Category Archives: Lead and Demand Generation

October 11th, 2013

Lead Nurturing and Marketing Automation: Make Messaging More Personal

Lead Nurturing and Marketing Automation: Make Messaging More Personal?

Behind the scenes, marketing is tracking campaigns and sending leads to sales reps, but sales could lose good opportunities if they don’t make a personal connection. In this video, Jim Brodo, Senior Vice President, Marketing, builds on his earlier blog post, Some Do’s and Don’ts for Better Lead Nurturing and Follow Up, to  further discuss the impact of marketing automation on the ability of reps to effectively nurture leads with a more personalized message. Please join him for this short video blog post.

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May 1st, 2013

Not Just Another Trade Show: Convert Leads into Results

trade-show-leads

Although attendance at trade shows has decreased, trade shows continue to attract key providers and serious buyers.  What’s happening with trade shows parallels what has happened in selling.  With a click, buyers can learn about your company and your competitors’ products.  So why do they continue to come to trade shows?  What is it they are looking for in one of the last bastions of face-to-face marketing?  The answer is clear: ideas, insights, collaboration, and the connection that comes with a handshake.

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March 4th, 2013

An Expert’s Perspective on Lead Generation and Executive Appointment Setting

An Expert’s Perspective on Lead Generation and Executive Appointment Setting

An Expert’s Perspective on Lead Generation and Executive Appointment Setting

A recent study by CSO Insights revealed that capturing new accounts is the top objective for sales leaders over the next 12 months. Upon reading this, I thought back on one of the best presentations that I ever attended on the topic of lead generation and executive appointment setting. Ironically, it was at the 2011 Inbound Marketing Summit. I’ve been a practitioner of content marketing and inbound lead generation for years, but I’ve always been very skeptical of the idea that outbound prospecting is dead. We all know how annoying it can be to get stalked by overly aggressive sales reps that have no clue about what you really need. However, there has to be some middle ground.

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