Author Archive | Kathy Tito

Shattering the 5 Myths of Effective Sales Follow-up

Perhaps the most misunderstood and debilitating part of the average sales process is…the follow-up. This is where your intelligence, your ego, and your empathy can absolutely be your worst enemies to converting prospects. I recently ran into a very talented corporate sales speaker/trainer, Judy Garmaise, who brings a unique focus to the practice of sales follow-up. When she […]

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Jeff Ernst, Principal Analyst at Forrester Research, explains that Marketing Automation can help move your lead development process from the bunny slopes to the black diamond zone. Kathy Tito: Jeff, how does Forrester define marketing automation, and what are some key vendors that you follow in this area?  Jeff Ernst: Forrester defines marketing automation in […]

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12 Ways to Cultivate a B2B Event that Rocks!

Judith Rothrock, founder and president of JRocket Marketing originated an event she holds annually for technology vendors and the analyst community. Called “The Grape Escape”, the event is typically sold out months in advance. We are asking Judith to explain what makes vendors and analysts enthusiastically put this gathering on their calendars year after year. […]

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6 Small Town Sensibilities to Boost B2B Social Media Impact

What are the methods behind the followers? As more of our B2B colleagues jump into the social media pool, we quickly begin to see who is making a splash, while others tread water or stay on dry land. Some participants develop a supportive online community with apparent ease. They converse with their growing online network […]

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3 Ways to Tell if you Need a Big Kid Marketing Automation System

After personally using 4 different email management systems over the past 7 years to create, launch, and track over 650 email campaigns in both the B2C and B2B worlds, I can assuredly tell you, there are differences between them. There are differences between the little guys that charge nominal fees, and the marketing automation systems […]

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