Tag: Lead Generation

Outsourced Demand Generation – 10 Sticking Points to Negotiate with Your Agency

Outside demand generation firms (sometimes called appointment scheduling) can be a critical component of your marketing strategy. They bring a level of data science and technology to cold calling that is difficult to replicate in-house. But the logistics of managing these outsourced sales processes are more complicated than you might think. Below are ten sticking points that often cause friction…

Outsourced Demand Generation – 10 Questions to Answer Before Hiring an Agency

Looking to boost your lead generation results this year? Using an outside appointment scheduling (sometimes called outsourced demand generation) firm could be a key piece of the puzzle. I’d recommend anyone selling B2B experiment with these outside firms. They bring a level of data science and marketing technology that is difficult to replicate in-house. But they are not magicians or…

Building a Lead Generation Factory

Executives love to compare their marketing organizations to a machine or a factory. You input X dollars and after a period of time Y number of leads are generated. The factory model implies that the outcomes of marketing initiatives are predictable and reliable rather than being driven by luck or chance. But if marketers are to operate like factory workers…

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…

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…