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Use Marketing to Build Your Business for Less
| Guest post by: Jeff Ogden |
Article Overview: We recently had a guest post here from Mac McIntosh of AcquireB2B (B2B Demand Generation Expert Mac McIntosh interviewed by Find New Customers.) He had a post in a recently newsletter about how marketing can generate sales opportunities at considerably lower cost that we liked.
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Free Download - Marketing Made Simple TV is looking for a few good sponsors By Jeff Ogden |
Use Marketing to Build Your Business for Less
By Jeff Ogden, President of the B2B Lead Generation company Find New Customers.
It has been my belief for sometime that having salespeople work the
phones and emails to generate leads was a massive waste of money. It
seems that Mac agrees. For a related post see 4 Steps to Convince Your CEO That Demand Generation is a Marketing, not Sales Function.
I’m not going to share all of Mac’s great article – just enough to give you the gist.
Most of the profitable, fast-growing companies I know don’t rely solely on the folks in sales to generate new business. Instead, these successful companies use a marketing-driven sales approach to get more sales for less.
They leverage
lower cost-per-touch, one-to-many marketing tactics to address the front
end of the sales pipeline: prospecting and nurturing their prospects
until they are qualified as sales-ready leads.
Then they focus
their more costly one-to-one touches by salespeople on the later steps
of the prospects’ buying process: the heavy lifting of doing demos,
crafting proposals and closing sales.
A marketing-driven approach to B2B sales makes dollars and sense.
So instead of
adding more salespeople to knock on more doors, use marketing to
cost-effectively contact your prospects and fill the sales pipeline
with qualified leads. Doing so will result in more sales-ready
opportunities that your salespeople can turn into new business, meaning
more sales, revenue and profits for your company.
Mac’s point is that Marketing has the ability to generate high
quality leads at far lower cost, resulting in more profits for you. Not
only does marketing generate leads for 32% lower costs (his numbers) but
freeing up sales to have more high quality meetings with prospects is
invaluable.
Whether you are looking for lead nurturing, lead scoring or customer attraction strategies, Find New Customers can help.
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Article Tags: b2b demand generation, b2b lead generation, btob demand generation, btob lead generation, demand gen, demand generation, demand generation companies, demand generation company, find new customers, lead gen, lead generation, lead generation companies, lead generation company, sales lead generation
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About the Author: Jeff Ogden RSS for Jeff's articles - Visit Jeff's website With 8 out of 10 companies saying the lack of quality sales leads is their biggest problem, they need help. SiriusDecisions also found that fewer than 1 out of 10 companies that implement lead management software went beyond the basics. They need help. We help companies implement world class lead generation programs. Companies need quality sales leads, so they need sales lead generation programs including social media marketing. They need to implement lead nurturing programs. We are considered one of the best leads generation companies in business today. Click here to visit Jeff's website   7 Keys to B2B Marketing Succes Definitive Guide Making Quota 7 Keys to Lead Nurturing How to Find New Customers |
Related Forum Posts
Re: Great start, but no finish
- My advise is FOCUS on your business.
Focusing is the main factor to succeed on business. If you have a great idea, then follow it only, don't look anywhere else. It is especially essential in an online business. Because there are a lot of mind blowing sales letters promising millions dolllars or overnight success, people find it difficult to concentrate on one business and they lose their energy.
Concept is simple.
1- Have a good idea;
2- Build your business on it;
3- Monetize your business;
4- Promote it;
5- Build list of responsive customers;
6- Maintain You Business.
Focusing and not fearing from competition (instead you can learn from competitiors) are main tips of billionaires ,BTW.
Orxan
Re: Are Business Owners too Old School to be Sold by a blog
- I think this question needs to be redefined. Is it the the senior demographic that you're posing this question to? There is a wide range of business owners young and old. Some of the older folks can grasp the quick changes occurring on the net and go with the flow, while others have lost interest.
I see blogs as next generation websites... they are superior than websites in so many ways. Sophisticated webmasters are cloaking their blogs to look like websites, so it's hard to discern whether it's even a blog, yet it has all the great functionality of a blog.
Business owners need to embrace the internet regardless of their industry. Currently, I see the ideal combination looking like this: Build a static website, add a navigation link to a 'current news' feature or the like, which is your blog, and get the best of both worlds. Or as I said, build a blog that looks like a website.
Finally - If the Marketing message is well done, then I don't see why it shouldn't be effective regardless of the format.
Re: Fill in the blank: The best decision I ever made with my bus
- Focusing on my Internet Marketing Business
My entry
- 1. The Best Business Books Ever: The 100 Most Influential Business Books You'll Never Have Time to Read
- this is a fascinating book about the history of Business theory, and I'd recommend it to anybody.
2. The Big Book of Small Business: You Don't Have to Run Your Business by the Seat of Your Pants, by Tom Gegax. Ditto.
3. PADI: The Business of Diving Book
Okay, so this book won't be of use to anyone who doesn't want to start a scuba store, but I did, and this book was of course invaluable to me in reaching that goal.
New Small Business Topic
- Hello everyone,
I'm on the lookout for new topics to add to my site. We just launched a Franchising section and are planning Human Resources section. Do you have any thoughts for a new section?
Here's a list of what we currently have:
Angel Investors
Branding
Bank Loans
Business Coaching
Business Plan
Franchises (New)
Insurance
Legal
Marketing
Public Relations
Sales
Small Biz Loans
Venture Capital
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