MarketingSherpa Readers Choice Blog Awards

Thank you for nominating the B2B Lead Generation Blog! Check out the other 28 quality blogs that were nominated for the Readers’ Choice Blog Awards (listed by category). I’m listed in the “Business-to-Business Marketing” section. If I merit your vote, please let them know. Click here to see the list and vote. 1. We’ve included […]

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Download Seth Godin’s Bull Market

Sweet! The B2B Lead Generation Blog is highlighted in Seth Godin’s Bull Market. Bull Market contains background on the Purple Cow concept (being remarkable instead of a commodity). Seth also includes a preview of his book, Free Prize Inside. I’m on page 42 in the Blogs worth checking out section.   Download BullMarket.pdf (2.36 MB)

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Differentiation, Segmentation Plus Value Proposition

Seth Godin argues that differentiation and segmentation are selfish because they are seller focused. I agree. A strong value proposition is the only thing that captures the attention of overworked and stressed out decision makers because it connects with their needs directly. Here’s the problem… most companies have lousy value propositions. Often “value propositions” are […]

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Sounding off on the future of e-mail

I read this article by Carol Krol, writer for BtoB Magazine. I use one-to-one emails as part my company’s lead nurturing program. Krol writes that many marketers believe e-mail marketing will no longer be a viable as a lead generation tool in the future (no kidding). However, she gives some relevant suggestions for lead generation […]

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Success with sales leads

The management of sales leads is critical to generating Return on Marketing Investment. The Yankee Group Report, “Improving Sales Effectiveness in a Down Economy,” states, “Solving the lead management problem is especially critical in challenging economic times. Companies need to prevent each lead from falling through the cracks- which happens 70 to 80 percent of […]

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Conquering telephobia – A new era in sales

Vital sales leads are being wasted every day, according to this article by Sandra Saka. Sales people simply avoid calling people they don’t know. My is estimate is at least 9 out of 10 sales people struggle with some form of telephobia. Saka asserts, “that each lead lost (due to telephobia) is especially poignant when […]

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Reaching C-Level Decision Makers

Many B2B sales people (especially in small companies) don’t have the benefits of a marketing team focused on lead generation. This article by Jill Konrath provides some hints and tips for reaching economic buyers and executive decisionmakers. Selling to Big Companies: Accessing “C”-Level Decision Makers Here’s another article by Jill Konrath,How to Find Decision-Maker’s Names

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Search Engine Optimization for lead generation

For marketers, search engine optimization (SEO) is more critical now than ever. According to a survey by analytics provider WebTrends of over 1,000 marketers, 30 percent said lead generation is their primary site objective. Web Sites: Now, Built for Leads by By Susan Kuchinskas MarketingSherpa’s Buyer’s Guide to SEO Firms~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~121 search engine optimization firms profiled […]

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How do you update contact data?

Our data represents our relationships. A recent study by the Sales and Marketing Institute showed, “70.8% of all business people change one or more elements on their business cards each year.” If you’re in a relationship-driven business, you probably know this already. So what can you do about it? How to update contact data? The […]

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Lead generation ROI depends on data quality

Don’t waste precious your lead generation budget on old databases. According to published reports, more than 20% of contact information changes annually. That’s a conservative estimate. In some cases, I’ve seen over 40% of CRM database information changes annually. For most marketers, I’ve found, data quality is an afterthought. Who can blame them? It’s boring […]

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Lead generation to sphere of influence

If your current lead generation program reaches only the decision maker, there’s no consequence for them to ignore you. Bottom line: Most of your prospects are not as concerned about your solution as they are with the relationships they have with their coworkers, superiors and subordinates. The example below shows the sphere of influence for […]

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