Industrial Marketing Today

MAY 5, 2010

Convert prospects into leads – a prospect that has made an inquiry or responded to an offer is now a lead. Score this lead according to your preset BANT (Budget, Authority, Need, and Timing) criteria to determine if they are “sales-ready.” Your content also needs to perform another key function.

Sales Cycle 60

Sales Cycle Web 2.0 Buying Cycle Privacy Policies 60

B2B Marketing Zone Posts

FEBRUARY 2, 2010

I mentioned this in a recent post, Marketing Automation Trends for 2010 - LeadSloth , January 12, 2010 2009 was the year in which Marketing Automation really took off. I was humbled to see that they picked my book, Lead Generation for the Complex Sale for their list. I really do. But I can’t. It worked for Zappos.

Work Management 40

Work Management Marketing Management B2B Marketing Marketing Automation Services 40

Convince & Convert

MAY 4, 2010

They can’t possibly employ all of the people with the skills required to successfully lead organizational change and the adoption of emerging technologies. On mid-1990s projects, for example, typically organizations defined hundreds of requirements and went through protracted RFP processes in search of the best software and system integrator.

Social Media 116

Social Media Enterprise Management Media Webinar Metrics 116