Posts under ‘Lead generation’

Today’s Marketing Automation technologies give us unprecedented visibility into who are visiting our websites and what they are looking at, all in real-time. Marketers and Salespeople leveraging these new demand generation technologies face an interesting new question though: To pounce or not to pounce?

If your mother was like mine, she probably rewarded you for good, consistent behavior.
And she might have had fits when you behaved like Jekyll and Hyde. So here’s a lesson in congruency for online marketers that most mothers would approve of. You’ve probably seen ad campaigns that direct you to a web site or landing […]

This is the fifth in a series of articles examining ways to thrive, not just survive, in 2009.
According to B2B marketing and sales analyst firm, Sirius Decisions, of the 70% of leads Sales “disqualify,” approximately 80% of them go on to make a purchase within 24 months. The question is, how do you ensure these people […]

This is the fourth in a series of articles examining ways to thrive, not just survive, in 2009.
The CMO of a mid-sized, U.S.-based wireless networking firm recently told me, “If I had to spend a dollar in today’s economic climate, I’d spend it all on getting better quality leads into the hands of my salespeople.”
If I had […]

This is the third in a series of articles examining ways to thrive, not just survive, in 2009.
Marketing automation has been on the scene for years, but as pressure grows for marketers to do more with less (not to mention better and faster), many are predicting this will be the year automation platform adoption heats up.
 By marketing […]

To reach your business goals, your company requires a steady stream of strong leads linked to an effective sales force. New technologies and techniques are changing the game, so how does your organization compare to other firms?

As a guideline, marketing should allocate 65% of its resources to demand generation and 35% to lead nurturing and management.1
83% of […]

Assess how you currently define your target market and explore how new best practice techniques such as “persona development” could help you improve your market insight and segmentation – to create more attractive offers and messages for lead development.
Review your current lead development programs and score them on a customer-centricity scale.
Calculate your cost per lead and scrutinize […]

What should B2B marketers really know about live webcasting as they plan their marketing communications strategies and their investment breakdown for the year ahead? What’s the trend line? How many people are doing it now, how many people are going to be doing it a year from now, and why?