Mike Schultz and Michelle Davidson collaborated in writing about top lead generation challenges that B2B and services firms face. Lead generation is an important link between marketing and sales where leads can be dropped and fall out of the pipeline, or firms can strengthen the link by doing (or not doing) a variety of things that are outlined in this article.
Archive | May, 2010
A recent article in the Wall Street Journal pointed out how well Method and Seventh Generation did last year with their more expensive, but green, products, in spite of a recession. The companies are even coming out with even more aggressive campaigns in 2010 that leverage their green approach. And companies like Whole Foods, Burt’s […]
As we’ve mentioned here on the Services Marketing Blog before, between 40% to 80% of leads are dropped. For over a decade now it’s been within reach of services firms to automate lead flow to make sure leads don’t leak out of the pipeline. But in the last few years, the lead management automation tools […]
If you read today’s business books and blogs you might get the wrong impression about how easy it is to throw something together, some product or idea, and THE INTERNET will take you to financial heaven. You might even sit in on meetings where the major topic is basically HOW DO WE GET THE […]
Over the next few blog posts, I’m going to dive into various aspects of exactly how product launches are done online. Think of these upcoming posts as a mini “How-to” course in online product launches. I know that many marketers don’t really have a grasp of what exactly I’m talking about when I use the […]
Have any of these questions crossed your mind? “How much time do my peers invest in social media marketing? What benefits are they achieving? Where will they focus their efforts in the future?” If you’ve pondered any of these thoughts, look no further. All the answers are right here in this free report. [vimeo 10991925 […]
Among the fastest-growing private U.S. companies that are using social media, the results are in—social media works. Not only are these companies listed on the Inc. 500 using social media as a key part of their marketing strategy, but it’s working for them. The overwhelming response from those using social media, when asked whether it […]
It’s important to think of lead generation as a process, rather than an isolated event, or a series of campaigns. A process can be continually improved through ongoing testing and refinement and will generate higher quality results more cost effectively (i.e. reduce expense-to-revenue ratio) and improve overall ROI.
Think about your lead generation process as being controlled on a mixing board. Let’s start with 5 of the biggest dials on the board so that we can start to tune in and turn up our lead generation ROI:
Professional services firms are rarely referred to as having “sales organizations.” But we can learn a lot from those that have them.
If sales organizations want to succeed, they must employ a combination of sales technologies. Using such technologies allows sales and marketing people to gather, and share, more information about their prospects and clients and gives them more ammunition to get the job done, according to Aberdeen’s report Sales Intelligence: Preparing for Smarter Selling.[…]