Category Archives: Demand Generation

Increasing the Effectiveness of Inside Sales

When I worked at Oracle in the late 80s (sigh), the company was one of the pioneers in the use of telesales for selling high-ticket software, on a large scale, over the telephone. Sally Duby was one of the key executives in that organization’s early success, and is now president… Read More

Should You Require Registration for Web Content?

Should you require registration in order for Website visitors to download white papers and other content? And if so, how much information should you require? Perform a random survey of high-tech company Websites, and you’ll discover very quickly that there are widely varying schools of thought on this topic. Some… Read More

Brand vs. Direct: Who Wins?

Anne Holland of Marketing Sherpa, someone for whom I have a great deal of respect, says brand should win, every time: My response to Anne: “Brand should always win …”? As a dyed-in-the-wool A/B tester, I respectfully say: absolutely not. What’s the purpose of an effective brand if not to… Read More

Social Media & B2B Demand Generation

At CDI, a question we get asked often these days is: What are you doing in social media? Perhaps a better question might be: What do social media have to do with demand generation? The answer is: plenty, but perhaps not in the way you’d think. As a most basic… Read More

New B2B Demand Generation Group on Facebook

Please join me on a new Facebook group dedicated to B2B Demand Generation. My primary motivation in starting the group is to spark discussion and exchange of best practices, news, trends, and strategies relating to demand generation – interchange that isn’t always possible in the context of a blog. Plus… Read More