How to Generate Online B2B Sales Leads That Convert

I could not resist this new article from Robert Bly, one of the true gurus of copywriting. My B2B friends should find it informative and inspirational, as his writings invariably are.

So glad to see he is still educating us.

– Al

From Target Marketing:

“The problem with online B2B lead generation today is that many marketers who do it are not, in fact, generating sales leads — they are just generating inquiries and giving away free whitepapers and other content to everyone who asks for it.

“What’s the difference? This: An inquiry is a request for free information from virtually anyone on the planet. A sales lead, by comparison, is an inquiry from a qualified prospect — someone who has the money, authority and desire to buy your product.”

Read the full story.