With his more than 20 years of sales and marketing experience, Mac specializes in helping companies get more qualified sales leads, turn them into sales, track and measure results and prove a favorable return on investment. Read More...

Sales Lead Report
A free newsletter for sales and marketing professionals

Check out some past issues by clicking on any of the links below.

How to determine your marketing budget and get it approved
Here are some practical ideas you can use to formulate your marketing budget and get it approved.

Are your lead-generation investments being wasted?
Billions of business-to-business marketing dollars are spent each year on generating sales leads. Billions more are spent to fulfill and follow up on marketing responses, and to determine which are qualified and ready for sales attention. Unfortunately, much of this investment is wasted. Why? Because many demand-generation programs and lead-qualification efforts are not in harmony with the needs of sales.

Steps to implementing a marketing program that drives sales
Do you need to drive sales with your marketing? Here's an outline of the steps involved in putting your marketing programs together.

Ten Internet marketing ideas
Here are ten quick and simple ideas for improving the effectiveness of your Internet marketing.

Eight Tips for Selecting the Right Sales Lead Management Company
Looking to outsource your company's business-to-business sales lead management programs? Here are some tips on choosing the right company.

Sixteen proven techniques for generating more high-quality sales leads with print advertising
Want to generate sales leads via your print ads? Then consider these proven lead generation techniques gleaned from some of the best marketers in the business.

Clean up your sales and marketing database
Are you removing people from your database too soon? Read why this can be an expensive lesson considering the potential lifetime value of the prospect and his company.

How to use your marketing dollars more effectively in a down economy
Even if sales are down 50 percent, it means that 5 in 10 are still buying. Here's how to influence and generate leads and more sales for your company from fewer buyers.

Bridge the gap between marketing and sales with online marketing
In this article you'll learn what's working with regard to business-to-business marketing online, and what companies are spending to do it.

Feed your CRM system
Customers listed in your customer-relationship-management system will eventually shrink in buying power. Read how to keep your CRM system filled with new sales opportunities.

Sales management should set sales lead goals for marketing
Sales management and marketing folks should outline clear goals for sales leads. Otherwise, sales has no right to complain if the quality or quantity of leads isn't right.

How to boost direct marketing results
Tired of spending a fortune to send out costly direct-mail pieces, only to get little or no response? Learn how to increase your response rate while cutting costs.

Follow this checklist to achieve sales-lead success
Proper handling of sales leads makes the difference between happy sales people who have new customers and unhappy salespeople who have lost sales. This checklist shows you how to do it right.

Postcards are effective tools
Many b-to-b companies use postcards in their direct-marketing and relationship-marketing programs. These ten tips show you how to maximize results without blowing your budget.