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How LeadLifter was born on LinkedIn
We are in the process of rebranding our EchoQuote tool into a broader company we’ve dubbed LeadLifter. EchoQuote is a good name for our lead capturing tool because it attracts our customer’s customers...
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Red Zone Response Plan for Inbound Quote Requests
This is a special post for LeadLifter clients currently using our EchoQuote™ lead capturing solution who want to maximize their marketing and sales results. My thanks go out to dozens of contributing...
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Adopt Zero-Time Selling and Boost Sales Now
I just finished reading Zero Time Selling by Andy Paul, which was selected as one of the top 3 sales and marketing books in 2011. The book details 10 essential steps that can accelerate sales for...
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Ben Franklin’s 14 Lessons For Getting Things Done
Benjamin Franklin was a man of action. Over his lifetime, his curiosity and passion fueled a diverse range of interests. He was a writer (often using a pseudonym), publisher, diplomat, inventor and one...
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Publish B2B Pricing and Lose-Lose
It seems almost daily that I have a conversation with technology marketers about whether or not they should publish pricing on their websites. I’m an opponent of publishing pricing for one simple...
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Do your Calls-To-Action meet these 5 criteria?
All marketers are familiar with B2B Calls-to-Action (offers) used to motivate a prospect to take action. In the pre-internet era this usually manifested itself as a “Double your order by calling our...
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Why IT VAR Marketing Dev Fund (MDF) programs don’t work
Are your VAR partners failing to generate demand for your products? Are you spending time and money signing up new partners only to have them produce mediocre results? Every IT manufacturer knows that...
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2012 B2B Demand Generation Benchmark Survey Report
Research consultancy Software Advice recently released the results of a five month-long investigation into which channels, content and offers business-to-business marketers find most successful. The...
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B2B Selling - How to handle “I’m not ready to talk to sales yet” - Part 1
One of the toughest tasks for a sales person is engaging a prospect that is in the early stages of a new project and dismisses the need for help. Their response sounds something like this “I’m not...
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B2B Selling - How to handle “I’m not ready to talk to sales yet” - Part 2
In my last post B2B Selling - How to handle “I’m not ready to talk to sales yet” - Part 1 we talked about asking a compelling question to quickly qualify and engage a new prospect. Our intent is to...
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