Articles

Sales lead success checklist

How you handle sales leads makes the difference between happy customers or lost sales. This checklist helps you be successful. You've spent a great deal of time, effort and money putting together your B2B sales leads generation programs. How you handle those B2B sales...

8 proven B2B sales lead generation methods

Drive sales leads by including each method into your lead generation programs. Relationship marketing Relationship marketing is the approach underlying all of the "sales-lead-generation-success" methods. Sales lead generation using this method simply refers to...

Cashing in on conferences: Lead follow-up is the key

Why following up makes the difference and how to do it effectively. Whew, you made it back. You invested a lot of time, energy and resources participating in your industry conference. It was all worth it, you say. Now the real work begins. Following up with all those...

Nineteen tips for generating more high-quality trade show leads

How to get more sales leads from your trade show presence By M. H. "Mac" McIntosh, CBC Your industry's major trade show is coming up. Now is the time to start preparing. If one of your exhibit goals is to get more, high-quality sales leads, consider using these...

Five tips for integrating marketing and sales

There are big rewards when sales and marketing are effectively integrated-not least of which are improved operating performance and outstanding financial results. Here are five tips that help make integration a success.

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Mac, you bring tremendous value to my company. We have generated more leads in the last 45 days than the last 2 years....

David Payne

CEO, Advanced Systems Integration, Inc.

I hired Mac to help us take our sales lead generation to the next level. We had several objectives: shortening the time it took us to get leads into s...

Chris Chariton

V.P. Marketing Services & Product Management, GlobalSpec

Mac is one of the very best marketing consultants available for a mid-market software sales and consulting firm like Synergy Business Solutions. He ga...

Jered Cady

Executive VP, Synergy Business Solutions

Mac’s expertise and knowledge of technology markets drove the creative in-depth marketing recommendations he provided us. His consulting proved to b...

Michael Camp

Marketing Manager, Synergy Business Solutions

Mac McIntosh is an outstanding strategic sales and marketing expert, providing his clients with highly strategic, insightful, and actionable recommend...

Jennifer Smart

Senior Marketing Manager, Cisco Systems

We used Mac very effectively a decade ago when I was at a different company in a different B2B market and am pleased to report that he’s as effectiv...

Andrew J Weber, Jr

CEO, Farm Journal Media

We hired Mac to assist us with refining our Marketing plans. He truly understands this area very well and gave us very good ideas to improve our execu...

Mahendran Ramanathan

President, Retail Technology Experts

Subject matter expert is the overall best description I can give Mac’s abilities. While building 3Com’s America’s response management organizati...

Dennis Donahue

Senior Director, Global Channel Partner Operations, Symantec

When it came to the outsourcing of marketing services, Mac proved to be a real expert. He helped us to quickly create a short list of the best vendors...

Suzanne Jansson

Senior Director, Marketing Communications, Aspect Software

As the new marketing specialist at CriticalEdge Group, Mac really helped me get my feet on solid ground. He helped us build and append a database of t...

Meghan Carmody

Marketing Coordinator, WebMD Publishing Services

I had the pleasure of starting my career with Mac at his company before moving on in my career. Many of the things that Mac taught me still guide me t...

Art Foxall

Sales Manager, Anvil-Calzone Case Co.

Mac McIntosh is one of the foremost experts on sales lead management who I have encountered. Mac’s deep knowledge of this subject and his willingnes...

Rich Carvill

Corporate Brand Marketing Manager, Gates Corporation

When NSK wanted to improve its lead management process, Mac was selected. Mac is an effective listener; learning quickly and providing clear feedback ...

Darcy Draft

Marketing Manager, NSK Deutschland

When it comes to developing and managing sales and sales leads NO ONE is more knowledgeable (than Mac). We have (worked together) on projects and I am...

Len Ganz

National Sales Manager, Boston Convention Marketing Center

Mac is one of the brightest minds in sales and marketing that I’ve had the pleasure of working with. He possesses deep expertise, (particularly in t...

Ken Stone

Region Marketing Manager, SMS&P, Microsoft Corporation

I’ve worked with Mac on various projects since 2001. Not only does Mac thoroughly know B2B sales leads and how to help companies generate more of th...

