Tag Archive | "lead generation"
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 brochure. “We [...]
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 shows can [...]
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 simple enough, [...]
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 and [...]
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 but [...]
Continue reading...Online Lead Generation: Finding Your Prospects Online
Online Lead Generation: Finding Your Prospects Online This is the second of a series of articles on Online Lead Generation for B2B companies appearing Wednesdays in this blog. If you read the first article in this series, you know the reasons you want to be highly visible online. Now the question is: where should you be visible? The [...]
Continue reading...Online B2B Lead Generation Trumps Offline Tactics
Online B2B Lead Generation Trumps Offline Tactics This is the second of a series of articles on Online Lead Generation for B2B companies appearing Wednesdays in this blog. If you read the first article in this series, you know the reasons you want to be highly visible online. Now the question is: where should you be visible? The [...]
Continue reading...Technology Peer Groups Explore Lead Generation (Among Other Things)
Technology Peer Groups Explore Lead Generation (Among Other Things) This post is for those of you who own or run technology companies – or know someone who does. You may be familiar with the concept of peer groups – lots of company owners use them as a sounding board / advisory board / board of directors. There’s [...]
Continue reading...The Three Easiest Marketing Decisions
The Three Easiest Marketing Decisions One of the most interesting things about marketing is that it constantly offers a multitude of choices and options. There’s never a lack of things to try or things to improve. Sometimes that leads to paralysis. Marketers and business owners just don’t know what to do next. But some decisions are really no-brainers. [...]
Continue reading...What makes a killer marketing system? Here are 7 prime components.
What makes a killer marketing system? Here are 7 prime components. I just completed a new report (I’ll post a copy here soon) on the 7 most common – and deadly – marketing mistakes made by enterprise software companies. The number one mistake, the one I see most often, is trying to market a product or [...]
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Friday, November 6, 2009
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Written by: Susan Tatum