27 Jul |
Inside Sales Versus Outside Lead Qualification in B2B Marketing: A Needless Conflict |
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In a world where technology has made it possible to transact business remotely, many companies have found that a well managed inside tele-sales operation can boost profits by increasing coverage, serving customers faster, and selling low-margin products that outside sales people don’t want to bother with. However, many businesses, having made this investment, believe that inside sales teams can also be used to qualify and nurture sales leads. After all, telemarketing is telemarketing, right? Why pay money to an outside firm when it can be done in-house at no extra cost? However, trying to
Read more...19 Jul |
The Best Mailing List for B2B Lead Generation |
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When it comes to success in B2B lead generation, everybody knows that the mailing list is the most important ingredient in any campaign. A poor list will always produce dismal results, no matter how brilliant the offer and creative. Conversely, good lists often produce acceptable results even with mediocre execution. Consequently, companies are always looking for the “silver bullet” of mailing lists for their next B2B lead generation campaign— that perfect source of fresh, highly targeted, super-hot prospects just waiting to be contacted. Sadly, this is an exercise in futility and
Read more...19 Jul |
Connecting the Dots Between Lead Generation, Sales and CRM |
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Integrate lead generation, sales and CRM to gain higher returns For certain, I’m not a crystal gazer; but looking into the past? Sure, I’ve done that. Don’t we all from time to time? Actually, in business, everyone stands to gain from a periodic retrospective – review, analyze and soldier on! From a collective business world standpoint, a review of B2B sales and marketing in the past decade reveals a shift in business strategy. An interesting observation is the conscious effort to align sales and marketing objectives and functions for better results. Even if you have a Strategic
Read more...12 Jul |
Uniting Sales and Marketing Under One Umbrella |
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Sales and marketing must work together to convert lead generation activities into a loyal customer base Almost everyone’s complaining that business is tough. But a closer analysis of the low sales volume experienced by many businesses today shows a strong disconnect between their sales and marketing initiatives. The gap between B2B lead generation, conversion and CRM occurs because sales and marketing departments function as independent units (often at odds with each other). Instead, they should be working together to close the deal and cement the relationship. Companies that have aligned
Read more...08 Jul |
Strategic Planning for Inbound Marketing |
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Inbound marketing must be integrated into the overall strategic plan In some of my recent blog posts I wrote about how planting a seed, turning it into a lead, nurturing it and helping the lead progress towards purchase are all important steps in the B2B lead generation process. When organizations take on inbound marketing, it requires an integrated marketing approach to ensure that every initiative is part of a strategic plan. In order to deliver the overall marketing and CRM goals, inbound marketing can be broken down into distinct programs, each with a specific objective. Not only does
Read more...05 Jul |
Following inbound marketing trends enables adoption of best practices for lead generation |
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Inbound marketing is the strategic use of tools and techniques that draw the attention of a qualified target audience through relevant content and interactive engagement. That’s a simple definition of Inbound Marketing. The keyword here is “qualified audience” which means potential buyers who are closer to the buying decision. Well, at least in expressing their need for the type of product or service you offer. A prospect starts to look for you when they are getting ready to buy, and begin the process of searching for the best solution. Inbound marketing helps your business be found
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