Free Articles: Marketing b2b and Sales Lead Generation

Business to business sales and marketing tips, articles and whitepapers from Mac McIntosh

Alternatives to in-house inquiry handling

How to hire a sales lead management service to assist business marketers with inquiry handling or sales lead management. You are up to your ears in responses from your B2B marketing programs. You and your staff are overloaded, budgets are due and the major trade show in your industry is right around the corner. You […]

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.

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Leads tracking: Improve your marketing ROI

Turn more leads into sales with leads tracking: Questions and answers for B2B marketers. Although leads tracking isn’t always fun for the creative types in your marketing team, it really isn’t difficult to track and measure marketing results. Start by telling your team that you can live with the fact that they won’t be able […]

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.

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Targeting your B2B lead generation

Identify the best prospects for your B2B lead generation programs. When searching for leads to buy your products or services, you want to find those companies who have a problem for which you have the solution. How do you go about finding those companies and how do you find the level of contacts you need […]

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.

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Do you know qualified business leads when you see them?

Qualified lead generation depends on marketing, sales and top management jointly defining a ‘qualified lead’ using lead scoring. You may think you know what qualified sales leads are, but if you asked your salespeople and corporate executives, would they have the same definition? Probably not. If qualified lead generation in a business-to-business marketing-for-leads program 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.

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