Lead Generation

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.

8 Ways to Generate More Leads
January 28, 2010

This month, let's take a look at some proven ways to generate more leads for your product or service. Here are just eight time-tested, practical ideas you can put to use in your direct mail, email, advertising or on your website.

FirstBank's Brian Jensen Describes How Digital Barcodes Enable a Texting Campaign
January 20, 2010

What's short, flat, and gives away skis and snowboards? It's slabs of cardboard—otherwise known as exhibit hall floor signs—that Lakewood, Colo.-based FirstBank turned interactive by slapping digital barcodes shaped like the snowboards and skis it was giving away onto its calls to action to winter sports fans attending ski film festivals in the Rocky Mountains.

5 Insider Tips on Automated Marketing Programs
January 6, 2010

Trigger-based marketing uses individual customer behaviors and profile data to better time communications via the most appropriate channel, all within an automated system that reduces the need for marketing to manually coordinate the contact process. Unica's Jay Henderson and SunTrust's Mike Register share the following pointers on how to develop and manage a successful automated marketing program.

Raising the Profile With DVD Mail
December 1, 2009

You have a great product and you know the industry it's tailor-made for, so how fast can you introduce this product ... and in the right way? That was the question Graham Medical, owner of the new MegaMover Transport Chair

Peer-to-Peer Mail
October 1, 2009

When mailing to a business audience, it's always a challenge to get a package through the mail room, passed the administrative gatekeeper and into the right person's hands.

Big, Smart and Personal
August 1, 2009

The obstacles were many for Microsoft and its business intelligence (BI) products. Not only were there many fellow BI products in the IT marketplace, many of those competitors had been on the market for considerable time, and Microsoft's set of BI solutions was more expensive than most of them-and adding to this were concerns about its ease of use among a wide range of workers.

Beam Mail Up, Scotty!
July 1, 2009

The Norwegian company Tandberg, which provides high-definition video conferencing solutions for corporations of all sizes, wanted to get the attention of C-level executives in four verticals: finance, manufacturing, utilities and health care. It also wanted to get to them quickly. After all, its new line of products had been delayed, giving competitors a head start, so the firm needed a direct mail effort that would hopefully disrupt any sales process.

Before and After
June 1, 2009

One engaging and prevalent device commonly used to promote diet and weight-loss products is the before-and-after image. For example, not convinced that product X will trim inches off of your waistline? Just look at the "before" shot of a frowning, overweight customer and then the "after" picture of a slim, smiling customer.

A Key Stop Along the Way
April 1, 2009

You have a first-class product that's proved itself on the market for 18 months. You've run some solid direct mail campaigns around, it and they've helped you capture 40 percent market share. Should you stand pat and send the same lead generation effort out again?