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Ardath Albee

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July 11, 2011

Dave Roberts and 3 other people answered this question

Is the data sheet dead?

The competitor matrix is with us forever. It will live on until such time as marketing itself passes away. ;-) more

Content Marketing

May 25, 2011

Alen Majer and 3 other people answered this question

What are trigger events? How can marketers capitalize on these events?

Your mission as a sales person should be to find companies that have immediate wants and needs. This means that something happened or is happening to them – a move, a merger, new investors, etc. You have to look for any event that might create ... more

May 25, 2011

Alen Majer and 5 other people answered this question

In b2b marketing and sales, what are some examples of trigger events and why are they important?

Your mission as a sales person should be to find companies that have immediate wants and needs. This means that something happened or is happening to them – a move, a merger, new investors, etc. You have to look for any event that might create ... more

April 15, 2011

Vaibhav Domkundwar and 4 other people answered this question

How can marketing automation improve the one-on-one interactions during the lead nurturing process?

- By triggering activity alerts for the sales reps to engage at the right time
- By triggering an instant reply to an inbound lead to connect with the lead live
- By initiating a personal direct mail / postcard to a lead based on activity
- By ... more

April 6, 2011

Wendy Brache answered this question

How do you effectively incorporate human follow-up into your lead nurturing process?

This is a great question! The human element is often overlooked. When done properly, however, it has endless potential to add value to the nurture process.
On it's own, telemarketing can be a tricky business, especially when it's implemented by an outsourced group of generic callers. ... more

April 3, 2011

Peter Johnston answered this question

What kind of benchmarks for marketing automation do you recommend, generally speaking?

If you look at a typical installation, you can see how we judge our success.
We typically have the system running day 1 or 2, with full integration with the CRM and data shared between systems. Clients start to see the companies visiting their websites, the ... more

March 28, 2011

Joe Chernov and 4 other people answered this question

Why should you write your marketing content so that it tells a story?

Good writing is writing that's read. People read stories. It's our nature. Good marketers tell stories for the very same reasons. more

March 25, 2011

Michael A Brown and 1 other person answered this question

How important is it to incorporate the human touch into the lead nurturing process?

Try lead nurturing without humans and then ask the question again.

Events

Lead Nurturing 202: The Next Generation May 31 @ 11 am PT
The Tricks to Paid Media June 6 @ 11 am PT
Display Advertising for Brand Awareness June 20 @ 11 am PT

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