16 Proven Techniques for Better B2B Sales Leads Generation with Print Advertising

by M. H. McIntosh “Is one of the goals of your business-to-business advertising sales leads generation for your salespeople, representatives, distributors or resellers? Consider these proven B2B sales leads generation techniques gleaned from some of the best marketers in business.”

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Cold Calling or Using the Telephone for Success: Is Prospecting that Scary?

by Philippe Lavie “Let’s review different prospecting methods and the level of effectiveness each delivers. I am always amazed to hear sales people complain about how difficult it is to build their pipeline and therefore meet or exceed their revenue target.”

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How to accelerate Revenue Generation, shorten the Sales Cycle and lower the Cost of Sales through telephone-based Prospecting

by Mary Gospe “What are companies doing to cost-effectively boost their sales pipeline? Many are integrating telephone-based prospecting teams.”

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Customer Relationship Management & Sales (Blog Post)

by Arun Kottolli “Managers today are working hard to build and maintain a relationship with the customer – given the importance of customer lifetime value.”

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Understanding How B2B Relationships Are Cultivated With Your Website

by Justin Hitt “If your website primarily serves a business-to-business (B2B) marketplace, you already realize these buyers are different from the average consumer. To cultivate B2B relationships with your on-line presents you will need to consider the following strategies.”

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Study Reports that B2B’s Lack of Marketing Dwarfs B2C’s Mismarketing

“While B2C companies are spending too much money on fundamentally flawed marketing campaigns, the opposite holds true for B2B where there is little to no marketing being done according to an Accenture study.”

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Investing in Marketing and PR When Money is Tight

by Jacqueline K. Parker “Emphasizes the ongoing necessity for companies to stave off competition and uncover additional ways to gain traction and visibility. Successful marketing and branding programs are built over time via a variety of different strategies and tactics.”

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How to Use Your Business-to-Business Marketing Dollars More Effectively in a Down Economy

by M. H. McIntosh “If sales are down even 50 percent in your industry, that means that 5 out of 10 people who would normally buy are still buying. Cut the fat in your marketing programs and better focus your marketing efforts during these difficult economic times.”

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Double Your Lead Generation Response With Customer Segmentation And Improved User Acceptance

by Justin Hitt “To double your lead generation response you need to both improve customer segmentation and increase user acceptance for your CRM application. Without these two critical factors, you won’t be able to convert leads into valuable sales.”

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RFM Migration Analysis: A New Approach to a Proven Technique

by Arthur Middleton Hughes “… RFM (Recency, Frequency, Monetary) analysis as a method to identify high-response customers in marketing promotions, and to improve overall response rates is well known and is widely applied today. Less widely understood, is the value of applying RFM scoring to a customer database and measuring how customers migrate from cell…

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