LEADership by Louis Foong » Lead Generation

Is Your LinkedIn Marketing Strategy Generating Business Leads or Just More Noise?

Louis Foong — Tue, 07 Feb 2012 14:46:24 +0000

How useful and effective is LinkedIn for B2B lead generation? I’ll begin by saying what I have seen in recent times—I see LinkedIn as being a good forum of exchange for B2B marketers. Unlike more “personal” channels like Facebook, executives come together on a “professional” platform offering opinions and industry perspectives using LinkedIn Answers. Some of the most exciting management positions are sought and offered on LinkedIn Jobs. B2B events are announced and promoted using LinkedIn Events. Company websites and blogs are promoted via LinkedIn profile pages of organizations

Facebook: What have you done for me lately?

Louis Foong — Tue, 31 Jan 2012 15:00:14 +0000

As a B2B marketer your quest is primarily to find new, quality leads. You may have a mix of lead generation tactics and processes that have worked for you and some that didn’t. In recent times, you may have also tried Facebook marketing. Did it do something for you…by way of lead generation? I’ve been thinking a lot about social media and why it appears so exciting for marketers in general. So, does the leading social media channel, Facebook have B2B fans? I think it certainly does. Just like the star-struck fans of a Hollywood celebrity or pop star—fans that swoon at a

Automation Tools—Friend or Foe (or do you even know?)

Louis Foong — Tue, 10 Jan 2012 15:30:47 +0000

I’m not an avid shopper and I stay away from the malls as much as I can; most definitely during the holiday shopping frenzy. So it’s natural that I thought the crowds would have thinned somewhat now that everyone is back to work and school. I had not taken into account the fact that now is the time all the duplicate gifts are being exchanged, new ones are being purchased with the generous gift cards received and everything that does not work the way it should is being returned by dejected consumers who had pinned their hopes on to that most exciting gadget, electronic item or appliance.

Marketing Resolutions for 2012—Pick One, Many or All!

Louis Foong — Thu, 05 Jan 2012 13:30:16 +0000

The number of people who get stumped by the question, “What’s your New Year’s resolution?” is huge. The pressure is all around and breathing down our necks…what if you are asked the question and don’t have an answer. We have all done it at some point; made up an impromptu resolution rather than appear laid-back and non-ambitious in front of people we believe are important to us. The thing is, on a personal level, making up resolutions that you really have not thought about and don’t care to strive for may be okay. After all, you are accountable to yourself. At an

LEADing Numbers: Holiday Edition

Louis Foong — Thu, 22 Dec 2011 09:00:28 +0000

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

A Review of the Top B2B Lead Generation Posts of 2011

Louis Foong — Tue, 20 Dec 2011 16:29:01 +0000

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,

Is Your CRM Wish List for the New Year Missing Something(one)?

Louis Foong — Tue, 13 Dec 2011 13:00:52 +0000

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

Why Aren’t Your Sales People Following Up on Leads Provided by Marketing?

Louis Foong — Tue, 06 Dec 2011 16:17:28 +0000

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

Social Media for B2B and B2C—A Carnival of Grasshoppers?

Louis Foong — Tue, 29 Nov 2011 21:27:21 +0000

Many years ago I watched a TV show called Kung Fu where the blind Kung Fu master calls his young student a “grasshopper” as a term of endearment for one who still has a lot to learn. A quick Google search led me to a scene I remember and I’d like to share it with you. Take a look— Now I’m not claiming to be like Master Po—mainly because I am neither blind nor old! But I was struck at the time by the old man who could see and hear things that others (including the young “grasshopper” boy) could not. My reason for bringing this up here on my blog is because I see a lot of

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