Category Archives: Lead Management

Marketing Automation: What Is It & Why Do I Care? (Webinar)

August 23, 2011 – 7:07 am

Do you feign understanding when your CEO talks about “sales and marketing alignment”? Unclear on the difference between lead management and revenue cycle management? Horrified at the responsibility of investigating marketing automation solutions for your company? In a recent study, Marketing Sherpa reported that 54 percent of CMOs have either begun or implemented marketing automation, [...]

By Howard Sewell | Also posted in B2B Marketing, Lead Nurturing, Marketing Automation | Tagged , , , , , , , | Comments (0)

4 Reasons to Fulfill Offer Content via Email

May 10, 2011 – 6:39 am

Congratulations. A prospect just responded to one of your marketing emails, filled out the registration form, and wants the free white paper you offered. There are three basic ways to fulfill that offer content: 1. Direct the reader to a thank you page containing a link to the content. 2. Send the reader the content [...]

By Howard Sewell | Also posted in B2B Marketing, Content marketing, Lead Nurturing, Offer Strategy | Tagged , , , , | Comments (0)

Podcast (Part 4): Offer Strategy & Pipeline Acceleration

April 22, 2011 – 10:55 am

In the final part of my podcast with Steve Farnsworth of Jolt Social Media, we discuss offer strategy for social media, lead generation, and lead nurturing, and the role of marketing automation in converting raw inquiries to qualified prospects and opportunities. In just 9 minutes, you’ll learn: • how to know when to serve up [...]

By Howard Sewell | Also posted in B2B Marketing, Content marketing, Demand Generation, Marketing Automation, Offer Strategy, Social Media | Tagged , , , , , , | Comments (0)

Dialogue Marketing: A Conversation with Maria Pergolino

March 18, 2011 – 10:48 am

Late last year at the Dreamforce conference in San Francisco I was fortunate enough to chat with Maria Pergolino, Marketing Director at Marketo (and renowned Content Marketing Queen.) In an engaging 15-minute discussion, we touched upon topics including: • striking the balance between demand generation and lead nurturing • how to bring potential customers into [...]

By Howard Sewell | Also posted in B2B Marketing, blog marketing, Content marketing, Demand Generation, Inbound marketing, lead generation, Lead Nurturing, Marketing Automation | Tagged , , , , , , | Comments (0)

Call Every New Sales Lead 6 Times? Sorry, that’s Crazy.

February 24, 2011 – 3:50 pm

I only recently came across the results of research published late last year by Leads360, a leading provider of hosted (SaaS) solutions for managing sales leads. In their August 2010 report, “Building the Optimal Inquiry Response Strategy,” Leads360 use the data collected to make some startling claims, amongst them the following: “The findings of this [...]

By Howard Sewell | Also posted in B2B Marketing, inside sales, Lead Nurturing, Marketing Automation, Sales 2.0, telemarketing | Tagged , , , , , | Comments (5)