 | spearmarketing.comcontactabout |
According to a recent industry survey by Demand Gen Report , fewer than 10% of marketing executives who responded have automated lead nurturing strategies and processes in place. Furthermore, only 15% of those same respondents planned to deploy or expand their lead management initiatives in 2009. As someone who sees… Read More
Either by the time you read this (or, if not, soon thereafter) this blog will have undergone a design facelift, its first since we launched it two years ago in April 2007. The new design is in sync with a similar upgrade of the monthly bulletin that goes out to… Read More
A client writes: “What’s best practice in terms of how many times per month you hit each key contact in your database?” This is becoming a common question, driven in part by the trend in B2B towards more proactive lead nurturing and the rapid adoption of marketing automation systems. Suddenly,… Read More
If part of your lead generation or lead nurturing strategy involves outbound sales calls, then you already know one of the key metrics critical to sales productivity is connection rate – i.e. the percentage of dials that result in live conversations. Typical B2B connection rates range from 15 to 30… Read More
Many years ago, I wrote an article for an industry newsletter on the merits of using surveys as a lead generation vehicle. Today, almost a decade later, surveys are still an effective way to generate leads from a cold list, but in addition, they can also serve as a key… Read More
Congratulations. You’re the proud owner of a bright and shiny marketing automation platform. Now what? Well first, you’re not alone. Marketing automation is a hot topic (and something I’ve recommended as one of the top investments B2B marketers can make in 2009) but many companies are buying into marketing automation… Read More
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