Currently viewing the category: "Sales Leads"

Lousy B2B Lead Generation Habits to Avoid

By On June 22, 2011 · Leave a Comment

I talk a lot about what you need to do to be successful in B2B marketing.  But it is helpful to understand what not to do as well.  Here are five habits to avoid in B2B lead generation.
Lousy Habit 1: Waiting until conditions are “just right.” With some exception, the world can be divided into two classes of people, those who are prone to analysis and those who are prone to action.  You could also call these people the ready-aim-fire

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How to Become a B2B Lead Generation Master

By On May 17, 2011 · Leave a Comment

Want to Achieve Your Revenue Goals? Learn These 7 Things
Most B2B companies are successful only to the degree they are able to generate qualified sales leads. So why is lead generation such a mysterious subject to so many?  Considering the stakes, it behooves you to take lead generation seriously and become a master.  At Fusion Marketing Partners, we see a full range of marketing practitioners ranging from novices (grasshoppers) to masters. 
So what does a master know, and what actions do

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Leverage Partnerships to Find New B2B Sales Leads

By On May 9, 2011 · Leave a Comment

Partner marketing programs can be one of your best sources for new sales leads, for the following reasons:
Partners open up access to totally new markets.
Partner recommendations can give you a leg-up in credibility, especially if you are dealing with their existing customers (quality of exposure)
Depending on how well known the partner is, such programs can give you much broader outreach to the marketplace (quantity of exposure).
Partner marketing programs can lead to an acquisition cost of ½ or less of do-it-yourself marketing

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Steps in the B2B Marketing and Sales Process – by Christopher Ryan

By On April 18, 2011 · Leave a Comment

In a typical business-to-business scenario, responses you generate and people you have contact with will flow through the marketing system and at different times during the end-to-end process will fall into the following categories:          
Database Build – Contact names you have added to your database who have not responded to a promotional offer. You collect these names for remarketing purposes because they match the prospect criteria. Your mission is to turn them into raw inquiries.
Raw Inquiry – Any person/company that

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Five Questions Every B2B Marketer Needs to Ask – by Christopher Ryan

By On April 4, 2011 · Leave a Comment

B2B Marketing is a tricky business with a lot of moving parts.  To do it right, you need the answers to the appropriate questions.  Here are five to get you started:
Is what you offer a commodity or a differentiated product or service?  This is a critical question because it will determine how you must market to be successful.  A differentiated product or service has advantages, but it must usually contend with a much smaller market niche. By contrast, a commodity

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