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Tag Archive: lead management

B2B marketing tip #101: Less is more

B2B Marketing Tip of the WeekWe all collect data as part of the lead nurturing process, but are you really using it? Look over your online forms, analyze your marketing database and speak with the recipients of this information within your company.

Find out what’s absolutely essential, then pare down your online forms so they’re fast and simple for respondents to complete. The less you ask, the more inquiries you’ll generate.

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B2B marketing tip #49: Dictionary, please

B2B Marketing Tip of the WeekImprove the relationship between marketing and sales by documenting the definition of a qualified lead.

Use objective criteria, such as demographic information about the business or yes/no questions a prospect can easily answer.

Be clear on which answers indicate a qualified buyer ready to be passed on to sales, and which prospects it remains marketing’s responsibility to nurture.

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B2B marketing tip #46: Need generation

B2B Marketing Tip of the WeekCut the time to close in your sales cycle by focusing on what really triggers a buyer: a problem that your product or service can solve.

Save feature-benefit discussions until after a prospect clearly states their pain points. Remember, it’s not a lead unless there’s a need.

Follow the B2B Marketing “Tip of the Week” every Monday for a short, practical recommendation to improve your marketing effectiveness. Looking for suggestions in a specific area? Tweet me your request @ThinkSpringMktg or contact me.

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