Lead Nurturing

Don't Get Banned From the Inbox
September 30, 2015 at 8:00 am

Sending the same email offer and creative too frequently can get you banned from their inboxes.

The 7 Deadly Sins of Marketing
July 21, 2014

Have you committed one of the seven deadly sins of marketing? While they may not be as detrimental as the original sins, they can make or break you as a marketer. And since I only have 1,000 words to make sure that doesn't happen, let's dive right in! Deadly sin one

The CMO Is IT!
May 1, 2014

With more than 900 solutions to choose from, marketers will soon outspend IT on technology investment. This is your guide to navigating the marketing technology jungle. Don Draper would be amazed that the world of marketing is transforming from executives whose strengths lie in creative to those whose strengths lie in technology, but it seems that the future of marketing is powered by technology. Gartner forecasts that by 2017, marketers will outspend IT on technology.

How Marketing and Sales Can Bridge the Gap
March 31, 2014

History is littered with love-hate relationships: England and France, Scarlet O'Hara and Rhett Butler, Nicole Richie and Paris Hilton, to name a few. I'd like to add sales and marketing to the list of friend-enemies. The sales-marketing "frenemy" relationship is ingrained in many organizations

BREAKING: Thomson Reuters Gains Leads
December 1, 2013

Reuters is a news agency. So when the marketing department in the parent company of the legendary every-minute-is-a-deadline wire service was still sending out batch-and-blast emails three years ago, Dan Allis knew Thomson Reuters had to do something fast.

Nurture Vs. Nature
December 1, 2013

In the early 1980s, when I was advertising manager of Koch Engineering—a manufacturer of process equipment—industrial marketing was a simple two-step process. First, you generated sales leads. Second, you turned the leads over to the sales force, who took it from there.

September 1, 2013

Up until the dawn of the Internet, I thought I knew pretty much all there was to know about B-to-B marketing communications. Since the Web's advent, new B-to-B marketing methods have proliferated, some of which I know almost nothing about. Marketing automation is at the top of the list. I knew it was a hot trend, had some vague notion of what it entailed, but my understanding was foggy at best.