Tag Archive | "lead generation"
How to Provoke Action from Your Prospects
How to Provoke Action from Your Prospects Yesterday a client sent me a great article from the Harvard Business Review called In a Downturn, Provoke Your Customers. I urge you to read it. The premise of the article – which is written by Philip Lay, Todd Hewlin and Geoffrey Moore – is that you can [...]
Continue reading...How to Design a Solid Technology Marketing System
How to Design a Solid Technology Marketing System Last week I wrote about the five fundamentals of successful technology marketing in an overview of how a complete marketing program fits together. This week I want to give you a more tactical approach to designing a solid marketing system or improving the one you have. Sometimes [...]
Continue reading...How Do You Know?
How Do You Know? “The plural of anecdote is not data.” I ran across this quote on Brad Feld’s blog, Feld Thoughts, recently. I like it so much that if I were the type I’d have it made into a tattoo. Its origin is complicated so I’ll just send you here if you want to [...]
Continue reading...4 Steps to Handing Your Sales Team More Effective Leads.
4 Steps to Handing Your Sales Team More Effective Leads. Interested in a quick way to both distract your sales people AND ensure that most of your best opportunities never get properly developed? It’s easy. Simply pass all inbound inquiries and new contacts directly to your sales force for follow up. It’s startling how many [...]
Continue reading...10 Questions to Discover if Your Technology Marketing Program is Solid.
10 Questions to Discover if Your Technology Marketing Program is Solid. 1.Have you identified your ideal prospects and focused your attention on attracting and developing these prospects? 2.Are you clearly differentiating yourself from the competition and does your messaging reflect this? 3.Have you defined the stages of your prospects’ buying process and created marketing responses [...]
Continue reading...B2B Marketing Tip #12: Stop Wasting Money on Collateral
B2B Marketing Tip #12: Stop Wasting Money on Collateral I was on a tour of a new client’s office recently when Jacob, the company president, opened a door to a storage room piled nearly floor to ceiling with boxes and boxes of marketing collateral. There were presentation folders, product spec sheets, and a glossy corporate [...]
Continue reading...Are trade shows worth the marketing effort?
Are trade shows worth the marketing effort? If I had a dollar for every time I’ve heard a CFO rant about the high cost and no measurable results of trade shows, I’d have, well honestly, I’d have about 10 bucks. But the point is: the CFOs may be right. There’s no doubt about it, trade [...]
Continue reading...12 Rules that Transform Ordinary Marketing Materials into Lead Generating Tools.
12 Rules that Transform Ordinary Marketing Materials into Lead Generating Tools. Nearly every time we conduct a marketing analysis for a new client, I’m reminded how easy it is to forget one basic rule of REAL marketing. That is: any and all marketing communications should contribute to your lead generation and/or lead development program. Seems [...]
Continue reading...Lead Development: Keeping Prospects Warm
Lead Development: Keeping Prospects Warm If you know me or you’ve been read this blog for any length of time, you know I believe wholeheartedly that one of the biggest mistakes a B2B marketer can make is to ignore the prospects who aren’t ready to buy yet. This is a straight path to inefficient marketing [...]
Continue reading...Back away from the shiny marketing object.
Back away from the shiny marketing object. Lately I seem to be getting a flood of questions from business owners who’ve fallen into a “shiny object” marketing trap. That is, they are spending money – sometimes lots of it – on award winning ad campaigns, image and branding programs and other activities that look great [...]
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Friday, November 6, 2009
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Written by: Susan Tatum