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Building a Lead Follow-Up Strategy?

It’s amazing to me when I ask a new client or prospect about their current lead follow-up strategy and I get the answer “we don’t really have one” or “we send literature by email.” Clearly, these answers are not enough, but more often than not, they are accurate. Even if you don’t do any type of outbound marketing, building a lead follow-up strategy is critical.…
Channel E-mail Programs Offer Exceptional Value

Channel E-mail Programs Offer Exceptional Value

Channel e-mail programs are built to expand your sales by identifying opportunities for your distributors, partners and resellers. When properly developed and managed, channel e-mail programs can also be a great resource for enhancing your brand recognition, launching new products and strengthening your bond with customers as well as  resellers. To achieve these benefits though, you must first design and build a program that appeals to not only your channel, but also to your mutual target customers.…
Managing Your Data Quality Lifecycle

Managing Your Data Quality Lifecycle

How you measure your marketing database can tell a lot about how you do marketing. If your focus is primarily on the size of the list, you’re probably heavily into e-mail marketing and driving impressions. With this focus, economies of scale are important because the more prospects that see the offer, the more opportunities for sales.…

Enhance Your Customer Experience to Improve B2B Lead Generation

As marketing professionals, we’re constantly on the lookout for new lead generation opportunities and in the B2B environment, existing customers are a great source. Referrals, upgrades and add-on sales have the potential to add quick revenue without the cost or competitive challenges that go along with new customers. To encourage customers to make these recommendations, giving a little something extra to enhance the customer experience is a great way to build credibility and to start your customers talking about how great working with you really is.…