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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 »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 »The Missing Link in Lead Qualification Systems: Sales
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
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 »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
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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