LEADership by Louis Foong » Lead Funnel

The Challenges that B2B Marketers Find the Most Difficult to Overcome

Louis Foong — Tue, 22 Nov 2011 20:18:43 +0000

In my post last week, I promised to share some interesting “sound bytes” from the MarketingSherpa 2012 B2B Marketing Benchmark Report. These are comments from B2B marketers about the barriers they find the most difficult to overcome. I picked a few that are very commonly experienced by B2B marketing companies. The Challenges for B2B Marketers “Lack of ability to stop executing and think strategically is the biggest barrier.” I find that typical of B2B marketing organizations that get so caught up in tactical plays and spike marketing. In the absence of a defined strategy

Lead Conversion—the Biggest Challenge in the Marketing-Sales Funnel

Louis Foong — Thu, 10 Nov 2011 15:45:08 +0000

A couple of weeks ago we purchased the comprehensive, 200 page MarketingSherpa 2012 B2B Marketing Benchmark Report. This veritable source of marketing insights is a reminder of the B2B marketing industry’s key challenges and ways in which organizations are struggling to overcome them. Over the next few posts on my blog, I thought it may be worthwhile to focus on certain aspects of this report and how marketers can apply this intelligence to enhance lead generation strategies and processes. The study analyses how B2B organizations plan, execute and measure business activities such as lead

The Many Faces of “Lead Generation” – Trick or Treat?

Louis Foong — Wed, 02 Nov 2011 17:00:23 +0000

Halloween has come and gone again and each year one marvels at the ingenuity and creativity of costumes, masks and disguises. The trick-or-treaters come around no matter what the weather with their bags open and outstretched for candy. Not to forget the adults who dress up and grab their share of fun at work or with friends and family. For some players in the lead generation industry, Halloween is gradually becoming a year-round event. You can see all kinds of tools, techniques and tactics disguised as “lead generation strategies” to fool indiscriminate marketers. Just like those

LEADing Numbers

Louis Foong — Tue, 01 Nov 2011 16:25:51 +0000

I thought we would start some regular features on this blog, starting with a weekly round up of interesting statistics and numbers: 1. 91% of email users have unsubscribed from a company email they previously opted-in to. (source: Hubspot). People whether consumers or executives only want to receive information and news relevant and interesting to them. What are you doing to prevent this attrition rate on your email list? 2. 41% of B2B companies and 67% of B2C companies have acquired a customer through Facebook (source Hubspot). Really? This still does not convince me that B2B demand

B2B Marketing and Lead Generation Challenges – “The Q Continuum”

Louis Foong — Tue, 18 Oct 2011 14:31:43 +0000

One of my all-time favourite television shows was Star Trek – the whole gamut of Star Trek: The Next Generation, Star Trek: Deep Space Nine, and Star Trek: Voyager. For those of you who didn’t fancy it or can’t remember trivial details like I do (am not ashamed to admit it!), let me remind you about the Q Continuum – an extra-dimensional plane of existence inhabited by a race of extremely powerful, hyper-intelligent beings known as the Q. They typically display indifference to most non-Q beings but have a deep interest in the development and progress of humanity. The Q character,

Effectiveness of Social Media Marketing for B2B – The Debate Rages On

Louis Foong — Tue, 26 Jul 2011 13:38:31 +0000

Popularity is a strange thing – whether it is a high visibility brand, a car, a pop star – as the popularity charts go up the numbers on the opposite side start to grow too. It’s true, die-hard fans will always have a community that looks down on them (their taste). Same is the case with Social Media Marketing (SMM). You can love it, hate it, but you can’t ignore it. And so it continues to be a topic of debate in the world of business. How effective really is it? Is it only the racehorse for the consumer market or can B2B marketers gain significant ROI from social media marketing? I

Marketing Automation WILL NOT Help You Make More Sales

Louis Foong — Tue, 28 Jun 2011 09:51:06 +0000

When was the last time everything that was meant to, or should have happened from a marketing perspective, actually happen? Marketing automation vendors would have you believe that their tool is the answer to all your needs – think again. These are the days of under-resourced and under-funded marketing departments. The funny thing is, in many instances, the finance departments are the ones enthusiastic about implementing this automation play as all they can envision is savings down the road. In reality, what ends up happening is that marketing turns their focus on feeding the automation

Prospects, Leads and Customers – Nail all Three with the Right Strategy

Louis Foong — Tue, 31 May 2011 16:37:28 +0000

B2B companies face different buying cycles based on whether or not their product and/or services are a commodity or of a more structural nature. It is critical that B2B companies have a clearly defined lead generation strategy to: Attract new prospects Track and manage already identified leads Ensure that the value of their existing customer base is maximized It is safe to assume that most B2B companies are fully aware of the above three pillars, but what sets them apart from each other is how they go about making all this happen. Some companies will rely heavily on lead generation

Do People Provide False Contact Information Online? 69% of the time!

Louis Foong — Tue, 19 Apr 2011 12:22:46 +0000

It’s true! Landing pages and web forms can bring inaccurate information into your database. Landing pages are increasingly gaining ground as a popular online marketing tactic. Organizations include a strategically designed landing page in their package of marketing tools because it offers them the opportunity to ask for visitor information. From downloading a whitepaper in exchange for an email address to requesting a free trial by providing more detailed contact information, individuals do respond to a compelling call-to-action in a landing page that catches their attention. I read an

To Spike, or Not to Spike: that is the question

Louis Foong — Thu, 03 Feb 2011 19:28:19 +0000

I’m feeling inspired by Shakespeare here but unlike Hamlet, it’s not a question I would ponder. Rather, it is a rhetorical question and my answer would always be “don’t spike”. I agree; a challenging economy and value-conscious customers are making it increasingly difficult for organizations to stay afloat, let alone meet sales targets. Added to that is the pressure of getting to customers before your competitors do. A “quick fix” might seem like the ideal solution. Enter a spike marketer who may be able to deliver the quick boost you’re looking for to improve your sales.