Many of you have seen the 2009 film He’s just not that into you. For those
of you that haven’t, bravo – it was terrible. However, the premise of the
movie resonates with most of us because we may have been on one side or the
other. The film goes through a list of dating scenarios, in which one person
should get the hint the other person is blowing them off but doesn’t.
Similarly, in the sales process, there are often telltale digital signs that
a seemingly viable lead is just not that into you.
Lead Scoring models help your sales team prioritize leads that are ready for
action. The total lead score is comprised of both a fit and interest score,
and leads are automatically passed to sales once they reach a certain score.
To keep lead scores accurate over time, they should be decremented based on
certain activities and have a depreciation component, which automatically... (more)
One of my guilty pleasures is to watch ‘The Bachelor’ on Monday nights
with my wife. While it is true that this show may actually decrease your IQ
as you watch it, I firmly believe that you can offset the loss of brain cells
by making snarky comments about the participants, thus improving your quick
wit and comedic timing. (Plus, we also watch “Downton Abbey”, which
makes you smarter just because it's English.)
A few weeks ago, I was preparing for my presentation at the 2nd Annual
Content Marketing Retreat in Langley, WA while enjoying my weekly dose of
manufactured “reality s... (more)
In B2B Marketing, gating premium content with forms is the practice for
building in-house lead databases. Whether offering a white paper, eBook or
Webinar, providing in-depth, expertise content your prospects want badly
enough to fill out a form is a common lead generation challenge. But, even
after the prospect has filled out one form, the challenge doesn’t end. The
prospect must be nurtured and qualified as sales ready before marketers can
prove they’ve contributed to demand generation goals.
Progressive forms give marketers an edge. Let’s face it, requiring
prospects to fill o... (more)
In an amusing article titled Thank Hillary Clinton (and leave your data too),
authors Alexander Burns and Maggie Haberman reveal at what lengths some
organizations will go to collect and expand their data. In recent weeks,
advocacy organizations have bombarded voters with requests to send Hilary
Clinton a virtual thank you card for her position as Secretary of State.
Underneath all the sincerity, these “thank you cards” are actually a
means of grooming and growing data on target audiences. “The groups
‘thanking’ her this week say there’s nothing insincere about their
applause for... (more)
Last week, our President, Jeff Erramouspe (@jefferramouspe), sat down with
DemandGen Report via Skype to discuss the latest trends surrounding content
marketing and marketing automation.
The focus of the discussion revolved around the symbiotic relationship
between content and marketing automation . As more and more emphasis is
placed on content, it is necessary to have the means to deliver it to a
Jeff explains how having good content without the technology, or vise-versa
is useless. Additionally, Jeff touches on the recent release of Manticore
Winter 2102 —th... (more)