Sat.May 10, 2008 - Fri.May 16, 2008

Should lead generation ignore current customers?

B2B Lead Generation Blog

”We know more about our prospects (leads) than we know about our current customers” was a shocking statement I heard from a client and it stuck with me. In fact, it's the impetus for this post. When you have a complex sale, it can be easy to think of lead generation as only a process for acquiring new customers rather than a process that can also be applied to generating new or more business from current customers.

Demand Generation Systems Shift Focus to Tracking Behavior

Customer Experience Matrix

Over the past few months, I’ve had conversations with “demand generation” software vendors including Eloqua , Vtrenz and Manticore , and been on the receiving end of a drip marketing stream from yet another (Moonray Marketing, lately renamed OfficeAutoPilot ). What struck me was that each vendor stressed its ability to give a detailed view of prospects’ activities on the company Web site (pages visited, downloads requested, time spent, etc.)

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Blogger: Redirecting

Buzz Marketing for Technology

For years, classic brand strategy has always been about the creation of a single message that can be used with all of your constituents; investors, employees, senior management and customers about who you are and what value your company

Bridging the Gap Between Sales & Marketing with Buyer Personas

Tony Zambito

The issue of sales and marketing alignment has been floating in the corporate hallways for several years now. What I am finding most interesting is that the definitions surrounding the "sales & marketing alignment" conundrum are, to use the proverbial expression, all over the map. What prompted me to think about this was Dave Stein's post, Marketing's Knowledge of Salespeople , on his Commentary on Sales Leadership blog.

The Content Marketing Pyramid

The Ultimate Framework To Develop & Execute Your Content Marketing Strategy

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