For some appointment setters, lead generation is about using manipulation and less than ethical tactics to gather information and set sales appointments. The primary goal of these poseurs is to look good in the eyes of their clients by providing them with large numbers of appointments, whether or not the appointments they set are actually sales-ready. Their secondary goal is to position themselves to be able to claim, when appointments yield less than desirable results, that the client is to blame for low sales numbers.
B2B Sales, Lead Generation and Marketing Blog
The adults in his life might have been saying important things, but all Charlie Brown ever heard was: wah wah-wah wah wah-wah.
Are your sales presentations making the impact you need them to make, or are you putting a lot of time and effort into developing wah-wah proposals and pitches that aren’t reaching sales leads on their levels?
Whatever you want to call it—industry speak, corporate lingo, or company jargon—it can make a marketing message fall flat faster than a whole-wheat pancake dropped from the top of the Chrysler Building.
Overwhelmed by social media management and monitoring? Don’t be. A little practice is all it takes to learn how to use social media analytics to increase sales and build customer relationships.
Have you ever had leads that didn't go anywhere? They just sat there taking up space, time and resources. Sound familiar? Lead scoring can help change that.
Lead scoring is a marketing and sales management technique which identifies hot leads, funneling them into sales for conversion, and identifies warm or cold leads, sidelining them for nurturing. Sales lead scoring involves assigning points to leads based on pre-defined criteria.
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 be low in calories and high in results when digested (used) properly.
I think we can all agree that the world of marketing is changing at a rapid rate. This change is a struggle for many marketers, as demonstrated in some of the following statistics from a 2011 MarketingSherpa survey of 1,745 B2B marketers. The level of difficulty has increased as marketing takes on some of the lead generation responsibilities that used to rest almost entirely on sales.
The trick now, as marketers, is to identify important trends, create focal points, stay competitive, and respond effectively to the shifting dynamic of marketing and sales. Let’s take a quick look at some information from the 2011 B2B Marketing Benchmark Report, then we can assess what needs to happen in the marketing community as a result.
The 2011 Chief Marketer Interactive Marketing Survey was recently released and the results are quite interesting.
The month-long, online, survey polled over 600 marketing professionals in B2B, and B2C companies in the manufacturing, retail, financial, healthcare, travel, entertainment, advertising, publishing, database, and non-profit verticals.
One of the results of the survey was the metrics that were used to measure success of Interactive Marketing. Not surprisingly the top five were Clickthroughs, Traffic to Website, Lead Generation/User Opt-In, Page Views, and Incremental Sales. All of these are a result in the shift from traditional Marketing Mediums to Internet Marketing and Social Media.
We have written several blogs lately around event audience acquisition strategies, lunch and learn events, how to put them together, and how to drive attendance. What we have not talked about is what the subject matter should or could be.
Two blogs ago I wrote about the economy growing and getting better; if you did not read it then I recommend you do. It was not the most well written blog, I admit that, but it was the content was the most important.