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Nov. 23, 2011

Michael A Brown commented on this post

Business Parity: The Elusive Key To Success On The Phone

Thank you for the kind words!

Marketing

Sales

Communication

Inside Sales

2 more topics

Oct. 17, 2011

Michael A Brown published a post

How To Get Good at Writing for the Ear

Aug. 10, 2011

Derek Miller and 7 other people answered this question

What are some ways that I can convert traffic on my site into leads and customers?

Brett
i have a program that was used by Radio Shack, that increased their subscribers dramatically. It was an interactive game, that people got to play for a "chance" at prizes, and in turn "opt-in".
Radio Shack determined that each email was worth about $5.00 to them. ... more

July 20, 2011

Michael A Brown asked a question

Who else in BtoB sees a growing split between marketing and genuine engagement?

Marketing

Engage

Engagement Management

Inbound Marketing

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April 29, 2011

Cliff Langston commented on this post

APPOINTMENT-SETTING: GET THE SEQUENCE RIGHT

Great insight Michael. One of the things I struggle with regarding third-party appointment setting is the concept of forcing the prospect into our sales cycle instead of respecting their buy cycle. Essentially it comes down to the handoff to sales and qualified lead definition. In ... more

Feb. 11, 2011

Victor Kippes and 5 other people answered this question

What lead scoring methodology do you use?

I am a big believer in basing your treatment of leads on explicit content provided the content is captured by a means where the lead can control how you treat them. You have a much better chance of delivering relevant content to a CFO, CEO, ... more

Feb. 4, 2011

Mac McConnell published a brief

Lead Scoring: 5 Steps to Building a Model that Sales Respects

Jan. 5, 2011

Michael Brenner answered this question

How do you manage the the quality of the information that leads provide?

I do have a suggestion for this. We have found that the email field is more likely to be correct than phone. So one way to address this is to run "nurturing" emails using your best content and a simple form asking for the registration ... more

Marketing

B2B Marketing

Focus Interactive Summit

Focusib2bs

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Jan. 5, 2011

Kim Albee and 3 other people answered this question

How can I maximise the potential quality of leads for a membership based lead generation website?

Vince,
I would consider whether it makes sense to put together an automatic nurturing program for leads - there are two schools of thought -- Quality vs. Quantity.
It is easier to get new leads (quantity) when you reduce the friction they encounter when they complete a ... more

Marketing

Lead Development

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Lead Nurturing 202: The Next Generation May 31 @ 11 am PT
Marketing Thought Leaders: A Conversation with Jamie Mallinger June 1 @ 11 am PT
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