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The Advantages of Turnkey Lead Generation Support

by | Direct Mail, General Marketing, Lead Generation, Marketing Strategy, Small & Medium Business Marketing

Time is a commodity that is in short supply. For small business owners and managers, finding even a few minutes to focus on and develop lead generation programs can be difficult. Similarly, larger companies are equally pressed to do more with less. This means that even after you’ve identified a need or come up with the idea, finding the time, expertise or resources to make it happen can be challenging.…

When Does Direct Mail Makes Sense for B2B Lead Generation

by | Direct Mail, Email Marketing, Lead Generation, Marketing Strategy, Small & Medium Business Marketing | 0 comments

When does direct mail make sense for B2B lead generation? According to the 2012 Response Rate Report published by the Direct Marketing Association, it states that the average response rate for direct mail to existing customers outperforms email by more than 3% (3.40% for direct mail compared with 0.12% for email).…

Is Your Value Proposition Unique?

by | Advertising, Direct Mail, General Marketing, Lead Generation, Marketing Strategy, Sales Support, Small & Medium Business Marketing

You’ve certainly heard the term “elevator pitch”; that 30 second statement that grabs attention as you describe your company and what you do. Closely related to the elevator pitch is the more detailed value proposition. The major difference between the two is an explanation of the benefits of what you do that is integrated into the value proposition.…

Building a B2B Lead Generation Machine

by | Channel, Data Management, Direct Mail, Enterprise Marketing, General Marketing, Lead Generation, Marketing Strategy, Trade Shows

If you’re launching a new product or simply looking to revitalize an existing one, focusing on the foundation of your core lead generation activities is a good place to start. When doing this, it’s helpful to think of B2B lead generation as a process just like manufacturing, finance, product development or any other within the organization.Creating…

Don’t be a Habitual Marketer

by | Advertising, Channel, Direct Mail, Enterprise Marketing, Events, General Marketing, Lead Generation, Marketing Budgeting, Marketing Strategy, Small & Medium Business Marketing, Trade Shows

I cringe when I hear the phrase “because we’ve always done it that way.” That’s the battle cry of the Habitual Marketer. It’s often heard when asked why they decided to invest in a B2B lead generation program that doesn’t have a clearly defined return-on-investment. In most cases, these are marketing programs that were once strategic or highly visible, but have not evolved with their target audiences.…