Archive for July, 2009

Social Media Isn't for Everyone

by Drew McLellan, July 23, 2009

These days our social interactions and our online interactions are overlapping. And, if you read any marketing blog, or watch any entertainment television, you’ve likely been led to believe social media is the holy grail. Lately the common thought seems to be: by integrating social media into your marketing plan, your business plan will [...]

On Lead Qualification: Steps to Convert Inquiries into Viable Sales Leads

by Brian Carroll, July 22, 2009

A common lead generation practice using B2B inbound marketing includes offering white papers, demos, trial software, or other content assets in exchange for registration information.

The problem is that many marketers immediately turn these form registrations (aka web inquiries) over to the sales team as “leads.”

Thought Leaders as Problem Finders

by Dana VanDen Heuvel, July 22, 2009

Genuine thought leaders all exhibit some extraordinary characteristics, some of which we’ve already covered in our various articles on thought leadership.

One of the core values that true thought leaders, and thus, thought leading organizations, exhibit is the trait of being a ‘problem finder.’ Moreover, they demonstrate intellectual curiosity in their industry, the services they [...]

Is ‘Voluntary Registration’ Smart Marketing for White Papers?

by Michael Stelzner, July 20, 2009

Are you using white papers to collect business leads? Are white paper registration forms ‘old school marketing?’ Is it better to let white papers roam free with the hope that they’ll magically draw opportunity?

These are very important questions you should ask yourself. And perhaps nothing has spurred the debate more than the mass [...]