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Tag Archives for " demand generation "
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Stop doing random acts of demand generation

I don’t know about you but I seldom meet a B2B marketer who has time to think. And it seems that the pressure keeps building as more of us seek to do more with less. That said, it’s vital for us to think before we execute. It’s not about doing more campaign activity… it’s about […]

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Closed Loop Feedback: The Missing Lead Generation Huddle

The huddle is crucial to the success of a team in most team sports. While in the huddle, the team looks at their performance on the last play, including what worked and what didn’t, and then uses this feedback to decide their next play. Sales and marketing can learn a lot from the team huddle.  […]

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Using thought leader content as a lead generation tool

Demonstrating your expertise gives you an edge to combat commoditization by attracting more business and proactively building your reputation. This is especially important in generating positive word of mouth (WOM) too. As an expert, people and companies will seek you out when they have problems. You’ll evolve from a vendor that is simply selling products […]

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Velocity of Lead Follow-Up Is Critical To Winning the Complex Sale

Many things with lead generation seem easier than they are.  Take sales lead follow-up for example, research shows that sales people do not fully pursue around 70% of leads generated by marketing. That amounts to literally billions of wasted marketing dollars. The speed of lead follow-up is a major contributor to this problem. KnowledgeStorm and […]

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Why is lead nurturing like ripening bananas?

Imagine your marketplace is like a field of banana trees. Your marketing people are those who nurture and pick the bananas. Bananas are harvested when they are green, and they turn yellow as they ripen. Check out Chris Coleman’s book, “The Green Banana Papers.” Over 20 years of lead generation experience for 60 clients with […]

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Using Six Sigma to improve Lead Generation peformance

I just got back from speaking at today’s Minnesota Technology Forum where one of the other speakers was from 3M. They are one of the world’s major adopters and proponents of Six Sigma. The question that changed everything The speaker shared how Six Sigma helped 3M improve their sales team’s effectiveness by increasing the quality […]

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