You are behind on your quarterly lead generation targets. The sales team is screaming that they need more prospects! You expected this would happen. And that is why you started working on a killer piece of content that is sure to be rocket fuel for your pipeline. But, this killer eBook, is behind schedule. It is still 6-8 weeks away…
Tag: Lead Generation
Outsourced Demand Generation – 10 Sticking Points to Negotiate with Your Agency
Outside demand generation firms (sometimes called appointment scheduling) can be a critical component of your marketing strategy. They bring a level of data science and technology to cold calling that is difficult to replicate in-house. But the logistics of managing these outsourced sales processes are more complicated than you might think. Below are ten sticking points that often cause friction…
Outsourced Demand Generation – 10 Questions to Answer Before Hiring an Agency
Looking to boost your lead generation results this year? Using an outside appointment scheduling (sometimes called outsourced demand generation) firm could be a key piece of the puzzle. I’d recommend anyone selling B2B experiment with these outside firms. They bring a level of data science and marketing technology that is difficult to replicate in-house. But they are not magicians or…
Engineering Revenue – The New Mission of Marketing
Gone are the days of guessing, hoping and praying for results. Today’s marketer needs to scientifically, reliably and predictably generate demand using data-driven approaches and modern technology. I call this approach engineering revenue. And that is the new mission for today’s marketing organization.
Building a Lead Generation Factory
Executives love to compare their marketing organizations to a machine or a factory. You input X dollars and after a period of time Y number of leads are generated. The factory model implies that the outcomes of marketing initiatives are predictable and reliable rather than being driven by luck or chance. But if marketers are to operate like factory workers…
Tradeshows Don’t Generate Leads
In my experience, tradeshows rarely generate many new leads. Not because the sales team is hoarding all the business cards they collected at the show (marketing conspiracy theory #35). But because buying patterns have shifted. Anyone that wants to learn about a new technology doesn’t have to wait to visit you a booth at tradeshow (like they did back in…
Interns, Assistants and Consultants – Do You Follow Up on the Leads?
Suppose you had 100 inquiries on your website today. In other words, 100 visitors registered to watch a webinar; download a white paper; or take a free trial of your product. Which ones do you call back? And which ones do you discard?
Inside Sales – Eight Habits of Highly Successful Organizations (Part Two)
Many people underestimate the level of effort required to build a Highly Successful Inside Sales Team. There is much more to Inside Sales than hiring some lower paid reps and connecting a phone system. To get the most out of your Inside Sales organization requires optimizing every aspect of the operation. In my last post I started a list of…
What Swingers Can Teach Us About Web Leads
One of my favorite scenes from the movie Swingers is when the group is debating how long Mikey should wait before calling a girl he just met at the bar. The group argues amongst themselves about whether two, three, four or five days is the best duration before calling. While a delayed response to new leads in the dating scene…
Dimensional Mail is Making a Comeback
Rumors of the death of direct mail have been greatly exaggerated. In fact, dimensional direct mail is arguably one of the better channels available to reach busy executive decision makers these days. Why? Because most companies have abandoned sending physical promotions in favor of digital communications. As a result, when someone does get a tube or box in the mail…
