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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Steps in the B2B Marketing and Sales Process – by Christopher Ryan

In a typical business-to-business scenario, responses you generate and people you have contact with will flow through the marketing system and at different times during the end-to-end process will fall into the following categories:           Database Build – Contact names you have added to your database who have not responded to a promotional offer. You […]

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Sales Lead Management: Are You a Victim of FTFU (Failure to Follow-Up)?

This post involves one of my pet peeves in marketing: the tendency of marketers to spend money and time to generate inquiries and then fail to follow-up (FTFU) on these inquiries. This failure can be fatal to the success of your sales lead management program. Although it was for a low-ticket service, a recent personal […]

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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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