22 Dec |
LEADing Numbers: Holiday Edition |
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Since we are in the midst of the holiday season, we found some holiday statistics to share with you. For those of you thinking – how is this relevant to B2B lead generation – successful lead generation does not exist in a vacuum. Knowing events and other factors that affect your prospects and customer base is an important part of building a successful lead generation campaign. I also challenge you to think about how you can use this information to incorporate into your playbook. 1. First, even though it is the holidays – keep blogging and posting outstanding
Read more...20 Dec |
A Review of the Top B2B Lead Generation Posts of 2011 |
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Looking back over 2011, first thank you to everyone who has taken the time to read my posts and join in the conversation and improving approaches to B2B lead generation. If you are new to the blog or a regular subscriber, I thought it would be helpful to summarize the top five B2B lead generation blog posts of 2011 based on total readership, starting with the most popular: 1. Why Aren’t Your Sales People Following Up on Leads Provided by Marketing? It’s true isn’t it? That’s a fairly common situation in the B2B market. When the numbers are down and falling short of target,
Read more...13 Dec |
Is Your CRM Wish List for the New Year Missing Something(one)? |
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Holiday shopping until a few years ago was actually an event I used to look forward to. There was much excitement around everyone’s wish list for holiday gifts. Bringing home the treasures was another adventure; sneak ‘em in and hide them well until it’s time to hand them out. Or place them discreetly where your loved ones will run eagerly to look for them on the big day. Surprises came in bigger packages; bigger the better. In recent years, the Internet has changed all that. Shoppers can sit bleary-eyed at some insane hour of the night and order gadgets, gizmos and geek delights
Read more...06 Dec |
Why Aren’t Your Sales People Following Up on Leads Provided by Marketing? |
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It’s true isn’t it? That’s a fairly common situation in the B2B market. When the numbers are down and falling short of target, the blame game is at its best. Marketing tries to prove its contribution to the bottom line and insists that there are enough new B2B leads being poured into the sales funnel. The sales department isn’t able to close enough deals and a sense of doom and gloom just percolates company-wide. So what seems to be the problem here? Why aren’t your sales people following up on the leads provided by marketing? There could be a few reasons for this and they are
Read more...01 Dec |
More Social Media Lead Generation Statistics – the LEADing Numbers |
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How is the social world from a numbers and lead generation perspective? Here is what we found this week: 1. No One Is Checking In? Some people are using applications on their mobile phone to “check-in” but the numbers are decreasing. According to Pew Internet and America Life Project, as of May 2011, 58% of smart phone users had a location based service on their phone but only 12% of them had checked in. Even though it may appear these geosocial applications are losing popularity, companies continue to gather geographical information about their prospects and clients. From
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