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Richard McCarthy

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CIO,CTO,VP,Director, Fiserv

20 points

March 18, 2011

Richard McCarthy recommends this answer by Peter Johnston

If your company has not adopted marketing automation yet what are the reasons why?

Cost and complexity are the key reasons I come across.
Complexity
The idea attracts people. But when you start to look at their current lead generation process it is haphazard and a mish-mash of part executed standalone campaigns, a nod to teamwork while everyone stays in their ... more

March 3, 2011

Richard McCarthy recommends this answer by Steve Gershik

Is it better to nurture leads with email body copy, or describe and link to content?

I've answered this question completely on my blog, with special insights that are being published for the first time just for you. You can find it at ....
... well, wait. That's not fair, is it?
The answer to your question is: It doesn't matter.
While it's true ... more

Email and Messaging

Marketing Automation

Aug. 12, 2010

Richard McCarthy and 5 other people answered this question

In your opinion, how important do you think B2B sales letters are?

Hi Dan,
I’ve been marketing software (currently at Fiserv) for many years now. Like you, I work in the IT industry and work with sales people to craft the words in B2B sales letters.
As you know, in the B2B buying cycle where the sales ... more

B2B Sales Emails

B2B Sales Letters

Aug. 12, 2010

Richard McCarthy and 4 other people answered this question

Where can I find some cheap B2B sales leads?

I would be weary with just going for the “cheap” approach when it comes to B2B lead generation. For some reason, many “B2B sales leads" generation efforts continue to involve intense e-mail blast campaigns, often supported with a link to a website, some sporadic trade ... more

B2B Sales Leads

Cheap Sales Leads

May 21, 2010

Richard McCarthy and 7 other people answered this question

What types of marketing campaigns generate the best leads for your company?

We are in the Financial Services industry. We evaluated our lead generation campaigns of 2009 and concluded the following:
- Web campaigns/ Webinars generated the most volume of leads
Note: web campaigns are backed by emails and Google Adwords
- Local events proved also good, ... more

Marketing Campaigns

May 18, 2010

Richard McCarthy and 7 other people answered this question

Do you use a software for lead nurturing?

Mary,
Yes, we use software. However, my advice is to start small. Firstly, simply consider what you want to achieve with a nurturing program. Those that tell you that nurturing will dramatically improve lead generation; you need to treat with some care. It’s true it ... more

Information Technology

May 18, 2010

Richard McCarthy and 1 other person commented on a brief

How Will the Salesforce/Jigsaw Acquisition Change the B2B Industry?

Jeff, I'm not sure how the content you write matches the title of this item.
I thought you were either asking for opinions on Saleforce acquisition on Jigsaw, or giving an opinion on it. Instead you provide what sounds like a commercial pitch, so please ... more

Marketing Best Practices

Marketing Management

May 18, 2010

Richard McCarthy and 7 other people answered this question

What B2B marketing automation software do you use?

Laura:
I'm hesitant to tell you which systems we use since my general advice is to focus on the key capabilities you are after, and then look at which systems best provide them. What we find is that no solution fits all our needs. Therefore ... more

Information Technology

Lead Generation

Marketing Automation

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