Category Archives: Installed Base Marketing

ConnectAndSell: Novel Solution for Increasing Sales Efficiency

April 22, 2009 – 10:51 pm

If part of your lead generation or lead nurturing strategy involves outbound sales calls, then you already know one of the key metrics critical to sales productivity is connection rate – i.e. the percentage of dials that result in live conversations. Typical B2B connection rates range from 15 to 30 percent, which means that 70 [...]

By Howard Sewell | Also posted in B2B Marketing, Cold Calling, Demand Generation, inside sales, Lead Management, Lead Nurturing, Sales 2.0 | Tagged , , , , , , , | Comments (2)

Friend Me? No Thanks.

March 5, 2009 – 6:19 pm

Companies are tying themselves in knots trying to figure out how to best leverage Facebook for driving customer engagement. The core obstacle, of course, is that Facebook is ultimately a network designed for connecting friends, not customers. Here’s an example of one organization, a credit union, trying their darndest to negotiate their way around the [...]

By Howard Sewell | Also posted in E-mail, Social Media | Tagged , , , | Comments (1)

Using Surveys for Fun & Profit

February 24, 2009 – 6:14 pm

Many years ago, I wrote an article for an industry newsletter on the merits of using surveys as a lead generation vehicle. Today, almost a decade later, surveys are still an effective way to generate leads from a cold list, but in addition, they can also serve as a key component of an ongoing lead [...]

By Howard Sewell | Also posted in B2B Marketing, Demand Generation, Lead Management, Lead Nurturing, Marketing Automation | Tagged , , , , , , , , | Comments (1)