Inbound Marketing Success = Sales & Marketing Alignment
Tuesday, 01 March 2016
- Published in Content & Strategy
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4 Myths to Avoid in B2B Inbound Lead Generation
Friday, 20 September 2013
Avoid these 4 myths in B2B inbound lead generation. Adopt a methodical commitment with a “marathon, not a sprint” mindset for sustained results.
- Published in Content & Strategy
3 Reasons Your Sales Funnel is Like Dating
Monday, 30 July 2012
The healthiest sales funnel has a diverse mix of leads, not all of which are sales ready. Targeting a mix of leads across all three stages of the sales funnel is a productive way of maintaining a healthy flow of leads that mature into sales ready leads. Here's a look at the three stages of the sales funnel and some of the marketing plans that can keep your sales funnel healthy.
- Published in Content & Strategy
5 B2B Lead Generation Strategies for 2012
Tuesday, 01 November 2011
What content are you producing in the current quarter that will fill your sales pipeline for 2012? Consider getting back to basics. What are the top 10 questions your customers ask? Just check with your customer service department and they’ll tell you.
- Published in Content & Strategy
B2B Leads Approved by Sales How to Attract Them
Monday, 24 January 2011
I recently co-hosted a webinar with Dale Underwood, CEO of EchoQuote and Tony Gonzales, Sales Director at Federal Appliance, a successful user of this lead generation technique. Below is the entire webinar recording. If you are a Marketing or Sales executive responsible for lead generation in a B2B selling environment, this webinar will be worthwhile.
- Published in Content & Strategy
B2B Sales Leads 4 Steps to Sales Ready Leads
Wednesday, 12 January 2011
We now live in the age of transparency. Visitors to your website can remain anonymous across all their visits until they are ready to identify themselves to your sales team. The risk you take is that you can keep visitors engaged enough to bring them back to your website and eventually convert them to a sales lead. That's a big risk...
- Published in Content & Strategy
Two Lead Generation Strategies That Work
Monday, 11 October 2010
Many B2B marketers fail to offer website visitors and social media encounters compelling reasons to engage. The biggest mistake in online B2B marketing is limiting CTAs to “contact us.” So often a website visitor is conducting research. They are simply not ready to “contact you.” But, if you offer a B2B website visitor something compelling that aligns with their stage in the buying process, they will often accept your offer. Traditionally, a popular B2B CTA has been a white paper download. This can be very effective, but it’s so common that it must be compelling. White paper CTAs with an image and a benefit statement usually perform best. E-books can perform even better than white papers.
- Published in Content & Strategy