According to research by the U.S. Census Bureau there are an estimated 17 million sales people in the United States today and common to us all is the attention we give to lead generation. However, with all the attention our growing ranks give to filling the pipeline, we often miss the impact leads have on [...]
Growing your Email Subscriber List: Seven Tips (and Some Social Media)
“The money is in the list”. A saying which is often heard when it comes to email marketing and expanding their list is an ongoing priority for email marketers. One of the most important elements is making sure that your emails offer relevant content and treats your future subscribers as human beings. When defining an [...]
Six B2B Lead Management Best Practices
Some companies are good at generating B2B sales leads, others are good at qualifying and closing those leads, but the top performing companies, are those that leverage B2B lead management techniques and can do both. Here are six strategies you can implement to create your own unstoppable marketing and sales machine: 1. Follow up every [...]
Seven Tips to Use LinkedIn for B2B Lead Generation
LinkedIn bills itself as the world’s largest professional network with more than 150 million members, including executives from every Fortune 500 company. With that kind of reach, LinkedIn is a B2B marketers dream. But what’s the best way to take advantage of all this social media platform has to offer? How can you use LinkedIn [...]
B2B Lead Generation – How Much Information Should You Capture?
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 [...]
Is It Time to Outsource Your Technology Sales Lead Generation?
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, [...]
The Two Most Effective Lead Generation Tactics in B2B
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 [...]
Lead Generation Pitfalls: Failing to Hire the Right People
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 [...]
Don’t Give In To The “Just Send Info” Teleprospecting Response
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 [...]
What Does Lead Generation Mean to a CEO…?
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 [...]
