Posts tagged "Lead Generation"

How The Tech Buy Goes Down…And How to Nurture It  

Posted by on November 18, 2015

The IT purchase process is a collaborative effort with a cycle all its own. Here’s a tip: get in on the action early. More than half of the IT pros in our survey said that vendors are identified quite early in the purchase process— when the consideration of a new investment is first initiated, and then when the IT organization is defining its needs. Read more.

Data Fog Blinds Marketers

Posted by on January 16, 2014

“Companies are caught in a data fog, and they'll probably stay there for a few years.” I can’t disagree with his insights into how B2B marketers are struggling to analyze their customer data and glean useful information. Read more.

Are You Offering Prospects A Hot Fudge Sundae Without the Chocolate?

Posted by on July 15, 2013

Imagine an ice cream parlor that offered a ‘hot fudge sundae,' but the ice cream they served wasn’t smothered in rich dark chocolate. It doesn’t matter how beautifully displayed the dessert is – the bowl gets pushed to the side because it’s less than what had been anticipated. Leads in a nurture program react exactly this way to emails that promise value and don’t deliver on it. Read more.