Louis Foong

Connecting the dots between lead generation, sales and CRM

Integrate lead generation, sales and CRM to gain higher returns For certain, I’m not a crystal gazer; but looking into the past? Sure, I’ve done that. Don’t we all from time to time? Actually, in business, everyone stands to gain from a periodic retrospective –...

Inside Sales Versus Outside Lead Qualification in B2B Marketing: A Needless Conflict

In a world where technology has made it possible to transact business remotely, many companies have found that a well managed inside tele-sales operation can boost profits by increasing coverage, serving customers faster, and selling low-margin products that outside sales people don’t want to...

The Best Mailing List for B2B Lead Generation

When it comes to success in B2B lead generation, everybody knows that the mailing list is the most important ingredient in any campaign. A poor list will always produce dismal results, no matter how brilliant the offer and creative. Conversely, good lists often produce...

Connecting the Dots Between Lead Generation, Sales and CRM

Integrate lead generation, sales and CRM to gain higher returns For certain, I’m not a crystal gazer; but looking into the past? Sure, I’ve done that. Don’t we all from time to time? Actually, in business, everyone stands to gain from a periodic retrospective –...

Uniting Sales and Marketing Under One Umbrella

Almost everyone’s complaining that business is tough. But a closer analysis of the low sales volume experienced by many businesses today shows a strong disconnect between their sales and marketing initiatives. The gap between B2B lead generation, conversion and CRM occurs because sales and...

Strategic Planning for Inbound Marketing

Inbound marketing must be integrated into the overall strategic plan In some of my recent blog posts I wrote about how planting a seed, turning it into a lead, nurturing it and helping the lead progress towards purchase are all important steps in the B2B...

Following inbound marketing trends enables adoption of best practices for lead generation

Inbound marketing is the strategic use of tools and techniques that draw the attention of a qualified target audience through relevant content and interactive engagement. That's a simple definition of Inbound Marketing. The keyword here is "qualified audience" which means potential buyers who are...

Customer Referrals Act as CRM Catalysts across Social Media

Nurture existing customers in CRM with social media to get repeat and referral business One happy customer is worth a hundred (or more) in your CRM system. Sounds like a cliché? Well, maybe; but it's one of those eternal truths which, if you believe in...

Social Media Fuels the B2B Lead Lifecycle – CRM Update is Critical!

Social media plays an important role in the sales cycle, but keeping your CRM database is key No matter how many budget cuts your organization introduces to cope with challenging times, you somehow make room for B2B lead generation expenses. It is after all, the...

How Social Media Can Augment Your CRM Effectiveness

In my last post I introduced the subject about social media and CRM working together for B2B lead generation. Continuing in this series, here is today's tip on how social media can be leveraged to augment your CRM effectiveness: Practice active listening with your social...

Social Media and CRM working together for better lead generation

At the recently concluded Internet Week in New York, the Advertising Research Foundation (ARF) hosted a panel discussion on social media and its impact on CRM. The resounding message from the expert panellists, all big names in the advertising and marketing industry, was that...

Make Sales Leads a Privilege, Not a Right

Want to significantly increase your B2B lead conversion rates and get your salespeople to provide near 100 percent feedback on lead status? Then stop sending them sales leads— seriously! Instead, set up an online lead distribution system that requires them to request each and every...

Overcoming Lengthening B2B Sales Cycles

Recent research from a number of sources confirms what all of us in demand generation have suspected for some time now: (1) In spite of the proliferation of new marketing communications tools like social media, companies report that generating qualified sales leads continues to...

The Missing Link in Lead Qualification Systems: Sales

Demand generation marketers often spend countless hours designing and fine-tuning their lead handling systems. Complicated flow charts are created, lead questionnaire content is debated endlessly, forms are designed, and telemarketing and email scripts are reviewed ad nauseam. Yet, many of these sophisticated marketers overlook...

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