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Cold Calling a CIO

What could be better than a CIO telling you exactly how to cold call him? Agent Smith,a CIO at a major Air Freight Logistics company, shares his thoughts on Cold Calling A CIO. I get at least one cold call a day from hopefuls trying (desperately) to sell me something; usually recruitment agents, telco resellers, […]

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Why Quality Leads First

I read a great article by Justin Hitt which emphasizes the importance of quality over quanity in lead generation efforts. It’s a great reminder of this fundamental truth which is, “focus on quality first and then worry about ramping up quantity.” Exerpt from Justin Hitt’s Inside Strategic Relations, 1 August 2004 Newsletter Unfocused lead generation […]

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Report on Search Engine Metrics for Lead Generation

MarketingSherpa published a benchmark report that covers SEO and paid search ads metrics. It also covers topics like setting up SEO and PPC budgets, optimizing results, improving click rates, average cost per click, and tips for increasing lead conversions from search traffic. Get a copy of the Executive Summary for this report: Search Marketing Metrics […]

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Strategic Alliances and Lead Generation

Are You Using this Powerful Networking Strategy? Jill Konrath wrote this great article on how strategic alliances are a powerful way to generate new business opportunities. InTouch (my company) is also featured in this article. Jill included excellent tips on how to develop strategic alliances. She writes, “Over the years, I’ve tried out numerous networking […]

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Lead generation after the sale is made

Many sales professionals practice what could be called, “drive by selling.” Once the deal is done, these professional hunters have already shifted their focus to getting their next prey. I think this article from Business Day, is relevant to anyone who has a complex sale. It reminds us that the first YES is just the […]

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Top Offline lead generation tactics

Looking for the most effective way to generate leads? A recent survey conducted by MarketingSherpa in March 2004 asked marketers, “What are your top offline lead generation tactics?” The following lead generation tactics were considered extremely effective in (in order of effectiveness) 1. In-person seminars / road shows 2. Telemarketing3. Direct mail4. Trade shows You […]

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Lead Generation requires Holistic marketing

Successful lead generation must go beyond the marketing department. It requires a holistic approach that involves the entire company. This article from Marketing Biz-Community I think is right on point. Everyone needs to be part of the plan. It’s what we call holistic marketing. An approach that involves all players; a system based on partnerships […]

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Behavior Counts in Sales Lead Generation

Barbara Mednick, a Twin Cities marketing communications consultant and freelance writer for the Star Tribune, wrote a recent article about sales behavior. Barb asserts, that in a complex sale, “your behavior counts – even when you don’t think you’re working.” It begins with the mindset of becoming a trusted advisor – one who seeks to […]

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SEO myths hurt Lead Generation Results

Dana VanDen Heuvel’s Blog entry dispells several myths about search engine optimization. I liked his summary of Roland Tanglao’s article on the matter. Today, the top goal for websites is lead generation above e-commerce. The problem I see is that most websites aren’t designed to be easily indexed by the major search engines. So are […]

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