Lead Generation

The Future Has Been Delivered to Your Mailbox
June 24, 2010

There's a reason people call it junk mail--as much as 99 percent of direct-mail ads are ignored, or cursed at, before being tossed into the trash. But Shawn Burst saw potential amid the unredeemed coupons and "This week only!" offers: What if it was possible to combine a direct-mail campaign with social media and other web technology? What if he could make junk mail extremely valuable—not just to the people who get it but also to the marketing groups and businesses that send it out? Two years ago, Burst founded Dukky, a company dedicated to exactly that idea. After 15 years in the direct-mail and printing industries in New Orleans, Burst knew that the most effective campaigns have a good offer and a good mailing list. But he also knew that even the best lacked strong customer engagement and truly measurable results.

6 Tips for B-to-B Data Collection
May 26, 2010

When the level of information on a prospect can mean losing a six-figure sales opportunity to a competitor by a week or two, it's critical to continually refine your data collection processes for optimal performance.

10 Ways to Use Social Media for Lead Generation and Nurturing
May 19, 2010

For some consumers, social networking sites have taken on personality traits that reflect who they may log in as and communicate with. Facebook might be a boyfriend. LinkedIn is a boss. Twitter is filled with acquaintances to say "hi" to in the hall.

Online Polls for List Building in 7 Steps
May 5, 2010

So, you've tried pay-per-click (PPC) search, co-registration and banner ads. You even tried sweepstakes offers. But you want to deploy a new, proven and creative lead generation tactic.

Offer Content B-to-B Buyers Want (and Don’t Want)
April 21, 2010

Now that buyers can use the Internet to research solutions, communicate with peers to get insider insights and remain somewhat anonymous during the interest and even consideration phases, B-to-B marketers are tasked to adapt their approaches to fit this new B-to-B prospect.

B-to-B Marketing Tips From the Pros
April 14, 2010

Trying to figure out what your approach should be in B-to-B social media groups, or how to craft your lead nurturing e-mails so they strike the right tone that gets and keeps your audience's attention? Maybe you could use some content marketing ideas or even good old-fashioned advice on generating additional sales from your existing customer base.

When You Need to Generate Sales Fast
February 25, 2010

The first quarter of the year can be a challenging time to generate sales. So if you're looking for a reliable way to bring in revenue, the best place to start is by contacting your best customers. Not all customers are equal, and when you need sales fast, your best customers are the most likely to come through for you. So it's vital that you stratify your customers by a key metric.