The Ultimate Guide to Direct Mail

Hubspot Sales

What is direct mail? Direct mail is a marketing strategy that involves sending a physical letter, package, mailer, brochure, postcard, etc. Although direct mail’s response rate has dropped over time, it’s still a valuable tool for marketers and salespeople.

Direct Mail & Email Workflow Templates For Ridiculously Effective Marketing Campaigns

Sales Hacker

The following stats, facts, and tips support the wisdom of integrating direct mail into email marketing campaigns, as well as provide some best of breed guidelines for effective ways to accomplish this. Adding Direct Mail to Email Campaigns Makes Good Economic Sense.

Top Lead Generation Statistics for 2018


As new companies join the space, existing companies will find it increasingly difficult to generate new leads. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct. B2B Lead Generation Statistics: Successful Tactics.

Why Specificity Matters for Lead Generation

No More Cold Calling

Lead generation is personal … very personal. However, when you’re asking for referrals or writing copy for lead generation materials, the more specific your description, the more likely you’ll attract only the right customers. ” If you’re looking for the right words to improve your writing and lead generation, I highly encourage you to connect with Ivan. Whether you’re crafting a strong headline or asking for referrals, it pays to be specific.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]


Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? Lead generation is at its core a numbers game.

31 Simple, Yet Brilliant Lead Generation Techniques to Supercharge Your Sales Pipeline

Sales Hacker

In this mega guide, I’ll breakdown 31 different lead generation techniques you can use to supercharge your sales pipeline almost immediately. As a result, I am the lead generator, the SDR , and the closer. Good lead generation systems need a strong foundation.

Successful Lead Generation - One Size Does Not Fit All


Top performing B2B sales organizations rarely employ just one lead generation tactic. According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. Why then are so many consultants and companies out there actively promoting inbound marketing as the dominant lead generation strategy of our time?

36 Best Lead Generation Tools to Increase Leads by 300%

Sales Hacker

We’ve gathered a list of the best lead generation tools on the market today. Building a successful business starts with great leads. Previous generations spent hours making phone calls or blindly visiting businesses, asking to speak to the person in charge. Lead Forensics.

How to Ask for Referrals: A Comprehensive Guide

No More Cold Calling

Sales leaders acknowledge that referrals are their fastest revenue driver and solve their two biggest issues: getting qualified leads in the pipe and scoring meetings with decision-makers. Recommendations, shared social connections, and name dropping don’t warm up leads.

Lead Generation Best Practices Part 5: Multiply Touches/Media/Cycles


Results multiply when lead nurturing strategies multiply. From initial engagement to lead qualification and through long-term nurturing, frequent and systematic touches are essential. Our clients’ prospects need an average of 12 contacts to engage, and lead nurturing can take even more touchpoints. Mid- and long-term nurturing assures continuous coverage of high-value qualified leads so the latest touch-point coincides with the prospect’s need window.

Generating Leads at Trade Shows: The A-Z Guide for 2019

DiscoverOrg Sales

Even so, trade-show events are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. Set specific goals for lead generation.

The Best Cold Calling Tip Is Stop Immediately (Do This Instead)

No More Cold Calling

According to CSO Insights’ 2018/2019 “Sales Performance Report,” sales leaders say the “most impactful barriers to achieving sales success this year” include: difficult competitive differentiation (39.4%) and inability to generate enough qualified leads (37.8%).

Guest Post: Successful Lead Generation – One Size Does Not Fit All

Jonathan Farrington

Top performing B2B sales organizations rarely employ just one lead generation tactic. Why then are so many consultants and companies out there actively promoting inbound marketing as the dominant lead generation strategy of our time? Lead Quality Drives Increased Revenue.

What You Can do TODAY to Build Sales Pipeline This Quarter

DiscoverOrg Sales

Just because a lead went cold doesn’t mean it’s lost. Our own sales development team often has a better win rate with our cold, dead leads than we do with fresh inbound leads.). Refresh cold leads with web form go-backs. That will lead to the sales.”.

