lead generation posts, articles, and infographics

Know Thy Prospect (Before Touching That Phone!)

February 3, 2012 by Matt Smith
with 28 views

Now that your firm has invested in a B2B lead generation program that includes a strong marketing automation platform, what happens next? [read more]

Build the Front of Your Sales Pipeline

January 18, 2012 by Lori Richardson
with 97 views

Image: Courtesy of author blog

Deals get stalled, especially if they are complex sales that take more than one meeting to close. Even with the best of intentions and promise of a new customer, things slow down. They even go silent. [read more]

Is it Time to Take Your Lead Generation Activities More Seriously?

January 17, 2012 by Jonathan Farrington
with 237 views

Image: Courtesy of author blog

My regular observations have led me to conclude that very few organizations have a formal plan, strategy or methodology in place to manage leads, preferring the “scatter-gun” approach, because all business is good business, isn’t it? Well, actually no, it isn’t. [read more]

Internal Sales Process vs. Customer Decision or Buying Process

January 16, 2012 by Jonathan London
with 177 views

Image: tina negus/Flickr(creative commons)

Is internal sales process still relevant. It must factor in the customer buying process. It's the difficulty in implementing the sales steps. [read more]

How to Get More Prospects in Your Pipeline (Video)

January 12, 2012 by Jill Konrath
with 50 views

As sellers, we want to keep as many options open to us. We want to be able to pursue business with anyone who has the potential to buy from us. But doing this actually has a boomerang effect and reduces your sales effectiveness. [read more]

10 Reasons Against Bulk Email Uploads

January 12, 2012 by Lera Z
with 52 views

Image: Sean MacEntee/Flickr(creative commons)

It doesn't matter how you got that list: collected naturally or bought it. The answer is simple and clear to all the cases: don't do it and here are the 10 reasons why you should not. [read more]

How Not to Be Fooled by Pseudo-SEO

January 11, 2012 by Louis Rix
with 185 views

Search Engine Optimization has made many online businesses a lot of money thus far in this tech-dominated era. But marketplace principles dictate that where there’s high reward, there’s almost always high risk. Because SEO techniques are still young and continuously changing to adapt to developing policies from search engines like Google and Yahoo, it’s easy for the non-expert online business owner to find themselves swindled by one of the many fast talking, silver-tongued “SEO gurus” out there. [read more]

3 Reasons Marketing Should Not Own Lead Generation

January 6, 2012 by Matt Smith
with 360 views

Image: Courtesy of author blog

Maybe B2B marketing should just continue doing what they have always done and not be forced to own lead gen. Instead let’s give the sales leaders the budget and authority to do lead gen the right way and all on their own. [read more]

What If You Couldn't Get Any New Customers? [Video]

January 6, 2012 by Jill Konrath
with 52 views

Image: Courtesy of author blog

If you've been in the sale profession for any length of time, you probably have a whole laundry list of assumptions about what it takes to be successful. But our marketplace is undergoing radical change. Our customers expect different things from us. In fact, they barely need us because everything they need to know is online. [read more]

How Blogging For Lead Generation Works

January 5, 2012 by businessdevelopment
with 100 views

In the early days blogs were looked upon as silly, however early adopters learned to turn them into tools for search engine marketing. Now though, blogs have become much more than that. Blogs are an outlet for creativity and a place where you can influence people. They’re communication devices, community builders, educational corner... [read more]

Social Media for Small Business? You Bet!

January 4, 2012 by Mike Merriman
with 136 views

Many small businesses struggle with the decision to employ social media, thinking it’s either a time sink, or has no real business impact for them. I recently came across some great initiatives in the SCUBA world that have used the power to social media to make real business impact. [read more]

Building Your Sales Pipeline Is Not a One-Step Process

January 3, 2012 by Lori Richardson
with 296 views

Image: Courtesy of author blog

Can you find prospective customers – ideally who are “more likely” to do business with you than “less likely?” There is little point to attracting thousands of people your way who are not likely to do business with you. [read more]

Begin 2012 By Getting the Easy Sales

January 3, 2012 by Art Sobczak
with 79 views

Most people begin a new year with grand plans to increase their new business. Yet many of those same people don’t pick up the easy stuff first, skimming the cream that already residing in their computer. [read more]

32 Resolutions to Prepare for Your 2012 B2B Lead Generation Program

January 1, 2012 by Paul Mosenson
with 74 views

Everybody does list-format blog posts this time of year. Thought I’d give it a shot as well, running through a master list of “resolutions” as preparation for improving your inbound marketing and lead generation strategies for 2012 and beyond. Consider these as the stepping stones for optimal business growth by aligning marketing... [read more]

Six Strategies for B2B Sales and Marketing in 2012

December 22, 2011 by Bob Apollo
with 158 views

There’s no shortage of bad news - the Eurozone crisis, global uncertainty in financial markets, declining customer confidence and risk-averse buying behaviour on the part of our potential prospects. We would be foolish to expect a dramatic upturn any time soon. So how should we respond? [read more]