Demanding Views

Good Leads CEO Shapes Strategies To Help CMOs Net Results In Recession

By Bob Good , Founder & CEO of Good Leads

portrait_bob-good

The knee-jerk response for many companies during the recent economic downturn was to cut discretionary spending. Unfortunately, these line item cuts often had an adverse effect on business development and lead generation. To help their clients and prospects work around this budget squeeze, Salem, NH-based Good Leads developed several new programs including a “stimulus plan” and a “vertical validation,” offer for its clients.

November 24, 2009
Written by Demand Gen Report Team
Category: Demanding Views
Hits: 4268

Always On Lead Gen Enabled Via Virtual Event Environments

By Bob Bahramipour, CMO, InXpo

Until recently BtoB marketers have had limited online tools for demand generation. While consumer marketers have long had a variety of online tools available to them, such as Yahoo!, YouTube, FaceBook, Hulu, BtoB marketers,on the other hand, have been forced to rely mainly on search engine marketing, direct response email and some display advertising to get in front of potential prospects.

November 10, 2009
Written by Demand Gen Report Team
Category: Demanding Views
Hits: 4065

Tips to Ready Marketing Content for Step Backs

By Ardath Albee, Marketing Strategist and Author of the Marketing Interactions Blog

As BtoB marketers of complex sales gain traction in developing content across buying stages, they've got to remember that answering objections and correcting reversals is not just a sales activity. With sales conversations pushed farther back in the buying process, you can lose prospects before they ever speak with your sales reps if you don't remove any doubts that arise for them along the way.

November 3, 2009
Written by Demand Gen Report Team
Category: Demanding Views
Hits: 3464

Managing Lead ROI With Predictive Modeling

By Jeff Liebl, VP Marketing & Product Sales, eBureau

The biggest challenge with buying sales leads from third-party affiliates and aggregators today is the difficulty in measuring lead quality and predicting return-on-investment. In some product/service categories, it may take weeks or even months before a buyer can clearly assess the quality of a given lead based on whether or not it converted. Moreover, quality can be volatile month to month, even from the same lead source. If you can’t reliably measure quality, how do you know if you’re paying the right price for leads?