Demanding Views

Digital Dialogue: The New Frontier For Nurturing Leads

By Dave Green, CEO, PipeAlignLots of companies use email, web links, and registration for content to generate demand and nurture leads. The problem is that most companies use such these campaigns once. They engage in a monologue instead of a learning exchange. But what about a continuously running automated “dialogue”…

January 27, 2009
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3 Critical Steps To Sustain The Pace Of Integrated Lead Gen Campaigns

When it comes to lead generation, it’s applicable to revisit the old Post Office motto: “The mail must go through.” But in order to make sure this happens, three things are critically important. B2B marketers must consider these when integrating their email marketing into lead generation activities. In a tight…

January 21, 2009
Written by Will Schnabel, VP and General Manager, Silverpop VTrenz

Quality or Quantity: That is the Question In The Current Lead Gen Debate

In today’s competitive marketing landscape there is one measurement that matters: ROI. With that benchmark in mind, lead generation practitioners must first resolve an important question – quality or quantity? Is it possible to have both?

January 12, 2009
Written by Susan Cordts, President and CEO of Adaptive Technologies, Inc.

Top 10 2009 B2B Marketing Trends

Well I’m glad the last half of 2008 is over. It was a wakeup call to everyone and I’m sure we have all dusted off our “Recession Marketing” Playbooks. If you’re like me you are facing the stark reality of doing more with less in 2009. In that context I…

January 7, 2009
Written by Edward Brice, Author of Marketing-Gimbal Blog

CMO Council Study Shines Light On New Business Challenges For 2009

Every now and then a statistic enters the marketing lexicon and it seems to come up everywhere. Example: The average tenure of a CMO is 24 months. I guarantee you that no other tenure for any other executive position was so well-known and so often quoted. Get ready for another…

December 15, 2008
Written by John Gaffney, Senior Analyst

Utilizing Predictive Selling Models To Maximize Win Rates, Sales Performance

I’m told over and over by the “sales community” that they have plenty of process, methodologies, training options and, account planning tools. Yet according to CSO Insights, nearly 60% of all reps fail to achieve their goals. Furthermore, why is it that over 90% of these sales organizations have the…

July 14, 2008
Written by Stephen D’Angelo, Co-Founder & CEO, Spring Lake Technologies

GM’s Demand Downfall Gives New Meaning To Un-Leaded Strategy

It may seem like a bit of historical trivia right now, but consider this fact: In 1952, when newly-elected President Dwight Eisenhower needed a secretary of defense that could manage America’s post-war manufacturing capability he hired the ex-CEO of General Motors.