B2B Lead Generation

Identify the best prospects for your B2B lead generation programs. When searching for leads to buy your products or services, you want to find those companies who have a problem for which you have the solution. How do you go about finding those companies and how do you find the level of contacts you need […]

M. H. "Mac" McIntosh is described by many as one of America's leading business-to-business sales and marketing consultants and marketing speakers. He is president of Mac McIntosh Incorporated, a marketing consulting firm specializing in helping companies get more high-quality sales leads and turn them into sales.

Qualified lead generation depends on marketing, sales and top management jointly defining a ‘qualified lead’ using lead scoring. You may think you know what qualified sales leads are, but if you asked your salespeople and corporate executives, would they have the same definition? Probably not. If qualified lead generation in a business-to-business marketing-for-leads program is […]

M. H. "Mac" McIntosh is described by many as one of America's leading business-to-business sales and marketing consultants and marketing speakers. He is president of Mac McIntosh Incorporated, a marketing consulting firm specializing in helping companies get more high-quality sales leads and turn them into sales.

Answer these questions to see if demand generation programs and lead-qualification efforts are in harmony with the needs of sales Billions of business-to-business marketing dollars are spent each year on sales lead generation. Billions more dollars are spent to fulfill and follow up on marketing responses, and to determine which sales leads are qualified and […]

M. H. "Mac" McIntosh is described by many as one of America's leading business-to-business sales and marketing consultants and marketing speakers. He is president of Mac McIntosh Incorporated, a marketing consulting firm specializing in helping companies get more high-quality sales leads and turn them into sales.

Do the Math: Marketing really is a cost-effective way to build your business Most of the fastest-growing companies I know don’t rely solely on one-to-one sales contacts to grow their business. Why? Because it’s difficult to find effective salespeople, and often it takes too long for new salespeople to start showing a favorable return on […]

M. H. "Mac" McIntosh is described by many as one of America's leading business-to-business sales and marketing consultants and marketing speakers. He is president of Mac McIntosh Incorporated, a marketing consulting firm specializing in helping companies get more high-quality sales leads and turn them into sales.