Mac McIntosh: Professional marketing speaker

I can speak to your attendess regarding all types of business-to-business marketing and sales training. Speaking topics cover lead generation, relationship marketing, direct mail, event marketing, telemarketing, PR, search engine optimization and more. Please contact me with your specific needs.

Lead generation tactics: A recipe for success

No marketing tactics are more important than those that generate qualified sales leads for your salespeople. That is exactly what this business-to-business marketing and sales training session is about.

By attending this session, you receive a quick overview of marketing tactics proven effective in generating responses from key prospects, as well as ways to find opportunities that your salespeople can turn into new business, more sales and higher profits for your company.

Professional speaker Mac McIntosh, an industry expert on the subject of business-to-business marketing for leads and sales, shares his recipe for success developed while working with dozens of successful business-to-business marketing pros--large and small--over the past few years. For example, you learn

• which marketing communications tactics work best for helping prospects move from awareness to inquiry to consideration to order;
• eighteen proven and powerful lead generation techniques that can be applied to all the marketing you do--from your direct mail letters to your trade show exhibits;
• specific recommendations for making your online marketing more effective at finding and delivering qualified leads for sales;
• and more.

Using relationship marketing to build sales

The keys to winning, keeping and growing customers in today's competitive marketplace are the relationships you establish and maintain. Relationship marketing can be a very cost-effective way to help build and preserve those critical relationships.

Whether you call it "relationship marketing," "nurture marketing" or "database marketing," it is a strategy that has time and again proven its strengths and cost-effectiveness. It can be used to court prospects until they are ready for personal sales attention, building awareness and preference for your company's products and services. Relationship marketing can be used to keep in touch with hot leads between sales calls, keeping your company, products and services top of mind. It can be used to proactively nurture relationships with valuable existing customers, building loyalty and enhancing customer retention.

In this session, professional speaker Mac McIntosh, an industry expert on the subject of relationship marketing for leads and sales, teaches you how to put relationship marketing to work building your business.

Selecting mailing lists and building databases: How to do it right

One of the biggest success factors in direct marketing is the list. Unless your messages and offers are delivered to the right list, your direct marketing won't generate the leads and sales you need. And a good marketing database allows you to communicate on an ongoing basis with prospects as they move from awareness to inquiry to consideration to purchase.

In this session, professional speaker Mac McIntosh, an industry expert on the subject of direct marketing for leads, teaches you

• how and where to find the best lists and databases for direct mail, e-mail and telemarketing;
• how to determine which companies and contacts are the best ones to include in your lists or marketing databases for ongoing contact;
• when it makes sense to use third-party lists and when it is better to build your own marketing database;
• a four-step process for building a clean, complete and up-to-date database of prospects and customers;
• where to find proven resources you can leverage to help build, clean, enhance and maintain your databases;
• and more.

How to use direct mail and e-mail to produce more qualified leads

If done right, e-mail and "snail mail" are effective tools for prospecting, building relationships and generating sales-ready leads for value-added resellers.

In this session, professional speaker Mac McIntosh, an industry expert on the subject of marketing for leads and sales, teaches you which direct mail and e-mail marketing strategies and tactics work best today and which you should avoid. By attending this business-to-business marketing and sales training, you learn

• direct mail and e-mail strategies you can use to "date" your prospects and generate sales-ready leads for your salespeople;
• which formats of direct mail and e-mail are most productive in today's marketplace and why;
• the seven steps you can use to write productive direct mail letters and e-mails;
• and more.

Event marketing: How to use events to drive your business

This session is chock-full of ideas, tips and proven techniques that will allow you to maximize your leads and new business from marketing events such as live or Web seminars and workshops, lunch-and-learns and executive briefings.

Professional speaker Mac McIntosh, an industry expert on the subject of marketing for leads and sales, shares the inside secrets used by successful marketers-large and small-to drive new business with events. By attending this information-packed business training session, you learn

• how to successfully use events to find qualified prospects and move them along in the sales cycle-as well as what doesn't work and why;
• a simple yet powerful four-step approach to making your events a big success;
• insider secrets to boosting attendance and results;
• and more.

Bridge the gap between marketing and sales with your Web site

Your Web site is often the first place a prospective customer goes to learn more about your company. Is yours helping move prospects along in their consideration process, toward buying from your company? Or is it scaring them away?

In this session, professional speaker Mac McIntosh, an industry expert on the subject of marketing for leads and sales, teaches you what's working and what's not when bridging the marketing-to-sales gap with your Web site. By attending this business training session, you learn

• how to use your Web site to differentiate your company, products and services, and to gain a competitive advantage;
• the four keys to driving leads and sales (and which are almost always missing from Web sites like yours);
• how to turn more of your Web site's visitors into inquirers and generate more qualified sales leads;
• and more.

Search engine optimization: The key to having your Web site found when prospects search on the Internet

The Internet is now one of the first places prospective customers go to find companies like yours. Is your Web site found by these hot prospects when they're looking to buy your kinds of products and services?

