If you’ve been following our blogs or reading our whitepapers, you know how we feel about multi-touch campaigns: they are an absolute necessity to generating qualified, sales-ready leads in the B2B arena. And if you have read the Direct Marketing Association’ Response Rate Study, you will concur that “A single touch simply will not get … Continued
Assess prospect data accuracy The fact is, your prospect database is only as good as the accuracy of the data, and it is a never-ending task keeping the data clean and current. People move around from job to job and company to company; companies are acquired or merge. Often your prospect database is inherited from … Continued
It’s a fact: in today’s business climate, it takes much longer to reach decision makers. It seems that our best efforts at creating content and value, as well as our ability to broadcast vast amounts of information to well targeted titles does not seem to be generating the response we expected. The decision makers who … Continued
Once you have defined your ideal sales-ready qualified lead and determined the number needed to hit your annual sales revenue goal, the next step is to create plans to get the lead gen machine producing them.
So is Outbound the new Inbound? Or Inbound the new Outbound? Or should we call them Rebound or better, yet, Unbound? It appears that the people who named this inbound thing only looked at the first step in the b2b sales lead process — too narrow a view from our perspective. As a company providing … Continued
This condition is generally caused by having problems with generating a healthy sales pipelines. It creates frustration accompanied by feelings of inadequacy and insecurity. You Need a Professional Marketing Funnel Management Agency Symptoms A gut feeling that Marketing Automation is not generating the expected results. An abundance of unattended and/or unqualified leads in your marketing/sales funnel. … Continued
Have you been burned by a failed lead generation campaign? So much so that the mere mention of lead generation cause you to clamp your hands over your ears and sing-song “La-La-La-La-La…” as loud as you can? Then you may not be surprised at how easy it is for a BANT lead generation campaign to … Continued
Making any kind of decision requires information. When you are at a restaurant you have never been to before, you need information to place your order. Unless someone you know has highly recommended a particular dish, it is unlikely you would order without looking at the menu or listening to the waitress recite the day’s … Continued
A view from the trenches As the VP of Operations of a 23 year B2B lead management services firm, I have been directly involved with hundreds of B2B sales lead campaigns resulting in many millions of individual interactions with prospects on behalf of our clients for whom we generated hundreds of millions of dollars in … Continued
So you’ve tried gathering leads for your sales team only to find they aren’t even using them because they quickly found they were a waste of time? Now they won’t even look at what you send them. Time to make sure you’re following at least the basics in today’s world of lead acquisition. Here are … Continued