April 18th, 2013 by Patrick Dunn

In reading the latest headlines and watching the trends in direct response marketing, it seems to me that the marketing world is, much to its own detriment, focused on a “More is Better” approach when it comes to Marketing Qualified Lead (MQL) production. I have talked with several marketers who have spent large amounts of capital on Marketing Automation Platform (MAP) investments and months perfecting Read More

November 21st, 2012 by Laura Monn Ginsburg

‘Tis the season for counting one’s blessings. And for the cynic in a few of us–the accompanying curses, too. As I was preparing this week for a Thanksgiving break and an upcoming social media presentation with Mark Galloway at BMA MN (details below if you’re interested), I couldn’t help but find myself in that tenuous place between the blessing and the curse that is social Read More

June 3rd, 2011 by Laura Monn Ginsburg

 Many organizations are trying to figure out how to get the highest quality and the most information possible from their web forms. Some companies try to optimize by varying how many questions they ask. Still others change pick-list values on a regular basis to mitigate abandon rates. One piece of the puzzle often overlooked is empowering the prospect to quickly pick and choose what they Read More

May 6th, 2011 by Mark Galloway

 It seems today that every B2B marketer is rushing in to implement their “Social Media Strategy.”  Sadly, many companies are simply using these Social Media channels as a new self-promotion PR tactic.  I don’t know about you, but when a company pushes out self-proclaiming promotions via FaceBook, I get turned off.  That is a common reaction among many who I speak with.  Jeff Ernst of Read More

March 14th, 2011 by Mark Galloway

There is a lot of talk in the market right now about how marketing automation platforms (MAPs) and toolsets can help marketers solve all their lead generation and nurturing problems.  But marketing automation alone is no silver bullet.  And lets face it, software that automates processes comes with an inherent but unstated assumption – all assume there is an existing process to automate.  This reality Read More

February 2nd, 2011 by Mark Galloway

One of the challenges that we constantly encounter in the executing the nurturing campaigns of the lead management programs that we manage for our customers is having enough compelling content.  ”Compelling” is the operative word — as you want to provide content in your nurturing campaigns that is contextually relevant to the prospect given where they are likely to be in their buying cycle.  One Read More

January 5th, 2011 by Mark Galloway

The new year has brought with it a great deal of excitement and hope for a much brighter business climate. The headlines suggest that corporations are flush with cash and have good intentions for spending on everything from plant, technology, and even people. New research from Sirius Decisions suggests however, that we B2B marketeers better rethink how we capture our fair share of this expanding Read More

December 31st, 2010 by Mark Galloway

 The buzz around Mobile is palpable, especially with the frenzy that tablet computing has stirred in 2010.  Apple’s introduction of the iPad has eclipsed every prediction of both pessimistic and optimistic critic.  I found myself challenging the wisdom of Apple with their introduction of the iPad but by August a senior executive at one of our largest customers had pushed me across the chasm and Read More