The Point

MARCH 18, 2014

However, as I wrote in a recent post , inbound marketing isn’t always an option. In those select situations, list buys still have their place.

Demand Generation Agencies 100

Demand Generation Agencies Advertising Agencies Marketo Demand Generation 100

The Point

MAY 6, 2010

In other words, a company whose lead management, database marketing, and sales follow-up are all horrific beyond words has much more to gain from marketing automation than a competitor who follows best practices dutifully, even if they don’t have the machinery in place to automate the process. From new leads?

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Marketing Management Automation 100

The Point

AUGUST 17, 2010

Small Business. The advantage of using direct mail to target small business is that there’s likely to be no mail room and fewer gatekeepers between you and your target recipient. Most small business owners receive their mail directly, and at their place of business. Customer Marketing. The results may surprise you.

Marketing Mix 100

Marketing Mix Planning Lead Nurturing Demand Generation 100

The Point

JULY 15, 2010

Salesforce.com is a dominant player in the CRM category and an integral part of many companies’ lead management, database marketing, and demand generation programs. This integration needs to happen with the technology and with the expectations (business rules and semantics) of sales and marketing people. HS: Thanks David!

Salesforce.com 100

Salesforce.com Marketing Automation Services Budget Programs Work Management 100

The Point

NOVEMBER 15, 2010

Verticals are often the first place marketers look when segmenting a lead nurturing program, but sometimes that priority is misguided. Business contacts can be more receptive to generic messages and even success stories from other industries than we think. This is one example where content can drive segmentation.

Lead Nurturing 100

Lead Nurturing Segmentation Sales Qualified Leads Campaigns 100

The Point

FEBRUARY 4, 2011

Most salespeople are compensated on closed business, NOT on keeping leads warm. As a result, absent marketing automation and a well-designed lead management program, all but the hottest leads typically die a lonely death in the CRM database.

Marketing Automation 100

Marketing Automation Automation Bandwidth Cost per Lead 100

The Point

OCTOBER 3, 2012

According to business information provider ZoomInfo (see graphic below, further data here ), more than 70 percent of business cards have one or more changes during a 12-month period. The most common changes (in order): job function, phone number, and mailing address.

InsideView 100

InsideView Zoominfo Content Landing Pages 100