prospect 
The Point
AUGUST 18, 2014
Research has long suggested that the majority of leads generated by trade shows never receive follow-up by company representatives. A 2010 study concluded that fewer than 70 percent of exhibitors have any formalized plan or process in place for how leads are followed up after the show. But don’t overdo it.
Biznology
MARCH 23, 2018
The result: you get higher quality prospects, with higher conversion rates and at lower cost than traditional outbound marketing. Turns out Hubspot’s own growth as a software company has been driven via cold calling through an inside sales team. But guess what? Budgets continue to shift to digital channels. But hold on. What a thrill!
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ViewPoint
JANUARY 26, 2012
Ruth Stevens is Founder of eMarketing Strategy , a consulting practice that assists companies in building their customer acquisition and retention strategies. The DMA’s 2010 Response Rate Report reported a healthy 1.68% response rate to B-to-B prospecting letter mail and 2.18% to its cheaper cousin, postcard mail.
The Effective Marketer
JULY 16, 2009
The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking Don’t Forget Your Company History The recent advent of the lost NASA tapes (they lost the original tapes from the Apollo 11 mission, the first Moon landing, then found out that they had all been erased) got me thinking.
markempa
MAY 21, 2007
This is particularity true in small companies. And instead of calling it lead generation, sales people will probably call it prospecting. All of which means investment of time and proficiencies frequently beyond their realm, and sooner or later, one way or another, there must be a shift from prospecting back to selling.
markempa
AUGUST 25, 2014
Before this program was created, the company had a rudimentary Web presence – essentially no Internet marketing and no digital marketing strategy in place. This effort led to lead generation through website form registration, and even phone calls from prospects who initially found the company through the digital marketing.
B2B Marketing Traction
FEBRUARY 27, 2015
More than 1800 businesses and organizations were surveyed in the summer of 2014 with what appears to be a pretty even distribution of company size. I’ve been blogging about it since 2010. Before you get caught up in the Content Marketing Craze and cancel all your speaking engagements or trade shows, keep in mind the big picture.
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