B2B Sales Leads

The value of longer-term B2B sales leads, with strategies and tactics for marketing and sales By M. H. “Mac” McIntosh, CBC While salespeople race to close sales from the most promising and qualified short-term prospects that come from sales leads, nearly three-quarters of the B2B leads that convert into sales are ignored. Why? Because salespeople […]

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.

How you handle sales leads makes the difference between happy customers or lost sales. This checklist helps you be successful. You’ve spent a great deal of time, effort and money putting together your B2B sales leads generation programs. How you handle those B2B sales leads once you get them makes the difference between happy salespeople […]

Doing it right is the key to your telemarketing success A critical component of your successful business-to-business telemarketing is finding and hiring the right people. You can’t put just anybody on the phone and expect to get good results. Once you are clear on the goals of your telemarketing program, you need to consider the […]

Case study: AutomationDirect’s B2B sales lead generation strategy Automationdirect.com had taken a unique approach to selling its goods, and because it has no direct sales force and no network of distributors, the company could sell at about half the prices of its competitors. Trouble was, its marketing strategies were a little narrow. The Cumming, Georgia-based […]