Generate more sales leads by including these marketing tactics in your B2B lead generation programs

Persona-based marketing describes who a prospect or customer is, by also answering questions about their behavior such as: what keeps this person awake at night? How does he spend his time? How does she like to be sold to?

It seems that most business-to-business companies who sell products or services spend 90% to 95% of their marketing and communications budgets on enhancing their “image” or generating more sales leads, and only 5% to 10% of their budgets on turning known prospects into customers. This is the wrong approach.

You may think you know what marketing qualified sales leads are, but if you asked your salespeople and corporate executives, would they have the same definition? Maybe not.

Is your Website helping prospects move forward? Here’s a checklist of questions to ask yourself.

Although B2B sales lead tracking isn’t always fun for the creative types in your marketing team, it really isn’t difficult to track and measure marketing results.

Unfortunately, most of what B2B marketers call “telemarketing” simply doesn’t work.

Your public relations primary goal should be to help potential customers realize what you can do for them via editorial coverage of your company and its products and services in the publications they read.