Monthly Archives: March 2010 »
Why Most “Spike” Marketing Campaigns Fail
Companies often initiate tactical “spike” marketing campaigns to overcome a quarterly sales or lead shortfall. “Spike” programs are a series of “one offs” that may yield short term numbers. However, they are largely a
Read More »ALEA’s Universal Definition of A Lead
Your demand generation campaigns are bound to generate responses. But are these all leads, worthy of follow-up by your sales reps? Even inexperienced marketers know that the majority of responses are simply inquiries: people
Read More »Break Your Lead “Pusher” Habit for More Sales
Implementing a “pull” lead management system, on the other hand, can produce dramatically better results. Because the lead has been specifically requested by the rep, it is much more likely to receive immediate follow-up.
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