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| Page 1 of 1 | Previous | Next | THE POINT SEPTEMBER 16, 2011  Why Salespeople Hate Most White Paper Leads 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 vital interest to your target audience, can still generate leads your salespeople will consider “junk.” Then your offer should have as broad appeal as possible. | THE POINT SEPTEMBER 6, 2011  Segmentation, Social Media Drive Lead Nurturing Success for iDirect 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 Herndon, Virginia. All this presents real challenges for both demand generation and lead management. All-hands discovery session yields important insights, priorities. | | | | | |
| THE POINT SEPTEMBER 29, 2011  Forget About Hot Leads. It’s Cold Leads that Make the Difference. When sales teams need marketing to help them make their numbers, the natural response is to go fishing for hot leads. This requires a constant re-loading of the sales funnel with new, expensive leads. Note: the source for this statistic wasn’t quoted, so if someone from Marketo reads this, feel free to provide any source reference in the comments.]. The lesson in all this? | |
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