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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
Check out another great article from DemandGen Report (and not just because I’m quoted) on how B2B marketers should adapt their demand generation strategy to the new economic climate. Key takeaways: * Focus media strategy on finding the people who are buying now * Craft offers that mitigate risk for… Read More
Jon Miller at Marketo wrote an interesting post (“Demand Generation Quiz: How Good Are You?”) for his blog this week that featured 14 questions designed to help determine whether a company is ripe for marketing automation. There’s some great material here, particularly for marketers trying to build a business case… Read More
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
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