Category Archives: Campaign Strategy

New Website Focuses on Lead Management

Here’s another Web resource to add to your bookmarks: the Sales Lead Management Association. The site and the organization behind it is the brainchild of sales consultant and demand gen veteran James Obermayer, and features a myriad of articles, reports, and general information about how to manage sales inquiries more… Read More

The Q1 Marketing Plan: A Primer

It’s that time of year again, when marketers’ thoughts turn to budget cycles, MBOs, and that Webinar series that they really meant to launch in Q3 but just never got around to. A new fiscal year looms, and we’re busy assisting clients and prospective clients as they sort out their… Read More

The Power of Messaging

Sridhar Ramanathan at The Pacifica Group writes very compellingly on his blog on “The Power of Excellent Messaging.” In the post, he compares messaging statements from two CRM solution providers, Salesforce.com and Siebel On Demand, and highlights the very striking differences between the two. (No prizes for guessing which company… Read More

What Email Programs Have Generated the Best B2B Leads for You?

That was the question posted earlier today on LinkedIn. It continued: “So, those leads from conferences aren’t that great, and the leads from contests are the absolute worst. What about good leads? How do you get good B2B leads to your sales team (or to yourself)? How does email help… Read More

New Demand Gen Website & E-Newsletter

If you’re involved in creating demand gen strategy for your company, here’s a recently launched Website that deserves to be bookmarked: http://www.demandgenreport.com/ Demand Gen Report delivers case studies and benchmark data for both B2C and B2B audiences. It’s the brainchild of Andrew Gaffney, a former publisher of B2B publications in… Read More

Tale of Two Emails

Two e-mails arrived in my inbox recently that merit dissection. They’re from two competitors – Oracle and Netsuite, respectively – and both promote Webinars that are thinly disguised versions of “Why You Should Buy Our CRM Product and Not Our Competitor’s”. Topic aside, however, I’d wager that head-to-head the Netsuite… Read More

Lead Nurturing: from Philosophy to Practice

At CDI, we’ve been preaching the virtues of lead nurturing since we first published our white paper on “Lead Recycling” back in 2002. Back then, lead nurturing was more a philosophy, a way of marketing, than it was a defined tactic. Now lead nurturing is a hot topic, primarily because… Read More