Telemarketing is a “live” direct marketing environment, and only by testing various approaches do we learn which one works best. Therefore, what follows are some guidelines and tips for leaving…
Read More
John Coe
4 Elements that drive B2B direct marketing results
Do You Know the Basics? Over the past few months, I have gotten a number of calls from individuals who are seeking new sales leads for their company. They range from marketing…
Read More5 B2B data trends
The new world of B2B data! In the last 10-15 years, we have seen an explosion in B2B data world not only in the amount and availability of data, but…
Read More5 Best practices of trade show lead qualification
Following my last blog on lead qualification, I received some great comments and several questions as to whether lead qualification differs for trade show leads. Yes, it does, and here…
Read More5 do’s & don’ts of B2B lead qualification
Lead qualification is one of the primary jobs for B2B marketers, and a great deal of time and money is spent on this step of the sales cycle. Now that…
Read MoreFive B2B marketing beliefs and trends debunked
First a disclaimer – I’m an “old” salesperson! Old in the number of years on planet earth–and also old as in years ago, I began my career in the chemical…
Read MoreContent meets the B2B buying process (part 2 of 2)
5 Proven Principals of Content Development and Marketing (continued) In part 1, two principals of content development and marketing were detailed. Alignment to the Buying Stage and Buyer’s Needs Creditability…
Read MoreContent meets the B2B buying process (1 of 2)
Content Overload We’re almost 10 years into one of the latest and hottest marketing trends – Content Marketing – and most B2B firms are churning out lots of it. But…
Read MoreData Driven Sales 2.0
Data-Driven Sales 1.0 The introduction of CRM (for sales) and now MRM (for marketing) has brought sales people out of the “information on paper and in my head” era kicking…
Read MoreB2B data decay and list rental – buyer beware!
Overview: There are four primary elements of a B2B targeted marketing campaign: Targeting, segmentation and list selection Offer for response Contact media sequence and frequency Creativity Of the four, no…
Read More
