That marketing departments and sales staffs have their differences shouldn't come as a surprise. But when salespeople are actively rejecting the collateral marketing departments offer, it should not only come as a surprise, but a warning sign.
The great amount of prospect data floating around can get in the way of gaining useful information. TargusInfo's Paul McConville offers tips on limiting the scope of data gathering to its most effective elements.
There's a lot more news in Facebook-land than just its recently announced financial performance. Nestled within the company's very first earning report and related management call are a number of gems regarding how marketers can best make use of changes the social network is planning. Want a hint? Think mobile, and think it a lot.
Belmont Savings Bank is hoping a new campaign featuring TV spots supported by email, live events and in-brands promotions will entice customers away from mega-competitor Bank of America.
Buyers of high-tech offerings within organizations are a highly sought market, and a new study from Bernice Grossman and Ruth Stevens offers insight into the various sources of prospecting data available on them. “An [information technology] buyer is a big buyer,” says Grossman, president of marketing database consultancy DMRS Group. “They buy a lot, and…
Small, highly specialized business-to-business marketers often lack the resources to follow up every casual inquiry. First Databank (FDB), which sells drug data to medical information system providers, health plan operators, pharmacy benefit managers and other organizations, has been using an outside telemarketing firm to pre-qualify its leads. The sales cycle is slow—it took more than…
A B2B lead generation effort produced more than 2,000 leads for warehousing systems marketer APL Logistics.
One of the bigger topics taking place in lead gen is the idea of moving beyond the lead. As we wrote about in our "What Is Lead Gen" piece, it's all too easy to confuse lead gen with a form. It's not about a form. It's about intent.
DirectMale.com, a newly launched deal site, offers marketers an opportunity to reach an affluent, engaged population. But marketers need to know there are specific ways to speak with -- and not speak with -- this audience.
Last week we started with a fairly simple question on the surface, that of "What is lead generation?" Speaking to a company today, they actually defined it rather succinctly - research online, buy offline. We expounded upon that...
