Category Archives: Lead Management

How to Revive a Dying E-Newsletter: 4 Tips

November 28, 2011 – 8:54 am

The demise of email newsletters as an effective B2B marketing tactic has been, to paraphrase Mr. Twain, grossly exaggerated. In fact, email newsletters can be a critical part of an ongoing lead nurturing strategy. At minimum, a well-crafted newsletter serves to break up what would otherwise be an unending sequence of more offer-oriented emails peddling [...]

By Howard Sewell | Also posted in B2B Marketing, blog marketing, Creative, email design, Email Newsletters, Interactive Design, Lead Nurturing, Social Media | Tagged , , , , , , , , | Comments (2)

DMA Webinar: Top 10 Tips for Lead Nurturing Success

November 9, 2011 – 3:35 pm

In an exclusive online event, discover how to get the most from your lead nurturing program, and how to plan for success if you’re just getting started. Join me on Wednesday, December 7 as I present a Webinar on “Top 10 Tips for Lead Nurturing Success,” hosted by the Direct Marketing Association (DMA). In under [...]

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

Forget About Hot Leads. It’s Cold Leads that Make the Difference.

September 29, 2011 – 9:17 am

When sales teams need marketing to help them make their numbers, the natural response is to go fishing for hot leads. However, as I wrote previously in a white paper on “Lead Recycling,” focusing demand generation activity exclusively on acquiring net new, qualified leads is an expensive proposition for a number of reasons: • many [...]

By Howard Sewell | Also posted in B2B Marketing, Demand Generation, Lead Nurturing, Marketing Automation | Tagged , , , , , , , | Comments (3)

Segmentation, Social Media Drive Lead Nurturing Success for iDirect

September 6, 2011 – 8:55 am

When marketers embark on a formal lead nurturing strategy, opportunities for process improvement can arise in unexpected ways. That was the experience for iDirect, a leading provider of satellite IP communications based in Herndon, Virginia. Using satellite technology for internet connectivity has particular appeal for companies with operations in remote, hard-to-reach locations, so it’s no [...]

By Howard Sewell | Also posted in B2B Marketing, Campaign Measurement, CRM, Database Marketing, Installed Base Marketing, Lead Nurturing, Marketing Automation | Tagged , , , , , | Comments (0)

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)