Are Sales Leads JUST a Key Component?


If your answer is yes, please don’t blame your lead generator for problems like low revenue or poor sales. They’re not responsible for the failure of your organization.

Why is that? Aren’t sales leads the only way you’re ever going to create sales opportunities? Isn’t the quality of your leads important to the success of sales?

Yes, they’re important and yes, they’re a key component.

The problem is that they’re not just the only component!

Continue reading


Using B2B Marketing to Pitch for Pressure


Sometimes a company’s greatest strength is brought out only after certain conditions are met. Sometimes these conditions can have steep costs (e.g. long integration time, expensive consulting etc) and other times, they can really be taxing (e.g. thriving under pressure, tight budgets etc). How can your B2B marketing strategy pitch these conditions without causing more than a few prospects to step back?

Continue reading


No Sales Lead Generation Strategy Works With An Identity Crisis


How often do you read about the importance of targeting in lead generation campaigns? Always right? Now, compare that to how many times you’ve been told to know who you are.

If you’re scratching your head right now, you should know that no lead generation strategy is going to work if your organization’s suffering from an identity crisis.

Continue reading


Switching to Manual with Your Sales Leads


With all this talk of big data, bigger CRM, and cross-channel automation, you’d think that everyone in the world of B2B marketing and sales is going to look like they work on a S.H.I.E.L.D. helicarrier.

But in truth? In spite of all the tracking, sophisticated security, and big-time data crunching, sometimes it’s still better to go manual when you’re looking for sales leads.

Continue reading


Lead Generation Tips – Making Up Rules as You Go Along


Ever been in a situation where you had to make up the rules of something as you go along? You might’ve done it during a long road trip or when trying to past the time. However, the longer version of that actually happens during your lead generation campaign.

For example, say you’re using a mix of content and event marketing to drive prospects into your lead generation process. You present a new technology or practice that’s been shaping up the office world lately. (It could be a new HR system, EMR integration, or even just a new style of organizational structure.) However, you’re also well aware of some of the problems people run into when implementing it and thus make suggestions on how to avoid them.

Sound familiar? You’re already making rules!

Continue reading


How Lead Generation Controls the Cost of Information


With an age of information comes the race to capitalize it and at the same time, share the benefits of doing so. Yet unfortunately, that’s not usually the picture people have about it these days. Instead, everything from the most harmless lead generation campaigns up to your average government survey is viewed as suspect. “Privacy is dead” cry so many advocates.

Yet because out of fear of offending any such advocates (whether they’re in the telemarketing lists or among blog subscribers), many companies undermine their lead generation efforts.

Continue reading


Social Media and Sales Leads – Are they Both Subjective?


It’s easy to think that sales leads are subjective. More specifically, plenty of organizations have marketers and salespeople constantly go back and forth on defining leads that actually produce sales.

What about social media, though? It’s not news that critics love to decry the medium for actually destroying social skills. But from that debate, you can only ask: What defines as social?

Continue reading


Job Ads – A Good Side Job for B2B Marketers


B2B marketers are all about generating interest for their own companies. But are prospects the only people who express such interest or does a marketer’s responsibility lie in more than just winning new clients? Other departments such as recruitment could also use a bit marketing support as well.

It’s well known that finding the right employees isn’t just about you sitting at a desk, waiting for people to just ask if you’re hiring. Job advertising is a staple for recruitment but are B2B marketers participating? Getting the right people to work for your company can be just as much vital to sales as potential sales leads.

There are many similarities between appealing to potential candidates and to potential clients:

  • You need the ads to attract away from competition. Some of the best candidates may already be well settled in their current job. There’s competition here just as much as there is when you’re suggesting a product to consider your business over a competitor’s product.
  • It needs enough information. Candidates want more detail when it comes to information about their soon-to-be-employer. Often times, this sounds like the recruiter’s job and not the marketers. Sadly, recruiters sometimes fail to include the right amount and only do it out typical fears that their job may be outsourced.
  • Innovative style – As with marketing in general, recruits are in need of innovating their own lines. “Why should we hire you?” or “What can you contribute to our company?” are a little too 1995. Recruiters need to formulate their content to match processes that are aligned with recent job seeking facts.

Today’s recruiters need more than the typical, technical ‘Looking for Person X with Y Skills.’ They need something that sparks the mind even among those who aren’t actively looking. They need material that is targeted. They need material that is relevant.

They need something that B2B marketers already have. So while winning potential clients may be your primary responsibility, don’t hesitate to help those who could the same skills and resources you’ve got.


Lead Generation Tips – Marketing Automation and the Evil A.I.


Whether you watched the first debut of the Dinobots in the original series or the whole of Transformers 4, both tell a story of creations going out of control. And likewise, the same can happen if you put too much faith in marketing automation. Like any part of your lead generation campaign, your marketing tools are still your responsibility and should remain completely under your control.

Continue reading


B2B Lead Generation Tips – Know the Warning Signs and Outsource Experts!


Focus is a lot harder to come by when your brain is tired. It’s harder to make connections, grasp concepts, and ultimately creates regrettable decisions more often than not.

How much worse when that brain represents your entire B2B lead generation process? This process is all about creating and maintaining strong relationships with prospects (even after they convert into customers). That means you’ll need all the talents and manpower necessary for successful B2B marketing. Unfortunately, you can’t always muster enough of these resources at a time. And if marketing’s not even your niche, that’s all the more likely.

Continue reading