Lead Nurturing | Social Media Darwinism

If I had a dollar ...

Last week, I was interviewed by a technology services marketing team looking to improve their Demand Generation activities.

They had a very cohesive but small team and they wanted to ramp up activities to drive brand awareness and lead generation. But as you might expect they had limited funds and bandwidth (don’t we all).

I suggested a [...]

World Wide Rave – Works!

In David Meerman Scott’s ebook Lose Control of your Marketing he talks a lot about the spread of ideas. Note his ebook is a preview for his upcoming book called World Wide Rave due out in March

There are some great examples of how ideas spread in his ebook on the Top 10 unsigned bands from [...]

How to build a Lead Nurturing Super Highway!

Not all leads should be treated equally. In our business for example the sales cycle can be upwards of 9 months – so lead nurturing it critical to stay in front of your prospect during their journey from awareness to consideration to purchase. Furthermore, you are never quite sure when that illusive moment of need [...]

Web 2.0 Expo – cool stuff seen on the floor of the show

Here are a few companies in alphabetical order I thought had shown some real promise at the Web 2.0 Expo

Ascentium – A model for the agency of the future

I spoke to the CMO, Romi Mahajan who explained Ascentium’s go-to-market strategy to me. They are the nexus of a digital marketing company mixed with a technology [...]

Marketing’s Customers: an Oxymoron or Reality??

They may not be the ones you think I mean. No not the internal customers or your bosses boss like the CEO, CFO or COO. I mean real customers of marketing. Let me explain …

If you are like me working to drive thought leadership out of our organization and into the hands of would be [...]

Marketing Metrics: Rethinking them Again!

It always seems that marketing metrics is a fertile topic to discuss and write about but after reading a few recent Forrester research reports I think they really helped me to crystallize how I am going to be tracking metrics going forward but they also gave me a sense of what importance I should give [...]

What Sales Really Thinks About Marketing?

Does Sales really care about leads? Maybe not.

If you ask Bill Binch, VP of Sales from demand generation software provider Marketo, he prefers pipeline and bookings to leads. Ironically, as much as lead nurturing and lead scoring can help generate pipeline and revenue, by framing the discussion around leads too many marketers ignore the [...]

No Leads get Left Behind

The folks at Bulldog Solutions compiled the Q&A session from a live Webinar I did last week with them called “A Case Study: Improving Lead Quality and Quantity” with the American Marketing Association.

Lead nurturing is something I am very passionate about and feel marketers need to start embracing more. A recent Forrester study cited [...]

Sales is from Mars and Marketing is from Venus – Vol. II– Lead Scoring

A growing trend in B2B marketing today is in the realms of “lead nurturing” and “lead scoring.”

I have often found the best way to impress the sales team is to feed them a stream of high-quality leads. Events, webinars, account-based marketing, trade events and speaking engagements all offer opportunities to find and feed some leads [...]