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Lead nurturing with a human touch

Marketers must stop viewing lead generation and lead nurturing as a series of campaigns.  It’s a conversation.  We must remember that companies don’t buy.  People inside companies do. Lead generation starts the dialog with the right people within the right companies to find more immediate opportunities. Lead nurturing keeps the conversation going with relevant and […]

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A lead generation fable for sales

Imagine you are sales rep stranded in a desert.  There is no civilization visible and worse still, you have no food or water. After three days of walking, you are cramping up – overcome with exhaustion and dehydration.  The wind beats fine sand against your exposed face and neck. “One more sand dune,” you say, […]

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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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