Several months ago, we released the results of our telemarketing best in class survey of high-tech marketers. One of the most interesting discoveries was that a majority (63.4 percent) of our
Many organizations are hesitant to telemarket to C-level executives. The perception is that they are difficult to reach and not interested in the message. Although this can be true, there are effective ways to communicate with this audience. Below are Continue reading →
Tuning into a webinar hosted by Firstwave last week, I heard a new statistic quoted by BearingPoint’s Global Director of Integrated Marketing, Paul Dunay: “B2B marketers are reporting a 60% increase in the length of the buy cycle because of Continue reading →
Often, one of the most challenging parts of executing a lead generation marketing campaign, whether it is email, mail, telemarketing or any combination of the three, is the targeted list. Where will you get it, what data should be in Continue reading →
Have you ever developed a meaningful relationship with someone without ever speaking with him/her? Most likely the answer is no. When developing a relationship – in personal or business life – it critical to engage in verbal communication in order Continue reading →
When launching a lead generation program, most marketers know that the single most important element is their targeted list. So, if data is the most critical element for lead generation, what is most critical element for lead nurturing? Content. In Continue reading →
The ability to effectively handle objections is without doubt the single biggest factor in successful lead generation. Often a prospect says they do not need your solution or services, even before you have had the chance to discuss their potential Continue reading →
To further illustrate the point that Jon Plant outlined in his blog posting on May 7th regarding critical business issue (CBI) voice mail strategies, we’ve decided to provide an example that we would use if calling a contact Continue reading →