In this session, professional speaker Mac McIntosh, an industry expert on the subject of marketing for leads and sales, teaches you how to increase the likelihood that your Web site will be found when prospective customers are searching. By attending this business training session, you learn how to

• optimize your Web site to get to the top of the search engine listings and be found when people search for companies and services like yours;
• cost-effectively buy your way onto the first page of search engine results by using pay-per-click advertising;
• take advantage of specialized industry search engines that your customers are using to find products, services and suppliers;
• and more.

How to use telemarketing to find more qualified leads

When it comes to generating qualified leads that your salespeople can turn into new business, telemarketing (if done right) can be very effective.

In this session, professional speaker Mac McIntosh, an industry expert on the subject of marketing for leads and sales, shares proven strategies, tactics, tips and techniques for putting telemarketing to work for your company. By attending this business-to-business marketing and sales training, you learn

• when and where telemarketing should play a role in your presales and sales efforts, as well as what results you should expect;
• how to maximize telemarketing lead generation results;
• when it makes sense to do telemarketing in-house and when it makes sense to outsource it;
• how to reduce risk and increase the likelihood of success by selecting the right telemarketing company for the job;
• a quick and easy process for recruiting and hiring the best telemarketers for your in-house program;
• how to develop an effective script or call guide;
• and more.

Using the phone to prospect, close and keep your customers

When it comes to finding new customers and keeping them happy, being more effective at doing business by phone is essential to your success.

Professional speaker Mac McIntosh, an industry expert on the subject, shares proven strategies, tactics, tips and techniques for being more effective on the phone. Attend this information-packed session and you learn

• when it makes sense to use the phone to contact prospects and customers, and when it doesn't;
• how to organize your prospects, customers and phone time for maximum results;
• how to get past the gatekeepers and get through to the decision makers;
• when and how to leave effective voice mail messages, and when not to bother;
• how to make a good first impression over the phone and start a productive conversation;
• how to take control of the call and prevent wasting your time or that of the person you are calling;
• how to probe, without being annoying, by using "open-ended" questions to learn multiple answers with a single question;
• and more.

How to use public relations as part of your marketing for leads program

Public relations can be an effective marketing tactic for building awareness and preference for your company and its products or services.

Professional speaker Mac McIntosh, an expert on the subject of marketing for leads and sales, shares proven strategies, tactics and tips for using PR to build your business. By attending this business-to-business marketing and sales training session, you establish

• what role PR can play in your marketing for leads and business development programs;
• when it makes sense to hire a PR professional to get the job done and when it makes sense to do it yourself;
• what gets the attention of key editors, reporters and talk show hosts, and what really turns them off;
• how to use speaking and writing opportunities to showcase your expertise, drive traffic to your Web site and generate leads;
• and more.

How to use vertical or niche marketing to help win the race for sales

Imagine that you have a critical business problem. Who would you pick to help solve it? A generalist who claims to do everything for every kind of company? Or an expert who focuses on solving exactly the kind of problems you have, for companies just like yours, and has a track record of success doing so? I bet you picked the expert, which demonstrates the advantage of vertical or niche marketing.

Professional speaker Mac McIntosh, an expert on the subject of marketing for leads and sales, shares proven strategies, tactics and tips for using vertical or niche marketing to drive new business and revenue for your company. By attending this business-to-business marketing and sales training, you learn

• a quick, proven way to determine the best vertical or niche markets to pursue;
• how to focus your marketing resources and efforts on key verticals or niches (without abandoning or scaring away your traditional prospects);
• how to leverage your company's experience, customers and specialized knowledge to pull ahead of the competition and win the race for more leads and sales;
• and more.

Whose job is it anyway? The roles of your marketing, inside sales and field sales organizations in today's marketplace

As marketing and sales costs climb, overlapping roles and unclear responsibilities can negatively affect your results and the bottom line.

In this session, professional speaker Mac McIntosh, an industry expert on the subject of marketing for leads and sales, shows you how leading companies, large and small, are deploying their marketing and sales resources for maximum impact and ROI. By attending this business-to-business marketing and sales training, you learn

• what drives the behavior of your marketing and sales teams, and how you can take advantage of those drivers;
• cost-effective and efficient approaches to prospecting, nurturing, qualifying and closing sales by integrating marketing, inside sales and field sales;
• how to build an economic case for funding your marketing, insides sales and field sales initiatives;
• and more.

How to leverage targeted marketing to sell, up-sell, cross-sell and resell your customers

Looking for additional sales, revenue and commissions? In this information-packed session, you learn a simple, two-step approach to uncovering more sales opportunities from your existing customers.

Professional speaker Mac McIntosh, an expert on the subject of marketing for leads and sales, shares proven strategies, tactics and tips for up-selling, cross-selling and reselling your existing customers. By attending, you learn

• how to quickly assess your customers and determine the best companies to target for additional sales;
• how to leverage proven one-to-many marketing and one-to-one sales tactics to cost-effectively communicate with the key people at those companies and find more sales-ready opportunities you can and will close;

* and more.