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Lead Nurturing

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May 23, 2012

Lori Richardson and 3 other people answered this question

Is a $1,000 "inbound" lead more valuable than a $1,000 "outbound" lead?

Dan, I know you asked for "one or the other" but I have to say, BOTH. I want my inbound team working on finding those ready to buy, and I also want my inside sales reps prospecting similar companies to our existing clients, sharing value-added ... more

Inbound Marketing

May 9, 2012

Julian Poulter and 16 other people answered this question

What does sales want more: qualified leads or early leads?

This is a key question and organistions need a common definition of a lead and the reality is there are different people doing sales (lead development) and marketing (lead identifiction) . With a sales 'hat' on I use BANT or MANDACT (Money, Authority, need, Decision, ... more

Demand Generation

April 9, 2012

Brian McGuire answered this question at this roundtable

Successful Tactics in B2B Demand Generation [11/11 @ 11 am]

How is the B2B demand gen mix different for an enterprise solution provider with a $100K+ offering compared to a provider of a <$5K hardware product?

Jeff,
In my experience, the lead gen mix and content is more dependent on the target(s) and industries than on the eventual size of the deal. For larger, enterprise solution deals, the sales cycle will typically be longer, more complex, and involve multiple influencers.
That ... more

Demand Generation

March 27, 2012

Shaleen Shah and 12 other people answered this question at this roundtable

Successful Tactics in B2B Demand Generation [11/11 @ 11 am]

What are some of the biggest content marketing mistakes marketers are making today?

I think the biggest mistake perhaps is thinking of social media as purely marketing. It's not; it's about building relationships and nurturing it through commitment to delivering quality content that your audience care about.
The second biggest is a lack of a better judgment - ... more

Demand Generation

March 20, 2012

Paul Alves and 5 other people answered this question

Does it ever make sense to outsource your lead generation follow up?

Hi Rod,
In my experience it makes sense about 80% of the time. If you have an in house team and process that is dialed in and highly effective. Then clearly, keep it in house. The fact is that is far from common.
Lead follow-up ... more

Lead Generation

March 14, 2012

Matthias Rothkoegel and 1 other person answered this question

Eloqua launches website in German. Is it the final breakthrough for Marketing Automation in Europe?

Thanks, Sebastian! There has been lots of movement recently in the marketing automation market in Germany. I only noticed later that Silverpop has a German website as well. The copy reads a bit strange for German native speakers, but it's good to see more vendors ... more

Content Localization

Demand Generation

Events

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