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Forget About Hot Leads. It’s Cold Leads that Make the Difference.

September 29, 2011
When sales teams need marketing to help them make their numbers, the natural response is to go fishing for hot leads. However, as I wrote previously in a white paper on “Lead Recycling,” focusing demand generation... Read More
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Why Salespeople Hate Most White Paper Leads

September 16, 2011
How is it that a quality white paper on a hot topic can still generate bad leads? It’s got to be the media, right? Wrong. It’s the offer. Even a well-written white paper, by a respected author, on a hot topic of... Read More
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Segmentation, Social Media Drive Lead Nurturing Success for iDirect

September 6, 2011
When marketers embark on a formal lead nurturing strategy, opportunities for process improvement can arise in unexpected ways. That was the experience for iDirect, a leading provider of satellite IP communications based in... Read More
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Help Our Client Choose a Home Page (Poll)

August 24, 2011
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Marketing Automation: What Is It & Why Do I Care? (Webinar)

August 23, 2011
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Should I Remove Offer Content from My Website if It’s Part of a Campaign?

August 18, 2011
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Lead Generation Losing Out to Social Media? Not So Much.

August 8, 2011
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About the Author

Howard J. Sewell is president of Spear Marketing Group and a B2B marketing veteran with more than 25 years' experience in direct marketing, demand generation and lead management.

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