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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
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
If you’re involved in creating demand gen strategy for your company, here’s a recently launched Website that deserves to be bookmarked: https://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
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
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
Earlier this week I was interviewed by Matt Heinz, a marketing veteran who writes about media, brand, and marketing strategy on his blog, Matt on Marketing. We discussed topics such as the biggest change in marketing in the last 5 years, and the first step in creating an effective marketing… Read More
Web seminars continue to be a mainstay B2B demand gen tactic, especially in the technology space. Up until now, Webinars have come in two flavors: the live event, broadcast at a specific date and time, and the archived event, hosted on the advertiser’s site or by a third party for… Read More