Category: Lead Generation

Five Pages Your Website Needs to Identify Who is Ready to Buy

Both marketing and sales organizations are always trying to identify the prospects that are most ready to buy.  The good news is that marketing automation software makes it easier than ever for you to track digital body language that indicates which prospects are in buying mode.  By strategically placing content on your website that aligns with the behaviors exhibited by…

Selling when the Sales Rep is Not Present

In a post last month I described the growing challenge that technology sales organizations are facing with the “sales rep not present” scenario.  A study by the Corporate Executive Board (CEB) found that buyers are now conducting up to 57% of their research during a purchasing cycle before they are willing to speak to a vendor’s sales representative.  If customers…

Sales Rep Not Present

If you have ever worked in the retail or credit card industry you may be familiar with the concept of a “card not present” transaction.  The term refers to purchases that occur over the Internet, the phone or via mail.  Card not present transactions introduce a unique set of challenges.  Because the buyer is not face to face with the seller…

Marketing should focus exclusively on Lead Generation except…

Over the past few months I’ve noticed an increased number of blogs and articles written about how marketing leaders should be focused primarily (or exclusively) on lead generation.  Sales executives usually make these arguments about lead generation focus when their pipelines are running low, but in my experience the focus is often short-lived.  In my experience most sales leaders agree…

Inbound Marketing

I picked up a copy of Inbound Marketing by Brian Halligan and Dharmesh Shah because of the non-stop buzz that I am hearing about Hubspot.  I did find much of the content to be similar to the other great inbound marketing books by David Meerman Scott (New Rules of Marketing & PR), Charlene Li/Josh Bernoff (Groundswell) and Ann Handley/C.C. Chapman (Content Rules). …