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From LinkedIn: “Regarding offers, I’ve always thought it best to keep to one per tactic, otherwise you’ll lower your offer’s responses because someone will inevitably click on the other offer. But from a ‘lead lifecycle/nurturing’ perspective, it doesn’t really matter whether they respond to your webinar offer or whitepaper offer,… Read More
Check out another great article from DemandGen Report (and not just because I’m quoted) on how B2B marketers should adapt their demand generation strategy to the new economic climate. Key takeaways: * Focus media strategy on finding the people who are buying now * Craft offers that mitigate risk for… Read More
On the heels of my earlier post about why B2B companies should make lead management and lead nurturing a key priority comes this fascinating article from DemandGen Report detailing a new survey from Aberdeen: “Lead Nurturing: The Secret to Successful Lead Generation.” Some of the key points to consider: *… Read More
No, nothing of the sort. But let’s face it – times are tight, budgets are tighter, and companies we talk to are all looking for ways to make their marketing investment go further. Here then, are some recommendations for how and where to spend today’s demand generation dollars for greatest… Read More
Many times in this space I’ve talked about the virtues of content syndication as a low risk way for companies to generate a consistent stream of low cost, in-profile leads. However, when we introduce the topic to potential clients we very often hear comments such as: “We tried it, but… Read More
In an economic climate when qualified sales leads are harder and harder to come by, your best source of new business is often the people who already know you: clients, partners, and even existing prospects. Referrals can be especially fertile ground for SaaS companies and other tech vendors whose fortunes… Read More
You’re not the only one to notice a sudden flurry of articles and Web content on “how to market during a recession.” Fortunately, Gordon Graham at SoftwareCEO (where I help moderate the Marketing & PR forum) has compiled some of the most compelling tips out there for how to make… Read More