Jurgen Stephan
Executive Director, New Business Development
2009 has been a rather depressing year for many marketers. Staff has been cut (maybe yourself, too), budgets have dwindled; what was true yesterday isn’t anymore; and nobody could really give you a straight answer about the prospects. Social media – while highly touted in the media and in hallway conversations...
Jurgen Stephan
Executive Director, New Business Development
It’s a little early to start talking about year-end goals, isn’t it?
For marketers with long sales cycles, however, the year could be considered half over. My team has very likely teed up all the sales we can expect to sign by the end of first quarter. It’s possible a few deals could come in over the transom and surprise us, but most of the signatures we’ll read on...
Jurgen Stephan
Executive Director, New Business Development
Over the years, I have had many discussions about quality vs. quantity in lead generation.
Another prospective... Sometimes a prospect will say, "I want fewer, better leads."
Joe Ellis
Business Development Director
He stood in the midst of the very busy L'Enfant Plaza station of the Washington, D.C. Metrorail system. Dressed in jeans and a T-shirt with a Washington Nationals baseball cap on his head, he played his violin for nearly an hour. His empty instrument case lay open on the floor silently begging donations from those who passed by.
The location was chosen carefully, targeting the government workers,...
Spyro Kourtis
President/Chief Executive Officer
Most of us tend to be either risk-takers or risk-avoiders. I see it in business all the time. In marketing, the risk-avoiders give me some version of "if it ain't broke, don't fix it." They run the same campaign over and over until it's run into the ground.
On the other team are those who always look for the breakthrough idea that will bring them fame and glory. If it's been done...
Joe Ellis
Business Development Director
In my experience, nothing causes marketers more sleepless nights than running a campaign that the sales team hates. You’d almost rather get no response at all than listen to unhappy sales executives complain about lead quality day after day.
If that’s your fear, I have an idea for you. Consider holding back leads from your sales team. Not all of them, of course! Just the ones that will cause...