Remote events such as webinars offer new options for reaching out to and educating buyers, while live events offer opportunities for group discussion. In the old days (remember them?), building a relationship with a prospect meant getting in your car or on a plane, or picking up the phone. Now, of course, technology has changed […]

M. H. "Mac" McIntosh is described by many as one of America's leading business-to-business sales and marketing consultants and marketing speakers. He is president of Mac McIntosh Incorporated, a marketing consulting firm specializing in helping companies get more high-quality sales leads and turn them into sales.

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 leads and business cards you collected is […]

M. H. "Mac" McIntosh is described by many as one of America's leading business-to-business sales and marketing consultants and marketing speakers. He is president of Mac McIntosh Incorporated, a marketing consulting firm specializing in helping companies get more high-quality sales leads and turn them into sales.

Prompt, thoughtful follow-up will help you realize a positive ROI on your live seminar or Webinar, executive briefing, trade show or social function Would you invite someone out on a date, wine and dine the person, drop him or her off afterwards and then never call again? Probably not, unless the two of you really […]

M. H. "Mac" McIntosh is described by many as one of America's leading business-to-business sales and marketing consultants and marketing speakers. He is president of Mac McIntosh Incorporated, a marketing consulting firm specializing in helping companies get more high-quality sales leads and turn them into sales.

Instead of using events to prospect, use them to move known prospects along the sales cycle. I’m guessing that your various marketing and sales “events” make a big dent in your budget. Not to mention all the people, time and effort required to successfully put your events together. How do you get the best return […]

M. H. "Mac" McIntosh is described by many as one of America's leading business-to-business sales and marketing consultants and marketing speakers. He is president of Mac McIntosh Incorporated, a marketing consulting firm specializing in helping companies get more high-quality sales leads and turn them into sales.