In B2B Marketing’s latest benchmarking report Lead Generation & Nurturing, increasing the quality of leads was rated as the most important lead activity for 2012. Closely followed was increasing the quantity of leads and then increasing sales conversions. This report, compiled from 291 interviews with B2B client-side marketers conducted
Read more →I was prompted to write this post after an active discussion on this topic with a group of sales people. There wasn’t too much consensus, with numbers anywhere between 7 and 22 calls, but I thought the question was an interesting one because very few people ask it. My
Read more →When it comes to generating increased revenues there are 4 key “levers” that every business owner needs to consider. Some of these are simple, tactical changes that can have a big impact on your top line growth. Others require more strategic consideration since they can have a significant influence
Read more →One of the first things I ask business owners is – “What’s your end goal for the business?” Often the response I get is one of surprise, usually because it’s not something they’ve thought about. I find the three main end goals are Lifestyle, Income and Exit. I differentiate the
Read more →I had an interesting conversation the other day with a senior executive about email marketing. We talked about the likelihood of him responding to a cold email and he immediately said that there was no chance. Or, to be precise, very little chance. Basically, his IT team flags every
Read more →With all the focus on social media, it’s easy to forget that many traditional lead generation tactics still deliver a significant ROI. Telemarketing is a great example of this. It may be out of fashion and unloved by consumer markets but telemarketing is still an effective lead generation tactic
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