Creating Key Account Thought Leadership
According to Jeff Ernst of Forrester Research, addressing “the B2B buying process isn’t about selling a product or service – it’s about demonstrating your ability
Twitter Polls Vs. Surveys: What to Use When
Twitter’s new partnership with Nielsen to provide Twitter Surveys – a service which will allow Twitter clients to tweet mini-polls, giving recipients the ability to
Will Twitter Surveys Aid Marketing 3.0?
Recently Twitter announced a new partnership with Nielsen and unveiled a new feature called Twitter Surveys1. Twitter Surveys will essentially allow Twitter clients to create
How To Make Your Event Stand Out With Target Accounts
A recent study found that events are the most effective marketing method for generating demand with target accounts1. But if you ever have to deal
Ensure campaign success with prospect surveys
Prospect surveys may be easier to do than you think, and leveraging the results in a timely fashion can have a major impact on campaign
How to Gain Vital Target Account Intelligence
Nowadays, you must deliver the right message at just the right time, in order to get a prospect’s attention. If you deliver a solution message
3 Strategies to Improve Contact Discovery
A recent contact discovery and account penetration survey of Marketing Directors, VPs and CMOs found that almost 40% called their marketing efforts “Mission Impossible.” The
Web Surveys: Grab IT Decision Maker’s Attention
Running a web survey can provide a cornucopia of ideas to “grab” IT decision maker’s attention. Let me see if we can recharge your muse
5 Keys to Align Marketing and Sales Prospecting
SimplyDIRECT recently surveyed marketing professionals within large software firms, and we learned a lot about the assumptions, desires and anxieties of this group. No question,
BANT vs. Sales Triggers to Qualify Key Accounts
Traditionally, marketing has been tasked with producing BANT quality leads for key accounts. The individual identified is confirmed to have Budget, Authority, Need and Timeframe.
5 Keys to Web Surveys That Work
Web surveys offer marketers a multi-tool that can help their budgets go far, very far. You think you know them – the SurveyMonkey style surveys
Solving the Sales Prospecting Problem
Given that most marketing departments are under significant cost pressures, how can you make that process more efficient? Making a ton of calls, or sending
Five Ways to Optimize Prospect Lists
The most common misconception about lists, or marketing databases, is that they can be transformed into being clean and fresh… in a one-shot effort. In
5 Tips for Prospecting to Key Accounts
Do you remember the line from Rudyard Kipling’s epic poem, “If”? “… if you can keep your head when all around you people are losing
Penetrating Hard-to-Crack Target Accounts
Every marketer or marketing organization has a list of target accounts they’d like to penetrate. You’re likely to have heard these Holy Grail accounts described,
If You’re Going to Target Your Market, Target Your Market!
I heard it again last night. I was attending a marketing meeting, but this time it was a meeting of volunteers whose mission was to
The Quality of the Sales-Ready Lead?
I’ve been guilty of doing way too much spearfishing in my career. But, my God, does it work! You draw up a list of the