Dianna Huff

President, DH Communications

Mac McIntosh was a major influence in my decision to focus on Demand Generation and ROI of marketing in my career. Mac recognizes the synergy needed w...

Charlie (Kathryn) Shafton

Director, Demand Generation, Aspect Communications

Mac is no ordinary consultant. He doesn’t profess theory, but actual tried and true, easy to understand principals that when implemented, work! I hi...

Karen Brooks

Vice President, Qorpak

Mac has done a superior job (consulting with) our clients on how to best generate, qualify, and convert sales leads from B2B media, as well as determi...

Bill Cariello

Publisher, Associated Construction Publications, Reed Construction Data

Mac has been integral to the success of my growing company. Mac is extremely knowledgeable of all things sales lead management related. He has strong ...

Mike Wallen

President/Founder, The Lead Dogs

Mac is a true expert when it comes to integrated sales and marketing, specifically B2B lead management. His style is engaging and effective, and he ha...

Cliff Langston

Director, Global Marketing, Sigma-Aldrich

Mac has advised thousands of companies on how to increase and measure ROI on marketing investments. As mechanisms for lead generation and CRM change, ...

Chris Crocker

Senior VP, Media, National Association for the Specialty Food Trade (NASFT)

Our company was expanding in leaps and bounds and we needed to assess if what was successful for us in the past would work on a global level. We asked...

Claire Londress

Marketing Manager, American Harlequin

Mac is extremely knowledgeable and helpful on many (marketing and sales) topics especially lead generation. Mac is a very valuable resource who I have...

Rick Bellefond

Owner, RB Data Services

Mac, your advice was worth its weight in gold. Thank you so much for helping us!...

Carolyn Chasten

CPA, CIPT, Ironware Technologies

Mac’s reputation as a sales lead expert is well earned. He consistently delivers practical and innovative advice that organizations of all sizes can...

Michael Moore

Senior Partner Marketing Manager, Microsoft Corporation

Although there is no marketing 'Silver Bullet,' Mac has taught us how to successfully make a science out of marketing for leads and sales....

Jeffrey Goldstein

President, Queue Associates

Mac, the information you shared absolutely shaped my entire marketing approach, which is now revving up full steam with PR, new website, monthly touch...

Gia McNutt

CEO, Special Order Systems

Mac helped us create a marketing plan to generate sales leads and drive sales for a new product. He pointed out strategies and tactics that we didn’...

Tom Conley

CEO, LectraMedia

Mac was a great help in focusing our efforts in the most important areas in which we needed improvement, and his advice has proven itself time and tim...

Joan Welty

Director of Marketing Communications, Automation Direct

Mac spent two days with us and offered real actionable advice, advice that has already been successful for us....

Peter Sanburn

Marketing Campaign Specialist, Itron

Mac always surprises me with the inventiveness of his solutions, the soundness of his reasoning, and the consistency of his above-expectations results...

Peter Altschuler

VP Marketing, NetOffice

Mac was able to understand our business, clarify our messages, optimize our website and present real ideas for our business that will yield profitable...

Ronald E. Lang

President, Majestic Consulting Group

Mac McIntosh is a real pro who has a very clear understanding of our business issues and challenges. Plus, he’s a great guy with whom to work. He ge...

Bob Derr

Partner, Vista Financial Advisors

Mac McIntosh’s drive, enthusiasm, insightfulness is unmatched and we consider him a member of our team. He has demonstrated his ability to share his...

John Peace

Managing Director/COO, Accountnet

Within 24 hours after meeting with Mac, we were able to implement at least five action items resulting from our time with him. He helped us to determi...

Anne-Claire McAllister

President, Accountnet

Mac McIntosh has been an amazing resource for our organization to work with. Not only does he have a great knowledge of our industry, he has helped my...

Paul Fountas

President, MicroComputer Resources

While running marketing for both ManagedOps and Surebridge, Mac McIntosh was instrumental in helping me develop clear marketing strategies and program...

Chris Houpis

Senior Manager, Field Marketing, Kronos Incorporated

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