Category Archives: Lead Nurturing

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

7 Tips for Increasing Free Trial Conversion Rates

If you work for a software company that delivers product on a SaaS platform, it’s likely that free trials, and the rate at which those trials convert to customers, are one of the primary drivers for your company’s revenue stream. Finding ways to increase that conversion rate by even a… Read More

Jellyvision: Lead Qualification That Talks Back

As the name suggests, Chicago-based Jellyvision got their start creating children’s films. The company then went on to create “You Don’t Know Jack,” one of the best-selling game franchises of all time (4.5 million copies and counting.) Nowadays, Jellyvision has turned its expertise to creating what it calls “interactive conversations”:… Read More

New Podcast: Buying & Using Marketing Automation Systems

Recently I was interviewed by Jon Miller, Vice President Marketing at Marketo, about the trends, challenges, and potential benefits that are driving so many companies to look at marketing automation and lead management solutions. The resulting 12-minute podcast is available via Marketo’s podcast library or you can access it directly… Read More

Following Up on Leads: How Soon & How Often?

I had occasion recently to answer two questions relating to lead follow-up, discussions that readers of this blog might find of interest: First, a prospective client wanted to convince his management that there was a business case to be made for installing a process by which sales leads would reach… Read More

Increasing Podcast Response with Veotag

Back in January, Sridhar Ramanathan of the Pacifica Group wrote an interesting post about the pros and cons of using podcasts for B2B marketing. His conclusion: that podcasts shouldn’t take precedence over demand gen priorities such as SEM, but are nonetheless “… a very low cost way for you to… Read More

6 Questions on TCO of Marketing Automation Technology

Recently, I was interviewed by Andrew Gaffney, Editor & Publisher of Demand Gen Report, for an upcoming article on the TCO (Total Cost of Ownership) of marketing automation solutions. With Andrew’s permission, his questions (and my answers) are reproduced below. AG: Do you think marketing execs are aware of the… Read More