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The expanding social landscape – integral to lead generation?
The scope of social technologies and their potential to help maximize B2B lead generation efforts is real and valid. But marketers must look beyond the eye-candy. Having a bunch of social media medals (logos
Read More »Is There More to Social Media than Meets the Eye?
In the spring this year, I wrote in one of my blog posts, that “social media is new and evolving”. That was in late April 2010. Today, in the fall of the same year,
Read More »Working the Pipeline: A Zonal Approach
In my previous blog post on pipeline acceleration I talked about implementing an effective process and strategy for demand generation or lead management and improving revenue. Specifically, rapid market entry and how to gather
Read More »The Best Mailing List for B2B Lead Generation
When it comes to success in B2B lead generation, everybody knows that the mailing list is the most important ingredient in any campaign. A poor list will always produce dismal results, no matter how
Read More »Customer Referrals Act as CRM Catalysts across Social Media
Nurture existing customers in CRM with social media to get repeat and referral business One happy customer is worth a hundred (or more) in your CRM system. Sounds like a cliché? Well, maybe; but it’s
Read More »Social Media Success Won’t Fix a Broken Sales Funnel
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
Read More »Social Media for Demand Generation….Is it more of a B2C than a B2B phenomenon?
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
Read More »Social Media for Demand Generation: Silver Bullet or Snake Oil?
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
Read More »Effective B2B demand generation should not be complicated
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.”
Read More »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
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