This is one of a series of occasional interviews with top practitioners on topics of interest to business-to-business lead generation, marketing and new business development professionals. My guest today is Dianna Huff of DH Communications
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B2B Marketing Strategies for Small Companies: An Interview with Dianna Huff
Final part of a three-part blog Part 1 | Part 2 In Part 1 of my three-part “BANT rant,” I expressed doubts about BANT being sufficient as the determinant of qualified sales opportunities. First and foremost, BANT takes a seller-centric perspective that doesn’t consider the ways in which buyers think, at least not with respect to purchases that
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Rethinking BANT, continued: How to better define a qualified lead
Here is a simple and effective way to allocate your business-to-business lead generation budget. Use the first third of your B2B lead generation budget for Internet marketing. Start with: Search engine optimization (SEO) so your web pages will be found when prospects are using the leading search engines to find companies, products or services like yours Improving your website so it does a better job of helping visitors move from awareness to inquiry to consideration to purchase (Help yourself to my complimentary Web site design checklists for B2B marketers .) Adding your company and its products or services to appropriate online directories Use the second third of your B2B lead generation budget for direct marketing
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Your B2B Lead Generation Budget: Start by Cutting It Into Thirds
Sometimes an online furniture company who stock a huge range of beds , mattresses , and furniture from some of the highest quality furniture manufacturers in Ireland will really appreciate the power of internet marketing. After the first month of having a professional search engine optimisation done on their website, their income increased by almost 150% – is it not worth the investment? And if you would like to buy bedroom furniture , sofa beds , kids furniture , or conservatory furniture , why don’t you just simply visit this furniture online website?
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Furniture Online | Beds | Mattresses | Dining Sets | Bar Stools | Sofas Ireland
What I like best about being a B2B lead generation consultant is I get to work with some of the best people at the best companies in the business. The rewarding part is I get to see first-hand what works best (and what doesn’t) when it comes to generating, nurturing and identifying the qualified, sales-ready leads that salespeople, reps, resellers and distributors need. Speaking of what works best, here are 22 tips for getting better results from your B2B lead generation programs: Aim where your prospects are Be there when they are thinking about the problem (right media, right frequency) Make it easy to find (in the search engine results, on your website, in their email inbox, etc.) Focus on generating response Get right to the point Be relevant (to their job, industry, application, problem, pain, etc.) Communicate with words and pictures (or word pictures) Choose your words carefully (use powerful words and avoid clich
I’ve always envied those that can speak multiple languages. To be able to communicate with someone in their native language must create an amazing connection . I studied intricacies of the Spanish language all through high school, conjugating verbs and identifying when to use the masculine “EL” versus the feminine “LA.” After four years of studying this, I embraced the Spanish speaking population with an impressive ability to converse, as long as the conversation didn’t require me to say anything aside from.
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No Habla Friendles
I was thinking about all the lead qualification criteria I’ve seen used in B2B lead generation programs and started listing them by category. Here’s what I came up with so far: Firmographics (Industry, company size, location) Demographics (Contact’s title, job function) Contactability (Phone number, email address) Action taken (Attended webinar, downloaded whitepaper, requested pricing, spent time on certain Web pages) Need for your product or service Fit (Your products or services meet or exceed their technical, performance, reliability requirements) Competition (What other competitors are involved and can you win against them? ) Contact’s role in the purchase decision process (Recommender, influencer, decision maker) Timing (Purchase decision timing,
Whether you are a current affiliate marketer, thinking about becoming one or just wondering what the heck affiliat e marketing is, you’re not going to want to miss the upcoming Affiliate Summit East in NYC. A former panel com-padre at a previous affiliate summit, Shashi Bellamkonda, wrote a great post on his blog about the upcoming affiliate shindig. I don’t think I could do a better job than Shashi outlining the conference so you might as well just read his post and I hope to see you at the show!
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Affiliates take a bite out of the big apple and sell it back at a modest profit.
Sometimes a a company puts up a great blog post, that you just have to tell your own blog readers about. This is one of them: Top 100 Blogs to Boost Your Sales Skills A compendium of great blogs (of course since ours is there, why wouldn’t it be!) to help you understand sales and marketing issues better and start to win more business
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Top 100 Blogs for Sales & Marketing
Having viewed the development of social networking in the past year from the sidelines I think it’s time I had my say. The main question needing an answer is, does Social Networking as a lead generation medium, work? Networking has always been an obvious way to develop business and business opportunities. What’s more it’s very effective. However,
