Don’t Be A Barbarian At The Gate

It’s a fact: in today’s business climate, it takes much longer reach decision makers. It seems that our best efforts at creating content and value, as well as our ability to broadcast vast amounts of information to well targeted titles does not seem to be generating the response we expected. The decision makers who receive … 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

5 Surprising Reasons Most BANT Lead Generation Campaigns Fail

Have you been burned by a failed lead generation campaign? So much so that the mere mention of lead generation cause you to clamp your hands over your ears and sing-song “La-La-La-La-La…” as loud as you can? Then you may not be surprised at how easy it is for a BANT lead generation campaign to … Continued

7 Things Your B2B Lead Generation Prospects Need To Hear

Making any kind of decision requires information. When you are at a restaurant you have never been to before, you need information to place your order. Unless someone you know has highly recommended a particular dish, it is unlikely you would order without looking at the menu or listening to the waitress recite the day’s … Continued

The Lead Generation Battlefield

A view from the trenches As the VP of Operations of a 23 year B2B lead management services firm, I have been directly involved with hundreds of B2B sales lead campaigns resulting in many millions of individual interactions with prospects on behalf of our clients for whom we generated hundreds of millions of dollars in … Continued