Tag Archive: B2B Lead Generation

Building Blocks for Internet Marketing

Here’s a model I’ve developed to think about the four basic building blocks for inbound Internet marketing: 1) Content, 2) Contacts and 3) Tools, all of which are first surrounded by a clear and concise #4; Messaging.

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Are You Still Trying to Find Prospects?

A prospect recently called into one of my client’s 1-800 number. The inside sales person answering the phone asked the proverbial, “How did you find us?” Which answer would you prefer?

1. I was returning your call
2. I found you on the internet or
3. I’ve been following you for some time, and I think I need your help.

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How Well Do You Perform on this Landing Page Design Test?

Design is a craft. There are lots of tools for design that make it easy for anyone to create a landing page. However, creating a well-designed B2B landing page takes much more than just an easy tool. Results are measureable in forms filled, actions taken, and leads generated. This test is based on my experience, my failures and other sources. While I would prefer to use images, the test is reduced to 15 short A/B questions. While there are exceptions to every rule, please select the A or B you used on your most recent page. Be honest.

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People Don’t Read. What Are You Going To Do About It?

Sales people like to talk. The good ones listen. Marketers, on the other hand, tend to be verbal but more focused on reading and writing. They wind up working on the copy for websites, PR releases, direct mail, email, literature and whitepapers. The problem is… no one reads any more. So much of this activity is wasted. Too bad. What are you going to do about it?

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Eight Simple Steps for Adding Gender to Your Database

Regardless of your gender, if you’re a B2B marketer and not considering it, you are missing a key element in messaging. While 90% of marketers may acknowledge that gender is important, I find only 10 percent of 1:1 marketing campaigns or databases have any data on gender. Here’s a simple deep dive technique to add gender to your database.

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Rationality is Crazy

Reason and logic, while they seem to form the basis of many sales and marketing campaigns, are not sufficient for their purposes. Why? Because we humans are not rational actors. Ninety-five percent of our thought is unconscious and dependent on frames, metaphors, stories and narratives that help us make sense of complex situations.

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