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Articles by M. H. "Mac" McIntosh, President, Mac McIntosh Incorporated
You know a qualified lead when you see one-or do you?
Every sales lead program needs to be built around a clear definition of a
Presenting at Other People's Events Leave the planning to them - and reap the benefits
Looking for a cost-effective way to get in front of more prospective customers? Consider speaking at other people
Marketing for Leads: Are You Asking the Right Questions?
To develop and implement the most productive marketing strategies and tactics for increasing sales leads, CMOs need to have the right information at their fingertips.
" Events" What Roles Should They Play in Your Marketing Plans?
This article discusses the roles that sales and marketing events
Direct mail: Don't get lost in the details
Business-to-business marketers too often get caught up in the details of direct marketing, rather than concentrating on the things that are most important.
How to get more information from website visitors
There are two approaches worth considering if you want more than a minimum of  information from your website visitors.
Ten Internet marketing ideas
Are you marketing your company and its products or services to other businesses online? If so, consider these proven tips.
Seven Direct Mail Ideas
Here are some proven tips for for your business-to-business direct mail.
Mailing deep
There may be as many as 15 or 20 individuals at a company who influence a business-to-business sale. Maybe you should be mailing all of them.
Accountability: The key to respect, raises, more staff and bigger budgets
Today, in order to keep or grow your budgets, department or salary, you have to talk management's language (Return-On-Investment or ROI) and prove that investing your company's limited resources in marketing and communications programs will bring a better return than hiring more people in the accounting department or buying a new piece of manufacturing equipment.
Inquires become sales: Are you getting your share?
I've had the opportunity to personally review dozens of research studies about inquiries or sales leads. All the research points to the same conclusions: Nearly one-in-four inquiries result in a sale within six months.
16 proven techniques for generating more high-quality sales leads with print advertising
Is one of the goals of your advertising to generate sales leads for your salespeople, representatives, distributors or resellers? Consider these proven sales lead generation techniques gleaned from working with over 170 companies and some of the best marketers in the business.
Sales follow-up: Are you losing too many sales?
Only one in four of the prospects that eventually buy have short-term needs, according to research done by my clients and other marketing communications organizations serving the business-to-business marketplace.
Sales lead success checklist
You've spent a great deal of time, effort and money putting together your sales lead generation programs. How you handle those sales leads once you get them makes the difference between happy salespeople and new customers or unhappy salespeople and lost sales.
Wish lists for B2B marketing and sales
I wish that CEOs and CFOs would approve marketing budgets based on the percentage of the forecasted sales revenue, rather than the percentage of last year's revenue. Marketing is an investment in the company's future sales. It shouldn't be based on past results. Especially if last year's sales were down.
Alternatives to handling responses to marketing programs in-house
Is there an alternative to handling them in-house? Fortunately, there is. The answer is to hire one of the high-tech response management service companies that assist business marketers with inquiry handling or sales lead management. Today's response management/inquiry handling/sales lead management/contact management services.
Clean up your sales & marketing database
It can be a big waste of money and time to market to someone who isn't there to receive your message. It can also be costly to keep mailing or calling contacts who are not interested in what you have to offer.
What percentage of your business-to-business marketing communications budget should be spent on database marketing?
Most b-to-b marketers appear to spend 90-95% of their budget on image, awareness and lead generation, and only 5-10% on database marketing. I think this budgeting approach is dead wrong.
8 tips for selecting a sales lead management service company

19 tips for generating more high-quality trade show leads
Your industry's major trade show is coming up. Now is the time to start preparing. If one of your exhibit goals is to get more, high-quality sales leads, consider using these techniques.
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M. H. "Mac" McIntosh is described by many as America's leading authority on inquiry handling and sales lead management. He is president of Mac McIntosh Incorporated, a sales and marketing consulting firm specializing in helping companies get more high-quality sales leads and turn them into sales. To request a free subscription to his newsletter, Sales Lead Report, contact him at: Mac McIntosh, Inc., 601 Pendar Rd. North Kingstown, RI 0-2852-6620 Phone: 800-944-5553 or 401-294-7730. Fax: 800-944-5513. Email: mcintosh@salesleadexperts.com Web: www.salesleadexperts.com
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