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What is something that companies can do to leverage their lead generation investment? Get more out of your prospecting by profiling your target market. In other words, use your B2B lead generation programs to gather intelligence about your prospects as you interact with them through teleprospecting or email or webinars or social media marketing. This strategy enables you to start ranking them to find out how good a prospect they are and updating that ranking over time to understand how good a prospect they are in future quarters and years. Then, target them based on that information to educate them over time. So, what are the qualification questions you ask every prospect to determine how strong of a prospect they are for your solution? Find those out as many time as you can each prospect interaction. Then, even add some industry trend-type questions, maybe formulate some multiple choice answers to all of these questions and use the responses to create a research report that can be published and used as a marketing asset for your future B2B marketing campaigns. Talk about effective campaign development. Here's an example (http://bit.ly/gVqS9l) of what it could look like. Set yourself apart as a thought leader in your industry. If you are interested in more, visit their website. Apollo's central hub for up-to-date B2B marketing, lead generation and nurturing information and best practices: http://blog.apollosmg.com Apollo Sales & Marketing Group http://www.apollosmg.com

In Apollo's Flight Plan (The B2B Marketing and Lead Generation Playbook for Small-to-Medium Businesses), we have a comprehensive set of best practices checklists. One of the quickest checklists you can use for a litmus test on your latest B2B marketing campaign focuses on just three things: * List quality * Offer * Call to action It really goes without saying that your list must be accurate for your campaign to be successful. It also needs to be properly surveyed, qualified and targeted to ensure results. Your offer must be something compelling for your audience. Also, it should easily relate to your unique value proposition so that your sales cycle is properly positioned for progress and success. Your call to action should be crystal clear and you should only offer your prospect one call to action. While more than one offer can make it difficult to truly measure the effectiveness of the campaign relative to alternative offers, it also can confuse the prospect enough to keep them from taking any action at all. Apollo {Houston, TX - B2B Sales Leads, Marketing Campaign Development, e-marketing/eMarketing and Lead Generation Services} If you are interested in more, visit their website. Apollo's central hub for up-to-date B2B marketing, lead generation and nurturing information and best practices: http://blog.apollosmg.com Apollo Sales & Marketing Group http://www.apollosmg.com

Marketing Challenges - The TOP 5 Marketing Sherpa recently published their 6th annual B2B Marketing Benchmark Report. In the report, there were many very interesting findings. Among those, here are the Top 5 challenges for B2B marketers responding to the research: * Generating high quality leads * Marketing to a lengthening sales cycle * Creating perceived value * Generating a high volume of leads * Marketing to a growing number of people in the buying process These top five challenges strongly endorse everyone to focus on the following items in their marketing: * Marketing strategy * Custom list building - having the right contacts, keeping your database clean * Meaningful marketing campaigns - plan an integrated approach * Lead generation offers - content development * Marketing messaging to each of the different buyers - address their pains and challenges * Lead nurturing * Multi-channel marketing to reach as many target prospects as possible If you are interested in more, visit their website. Apollo's central hub for up-to-date B2B marketing, lead generation and nurturing information and best practices: http://blog.apollosmg.com Apollo Sales & Marketing Group http://www.apollosmg.com

Well, to some it is an appointment with anyone on a target list. To others, it is an appointment with a target contact in a target company that meets pre-defined criteria in a standard scoring model like BANT (Budget, Authority, Need, Timing). Some would say any inbound lead works. Another must have a qualifying conversation before considering something a "lead". The important thing is to not worry about what someone else calls a lead, define it for your organization. What is a qualified prospect? What are the demographic criteria? What are the key roles and responsibilities in a company that make a decision for your B2B solution? Does budget have to be allocated before you should engage? It's hard to sell something that is "nice to have" so what level of pain must be uncovered or quantified to call something a lead? It is critical to define these not only for your own organization, but also for any partner companies that are performing any marketing services, especially telemarketing services for you. If you can answer these questions for your company, you can define what you should work on in sales and what should be included in a lead nurturing campaign or discarded as not a fit. Apollo {Houston, TX - B2B Sales Leads, Marketing Campaign Development, e-marketing/eMarketing and Lead Generation Services} Apollo's central hub for up-to-date B2B marketing, lead generation and nurturing information and best practices: http://blog.apollosmg.com Apollo Sales & Marketing Group http://www.apollosmg.com

Database Booster Over 60% of sales leaders say that they do not believe that they know the correct decision makers and influencers in most of their target companies. We have found that if you have a prospect database of 2,000 contacts that is 2 years old; you have over 35% bad data. Did you think it would be that high? Here are some supporting statistics: * Up to 18% of all telephone numbers change every year.¹ * Up to 20% of all postal addresses change every year.¹ * Up to 21% of all CEO's change every year.¹ * 25-33% of email addresses in your in-house file will become outdated every year.² * In addition, up to 66% of people change companies or job functions every year!³ SOURCES: 1. D&B 2. Lyris Technologies: "Guru's Guide to Email Marketing Success" 3. Sales & Marketing Institute If you are interested in more, visit their website. Apollo's central hub for up-to-date B2B marketing, lead generation and nurturing information and best practices: http://blog.apollosmg.com Apollo Sales & Marketing Group http://www.apollosmg.com