About M. H. Mac McIntosh

M. H. Mac McIntosh is described by many as one of Americas leading sales and marketing consultants and an authority on inquiry handling and sales lead management. Visit his website at http://www.salesleadexperts.com, email Mac at mcintosh@salesleadexperts.com or call him at 1-800-944-5553.
Alarming Marketing Trend

One key discipline of successful direct marketing has been to test marketing communications tactics to continually improve results. There is now an alarming trend according to a recent survey that we conducted among business-to-business marketers who are readers of Sales Lead Report.

How to Use PR in a Marketing-for-Leads Program

The public relations (PR) discipline covers a vast array of activities-everything from ribbon-cutting ceremonies to crisis communication. Some of these activities are geared to creating qualified sales leads, and those can play an important role in your marketing-for-leads program.

Alternatives to Handling Responses to Marketing Programs In-House

You are up to your ears in responses from your marketing communications programs. You and your staff are overloaded, budgets are due and the major trade show in your industry is right around the corner. You can’t seem to find the time to manage the inquiries or sales leads as well as you know you should. Is there an alternative to handling them in-house?

Eight Tips for Selecting a Sales Lead Management Service Company

1. Determine what your inquiry handling or sales lead management system must include. Construct a flow chart of the process, including the steps required and the time allotted to each.

Inquires become sales. Are you getting your share?

As a sales and marketing consultant who specializes in sales leads, 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:

Accountability: The Key to Respect, Raises, More Staff and Bigger Budgets

First the bad news
As businesses “down size,” “right size, ” merge or are acquired, jobs are lost. So, if you’re worried about your future, you’re not alone. With today’s business climate the way it is, I know many marketing and communications professionals who have had severe budget cuts, run understaffed departments, or fear being let go during the next wave of cutbacks.

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.

In-House vs. Outsourced Telemarketing Programs
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Q: Should I outsource telemarketing programs designed to identify qualified sales leads, or try to do it in-house?

A: It depends on a number of things…

Steps To Implementing A Marketing Program That Drives Sales


1. Determine your corporate revenue goals. I suggest you set three goals at three levels:

  • Minimum
  • Target
  • Stretch
  • The Definition Of A Qualified Lead

    Q: What is the definition of a “qualified lead?”

    A: Although the definition changes from company to company (and rightfully so), generally you need the answers to the following “BANTS” questions to determine if a lead is qualified:

    M. H. Mac McIntosh Answers Sales Lead Questions

    Do you market your products or services to businesses, and have specific questions related to sales leads? If so, ask M. H. “Mac” McIntosh, the Business-to-business Sales Lead Expert. As successful B2B marketing and sales consultant, Mac is considered by many to be one of America’s leading authorities on business-to-business sales leads.