Entries Tagged as 'Sales lead generation'

B-to-B Lead generation: What Enterprise-size Companies Should be Doing Differently in 2010

If you are responsible for business-to-business lead generation at a large company, don’t miss this webcast!

enterprise lead generation webcast

Lead Gen in 2010: Learn What is Working Best Right Now

January 27, 2010 at 11:00 am PST (2:00 pm EST)

This one-hour webinar will cover:

  • The latest trends in B-to-B lead generation, and how you can leverage them;
  • Which lead gen strategies and tactics are working best, and which no longer work for enterprise companies like yours;
  • The pros and cons of various marketing media for generating, nurturing, and qualifying leads.

Why not register right now?

The webcast will be moderated by Mike Wallen, CEO of the Lead Dogs and presented by Albert Springall, Senior Marketing Manager at Microsoft and B-to-B lead generation expert (yours truly) M. H. (Mac) McIntosh.

The good news is that as the economy recovers and the new year begins, business spending is starting to increase. However, as a result of the recent downturn, business buyers are being cautious. So to generate more business your lead generation strategies must clearly communicate value while differentiating your products and services from the competition and resonating personally with your prospective customers. We will show you how best to accomplish this, and more.

So be sure to join us online on January 27th at 2:00 EST (11:00 am PST), as we share proven ways for enterprise companies like yours to uncover qualified sales leads, highlight real life success stories, discuss best practices, and show you how to maximize your B-to-B lead gen ROI in 2010.

To register to attend the webcast, or to learn more about it, please use this link: https://cc.readytalk.com/r/db51uw0s9ooo

 

Planning B2B Lead Generation for 2010? Attend this Webcast on January 27th

enterprise lead generation webcast

Are you responsible for B2B lead generation at a large company?

If your answer is yes, I recommend that you sign up for this live, one-hour webcast on January 27, 2010 at 2:00 pm EST.

Lead Gen in 2010: Learn What is Working Best Right Now is an information-packed, one-hour webcast which will highlight:

  • The latest trends in B2B lead generation, and how you can leverage them;
  • Which lead generation strategies and tactics are working best, and which no longer work for enterprise companies like yours;
  • The pros and cons of various marketing media, and which will help you get better lead generation results.

The webcast will be moderated by Mike Wallen, CEO of the Lead Dogs and presented by Albert Springall, Senior Marketing Manager at Microsoft and B2B lead generation expert (yours truly) Mac McIntosh.

The good news is that as the economy recovers and the new year begins, business spending is starting to increase. However, as a result of the recent downturn, business buyers are being cautious. So to generate more business your lead generation strategies must clearly communicate value while differentiating your products and services from the competition and resonating personally with your prospective customers. We will show you how best to accomplish this, and more.

Be sure to join us on January 27th, from 2:00 to 3:00 pm EST, as we share proven ways for enterprise companies like yours to uncover qualified sales leads, highlight real life success stories, discuss best practices, and show you how to maximize your lead gen ROI in 2010.

To register for the webinar, or to learn more about it, please use this link or point your browser to: https://cc.readytalk.com/r/db51uw0s9ooo

 

The Top People in Sales Lead Management in 2009: Friday, November 13th is Your Last Chance to Vote!

Don’t miss this opportunity to vote for your top five candidates to be among the fifty most influential people in sales lead management in 2009.

Why? Because the Sales Lead Management Association (SLMA) is closing the polls at Midnight Pacific Time (UTC-8) on Friday, November 13th.

Vote Online

Both members and non-members can vote. So why don’t you click this link to cast your votes right now: www.salesleadmgmtassn.com/top50_vote.htm 

Then be sure to watch for the results on November 16, 2009. I promise to publish the list of winners right here, whether I make the cut or not.

Okay, I can’t resist: I’m proud to be included among the nominees, and I sure would appreciate your vote.

Thanks much!

– Mac

 

Want To Generate More Leads? Leverage Your Prospects’ Five Senses

If you want your B2B lead generation campaigns to be as successful as possible, you need your lead generating messages to break through the clutter, get your prospects’ attention and provide them with compelling reasons to respond. 

Senses

To accomplish these objectives, consider leveraging your prospect’s five senses.

Sight: Many of your prospects process information best visually. To get your messages through to these visual people, use photos, illustrations or icons to help them "see" the benefits of your products or services.

I use Fotolia as a low-cost source of royalty-free photos, illustration and icons. When Garth Johnson, EVP North America for Fotolia, heard that I recommended his company, he offered to give my customers, readers, seminar attendees and business friends 5 free credits to give Fotolia a try, and 30 percent extra credits whenever you buy more.

So if you have a few minutes now, or next time you are looking for just the right image for an ad, brochure, email, website or presentation, visit www.fotolia.com/macmc to get your free credits. Then use the promo code "macmcintosh" to get your 30 percent bonus when buying additional credits.

Hearing: Other prospects are more receptive to words; both written and spoken.

My wife, Andrea, is one of these auditory people. It seems I’m always trying to show her something, as I process information best visually. Yet Andrea is always asking me to tell her instead. Why? Because she processes words better than pictures.

