Image by richardjingram via Flickr Ideas for campaigns in B2B are often focused around written content delivered by electronic media. Content strategies are now an essential part of planning your B2B new business development. If your clients or company do not have an explicit content strategy – it’s time to get your pen out and [...]
Continue reading about 10 ways to improve your web content strategy
if you are part of a business development team trying to build new enquiries and new clients some of your time will be spent on lead generation. That’s starting conversations with new organisations who haven’t done work with your company before. But, unless you are very lucky, few will respond to your first approach or [...]
Continue reading about The number 1 question for lead generation
Image via CrunchBase Anyone else notice that LinkedIn is really becoming the de facto source for business to business (B2B) personnel checking? When you are doing demand generation for your business – do you use LinkedIn to background check? I have been doing demand generation for my clients this week. And twice people I approached [...]
Continue reading about LinkedIn gains B2B traction for business development
Image via Wikipedia We have been members of BIMA for a while – it’s a trade body for digital agencies. They ran an event called “New business generation – farming style” earlier this month. It was a panel discussion with Chris Cowpe – The Caffeine Partnership, Paul Kirkley – JWT, David Hart – Codegent and [...]
Continue reading about Why prospects hide and how to overcome
Today I am in a RANT. Yes, this is major. I have had it with brands that will not or cannot successfully unsubscribe me from their mailing lists when I ask. The name and shame begins with a childrens toy catalogue, Baker Ross. I once bought something from them as a gift and have been [...]
Continue reading about Rant unsubscribe: unaccepable behaviour risks your brand
Image by _Zahira_ via Flickr If you work in a niche environment and want to do some “trend spotting” for the next year, here’s a great idea on how to engage your prospects, clients, staff and key influencers. Start by finding a hot topic of the moment as the focus for your trend spotting. You [...]
Continue reading about How to DIY a “Trend-spotting” campaing
Following our newsletter on Monday and the nice stream of comments about Reverse IP mapping from readers, we decided to add an interview to the series on IP Mapping. Brewster Barclay is MD of Clickstream Clickstream is all about B2B – we aim for hosting companies and large enterprises as target markets for our software. [...]
Continue reading about Interview with Reverse IP mapping user, Clickstream
We are running a series of posts on the most exciting B2B business development tool to appear this year – reverse IP mapping. Post 1; post 2. There are two providers – LeadsExplorer.com and Trovus.co.uk [and since starting to write this series of posts, Prospect Vision has been introduced to us]. Trovus has the more [...]
In learning more about the two companies that sell reverse IP mapping, and experiencing their sales management, we found their sales pitch quite different – a lesson in B2B sales by itself. Sales pitches Leads Explorer lets you install the code and has online tutorials for self-help. Trovus insists on a sales demo online or [...]
Continue reading about So which Reverse IP Mapping tool should I choose?
Yesterday we wrote about how excited we are about reverse IP mapping. This is the second post in a series that explains what it is, shows screen shots and does a brief product appraisal. More on Monday. What the tech looks like Using the raw data of IP addresses and registered WHOIS companies the technology [...]
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