Sales Lead Insights B2B Marketing

Your quiet marketing revolution

A short piece called Your B2B Lead Generation Budget: Start by Cutting It Into Thirds on the Sales Lead Insights blog might prove inspirational if you’re thinking of starting again with your marketing plans for 2010. I suspect the reason so many marketing plans just roll over year-on-year is that it’s hard to come up with something new. Well, here’s something that’ll get a marketing revolution kicked off at your company. I’m not saying I totally agree with it, but it’s as good a place to begin as any I’ve… Read More »

Can you get sales leads from Twitter, Facebook, etc?

If you’re wondering if (or to what extent) your company should get involved in social media, there’s a good article called Is social media effective for B2B lead generation? on the Sales Lead Insights B2B Marketing blog which suggests that there’s not much evidence (to the author, at least) that it can produce sales leads. And for most of us, that’s what this marketing lark is all about. I agree; I’ve not seen much evidence either. The likes of Twitter, Facebook, LinkedIn etc definitely have a role to play if… Read More »

They’re not using Twitter to choose their suppliers yet

Here’s one for those of us who are still not exactly convinced that “social media” should be high up the list of priorities for industrial business-to-business website managers. How does social media rank in influencing business technology purchase decisions? on Sales Lead Insights delves past the headline statistic in a recent report which shows how much technology decision-makers actively participate in social media. The article uncovers the less exciting, but far more important conclusion that “social media has yet to effectively influence a large part of the technology buying process.”… Read More »

New, faster-acting suppliers

Here’s an interesting discussion from Sales Lead Insights B2B Marketing. React Faster to Your Leads to Increase Your ROI asks how quickly do you respond to the calls to action and contact forms on your website? It’s true (and I’ve been guilty of this at various companies) that when an enquiry comes in, we put it “into the system” and the prospect may be contacted in hours, possibly days, but never within minutes. But if you think about it, that’s exactly when you need to catch them. How many times… Read More »

Sales commission for marketing?

Here’s one which I think might not be met with universal enthusiasm in the marketing world. But you’ve got to admit, author Mac McIntosh does have a point in the Sales Lead Insights B2B Marketing Blog when he wonders if “marketers should have a significant portion of their compensation tied to meeting their company’s growth and revenue goals”. Sure, growth and revenue are more the realm of sales, but if your salary depended on it, would you not focus more on “moving prospects from awareness to inquiry to consideration and… Read More »