Posts tagged "Lead Generation"

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.

Slideshow: Building Lead Nurture Programs That Work

Posted by on April 2, 2013

50% of leads are qualified but not yet ready to buy. 79% of marketing leads never convert into sales. Lack of lead nurturing is the common cause of this poor performance. Nurtured leads produce, on average, a 20% increase in sales opportunities versus non-nurtured leads. CMO Scott Vaughan and Director of Client Marketing Mary Wallace share best practices and tips on building lead nurture programs that work. In this audio presentation, they'll share: Read more.

Stop Scaring Off Readers With Weak Titles

Posted by on March 13, 2013

In the world of lead gen, subject lines are king and will be the determining factor on how many people click on your white paper, research report or other asset. How can you make sure that your subject lines and other titles will generate interest instead of causing a potential lead to go on to something else? Read more.

5 Ways Social Media Makes B2B Sense

Posted by on January 24, 2013

Although many have pooh-poohed the place of social in the business-to-business world, there are several ways in which social networking products and practices are being used to develop relationships with existing and potential customers. The trick is to not simply duplicate what's done in the B2C space. Read more.