Lead Generation »

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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Why Most “Spike” Marketing Campaigns Fail

Louis Foong March 24, 2010 0

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

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ALEA’s Universal Definition of A Lead

Louis Foong March 16, 2010 0

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

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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

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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