16 Marketing Myths, Part 3

Recently, industry leader and mentor, Jim Obermayer of the Sales Lead Management Association asked for thoughts about marketing myths. So my staff and I  put our collective heads together and came up with our Top 16 Marketing Myths (or shall we say self-deceptions!). The SLMA, in turn, offered its opinion on reasons behind each myth. … Continued

16 Marketing Myths, Part 2

Recently, industry leader and mentor, Jim Obermayer of the Sales Lead Management Association asked for thoughts about marketing myths. So my staff and I  put our collective heads together and came up with our Top 16 Marketing Myths (or shall we say self-deceptions!). The SLMA, in turn, offered its opinion on reasons behind each myth. … Continued

16 Marketing Myths, Part 1

Recently, industry leader and mentor, Jim Obermayer of the Sales Lead Management Association asked for thoughts about marketing myths. So my staff and I put our collective heads together and came up with our Top 16 Marketing Myths (or shall we say self-deceptions!). The SLMA, in turn, offered its opinion on reasons behind each myth. … Continued

The Inbound / Outbound Blur

So is Outbound the new Inbound? Or Inbound the new Outbound? Or should we call them Rebound or better, yet, Unbound? It appears that the people who named this inbound thing only looked at the first step in the b2b sales lead process — too narrow a view from our perspective. As a company providing … Continued

Are You Having A Mid-Funnel Crisis?

This condition is generally caused by having problems generating healthy sales pipelines, creating frustration accompanied by feelings of inadequacy and insecurity. Symptoms A gut feeling that Marketing Automation is not generating the expected results. An abundance of unattended and/or unqualified leads. Email campaigns with too many bounce backs. Large number of opt-outs, or worse, broadcasts … Continued

Tom Judge Presenting DMA 2013 In Chicago

Our very own VP of Strategy, Tom Judge, will deliver two presentations at the DMA’s worldwide annual conference “DMA13” in Chicago in October, 2013. The First: 11 Tips From the Front Lines To Optimize Your Multi-channel Marketing Campaigns This presentation brings Tom back by popular demand to update the members on his speech delivered at … Continued

Inbound Sales Leads Require Increasing Qualification Before The Are Sales-Ready

Over the past six months, I’ve observed a big surge in client requests for inbound response qualification from their marketing automation activities.  Marketing Automation (MA) is growing in momentum! The requests have come from our long-time, established clients, as well as fresh, new prospects.  People are finally getting it – they understand that they cannot … Continued