To communicate best with these auditory people, have a conversation with them; either out loud with spoken words or in their heads with written words.

A skilled writer can also use written or spoken words to paint mental pictures for those who are more receptive to visual information.

Touch: Does it make sense (no pun intended) to give your prospects a sample of your product that they can touch or play with? A client of mine, a manufacturer of drawer slides for the furniture industry, sends samples to qualified prospects so they can feel the quality and assess the durability of the company’s products firsthand.

Other products, software is a good example, lend themselves to "test drives" via Web demos, evaluations copies or free trials.

You can use also touch to communicate in more subtle ways too, like using the quality feel of your printed literature to reflect the quality of your products or services.

Smell and taste:

Have you ever had a pleasant smell trigger a pleasant memory? Or felt great after eating something tasty or sweet?

If your product can be associated with a pleasing fragrance, consider adding that fragrance to your lead generation materials. For example, a business catering company could add the smell of fresh baked apple pies to their postcards. Search on an industrial sourcing Website like GlobalSpec and you’ll find suppliers of fragrances (and flavors) like Carmi Flavors.

Or the catering company could leverage prospects’ taste buds by including a delicious cookie in its mailing, or giving them away at its trade show booth.

If you have additional tips about using the five senses to generate more leads, or have some related success stories you can share, please do!

 

The B2B Lead Generation Benchmark Study Report: Useful data and advice

Are you looking for data to help justify a bigger budget or more resources for your B2B lead generation programs?

Are you looking for advice you can use to make your B2B lead generation programs as productive as they can be?

Get the 2009 B2B Lead Generation Benchmark Study Report.

2009 B2B lead generation benchmark study report

It provides metrics and best practices for B2B lead generation.

Please ask yourself these questions:

  • Would it be useful to show senior management the big impact that lead generation has on the sales pipelines of other companies that sell their products and services to businesses, institutions or the government?
  • Are you interested in knowing how your lead generation budget, tactics and results compare to those of other companies that sell products and servcicesto businesses, institutions or the government?
  • Are you wondering what results your B2B lead generation peers are getting from telemarketing, email, their websites, online marketing, social media and other tactics?
  • Do you know which lead generation activities your peers are now finding to be the most productive?
  • Do you know how your B2B lead generation, follow up, nurturing and qualification processes compare to those of your peers?
  • Would you pay only $159, with a money-back satisfaction guarantee, to get these answers and more?

If your answer to the last question was "Yes", click here to buy and immediately download the information-packed 2009 B2B Lead Generation Benchmark Study Report.

If you’re still not convinced, consider this…

The 2009 B2B Lead Generation Benchmark Study Report gives you the information you need to justify and improve your lead generation programs:

  • It shares the lead generation best practices that are now getting the best results for your peers at other companies that sell products or services to businesses, institutions or the government.
  • It also includes a detailed recommendations section written by two B2B lead generation experts. (Yes, I’m one of them!)

Please take a look at the Table of Contents.

2010 is just around the corner…

There are only a few months left to generate leads and close sales before the end of 2009. This report will help you figure out what you can do to boost your short term leads and sales results before the year is over.

And if you are starting to plan and budget for next year’s B2B lead generation programs and campaigns, the report will help guide your decisions on how to get the best results in 2010.

Also consider that you might pay thousands in consulting fees for the same advice. Or think about the wasted time, money and the risks you face trying to figure it all out using trial-and error approaches.

Instead you pay only $159 to get this essential information.

100PercentSatisfactionGuaranted

And don’t forget your money-back satisfaction guarantee!

If you are not fully satisfied with the B2B Lead Generation Benchmark Report all you have to do is return it within 30 days and we’ll give you full refund!

Click here to buy and download your copy of the 2009 B2B Lead Generation Benchmark Study Report today.

 

B2B Marketing Tests Webinar: How to Improve Your Results & Fight for Your Budget

Which Test Won's B2B marketing Tests webinar

Who? B2B marketers responsible for lead generation.

What? A live webinar, B2B Marketing Tests: How to Improve Results & Fight for Your Budget, presented by Anne Holland with her special guest, B2B lead generation expert Mac McIntosh. (Yes, I’m honored to say that’s me!)

  • Discover the top 7 web page and registration form tests to increase your site’s leads by 40%;
  • Get invaluable office politics tips for testing success;
  • Ask questions and get expert answers during the Q&A portion of the webinar;
  • And, if you’re quick, you may get the opportunity to have your lead generation page evaluated live on air during the webinar!

When? On Thursday, Sept 24, 2009 at 2pm Eastern (1 hour)

Where? From any handy computer with broadband Internet access.

Why? Because getting better results from your B2B marketing and lead generation is your key to bigger budgets, more staff and maybe even a promotion and a raise!

How? Register for free here or visit www.whichtestwon.com

NOTE: Attendance is limited to 100 people.

I look forward to having you join us on Thursday, Sept 24, 2009 at 2pm Eastern!

 
Need help with B2B lead generation, marketing and sales?
For more information, please call Mac McIntosh at +1-401-294-7730, send him email at or visit www.sales-lead-experts.com