B2B Lead Generation Insights

Worth more than a penny

Our observations and advice, when put in practice, equal much more than a penny for your thoughts… in our humble opinion, of course. So see how much value you can derive from this content.

Answer 6 key questions for B2B sales lead success

You’ve spent a great deal of time, effort and money putting together your business-to-business sales lead generation programs. But how you handle the leads once you get them will make the difference between a happy sales team and new customers, on the one hand, or an...

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Need more B2B leads and sales? Fix your website

How can you make your B2B website exceptional at generating more leads and sales? From a leads and sales point-of-view, what makes a website exceptional? It helps move visitors from simple awareness to serious It answers enough of their questions to keep your company...

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How to create buyer personas

Personas are detailed profiles of fictional but representative prospective customers Tom is a successful businessman in his early 40s. He’s the CEO of a mid-sized wireless communications company that has experienced steady growth and profitability over the past...

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Marketing automation pros (and amateurs)

We love marketing automation. We use it – in some form – for every client. It provides many more options with far less effort, and that translates into savings on multiple levels. If you use a marketing automation platform in-house, you’re probably familiar with the...

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Use marketing to build your business for less

Lower cost-per-touch tactics pay dividendsMost of the profitable, fast-growing companies I know don’t rely solely on the folks in sales to generate new business. Instead, these successful companies use a marketing-driven sales approach to get more sales for less. They...

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Marketing? or lead generation?

There are subtleties. Just make them obvious. Marketing is many things – everything from product initiation and branding to market penetration modeling and ROI calculations. But is it lead generation? Or is lead generation just a marketing function? If getting your...

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All marketing tools go to the back of the line.

You probably would have to look very far to find a business person who doesn’t think that strategy is vital. It’s so vital that it’s the first thing people do when they’re planning virtually anything – revenue growth, product development, marketing, sales… So why do...

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