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On the heels of my earlier post about why B2B companies should make lead management and lead nurturing a key priority comes this fascinating article from DemandGen Report detailing a new survey from Aberdeen: “Lead Nurturing: The Secret to Successful Lead Generation.” Some of the key points to consider: *… Read More
No, nothing of the sort. But let’s face it – times are tight, budgets are tighter, and companies we talk to are all looking for ways to make their marketing investment go further. Here then, are some recommendations for how and where to spend today’s demand generation dollars for greatest… Read More
Many times in this space I’ve talked about the virtues of content syndication as a low risk way for companies to generate a consistent stream of low cost, in-profile leads. However, when we introduce the topic to potential clients we very often hear comments such as: “We tried it, but… Read More
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
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
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
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