B2B

Drive Revenue With Lead Scoring

by: Jon Miller

Another popular session at Dreamforce 2007 was titled 21st Century Lead Cultivation. My favorite part was the presentation from Jason Hekl, Sr. Director of Marketing at InQuira, which focused on best practices in lead scoring.

Continue Reading

Best Practices in Lead Management

by: Jon Miller

The most crowded session I attended at Dreamforce 07 was Best Practices in Lead Management. The room was PACKED beyond capacity, and to make matters worse, the AC was broken so it was sweltering.

Continue Reading

Effective Negotiations May Sometimes Mean Staying with it even after You've Lost

Continue Reading

Partner up. Go it alone. There's no one ideal way to enter a new market

Continue Reading

Take Me to Your Lead Generation Optimization Leader!

Continue Reading

For solutions providers, Account Management is king

Continue Reading

Cold calling with dignity (yours and the prospect's)

by: John Caddell

I had to do some cold calling today, so naturally I worked from Jeff Thull's script. It's simply the best approach I know to keep the dignity of the customer intact while you're interrupting them with an unsolicited pitch.

Continue Reading

Proposing a value-adding middleman for innovation

Continue Reading

Of Focus Groups, Marketing and Social Influence in B2B

Continue Reading

Email Creative: B2B is from Mars, B2C is from Venus

by: Joseph Mann 

It's no secret that marketing to a busines-to-business audience is very different than marketing to a business-to-consumer one. A recent Silverpop study1 on the clickthrough effectiveness of various email marketing creative seems to bear that out:

Continue Reading
Subscribe to RSS - B2B