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Social Media and CRM working together for better lead generation

Social Media and CRM working together for better lead generation

Louis Foong June 21, 2010 0

At the recently concluded Internet Week in New York, the Advertising Research Foundation (ARF) hosted a panel discussion on social media and its impact on CRM. The resounding message from the expert panellists, all

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Make Sales Leads a Privilege, Not a Right

Make Sales Leads a Privilege, Not a Right

Louis Foong June 8, 2010 0

Want to significantly increase your B2B lead conversion rates and get your salespeople to provide near 100 percent feedback on lead status? Then stop sending them sales leads— seriously! Instead, set up an online

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Overcoming Lengthening B2B Sales Cycles

Overcoming Lengthening B2B Sales Cycles

Louis Foong June 2, 2010 0

Recent research from a number of sources confirms what all of us in demand generation have suspected for some time now: (1) In spite of the proliferation of new marketing communications tools like social

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The Missing Link in Lead Qualification Systems: Sales

The Missing Link in Lead Qualification Systems: Sales

Louis Foong May 25, 2010 0

Demand generation marketers often spend countless hours designing and fine-tuning their lead handling systems. Complicated flow charts are created, lead questionnaire content is debated endlessly, forms are designed, and telemarketing and email scripts are

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Social Media Success Won’t Fix a Broken Sales Funnel

Social Media Success Won’t Fix a Broken Sales Funnel

Louis Foong May 19, 2010 0

If you are a B2B marketer looking to use social media as a way to generate more sales leads, by all means test and experiment with it. However, first be sure that your CRM

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Social Media for Demand Generation….Is it more of a B2C than a B2B phenomenon?

Social Media for Demand Generation….Is it more of a B2C than a B2B phenomenon?

Louis Foong May 4, 2010 0

Now, it turns out that small businesses (B2C) have also jumped on the Twitter bandwagon in a big way. From pizza parlors to independent and specialty retailers, small businesses are increasingly using Twitter to

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Social Media for Demand Generation: Silver Bullet or Snake Oil?

Social Media for Demand Generation: Silver Bullet or Snake Oil?

Louis Foong April 26, 2010 1

Social media sites like FaceBook and Twitter are revolutionizing the way companies market their products and services— or, at least, that’s what the internet marketing consultants, evangelists, gurus, and camp followers have been preaching

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Effective B2B demand generation should not be complicated

Effective B2B demand generation should not be complicated

Louis Foong April 19, 2010 0

Unfortunately, with the advent of sophisticated CRM and sales automation tools, we are seeing a tendency to over-think and over-complicate the DG process or to rely too heavily on technology as a “silver bullet.”

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Break Your Lead “Pusher” Habit for More Sales

Break Your Lead “Pusher” Habit for More Sales

Louis Foong March 10, 2010 0

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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Lead Generation….Clarity of purpose

Lead Generation….Clarity of purpose

Louis Foong February 5, 2010 0

A company should categorize their funnel in different buckets or levels and only the most qualified leads should ever make it to sales. There should be a migration path from bucket to bucket and

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