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Become a Thought Leader and Attract Customers
Would you like to be more visable and generate sales leads on a limited budget? Become a thought leader! Thought leadership gives you an edge to combat commoditization and attract more business....
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Why Doesn’t Naked CRM Work?
Did you know your CRM might be naked? I never thought of it that way until I read this compelling e-book by Ardath Albee. One of my most read and commented blog posts was, “Why don’t sales people...
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Scoring For Better Leads
The biggest mistake made by marketers is to give mere inquiries to a salesperson. When inquiries are handed off without being methodically qualified, it doesn’t take the sales department long to start...
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Finding Your B2B Lead Generation
Often lead generation programs seem more ready-fire-aim instead of ready-aim-fire. Mac McInTosh wrote a helpful article on, “Targeting Your B2B Lead Generation,” that I think provides some good tips...
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Target Marketing – Whats a Lead?
Many marketers believe generating more sales leads is the key to hitting revenue targets. That’s not always true. In fact, most companies need to do a better job managing and qualifying the leads (or...
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E-mail And Phone Have High Response Rates
BtoB Magazine points out some interesting findings in the DMA 2006 Response Rate Trends Report which includes data for more than 1,500 campaigns received in 2004, 2005 and 2006. The DMA report found...
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Don’t Waste Your Pay-Per-Click Budget
Thanks to Jim Berkowitz and his CRM Mastery E-Journal for pointing me to the MarketingProfs article, Five Proven Ways to Waste Money With Pay-per-Click Advertising by John Grant. I think this article...
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Email Newsletters and Blogs
So I finally got a chance to catch my breath a bit and read some of the content on my “blogs I read” list. I’ve often talked about how marketers can reuse content for lead nurturing. If you currently...
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Sales and Marketing the Six Sigma Way
It’s been well documented that quality of collaboration between sales and marketing directly impacts ROI. The challenge that many organizations face is that their sales process is a black box. No one...
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InTouch Acquired By MECLABS
With a name like InTouch, it wouldn’t have made much sense for Brian Carroll’s company to stand alone. But not to worry – it won’t. InTouch was just acquired by MECLABS Group, which is the parent...
View ArticleBruce Jenner Gets Back To Work After InTouch Cover Scandal
Last week, Bruce Jenner made the news after InTouch released a cover featuring a badly doctored image of Jenner wearing make-up. The headline claimed to be about Jenner’s “life as a trans woman”,...
View ArticleBigger Budgets For Marketers Who Measure Lead Generation Effectiveness
Peter DeLegge’s article on MarketingToday.com has a great headline: Senior Execs Say Marketing Budgets Will Rise 20%, Jump 27% for Companies that Measure Effectiveness. I liked this article because...
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Lead Generation Modality Map For Complex Sales
I asked InTouch client, Cheryl Hatlevig of Adesso Systems, to share her philosophy on doing lead generation for the complex sale. Link: Adesso Systems She has a brilliant perspective that I wanted to...
View ArticleShould Blogs and RSS Be a Part of Your Lead Generation Strategy?
Scoble’s Link Blog pointed me to this interesting article by Pheedo’s Bill Flitter … A Sound Case to Include Blogs and RSS in Your Marketing Mix. Flitter writes, “I’ve listed below the more popular...
View ArticleBetter Lead Management Leads To Bigger Marketing Budgets
Marketing Sherpa: How to Get a Bigger Marketing Budget Approved: 5 Steps in 6 Months – Includes B-to-B Search Ad Tips. Okay – I’ll give you my vignette: These marketers managed their leads really well....
View ArticlePaper Direct Mail is Not Dead
Jim Logan tells us why Paper Direct Mail is Not Dead. Jim and I talked a few weeks ago … … and he shared some remarkable stories about how his firm has leveraged direct mail to generate leads for his...
View ArticleGive Lead Generation Some Respect
Dean Rieck argues that lead generation is the Rodney Dangerfield of marketing – some give it no respect. Reick shares the following tips: Get buy-in from executives and sales Create your follow-up plan...
View ArticleWord of Mouth Marketing Relies on Reputation Not Branding
Todd over at the A Penny For Blog, shares some great insights on word of mouth marketing (WOM). Check it out. Using Blogs for Word of Mouth Marketing The premise of my post is that B2B marketing and...
View ArticleTen Ways To Better Manage Sales Leads
Most marketers believe that generating more sales leads is the key to hitting their revenue targets. That’s not always true. In fact, most companies need to do a better job managing the leads they...
View ArticleClosing the Loop to Improve Lead Generation Performance
What’s the power of closing-the-loop? A few years ago, I worked on a lead generation program with a client that launched a new product life cycle management (PLM) software product. The product was...
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