How to Engage Senior IT Decision Makers
We’ve heard this a million times when doing advanced lead generation campaigns: appeal to human instincts. Don’t think of your prospects as monolithic automatons. So even when trying
Step 1 – Define Your Prospects Better
The first challenge you face when marketing more complex solutions is to define exactly who is the prospect. If your solution doesn’t fall neatly within
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
How to Reach Decision Makers
Marketing is often given mixed messages about what’s expected. Demand generation – creating a flow of leads – is not the same as the goal
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
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
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