I’ve made the case previously in this space how one of the easiest way to gain a quick return from any investment in marketing automation is to apply the technology towards more efficient and systematic follow-up to inbound leads. And yet, I’m finding in the course of our firm’s work that many companies don’t consider [...]
By Howard Sewell
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Posted in B2B Marketing, inside sales, Lead Management, Lead Nurturing, Marketing Automation
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Also tagged inside sales, insidsales.com, lead follow-up, Lead Management, lead nurturing strategy, marketing automation consultant, telesales
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January 13, 2012 – 11:28 am
There’s a lot to like about the email campaign I received (image below) recently from Infusionsoft, a maker of sales and marketing automation software for small businesses. It’s not perfect by any stretch (the copy could use some improvement – more on that later) but many of the techniques on display are simple, straightforward best [...]
By Howard Sewell
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Posted in B2B Marketing, Content marketing, email design, email marketing, Graphic Design, Interactive Design, Landing Pages, Lead Nurturing, Marketing Automation
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Also tagged b2b demand generation, B2B Marketing, email design, email marketing, Infusionsoft
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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
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Posted in B2B Marketing, blog marketing, Creative, email design, Email Newsletters, Interactive Design, Lead Management, Lead Nurturing, Social Media
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Also tagged B2B Marketing, email design, email newsletters, Laura McInerney, Lead Management, Microfinance Information Exchange, newsletter design, Spear Marketing Group
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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 [...]
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
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Posted in B2B Marketing, Demand Generation, Lead Management, Lead Nurturing, Marketing Automation
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Also tagged b2b demand generation, Demand Generation, lead generation, Lead Management, lead recycling, marketo, paul albright
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Howard J. Sewell is president of Spear Marketing Group and a B2B marketing veteran with more than two decades' experience in direct marketing, demand generation, and lead management.
