| | |

What Happens To Your Conference Event Or Trade Show Leads When The Lights Go Out?

I just had a brief conversation with our prospecting team who are currently working on qualifying leads for a well known technology company. The leads come through from events and tradeshows the company regularly participates in and the team was notified that a bunch of leads from a more recent trade show have been added…

| | | |

Outbound Lead Generation & The Role Of Rich Data

Mike Damphousse of Smashmouth Marketing blog posted an interesting analysis today comparing the value/cost of inbound versus outbound marketing. With the rise and hype of social media, there is a lot of discussion around how to leverage social media for B2B lead generation, but what is really missing is the fact that social media takes…

| |

So I Finally Generated a Million Inbound Business Leads – Now What?

Generating a good flow inbound leads is just the first step towards building an effective sales machine. Here is quick slideshare presentation on a very simple but critical step in making the most out of your inbound leads. What Do You Do With All Those Inbound Leads  View SlideShare presentation or Upload your own. (tags:…

| |

Business Opportunities – Use Instant Lead Qualification To Identifiy Them Quicker

    As marketers we all get caught up in generating leads, building traffic, creating click throughs, optimizing content and generating more views and leads. In doing all this we often forget that the final objective is not just generating the highest volumes of leads but to generate business opportunities which are well qualified and…

| | | | |

B2B Sales: Avoid Disappointment & Demo To The Right Decision Makers

  Eran Livneh of MarketCapture.com did a post on “The killer demo: why demos are killing your sales” which has some good takes on how even great demos can sometimes kill your sales chances if a few fundamental things are not done right. One of the four reasons he mentions why demos often fail to…

| | | | | | | | | | | | | | | | | |

Must Try Demand Gen Tool: DemandBase Stream. Its FREE!

Everyone who is visiting your website is atleast somewhat interesting in your products and services or something within the domain. Most traditional analytics solution give you just a purely digital description of web traffic. That is helpful but not actionable, atleast for B2B marketers. Most B2B marketers want to know WHO it was who visited…

| | | | | | | | | | | | | |

3 Things To Do Before You Upload Trade Show Lists To Your CRM

Trade Shows are a predominant source of leads for companies in a number of segments. While I know that trade shows don’t deliver high quality leads to companies in some verticals, there are other verticals like healthcare, telecommunications and biotech where trade shows are invaluable in generating qualified leads and opportunities.  The most valuable outcome…

| | |

Inbound Lead Qualification: Making Your Sales Team Love You

You’re a marketer and your keyword optimized landing pages with the perfect layout has started to deliver great responses in the form of 500 inbound leads a week which you have passed on to your counter part in the sales department. You’re thinking to yourself “He should love me for this!” and instead at the…