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? Probably 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.

How do you find those companies who have a problem for which you have the solution, and how do you find the level of contacts you need from within the companies?

Is one of the goals of your print advertising to generate sales leads? Consider these proven sales lead generation techniques.

Here are ten tips for using postcards as part of your direct marketing programs.