Appointment Setting »
How I Disappointed a CEO
— Because he did not like what I told him he should do or have done months ago Last week I had lunch with the CEO of a Information Technology company. We met at
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A Review of the Top B2B Lead Generation Posts of 2011
Looking back over 2011, first thank you to everyone who has taken the time to read my posts and join in the conversation and improving approaches to B2B lead generation. If you are new
Read More »The Challenges that B2B Marketers Find the Most Difficult to Overcome
In my post last week, I promised to share some interesting “sound bytes” from the MarketingSherpa 2012 B2B Marketing Benchmark Report. These are comments from B2B marketers about the barriers they find the most
Read More »The Many Faces of “Lead Generation” – Trick or Treat?
Halloween has come and gone again and each year one marvels at the ingenuity and creativity of costumes, masks and disguises. The trick-or-treaters come around no matter what the weather with their bags open
Read More »The Ongoing Debate Over Cost Per Lead – Louis Foong’s Perspective
In a recent brainstorm about lead generation services and processes, my team mates brought up a few questions about average cost per lead. This is an ongoing debate and a quick search on Google
Read More »To Spike, or Not to Spike: that is the question
I’m feeling inspired by Shakespeare here but unlike Hamlet, it’s not a question I would ponder. Rather, it is a rhetorical question and my answer would always be “don’t spike”. I agree; a challenging
Read More »The Ideal Demand Generation Personality Profile
Having witnessed organizations burn up thousands upon thousands of precious dollars, I can’t help but analyze a lead generation failure when I see it. While the specifics vary in every case, there are certain
Read More »New Year’s Resolutions for 2011
Happy New Year to all of you! Hope everyone enjoyed a wonderful holiday season. It’s always hard coming back after the short but action-packed few days of festivity and joyous celebration. Maybe that’s the
Read More »Recipes from the World’s Best Chef – My Christmas Gift to You!
In case you’re wondering about the title of this blog post, let me tell you at the outset that I am neither a chef, nor am I the world’s best. BUT, I am very
Read More »How to Avoid Becoming the Next Demand Generation Horror Show Star!
Having been in this industry for close to 2 decades, I have seen some real horror stories. Companies spending obscene amounts of money on lead generation — from inbound and outbound marketing to sales
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