Make sure several influencers at each company are on your direct mail marketing list. By M. H. “Mac” McIntosh, CBC To be successful, the business-to-business marketer must include in the customer and prospect database a rich matrix of influencers. There may be as many as 15 or 20 individuals at a company who influence a […]
Free Articles: Marketing b2b and Sales Lead Generation
Business to business sales and marketing tips, articles and whitepapers from Mac McIntosh
How to maximize your marketing ROI from exhibits at B2B trade shows and conferences
Proven pre-show, during show and post-show techniques to increase sales leads from B2B conferences and tradeshows Exhibiting at industry conferences or tradeshows can take a big bite out of your budget. Consider using these proven techniques to help maximize your marketing return on investment. PRESHOW Evaluate and select trade shows or conferences carefully. Are the […]
Target influencers to sway B2B sales
Influencers play a key role in the buying decision; use database marketing as a tool for enhancing these relationships during business-to-business marketing efforts. Business-to-business marketing pros, like their counterparts in the consumer sector, know the effectiveness of database marketing in communicating with decision makers. What they may overlook is the key role of influencers in […]
Wish lists for B2B marketing and sales
B2B sales and marketing wish list by Mac McIntosh, one of America’s leading sales and marketing consultants, speakers and trainers. B2B Marketing I wish that more marketers would interview a couple of their company’s prospects and customers every week. This will help them to better understand their prospects’ and customers’ needs and points-of-view, allowing the […]
14 pages