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| | B2B CONVERSATIONS NOW
NOVEMBER 18, 2009 [2009, Information] Before Nurturing a New B2B Lead, Send the Golden Document (part 2)
The second format is known as a “Request for Information or RFI for short. Revisiting our original example above and adding an RFI format, we now have 3 ways to present our information. From the RFI requestor’s point of view: “Please describe how your solution filters embedded virus transmissions.. In my last post Before Nurturing a New B2B Lead, Ask the Golden Question we talked about asking a compelling question for new B2B leads before you send the lead down the nurturing path. My name is YYY and I approved your request for ZZZ.
| | CONFLUENT FORMS
OCTOBER 6, 2009 [2009, Information] What the Great Recession means for competitive bidding
According to some estimates the economy has contracted at an annual rate of 3.8%, a number not seen since this information was tracked in 1947, including a drop of over 6% in the first quarter. We don't advocate the "open the yellow pages and choose 3 vendors" approach, but what issuers can do is put out a Request for Qualifications (RFQ) or a Request for Information (RFI). One prebid meeting I went to had over 150 people there. In the past I would have expected ten at a prebid and six to propose. Betty Brennan Taylor Studios, Inc. Donna Stuart Glen Group, Inc.
NOVEMBER 18, 2009 | B2B CONVERSATIONS NOW
[2009, Information] Before Nurturing a New B2B Lead, Send the Golden Document (part 2)
OCTOBER 6, 2009 | CONFLUENT FORMS
[2009, Information] What the Great Recession means for competitive bidding
SEPTEMBER 10, 2009 | MARKETING GENIUS BLOG
[2009, Information] The Four Dimensions of Lead Scoring
AUGUST 5, 2009 | CONFLUENT FORMS
[2009, Information] RFP Etiquette: Dos and Don’ts for Business Matchmaking
JULY 9, 2009 | MARKETING GENIUS BLOG
[2009, Information] How to Increase Website Conversion
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| | CONFLUENT FORMS
AUGUST 5, 2009 [2009, Information] RFP Etiquette: Dos and Don’ts for Business Matchmaking
The original article was posted here on July 21, 2009. In this specific case I might have recommended that instead of releasing their RFP to the wild, that Zappos instead release a simple RFI (request for information) that asks for a maximum of two to five pages of information, mostly as a way to get profile information about firms, examples of their work, etc., The following interview/article was conducted by Vince Giorgi, Vince President of Hanley Wood Marketing for his blog, Touch Point City. The headline on Wolfsohn’s post: “Is 30 Minutes Too Much To Ask?”An
| | MARKETING GENIUS BLOG
SEPTEMBER 10, 2009 [2009, Information] The Four Dimensions of Lead Scoring
Although this is still quite different from Lead Scoring, it introduced the concept of collecting lots of information about customers, which is then used to provide better service. They try to get as much information as possible from all members of the buying committee. Not just factual information, but also looking at their body language. Armed with this collective customer information they can then offer the best information to support their customer at precisely the right time. Want more information on lead scoring? But first, some background.
| | MARKETING GENIUS BLOG
JULY 9, 2009 [2009, Information] How to Increase Website Conversion
Isn’t it more user-friendly to make all information on your site publicly available? Some may prefer a sample RFI, or a 40-page eBook. We are on our quest to improve online Demand Generation, and have outlined 4 steps to successful lead management. This blog post is about step 2, getting more visitors to register on your site: Getting more visitors to your website. Get more visitors to register. Lead nurturing and scoring. Marketing & Sales Collaboration. Why Registration? Let’s start with a question: why do you want visitors to register? Try different offers.
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