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March 22, 2012

Codrin Apostol and 2 other people answered this question

What is the best way to spend marketing dollars to find new customers?

The most important thing to remember is that branding is not the way to find new customers. That is why if you want to find sure leads, you have to invest in to more effective, direct ways. Adwords is a perfect example if you know ... more

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Inbound Marketing

Outbound Marketing

Nov. 7, 2011

Ruth Stevens and 1 other person commented on this post

Direct marketing’s quiet yet powerful resurgence

I am especially pleased that the Internet allows tests to be set up so easily. A/B splits and multivariate optimization experiments are really catching on--and show results so much faster than traditional media. more

Sept. 1, 2011

Jeff Ogden and 3 other people answered this question

Would you say inbound marketing is a replacement to outbound marketing or more of an enhancement?

I believe a balance is needed and they are complimentary. For instance, if you have a great white paper on your website, you can call and email people and invite them to download your free white paper.
Here is our awesome free white paper, How to ... more

Aug. 9, 2011

Don Perkins and 5 other people answered this question at this roundtable

B2B Lead Generation: How to Use the Phone to Drive High Quality Leads [7/13 @ 1 pm]

How do you combine email with your outbound phone efforts?

@Craig - email certainly has not lost it's place among outbound channels for finding new customers (hi @Jeff). Some of the smartest inside sales lead generators I know differ greatly on the order in which they use email or phones, but with one voice, they ... more

July 19, 2011

Jennifer Ledet and 4 other people answered this question at this roundtable

B2B Lead Generation: How to Use the Phone to Drive High Quality Leads [7/13 @ 1 pm]

What are the important qualities to a salesman that make him lethal on the phone?

July 18, 2011

Marge Bieler and 1 other person answered this question at this roundtable

Tips on Generating Leads for Yourself [7/15 @ 1 pm]

Is there a difference in your outbound approach when prospecting in SMB's versus enterprises?

Lori's spot on with her answer. SMB's usually have less blockers and tacklers within their organization, meaning you can get to the top much quicker. Send hand-written notes and copy and highlight material and send to executive personally.
Feel free to shoot me an email ... more

July 15, 2011

72 people recently signed up for this roundtable

Tips on Generating Leads for Yourself

July 14, 2011

Chris Ripley answered this question at this roundtable

B2B Lead Generation: How to Use the Phone to Drive High Quality Leads [7/13 @ 1 pm]

Can you give a specific example of multi-touch strategy you have used?

Laura,
I use a four step strategy for cold lead generation (pre-qualified as good prospects):
step 1 - introduction letter
step 2 - letter with testimonial from real person with name, address, etc.
step 3 - letter to let them know I'm calling
step 4 - call to set up ... more

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