Tag Archives: lead generation

Confusing Activity With Results

The advent of “marketing automation” seems to have really revved up the marketing communications/sales enablement teams in many companies. Unfortunately, as often happens with shiny new tools, people get carried away. This can be further compounded by the marketer’s (or … Continue reading

Posted in customer satisfaction, customer service, sales | Tagged , , , , | 1 Comment

The real problem with B2B sales?

I was reading Mark Gibson’s recent blog post, “Quality Trumps Quantity in B2B Marketing Lead Generation.” He cited a Marketing Sherpa study showing the #1 and #2 challenges reported by marketers were generating better quality leads and needing to create … Continue reading

Posted in Marketing, sales | Tagged , , , , , | 1 Comment

A credibility gap … or chasm

James is out for lunch, so I just answered our phone and was greeted by a meek and mild voice who told me his name and the company he was calling from,  and then asked me if he had called our company. … Continue reading

Posted in sales | Tagged , , , , | 1 Comment

Instant Feedback Not Limited To Web-based Marketing Programs

An article in the September 29, 2008 issue of Forbes Magazine talks about Alliance Tech and their intelligent use of RFID technology to track trade show visitors and their booth visits. Now an exhibitor can know who visited their booth, … Continue reading

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