25 May |
The Missing Link in Lead Qualification Systems: Sales |
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Demand generation marketers often spend countless hours designing and fine-tuning their lead handling systems. Complicated flow charts are created, lead questionnaire content is debated endlessly, forms are designed, and telemarketing and email scripts are reviewed ad nauseam. Yet, many of these sophisticated marketers overlook the single, most crucial element of a successful lead qualification system. What is it? Field buy-in is crucial For some reason, the sales force is often left “out of the loop” when it comes to lead planning. This only adds to the age-old distrust and outright
Read more...19 May |
Social Media Success Won’t Fix a Broken Sales Funnel |
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If you are a B2B marketer looking to use social media as a way to generate more sales leads, by all means test and experiment with it. However, first be sure that your CRM and lead handling systems are working properly. Otherwise, you will only make a bad situation worse. All leads should be qualified and nurtured A lot of social media gurus are telling us that, since social media is different, its success should be measured differently. This is complete nonsense. Whether you generate inquiries from social or “conventional” media, they should all be treated the same way and measured
Read more...10 May |
A Humorous Look at Social Media |
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I am off to the B2B Summit in Phoenix, Arizona and while I am gone, I thought you would enjoy this short video that we put together.
Read more...04 May |
Social Media for Demand Generation….Is it more of a B2C than a B2B phenomenon? |
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My most recent post on social media’s pros and cons drew a lot of feedback. So, I thought we should continue the “conversation” by offering a few more opinions from this admittedly old-school but open minded marketing professional about the value (or lack thereof) of social media as a demand generation medium. As always, I welcome your continued comments. Better for Small B2C Marketers? If you look at the biggest and most successful users of Twitter and Facebook, they seem to be B2C marketers. For example, Starbucks (@Starbucks) and Zappos (@Zappos) are using Twitter apparently to
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