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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.…

Promoting and Managing Customer Events

by | Channel, Enterprise Marketing, Events, General Marketing, Lead Generation, Marketing Strategy, Trade Shows

Customer events are a vital component of your marketing portfolio. They come in all sizes from simple Lunch & Learns to full blown user conferences. These all provide a great avenue for sharing information and building relationships on a more personal level. They also offer you the ability to capture critical information from your prospects and customers about their wants and needs in a way that few other mediums can.…
A Better Way to Manage Literature at Trade Shows

A Better Way to Manage Literature at Trade Shows

by | Lead Generation, Marketing Strategy, Sales Support, Small & Medium Business Marketing, Trade Shows

As trade show season quickly approaches, companies all over the country are opening up their storerooms. They are pulling out boxes of literature printed over the past year (or more) to take inventory of what is available as handouts for prospects who visit their booth. This is the perfect time to develop a better method to manage literature at trade shows.…