ABM Insight 1: A clear perspective on ABM Recently there have been a number of Account Based Marketing (ABM) definitions floating around the industry. Here is one that I like for its brevity. “A strategic go-to-market approach that orchestrates personalized marketing, sales and success efforts to land and expand named accounts” A few … Continued
Part I in a Series of Customer Case Studies My name is David Monfort and I am the Director of Customer Strategy at Direct Marketing Partners (DMP). My job is to help clients strengthen their sales funnels. My job is to help clients strengthen their sales funnels. Smart strategy and extremely thorough processes/execution are … Continued
As I hear bits and pieces of campaign-related conversations at the Direct Marketing Partners contact center, I’m realizing more and more the importance of customer/team meetings with respect to our B2B direct marketing endeavors. This is a very simple matter – but one which evidently needs promotion. Whether the campaigns are lead generation, profiling, list … Continued
When it comes to lead generation, one size does not fit all. While some swear by using marketing automation alone, others believe that a good email tool, tele-prospecting, or social media by themselves are the way to go. My 30 years of experience with thousands of demand generation projects have taught me that the reality … Continued
We are often asked, “How can I prove that the changes I’ve made are helping to improve our lead-to-sales funnel?” The answer is…. KPIs. Here are some of the key performance indicator (kpi) metrics that you may want to measure and use to analyze your campaigns and lead-to-sales conversion metrics: List source performance & penetration … Continued
In our 25 years of providing b2b sales lead pipeline building services, we have developed hundreds of millions of dollars in sales pipeline for our b2b customers. Along the way, we’ve accrued a number of best practices around lead nurturing which we will share here. Our focus is helping b2b selling firms who have high … Continued
If you’ve been following our Lead Gen Blog, you know that DMP advocates a multi-touch process and webinars, when done right, are very effective demand generation tactics. Our guest blogger is DMP partner Mike Agron, President & CEO of WebAttract. Below, he outlines 7 ways to best measure a webinar’s success. As you read it, … Continued
As each quarter winds down, you and your team no doubt review your marketing lead-to-sales pipeline conversion rates. How are you doing? If the funnel conversion metrics are lower than expected or you just want to increase them, you may want to consider adding peer-to-peer tele-qualification to your touch sequence. Research indicates that peer to … Continued
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
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
