Using Auto-responders in B2B Demand Generation
Auto-responders have been around for a long time and in B2C marketing they have been used to engage customers, convert them into repeat buyers, to up-sell and cross-sell and to…
Category: Industrial Lead Generation
7 Key Components of a Successful Lead Generation System
After evaluating lead automation solutions from several vendors, I have developed my own list of seven key components that make up a successful lead generation system. A strategic lead automation…
Automating Lead Generation and Management
Why is it important to automate lead or demand generation efforts in B2B marketing? Because proving ROI is critical. Marketers everywhere are under tremendous pressure to prove marketing ROI. You have…
Is the New Alphabet Soup of Marketing “M’m! M’m! Good?”
First, a little history: The 4 Ps describing the strategic position of a product in the marketplace were first used in 1948 when James Culliton said that a marketing decision…
E-Mail Marketing is Alive ‘N Kickin’
I’m sure you’ve read many articles and news bulletins on the declining effectiveness of e-mail marketing. Yet, the basic e-newsletter continues to deliver good results in B2B and technical marketing.…
Building Your Brand, Differentiating Your Services, Growing Your Revenue
Standing Out from the Crowd: Best Practices in Branding and Differentiation for Consulting and Professional Services Firms. That is the complete title of a complimentary Deltek webcast featuring, Mike Schultz,…
Greater Emphasis Placed on Lead Generation in a Tough Economy
While it is generally true that generating more high-quality sales leads is by far the most important objective of all business-to-business marketing programs, it becomes even more critical in the…