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Tag: ‘Lead Generation’

B2B Direct Marketing – Importance of the House File

Posted Mar 29 2010 by in B2B Database, B2B Direct Marketing, B2B List, B2B Marketing, Business to Business, Direct Marketing, Lead Generation with 1 Comment

What’s the not-so-secret but often neglected success factor in B2B direct marketing?  Simply this: your in-house prospect list (house file) can be your most important asset in a successful direct marketing operation. And this is equally true whether you are communicating with prospects at their email addresses, physical addresses or telephone numbers.  A house file can vastly decrease your cost of lead and new …

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Are You a Ram or Peacock Marketer? by Christopher Ryan

Posted Feb 2 2010 by in B2B Marketing, Business to Business, Marketing Strategy, Social Media with 4 Comments

I was on a panel last Friday sharing some thoughts on lead generation to a group B2B marketing execs.  I was encouraging the attendees to find and articulate their unique value proposition and use it to attract prospects. In other words, I asked the audience to consider moving their processes from the “push” model to the “pull” model of marketing.  Laura …

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B2B Marketing and Sales – Avoid the 7 Deadly Sins (by Christopher Ryan)

Posted Nov 30 2009 by in B2B Marketing, Business to Business, Marketing, Marketing Strategy, Online Marketing, Sales, Social Media with 2 Comments

The original seven deadly sins are lust, gluttony, greed, sloth, wrath, envy and pride. While the B2B marketing equivalents aren’t as serious, they can lead you to marketing and sales disaster if not addressed.

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B2B Lead Issues

Posted Sep 17 2009 by in Lead Development, Lead Generation, Marketing, Sales, Sales Leads with 1 Comment

In research reported in Brian Carroll’s B2B Lead Generation blog (http://blog.startwithalead.com), the biggest pain point (34%) is converting leads to pipeline revenue.

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