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Robert Lesser

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President, Direct Impact Marketing Inc.

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Robert is the founder and President of Direct Impact Marketing, a provider of on-demand inside sales, telesales enablement tools and direct marketing services. Prior to stepping out as an entrepreneur, Robert held a number of marketing positions at Dell, IBM, Reckitt Benckiser and Loblaw Companies.

WEB: Acquiring Minds Blog

Nov. 4, 2010

Robert Lesser and 8 other people answered this question

Does marketing automation work if I only have a cold list of records?

Holly,
This is an interesting discussion when you consider that most marketing automation programs focus on lead nurturing.
Is a cold list that different from a lead nurture list?
A lead nurture list has the advantage of opt-in (or implied opt-in) but in many ways ... more

Marketing Automation

Marketing Automation Best Practices

Marketing Automation Campaign

Oct. 31, 2010

Robert Lesser and 12 other people answered this question

Leaving Voice Mail – Yes or No?

Hi Tibor,
To paraphrase your question, if you had an opportunity to warm up a 'C' suite executive with a voice mail, a letter or an introduction, would you do so?
'C' suite executives don't like surprises or their time wasted.
Any opportunity to warm ... more

Prospecting by Phone

Oct. 7, 2010

Robert Lesser and 6 other people answered this question

Reseller exclusivity in the marketing automation market: Is Eloqua making the right move?

This is an invaluable discussion to have for both vendors and the channel community as it addresses implications for both vendors and customers.
I would like to add a third perspective: that of the VAR or reseller.
I just published a post that discusses the ... more

March 21, 2010

Robert Lesser and 9 other people answered this question

Is BANT dead? Has today's buyer made BANT an antiquated methodology?

Hi Craig,
My answer: yes, no and it depends.
YES - BANT was dead from the get-go for some types of solutions. If a solution is new-to-market and an organization was unaware of this disruptive solution, then how could a budget have already been established? ... more

Lead Qualification

Oct. 1, 2009

Robert Lesser and 16 other people answered this question

Does anyone leave voicemails anymore?

If it takes multiple touches to convert a suspect to a qualified lead, a voice message adds incrementally to the mix.
Beyond giving you an opportunity to deliver your value prop in a different way, it can create some recognition of your voice when you do ... more

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