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InTouch Articles

Lead Generation with Podcasts

When I look at podcasts in the context of the complex sale, and compare them to other mediums, the audience for podcasts is still tiny but gaining momentum.

Reaching Decision Makers

To develop an effective lead generation program, you need a process that identifies decision makers along with their sphere of influence before you can initiate a productive conversation.

Customer Referrals and Your Sales Department

For the complex sale you need enthusiastic referrals to help you build your reputation, differentiate yourself, demonstrate your value proposition, shorten your sales cycle, and drive revenue.

Seth Godin’s speech on Marketing at Google

Six time best selling author, Seth Godin speaks to Google as part of their Authors@Google series.

Consistent Lead Generation Pays Over Long Term

In many ways, the disiplines of B2B and B2C marketing and lead generation are different.

Generating Leads from Tradeshow/Conferences

Aaron Ross over at “Building The “Sales Machine” shares some great tips on tradeshow lead generation.

Podcast: Selling to BIG Companies

If you’re involved in complex sale, you’ll want to listen to the recording of my live interview with Jill Konrath, Chief Sales Officer and author of Selling to Companies.

Will Writing a Business Book Generate Sales Leads?

If you have more than a passing interest in writing a business book, this is worth checking out.

Lead Generation Advantage for Small Businesses
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According to John Jantsch, small businesses have a decided advantage [over big companies] to do highly personal marketing.

Improve Your Online Sales Lead Tracking

I liked the lead tracking tips provided in Michael Ortner’s article, “Eight Ways to Improve your Online Lead Tracking,” on MarketingProfs.com.

Use Event Marketing Successfully for Lead Generation

Events are a highly visible way to demonstrate your marketing prowess.

Getting Your Sales Channel to Follow-up On Leads

B2B marketers know getting field sales people to follow-up on sales leads is tough but getting channel partners (VARs, resellers and distributors) to follow-up and close-the-loop seems down right impossible.

Will Google Web Analytics Help Lead Generation?

Google (web) Analytics is now free for websites that have less than 5-million page views.

Prediction: Marketing And Lead Generation Dashboards Will Likely Be A Hot Topic

As marketing performance management (MPM) evolves, I anticipate that marketing and lead generation dashboards will likely be a hot topic.

Marketing to Small-Medium Businesses Via IT Consultants & Resellers

I was quoted in a special report by MarketingSherpa’s contributing Editor, Dianna Huff. Her article stresses that OEMs can do a lot more to help IT consultants and resellers with selling.

B2B Marketing and PR Internship Opportunity

I need your help. I’m looking for an exceptional college student to work with me on special projects.

Research Indicates B2B Companies Struggle with Lead Generation and Follow-up

Companies continue to struggle with effective lead generation and lead management according to a new report, “Best Practices in Lead Development,” by SiriusDecisions and KnowledgeStorm.

Word-of-Mouth Marketing Gets BtoB People Buzzing

I just heard that I was quoted in BtoB Magazine on word-of-mouth marketing (WOM). Richard Karpinski wrote the piece which, from what I can tell, is one the the first articles on WOM for B2B marketers.

Using Thought Leader Content As A Lead Generation Tool
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I’m hosting this week over at the the Revenue Roundtable Blog. I just posted an article on, “Using thought leader content as a lead generation tool”

MarketingSherpa’s IT Marketing Metrics Survey

MarketingSherpa just launched their 2nd Annual IT Marketing Metrics Survey. This Survey is focused exclusively on IT Marketers.

Closing the Loop to Improve Lead Generation Performance

What’s the power of closing-the-loop? A few years ago, I worked on a lead generation program with a client that launched a new product life cycle management (PLM) software product.