What’s a lead worth to you?

What’s a lead worth to you? Cost-per-lead (CPL) is a time-honored metric for evaluating generation of sales prospects. But it doesn’t measure the value of a lead. With more digital marketing channels available to generate greater sources of leads, it’s…
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Best Ways to Generate Sales Qualified B2B Leads

We often find that our customers have been previously disappointed by companies selling contact lists or appointment-setting services that simply don’t deliver the goods.  Generally speaking, the culprit tends to be poor-quality lists. The subsequent appointments are with ill-qualified prospects…
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For B2B Marketers WOM Trust Trumps All

Consider this: you’re a B2B buyer in need of a complex technology solution.  Your inbox has several emailed offers from various vendors, only some of which you’ve scanned over with a healthy dose of scepticism regarding their product or service…
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Insight Selling is the New Solutions Selling

According to the latest B2B customer purchase decision-making survey by the CEB*, the average customer is already 57% of the way through their purchase process before they consider calling in their chosen vendor’s sales reps. Commenting on this in the…
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When to Use a Social Media Poll vs. a Survey

A quick trip around the web illustrates how B2b businesses are leveraging the polling/survey capabilities of various social media platforms, in addition to the more traditional services.  But before you go to LinkedIn or Survey Monkey to launch your new…
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Better Contact Profiles Drive Sales Pipeline

Selling complex solutions typically requires that account managers engage with a whole range of influencers in addition to the key decision makers. This can be challenging enough, but when the influencers and decision makers on your target account list are…
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Step 2 – Update the Sales Process

The first of this two part series, Step 1 – Define Your Prospects Better,  focused on defining the B2B decision maker. This post will focus on evolving your sales process to better align with buyer behavior in today’s digital world. …
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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 respond within the tweet itself – begs the question where the value lies for B2B…
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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 mini polls sent out through the “Twitter-sphere” where respondents fill out the survey right in…
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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 success.   In a recent blog post – “Proof That It Never Hurts To Ask”1,…
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Ideas that Generate Compelling Content and Good Leads

Let me guess:  your job requires you to come up with a string of ideas to “grab” IT decision makers, and you’ve run out of zingers.  Running a survey can provide a cornucopia of ideas.  Let me see if we…
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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 with these suggestions. First, let’s review the well worn phrase, “IT decision makers are humans”,…
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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 that often pose as a legitimate survey but are as transparent as televangelist asking for…
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