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Tag Archive: sales leads

B2B marketing tip #99: Faster action on leads

B2B Marketing Tip of the WeekWhat percentage of your leads dissolve each month, simply because no one takes time to follow up on them?

Before your next campaign launches, plan the response process. Draft the letters, emails or call script for inbound inquiries, then sit down with sales and agree on roles, responsibilities and turnaround time for lead follow up.

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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.

B2B marketing tip #42: Improve tradeshow ROI

B2B Marketing Tip of the WeekMake sure the resources allocated to your next event match its potential. Set a clear goal up front and drive all event-related activities toward meeting it.

Common goals include: number of booth visitors and number of leads generated during the event, and number of sales appointments set and opportunities produced within a certain timeframe following the event.

Remember, few tradeshows produce new business directly; set up a mechanism to track and measure leads over time as they mature into qualified sales opportunities.

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.

B2B marketing tip #29: Find the best buyers

B2B Marketing Tip of the WeekUnqualified leads waste time and resources, and create unnecessary friction with the B2B sales team. Better target your efforts by developing 3-5 objective, quantitative criteria to qualify every product and every market segment. Use these questions to screen inquiries and new prospects.

Bonus: If you find significant interest among those who are unqualified, pass this valuable information along for the product team to evaluate new solutions.

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.

B2B marketing tip #26: Get lost

B2B Marketing Tip of the WeekClose the loop on lost leads and sales. Add a required field to your database or sales process that captures the reason(s) your organization doesn’t win business. Regularly analyze this information with sales and product management to improve future campaigns and better understand your market.

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.

B2B marketing tip #10: Campaign communication

B2B Marketing Tip of the WeekThe best campaign does little good if inbound leads aren’t handled correctly, or if the business is unprepared to execute a smooth followup process.

Keep everyone in the loop. Develop a standard email or memo template to announce new marketing activities to the organization (especially sales). Share campaign objectives, timing, target audience and where to direct inquiries or questions.

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

B2B marketing tip #3: Timely followup for trade show leads

B2B Marketing Tip of the WeekStay current with trade show leads. Plan the followup process and draft the post-event letters, emails, or calling script before the event. Get buy-in from sales and execs on timing and approach.

Check out the Springboard blog every Monday for the B2B Marketing “Tip of the Week” — 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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