lead generation program, one [...]

I have spent a lot of time putting together “additional information requested” collateral for prospects with no avail.  I’ve noticed that this usually means one of two things: You have not relayed the right information tailored to their needs: Getting a difficult prospect to respond to an email can be so exciting, it’s easy to [...]

Well in theory a lot.  We say in theory because CEOs definitely want more lead generation…they want more leads generated assuming that means of course, more deals closed and more revenue. What CEOs really want to see is if they pour more money into lead generation, then they want revenue to increase by X% as [...]

Generating leads is what B2B marketing is all about. Luckily, social marketing has demonstrated measurable power in support of that goal and many B2B marketers use it that way. In fact, according to a recent study by BtoB Magazine, 93 percent of all B2B marketers are engaged in some form of social media marketing, with [...]

I don’t know how many times I have heard people say ‘cold calling is dead.’ In fact, I’ve been known to say it myself, yet companies keep using the phone to win business. I have also heard that spam filters and general indifference have contributed to the demise of email marketing but some people have [...]