How to Generate B2B Leads

B2B Marketers are asked, more than anything else, to generate leads for Sales to pursue. But what kind of B2B leads do we want Marketing to generate? Broadly speaking, Marketers can generate three types of leads: named prospects who meet your ideal client profile; buyers who have shown interest in a topic you write about […]

B2B buyer behaviour

  Want to receive more blogs like this? Subscribe to our twice weekly B2B marketing insights! Get your copy of our 2014 Sales and Marketing Alignment Report   I can show you how to almost double your closure rates from marketing leads with just 5 minutes work. I’ll defend that outlandish statement in a minute or two. […]

Marketing Funnel isn’t dead

The marketing funnel isn’t dead. Sorry Forrester, Aberdeen and HBR, it’s just that you never understood it. The funnel is an old metaphor, and only a loose one: lots of buyers at the top and a few at the bottom, and our job is to move them through. The flaw in the metaphor is obvious: not […]

Sales and marketing systems don’t deliver the benefits you’d expect

  Want to receive more blogs like this? Subscribe to our twice weekly B2B marketing insights! Get your copy of our 2014 Sales and Marketing Alignment Report Adding sales and marketing systems to a business previously struggling without either will not deliver the uplift in sales performance or marketing contribution you’d have expected. So why would you […]

Sales and Marketing training lifts performance where you’d least expect it

Training your marketers does little to help them generate leads that are more ‘acceptable’ to Sales, nor does increasing the training of your salespeople improve their ability to close. If this is the case, why bother investing in training at all? In this week’s blog, Hugh explains why investing heavily in training for Sales and Marketing does deliver benefits, but not where you’d expect. […]