Category: Lead Generation

Building a Sales and Marketing Machine for SaaS Companies

In the software industry you often hear about sales and marketing being compared to machines or factories. Executives like this analogy because it suggests that sales and marketing is able to consistently produce outputs in a predictable, repeatable way – like a machine or factory would. Executives and investors want to remove the uncertainty that often accompanies sales and marketing.

How to Get ROI from a Tradeshow

Tradeshows don’t generate many leads. But that doesn’t mean you shouldn’t do any marketing at tradeshows. The great thing about these events is that they gather a large number of people with similar interests in the same place at the same time. Face-to-face meetings are a critical part of building relationships with customers. If you are going to invest travel…

Tradeshows Don’t Generate Leads

In my experience, tradeshows rarely generate many new leads.  Not because the sales team is hoarding all the business cards they collected at the show (marketing conspiracy theory #35).  But because buying patterns have shifted.  Anyone that wants to learn about a new technology doesn’t have to wait to visit you a booth at tradeshow (like they did back in…

What Swingers Can Teach Us About Web Leads

One of my favorite scenes from the movie Swingers is when the group is debating how long Mikey should wait before calling a girl he just met at the bar. The group argues amongst themselves about whether two, three, four or five days is the best duration before calling. While a delayed response to new leads in the dating scene…

Should you Send Marketing Emails on Friday Afternoon?

You have been scrambling all week to prepare a very important notification to your customers. The message is time-sensitive, but also requires delicate wording so as not to upset your customer base. As a result the approval cycle has dragged on for days with different executives suggesting changes. Finally, you have obtained the last approval. It is now noontime on…

Dimensional Mail is Making a Comeback

Rumors of the death of direct mail have been greatly exaggerated. In fact, dimensional direct mail is arguably one of the better channels available to reach busy executive decision makers these days. Why? Because most companies have abandoned sending physical promotions in favor of digital communications. As a result, when someone does get a tube or box in the mail…