Demanding Views

By Mike Gospe, Principal & Co-Founder, KickStart Alliance

One of the most common types of marketing programs is the "awareness & thought leadership" program.  This specific program has the objective of focusing the company on the business and solutions topics target audiences cares about.  Instead of immediately diving down to the feature-rich technical jargon, this program positions the vendor as a business partner, and thus allows for a consultative approach in dialoguing with customers and prospects.

By Jill Konrath, Author, “Selling to Big Companies”

It's imperative to begin with a common definition of a lead. Marketing and Sales need to agree on this and sometimes it's a bit of a challenge. Marketing then needs to take charge of the moving the leads through the funnel – from when the seeker initially raises his hand expressing interest until he's a sales-ready prospect.

By Neil Sequeira, Director Client Operations, ReadyContacts

Social media marketing has made its presence felt over the last year or two and has caught the attention of several large companies. Whether it’s publishing a company blog, creating pages on Facebook and LinkedIn or having key executives stay active on Twitter, several well established companies have joined the social media marketing bandwagon to interact with the online world.