16 Proven Ways to Get More & Better Opportunities Now

When I’ve talked with marketers about their B2B lead generation results, I’ve heard statements like, “We’re generating a ton of leads, but they aren’t converting” or “We need to increase quantity” or “We need to generate more qualified sales leads.” Marketers spend a lot of time and effort doing inbound marketing, but they often struggle […]

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How to Use Trigger Events for More and Better Leads

People aren’t ready to buy when we want to sell. Think about it. This common statement has big implications if you’re doing account-based marketing (ABM) and lead generation. Why doing more lead generation activity doesn’t help generate more sales CEB discovered that a typical for B2B customer is 57% into their purchase process before they […]

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Lead Qualification: Stop generating leads and start generating revenue

B2B marketers, stop focusing on generating leads. You’re wasting your time and your sales team’s time. Now that I have your attention, here’s what you should focus on instead: helping salespeople sell. How do you do that? By sending them only qualified leads. Most leads aren’t qualified Leads are only qualified when they fit your […]

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Teleprospecting: When marketing lead response time is a priority (and when it’s not)

When you’re converting inquiries into qualified leads, it’s widely believed that time is of the essence. Even research published in the Harvard Business Review says you’re almost seven times more likely to qualify a lead if you respond by phone within five minutes than if you respond an hour later. That’s why, when one of […]

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Podcasts vs. Webinars which is better?

An interesting conversation started on podcasts vs. webinars at the Church of the Customer Blog. Jackie Huba argues that companies should dump their webinars in favor of videocasts and podcasts. She writes, “the self-serve nature of mobile media means people can listen to podcasts/videocasts when and where they want, not tied to a computer at […]

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