No marketing tactics are more important than those that generate qualified sales leads for your salespeople. That is exactly what this business-to-business marketing and sales training session is about.

By attending this session, you receive a quick overview of marketing tactics proven effective in generating responses from key prospects, as well as ways to find opportunities that your salespeople can turn into new business, more sales and higher profits for your company.

Professional speaker Mac McIntosh, an industry expert on the subject of business-to-business marketing for leads and sales, shares his recipe for success developed while working with dozens of successful business-to-business marketing pros--large and small--over the past few years. For example, you learn

• which marketing communications tactics work best for helping prospects move from awareness to inquiry to consideration to order;
• eighteen proven and powerful lead generation techniques that can be applied to all the marketing you do--from your direct mail letters to your trade show exhibits;
• specific recommendations for making your online marketing more effective at finding and delivering qualified leads for sales;
• and more.
  
  

The keys to winning, keeping and growing customers in today's competitive marketplace are the relationships you establish and maintain. Relationship marketing can be a very cost-effective way to help build and preserve those critical relationships.

Whether you call it "relationship marketing," "nurture marketing" or "database marketing," it is a strategy that has time and again proven its strengths and cost-effectiveness. It can be used to court prospects until they are ready for personal sales attention, building awareness and preference for your company's products and services. Relationship marketing can be used to keep in touch with hot leads between sales calls, keeping your company, products and services top of mind. It can be used to proactively nurture relationships with valuable existing customers, building loyalty and enhancing customer retention.

In this session, professional speaker Mac McIntosh, an industry expert on the subject of relationship marketing for leads and sales, teaches you how to put relationship marketing to work building your business.

One of the biggest success factors in direct marketing is the list. Unless your messages and offers are delivered to the right list, your direct marketing won't generate the leads and sales you need. And a good marketing database allows you to communicate on an ongoing basis with prospects as they move from awareness to inquiry to consideration to purchase.

In this session, professional speaker Mac McIntosh, an industry expert on the subject of direct marketing for leads, teaches you

• how and where to find the best lists and databases for direct mail, e-mail and telemarketing;
• how to determine which companies and contacts are the best ones to include in your lists or marketing databases for ongoing contact;
• when it makes sense to use third-party lists and when it is better to build your own marketing database;
• a four-step process for building a clean, complete and up-to-date database of prospects and customers;
• where to find proven resources you can leverage to help build, clean, enhance and maintain your databases;
• and more.
  
  

If done right, e-mail and "snail mail" are effective tools for prospecting, building relationships and generating sales-ready leads for value-added resellers.

In this session, professional speaker Mac McIntosh, an industry expert on the subject of marketing for leads and sales, teaches you which direct mail and e-mail marketing strategies and tactics work best today and which you should avoid. By attending this business-to-business marketing and sales training, you learn

• direct mail and e-mail strategies you can use to "date" your prospects and generate sales-ready leads for your salespeople;
• which formats of direct mail and e-mail are most productive in today's marketplace and why;
• the seven steps you can use to write productive direct mail letters and e-mails;
• and more.
  
  

This session is chock-full of ideas, tips and proven techniques that will allow you to maximize your leads and new business from marketing events such as live or Web seminars and workshops, lunch-and-learns and executive briefings.

Professional speaker Mac McIntosh, an industry expert on the subject of marketing for leads and sales, shares the inside secrets used by successful marketers-large and small-to drive new business with events. By attending this information-packed business training session, you learn

• how to successfully use events to find qualified prospects and move them along in the sales cycle-as well as what doesn't work and why;
• a simple yet powerful four-step approach to making your events a big success;
• insider secrets to boosting attendance and results;
• and more.