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Cody Young

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March 13, 2011

Andrew Spoeth and 8 other people answered this question

Where do the balls get dropped most often with inbound leads/demand generation?

There are several things that can go wrong, but the most common is lack of a smooth lead transition between marketing and sales.
- Leads are not followed up with at all
- Leads are followed up with, but not right away
- Leads are followed up with ... more

Marketing

B2B Marketing

Cody Young

Craig Rosenberg

6 more topics

Feb. 16, 2011

Andrew Rudin and 2 other people answered this question

What are the questions to ask when diagnosing problems with a failing demand gen program?

First and foremost:
1. What was the expected outcome for the campaign/initiative/activity?
2. What was the actual outcome?
The following questions can be used to uncover the reason(s) for the gap:
(thanks to Michael Porter:)
What target group of customers, varieties, and needs should we address?
Which of our product/service varieties ... more

Feb. 8, 2011

Doug Kessler answered this question

What does it mean to "humanize" b2b demand generation?

On one level, it's just using human language instead of jargon. With maybe a bit of wit or attitude or energy or all of the above.
On a deeper level, it means actually putting something of yourself into your marketing. And being happy to put your ... more

Feb. 7, 2011

Cody Young and 3 other people answered this question

What does the "consumerization" of b2b marketing mean?

Ah, "Ardath." So sorry SIC.

Feb. 7, 2011

Steve Gershik and 1 other person answered this question

Why did Adam Needles say "email is not very good for acquiring leads at the top of the funnel"?

I can't be sure why the always-insightful Mr. Needles made the statement he made -- only he truly knows what feelings about email marketing lie in his heart of hearts -- but here are some other thoughts:
"Email is not very good for acquiring leads at ... more

Feb. 6, 2011

Craig Rosenberg asked a question

What does "buyer-centric" marketing mean?

Feb. 3, 2011

Christopher Jablonski answered this question

What are organizations missing with their demand gen programs today?

Craig,
Organizations could be missing very little or a ton of things depending on how sophisticated or mature their demand gen engines are in comparison to similar players in their strategic group.
For instance, a company that has sales people cold-calling a third-party list would be ... more

Feb. 2, 2011

Craig Rosenberg asked a question

What are your demand generation horror stories? What could have been done differently?

Feb. 2, 2011

Craig Rosenberg asked a question

What are some of the most creative lead gen campaigns you have seen recently?

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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Adam Needles

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Cody Young

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