Plugging The Leaks – Addressing The Early Stages of the Funnel

Our good friend Ardath Albee and I have recently had a series of conversations about the standard funnel that is used by many organizations.  (If you don’t know Ardath I highly recommend you follow her: @ardath421.) This post is a … Read More »

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Five Myths of Lead Management

Lead management continues to be a hot topic in the world of B2B marketing as we turn the corner and head into the second half of 2010.  Over the last 12 months, marketing and sales dialogue increasingly has focused on … Read More »

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Don’t Limit Your Nurturing

A recent article in Click-Z, by Mike Hotz, made the case for focusing your email nurturing primarily on the middle of the funnel.  To support his point, Mr. Hotz offered up this statement: “…..you should concentrate your efforts on the … Read More »

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What Do You Need for Successful Nurturing?

Lead nurturing is a hot topic right now.  It seems that most of my recent conversations with prospects, customers and others in the B2B marketing industry are centered on lead nurturing.   The discussions usually revolve around issues such as how … Read More »

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Starting The Lead Management Process

During a recent webinar we conducted, 76% of the attendees surveyed said they had not developed a lead management strategy due to lack of internal resources. This is a common issue facing many organizations, but is compounded further by not knowing where to … Read More »

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Let’s Ease Into It

In the last few weeks, I’ve received two phone calls from sales reps responding to my downloading something from their website (at least they said I downloaded something from their website.  In both cases, I didn’t remember downloading anything).  In … Read More »

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In Defense of the One-Timer

I was on the phone the other day with a business colleague, and we began discussing what we're seeing in the market place. Specifically, we were discussing our interaction with companies, and how they approach the development and implementation of … Read More »

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Long Term Customer Relationships

The other day, someone asked the question, "How do you keep long term relationship with your customers?"  I responded by saying that I once heard a joke where after 50 years of marriage, a wife said to her husband, "We've been … Read More »

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Hello…Have We Met?

There is a person that I know here in Dallas and we have been introduced to each other at least 5 times in the past 18 months.  I have even had dinner with this individual as part of a group … Read More »

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