B2B marketing strategies and techniques

The following are some of the articles I've written about marketing business-to-business and sales lead generation for leading industry publications, or that have appeared in my newsletter, Sales Lead Report^®. If you would like to discuss having customized versions of these tools, please contact me.

Meet Mac

I specialize in helping companies get more high-quality B2B sales leads, turn them into sales, track and measure results, and show a favorable return on investment.

• With business-to-business marketing consulting, I can help you meet and exceed your sales and marketing goals.
• As a B2B marketing speaker and trainer, I can show your attendees how to get better and more sales leads.

B2B marketing

• Get it done: 12 shortcuts to get marketing done faster
• Boost your company's sales with marketing: Free guide
• Five tips for integrating marketing and sales
• How to determine your B2B marketing budget and get it approved
• How to increase B-to-B sales without spending more on marketing
• How to use your business-to-business marketing dollars more effectively in a down economy
• Prove it's paying off
• Steps to implementing a marketing program that drives new business
• Survey links marketing communications investments to sales
• What is RSS and how do I use it?
• Boost your company's sales with B2B marketing: Worksheet
• Persona-based marketing: Powerful tools for connecting with prospects and customers
• Wish lists for B2B marketing and sales

• Target influencers to sway B2B sales

B2B advertising

• 16 proven techniques for better B2B sales leads generation with print advertising

B2B direct marketing

• 7 ideas for more B2B direct mail sales leads
• Don't get lost in the details
• Database marketing strategies for mailing deep
• Focus your direct response marketing for lower costs and higher response
• Strategies for using database marketing to reach business influencers
• Clean up your business-to-business sales and marketing database
• How long to keep contacts in your database?
• How much to budget for database marketing vs. sales lead generation programs?

B2B events & trade shows

• Choosing the best event formats - live or remote
• Event promotion techniques that really work
• How to maximize your marketing ROI from exhibits at B2B trade shows and conferences
• Nineteen tips for generating more high-quality trade show leads
• Promoting your business-to-business marketing events
• Strategies for generating qualified leads from b-to-b trade shows and events
• What role should events play in your marketing plan?
• Your event was a success: Now what?
• Cashing in on conferences: Lead follow-up is the key

B2B inquiry handling

• Inquiries become sales. Are you getting your share?

B2B lead generation

• Is your company easy enough to do business with?
• Build business for less: Use B2B marketing for sales lead generation and qualification
• Are your sales lead generation investments being wasted?
• Do you know qualified business leads when you see them?
• Targeting your B2B lead generation

B2B online marketing

• Bridge the gap between marketing and sales with online marketing
• How to get more information from your Web site visitors
• Is your Web site helping prospects move forward?
• Is your Web site optimized for the search engines?
• Need more B2B leads? 7 tips to fix your Web site
• Put your money where it counts most for clicks and visitors
• Ten business-to-business Internet marketing ideas

Outsourcing B2B marketing

• Leads tracking: Improve your marketing ROI
• Marketing response handling
• Alternatives to in-house inquiry handling

B2B public relations

• How to use PR in a B2B marketing-for-leads program

B2B relationship marketing

• Ten tips for using postcards to build your business

B2B sales leads

• Are you dropping out of the lead nurturing race too soon?
• Marketing for leads - are you asking the right questions?
• Are you losing sales by not following up all business-to-business sales leads?
• 8 tips for selecting a sales lead management service
• 8 proven B2B sales lead generation methods
• Are you maximizing your sales from longer-term sales leads?
• Getting sales leads without losing the battle on costs
• Hiring and training B-to-B telemarketers
• Sales lead success checklist