eMarket2 Blogs

Why nurturing must form a major part of your lead generation strategy

Why nurturing must form a major part of your lead generation strategy “Never underestimate the power of stupid people in large groups.” Michael Moore. I’ve regularly written of the importance of nurturing as a lead generation tool. Today I want to talk about what it means in practice.  So how does one go about ‘nurturing’ a lead? 1/ The [...]

Lead Nurturing – communicating with the influencers

Lead Nurturing – communicating with the influencers “Information technology and business are becoming inextricably interwoven. I don’t think anybody can talk meaningfully about one without the talking about the other.” Bill Gates. Regular readers will be aware that I refer frequently to the importance of lead nurturing as a complement to conventional pre-qualified lead generation. The [...]

The Top 6 Lead Generation Challenges for 2010

The Top 6 Lead Generation Challenges for 2010 “Never test the depth of the water with both feet.” Anon. Another year passes. And what a roller coaster it was too. But I can’t be alone in thinking that for many of us in business the drama of the economic crisis appeared to be played out in the media [...]

Online B2B lead generation – optimising your visibility through social media

Online B2B lead generation – optimising your visibility through social media “Business only has two functions – marketing and innovation.” Milan Kundera. B2B marketing occupies more than 30% of all commercial searches; more than half of Google’s target advertisers are B2B, and some 40% of all Yahoo PPC ads are B2B. But whilst pay-per-click and search engine marketing are [...]

Keep It Simple: Six Suggestions In Writing Good B2B Lead Generation Content

Keep It Simple: Six Suggestions In Writing Good B2B Lead Generation Content If you are  following-up consistently with your prospects and customers, you can’t avoid writing copy as part of your  lead nurture or pipeline management campaign  . Even if you outsource your lead nurturing, at some point, YOU will have to write an email, letter, [...]

A simple change you can make to maximise your salespeople’s time and gain more business

A simple change you can make to maximise your salespeople’s time and gain more business “Your most unhappy customers are your greatest source of learning.” Bill Gates. What are your sales people doing on an average day?  Consider the following: Salespeople typically spend just 20% of their time actually selling.  The remaining 80% is spent prospecting, managing existing clients and [...]

10 Steps to a Successful Demand Generation Programme

10 Steps to a Successful Demand Generation Programme “A memory is what’s left when something happens and does not completely unhappen.” Edward de Bono. Do your sales people spend most of their time trying to sell to those prospects they believe are ready to buy while largely neglecting the rest? If so, they can be forgiven.  With challenging [...]

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