Mac McIntosh's newsletter for business-to-business sales & marketing professionals: Marketing


Volume 4, Issue 1

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TOPICS

CONTENTS

Do you know a qualified lead when you see one?

What do your CEO and CFO think of marketing?

Incubation and how it applies to marketing

Tech marketing summit takes on industry’s toughest challenges

How to harvest more qualified leads from your marketing programs

Does your company's website impede sales?

Put the sales lead expert to work

Quotes worth pondering

Need a compelling speaker for your next meeting?

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READER SURVEY

Testing marketing communications

Do you test marketing communications tactics before rolling them out?

	We always test
	We usually test
	We occasionally test
	We seldom test
	We never test

When you don't test, which best describes the reason?

	No need for testing
	No budget for testing
	No time for testing
	No systems for tracking test results

When you do test, what is the most important thing to test?

	The audience
	The offer
	The copy
	The media

[See Results]

PAST ISSUES

Volume 3, Issue 3

Volume 3, Issue 2

Volume 3, Issue 1

Volume 2, Issue 7

[MORE]

Marketing

What do your CEO and CFO think of marketing?
by M. H. “Mac” McIntosh

Do your CEO and CFO appreciate how much your marketing team does for the company? Learn the answer from the results of our survey on what CEOs and CFOs think about marketing.
[FULL STORY]

Incubation and how it applies to marketing
by Jim Schakenbach

Incubation is important. Studies have shown that 75% of corporate-sales-lead respondents with active buying intentions make purchases six months after initial contact.

Many companies don’t consider incubation time and how it affects the burn rate of their often limited marketing resources as they roll out new offerings. Instead, they wait expectantly for the phone to ring or the website to light up with inquiries and orders. When that doesn’t happen immediately, frustration, even anger, sets in. Blame for lack of leads and sales gets assigned reflexively, without thought or analysis. Bad marketing decisions follow and further efforts suffer. Here’s how to avoid that happening to you.
[FULL STORY]

How to harvest more qualified leads from your marketing programs
by Chris Nelson

You can harvest more qualified leads using these techniques

Are you getting the maximum revenue impact from each dollar you spend marketing for leads? If not, here are seven specific methods for developing more qualified leads.
[FULL STORY]

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