How to Improve Lead Quality

March 23, 2007
If you’re generating plenty of leads, but the sales force doesn’t think those leads are good enough, what’s the best way to address the issue? Here are some ideas to consider: 1. Change your offer. The one factor... Read More

Program-Centric Planning

February 20, 2007
In high-tech, everything moves at warp speed, even in marketing. (Some would say: especially in marketing.) Even the most forward-thinking marketers can find themselves in a vicious 3-month cycle of budget approvals and... Read More