lead management

DC Analyst Connection: Coordinating Marketing and Sales across the Entire Revenue Cycle

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B2B Marketing Communications: Thought Leadership with Dianna Huff

by: Jon Miller

The next interview in our B2B Marketing thought leader interview series is with Dianna Huff, B2B Marketing Communications Consultant.

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Demand Generation Quiz: How Good Are You?

by: Jon Miller

How do you know if your demand generation is good enough or when it’s time to take your lead management processes to the next level? Here are 14 important questions that indicate whether or not you can benefit for more sophisticated marketing automation.

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7 Strategies for B2B Marketing during a Recession: The Definitive Guide

Should B2B marketers change their strategies during a recession? Does a recession always mean marketers have to work even harder to find ways to do more with less? Can a recession create opportunity for smart marketers to grow and thrive? These are some of the topics I recently explored on a panel at the SMX Advanced conference in Seattle.

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Lead Management Will Never Be The Same Again

by: Jon Miller

$300 billion dollars a year. That’s what the 3,000 largest B2B companies in the world spend annually on lead generation, resulting in billions of leads. Yet despite this massive expense, I have yet to find a sales executive who is happy with the number and quality of marketing generated leads.

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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.

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Take Me to Your Lead Generation Optimization Leader!

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Do You Recognize the 4 Warning Signs of Bad Lead-itis?

by: Jon Miller

Countless companies end up with poor sales-marketing alignment because they suffer from Bad Lead-itis. This crippling disease can destroy marketing's credibility, waste demand generation dollars, and damage your company's brand reputation.

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8. Measure relationship depth

by: Jon Miller

As part of the lead management process, make sure to measure the "depth" of your relationship with a target company. By depth, I mean both the number of contact names you have at the company as well as the quality of the interactions you've had.

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The Art of the Layoff

by: Guy Kawasaki

We’re in a bubble again. It’s not as frothy as last time, but hallelujah, this time we know what to do, right? One good thing about the dotcom implosion in 2000 is that we got lots of practice laying people off, and I’m afraid that this valuable knowledge may get lost.

If you are scoffing (“Guy’s clueless: We’ll never downsize because we’re growing so fast.”), then you’re my intended reader.

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