How to capture and nurture three-quarters of the sales lead market through effective communication efforts Whoa-let’s slow down. Remember the story of the tortoise and the hare? While salespeople race to snatch up the most promising and qualified short-term prospects that come in from any marketing-lead-generation initiative, nearly three-quarters of the sales leads that convert […]
Free Articles: Marketing b2b and Sales Lead Generation
Business to business sales and marketing tips, articles and whitepapers from Mac McIntosh
8 proven B2B sales lead generation methods
Drive sales leads by including each method into your lead generation programs. Relationship marketing Relationship marketing is the approach underlying all of the “sales-lead-generation-success” methods. Sales lead generation using this method simply refers to cultivating a personal, sales-winning relationship with your prospects. Keeping in touch with prospects via a series of ongoing communications and offers […]
8 tips for selecting a sales lead management service
Sales lead management service outsourcing tips from sales lead expert Mac McIntosh. Determine what your inquiry handling or sales lead management system must include. Construct a flow chart of the process, including the steps required and the time allotted to each. Prepare a “wish list” of the features your lead generation programs will include if […]
Are you losing sales by not following up all business-to-business sales leads?
Avoid missing three out of four sales represented by the longer-term sales opportunities with these tips. By M. H. “Mac” McIntosh, CBC Only one in four of the prospects that eventually buy have short-term needs, according to research done by my clients and other marketing communications organizations serving the business-to-business marketplace. I’ll bet that most […]
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