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Demandbase: A New Twist In The Lead Management Automation Market

Online Marketing Institute

I think the idea of an iTunes™ -like interface — and pay-as-you-go pricing structure — for viewing, sorting, and selecting B2B contacts is intriguing. I worry that this tool only ends up helping sales pick out cold calls to make, and is not used by marketers enough to segment, collect, and improve their prospecting databases.

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Numeric Scoring: The Key To Lead Management Success

Online Marketing Institute

Posted by Laura Ramos at 12:26 PM in B2B Marketing , Lauras Posts , Marketing Measurement | Permalink Digg This | Save to del.icio.us Tags: B2B marketing , lead management , lead scoring :: Add to del.icio.us The third dimension we use is the lead's position in the buying cycle. This can be a bit noisy.