B2B Lead Generation – How Much Information Should You Capture?

I just read an interesting article at Web Ink Now, titled New B2B Lead Generation Calculus.  Noted marketing thought leader David Meerman Scott revisits that often-debated topic of whether it is better to collect opt-in data before allowing people to download your content, or to make that content available without requiring anything from the website […]

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Who Can Use More B2B Sales Leads?

I’ve had several posts recently about where and how to find fresh sales leads. Leads are the lifeblood of many B2B organizations and if you ask the VP of sales what he or she most covets, it is often a variation on the theme, “lots of qualified leads.” Generating leads is difficult enough when you know […]

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B2B Marketing Lead Reactivation “Phoenix” Project

How to Generate Revenue from Your Dead Lead Pool Most companies have a database of contacts that have gone stale. There are a variety of different names for these lists including: the dead lead pool, lapsed customer list, or inactive database. But whatever we call it, this group of people/companies often have significant revenue potential. In […]

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