Sales tactics encyclopedia: 15+ strategies for prospecting, qualifying, and closing


There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. Routine prospecting activities include cold calling , cold emailing , or following up with a lead that has gone cold. Finding Qualified Leads. Direct Mail.

Why Telemarketing Remains the Unsung Hero of Lead Generation

The Sales Association

Why Telemarketing Remains the Unsung Hero of Lead Generation. Denise: One of my first jobs at MCI had me running a B2B telemarketing team, reporting to the head of Direct Marketing who reported to the VP of Marketing. These can be lower cost providers of leads and inquiries.

Sales Trends to Expect in 2019 from the Experts

Alice Heiman

Max Altschuler is the VP of Marketing at, the leading Sales Engagement Platform helping the world’s most innovative and fastest growing companies better connect with prospects and customers. A 1-1 video, direct mail, etc.

Connecting to your Perfect Leads in LinkedIn – Automatically


You know what LeadFuze does (but as a reminder): It finds highly-targeted leads based on firmographic details (industry, role, company size, geography, etc.). Then, automates finding leads based on your preset criteria and drips them to your sales stack. Have Fuzebot find the number of leads per day you’d like sent to Dux-Soup Turbo. Set up Dux-Soup Turbo to automatically reach out to the leads on LinkedIn. Lead Generation Strategies Sales Skills

Full Funnel Content Marketing: Content For Each Level Of Marketing Sales Funnel


Many companies still use it but it mostly leads them to miss opportunities. You are now speaking directly to your target audience and teaching them how you can help them. direct mail. Lead Generation Strategies Sales Skills

My Secret Weapon For Increased Database Health


But sales needs current contact information for leads, too! I’m going to share a strategy for leveraging something sales is already doing every day: sending emails to leads. Based on this analysis and LeadGnome’s pricing, LeadGnome finds leads with a CPL range of $0.10

Desperate for Leads? Keep Your Funnel Flowing

Alice Heiman

They need more qualified leads. Whose job is it to generate leads? Some say it’s marketing that should be generating qualified leads for salespeople. Some say salespeople should generate their own leads. We need sales and marketing alignment to generate qualified leads so that salespeople can focus on their highest payoff activity – closing deals. The post Desperate for Leads?

Hacking the Hype: Why Inbound Marketing Isn’t Enough


Six steps to add lead generation into the mix (and why you need to do it!). It seems that somewhere along the way it became taboo for marketers to drive leads. Let’s Tip the Scales Back Toward Lead Generation. 6 Steps to Reinvigorate Lead Generation.

The 5 Top Media for Cold Prospecting


Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. Let me go out on a limb and propose the top five media for your lead generation toolkit. That compares to $7 billion spent on direct mail and $4.5

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Five Ways to Use Testimonials to Generate Leads

Leading Results Rambings

What many businesses miss however, is the opportunity to use their customer testimonials to generate new inquiries and leads. 2: Make your direct marketing & advertising more credible by including a testimonial quote.

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When Sales Met Marketing …

Jonathan Farrington

You must admit – and I should apologize for repeating myself as often as I do – it does seem as though everyone’s focus these days is on creating new leads, which is understandable … to a degree. The basic problem was that they had become too good at generating leads.

Direct Content Marketing is Born – Prepare for 2013

Sales Benchmark Index

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. This is the adoption of Content Marketing principles into outbound direct marketing. Direct Content Marketing is born. Higher close rates of from inbound leads. Direct Email.

Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results


This approach yields a 5% lead rate. Our leads are equivalent to what SiriusDecisions calls a Level 4 or 5 lead—well-qualified leads. We invest about 10,000 touches to generate 50 leads. To reduce sales lead generation cost, you need to optimize the value of each prospect. Touches are a combination of dials, voicemails, emails and in some cases direct mail (multiple media). For one client, it takes 9.82

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The Traps of ‘optimizing’ by Lead Source

Sales Benchmark Index

H ow their teams should analyze Lead Sources is a major concern for marketing leaders. These metrics are good leading indicators but can be a death trap for optimization. Click-through rates, conversion rates, and cost per lead are commonly used as fine tuning points.

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PowerViews with Ruth Stevens: The Science (not the art) of Marketing


Sifting through the information to siphon out the promising leads is less of an art than it is a science, said my latest guest on PowerViews, Ruth Stevens, who is an expert in customer acquisition and retention. For instance, how many qualified leads were created by attending?

The Science of Creating Demand, Upon Demand, When Demand is Needed


James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. I will leave the Science of Lead Generation tactics to David Zarrella, Social Media Scientist in his recent HubSpot Webinar.

We Can Do It Cheaper (and Better) Inside – 5 Reasons Why You Can’t


In-house tele-prospecting costs more than outsourcing and by outsourcing you can find superior services (however, you must be careful because there is a lot of mediocrity in the lead generation space). Lack of a consistent cadence: There is a precise cadence (combination of dials, voicemails and emails and in some cases direct mail) that is a fit for every situation. Here are three of our most popular blogs in 2018 so far: How Much Should a Sales Lead Cost.

Guide to outbound sales: Best strategies, tools, and tips

The defining feature is that reps are contacting leadsleads aren’t coming to you. These benefits of outbound sales make it a powerful channel for generating revenue. Generate leads. Lead generation is a complex topic, but it all comes down to filling your pipeline.

Beyond Cadence—The Importance of All Outcomes


Multi, multi, multi (which is multiple dials, voicemails, emails and in some cases direct mail across several sales cycles) has been re-termed “Cadence.” Some people ask if voicemail and email should be part of the sales lead generation cadence. Many of the leads we generate for clients are the result of a call back or email reply. I have an answer for that is well: Non-lead outcomes.

Why Your Account Based Sales Reps Shouldn’t Close Business This Year

No More Cold Calling

You should be focused on lead generation for 2018. It’s easy for account based sales reps to get overwhelmed or distracted and to neglect lead generation. Account based sales reps are always focused on how to generate leads while also staying in touch with current clients.

Reasons Cold Calling Is No Good for Account-Based Sellers

No More Cold Calling

Can one call generate leads better than ten? No salesperson should ever have to cold call to generate sales leads. However salespeople reach out—via phone, email, social media, direct mail, or even a knock on the door—it’s a cold call without a referral introduction.

6 Questions to Ask When Creating Your Email Marketing Budget


In fact, email marketing has a median ROI of 122%– more than 4 times higher than other marketing channels, including social media, direct mail, and paid search ( source ). Without it, you’ll have a difficult time generating leads and revenue.

Excellence Accelerator – Unlock the Potential of Your Marketing Team

Sales Benchmark Index

Strong demand generation effort is required throughout the year to maintain a steady flow of leads to the sales field. SBI lead generation clients leverage the Implementation Matrix to guide plan structure and cadence. Impact’ is determined by evaluating the potential affect the idea will have on generating the expected outcome. Expected cost per lead. For example, Google Adwords is a proven tactic in all SBI demand generation programs.

Don’t Let Your Sales Team Get Spooked: October Referral Selling Insights

No More Cold Calling

It also made me curious: Why is it that posts about lead generation for account based sales never mention referrals, but tout emails, phone calls, videos, custom content, direct mail, social media, ads, webinars, events, testimonials, case studies, etc.?

7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

SALES: Marketing leads are crap. You guys take forever to follow-up on our leads – and you wonder why they don’t convert? Why would we waste our time on leads that are never going to convert? Agreement on what a “qualified lead” is. Retarget cold, dead leads.

PowerViews with James Obermayer: Lead Management & Integrated Direct Marketing


Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management.