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In Defense of Unsolicited Email

The Point

I’ll even agree that any type of “spray and pray” advertising – the type that makes no attempt to target the right audience, deliver relevant content, or offer information of value, should be frowned upon if not outlawed completely. But let’s say your sales team wants to go after 200 “target accounts” within the financial services industry.

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Tempted to Do Away With Registration Forms? Think Again.

The Point

Offering up pre-populated landing pages gives contacts the opportunity to update outdated or incorrect information, serving to maintain and improve the quality of your CRM data. In addition: 1.

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Demandbase: A New Twist In The Lead Management Automation Market

Online Marketing Institute

B2B marketers looking for ways to turn their Web sites into demand generation tools have some new solutions to consider. Yesterday, Demandbase announced a new software suite to help marketers harvest passive traffic visiting Web sites. The technology appears useful at both ends of this spectrum.

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MarketingPilot Offers Integrated Marketing Management for Mid-Size Companies

Customer Experience Matrix

MarketingPilot started as an operations management tool for mid-size direct marketers, with features for project management, list and media buying, source code tracking, expense capture, and vendor management.

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B2B Lead Management Market Heats Up

Online Marketing Institute

My bet is on lead management growth because B2B marketers need to fully embrace online marketing as their primary way to engage and educate buyers. They need a platform that fits together with their CRM/SFA systems but separately helps them to identify and sort the best leads from the rest and to nurture those not yet ready to buy.