December 14th, 2012 by Laura Monn Ginsburg

After I wrote my post last week about the importance of putting the customer first, I decided to subject myself to the a place where I hoped for a great customer experience and was greeted with one of the worst. A better kind of holiday shopping – my “sleigh” filled with gifts for OppSource’s Adopt-a-Family To be fair, it is that magical time of year Read More

December 4th, 2012 by Laura Monn Ginsburg

Deciding to try something new for Thanksgiving this year, my husband and I spent ten days in Tokyo visiting family. This was my first time in Asia and I was completely taken with the city and culture I found in Japan. One of the things that impressed me the most was the graciousness of the Japanese people. They were unfailingly courteous and attentive, especially in Read More

May 15th, 2012 by Mark Galloway

 On a Saturday evening in April 2000, Christopher Walken, Will Farrell and SNL hucksters doubling as the rock band Blue Oyster Cult delivered what has become one of the most watched Saturday Night Live skits ever – “More Cowbell”    Today’s B2B Marketers are inundated with the hype cycle promoting more marketing cowbell. There are literally thousands of messages daily that promote new marketing automation 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

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

December 15th, 2010 by Laura Monn Ginsburg

There is an old, if irritating joke in marketing: I know 50% of my spend is going to the wrong things, I just don’t know which 50%! In a world of ‘marketing automation’, ‘CRM integration’ and technology vendors stumping these products, how can this still be so? How the systems are configured to capture and report information is the process and execution question many executives Read More

December 4th, 2010 by Mark Galloway

How many times have you heard a sales colleague say they need more leads?  It seems like a very familiar mantra, especially in this constrained market.  Funny thing about “leads”, they are not always ready to buy when we are ready to sell.  Some are not destined to be, others have possibilities, while a few are probably in the “red zone” and are in fact Read More

October 4th, 2010 by Mark Galloway

Given that we are in the business of generating and nurturing B2B leads for our clients, we get the opportunity to discuss the value of a lead quite frequently.  The scrutiny of marketing spend ever increasing, I thought I would share three common mistakes that marketers (and their bosses) often make in evaluating the ROI of their lead generation tactics. 1. The credit for a Read More

August 4th, 2010 by Laura Monn Ginsburg

According to the “2010 Lead Generation Optimization Key Trends Analysis” from CSO Insights, more than 91% of companies worldwide reported increasing new customer acquisition was one of their top strategic marketing objectives for 2010. Sure sounds like rounding a corner to me. However, expectations and outcomes from lead management programs are changing. Based on the quantity and quality of leads generated, companies said email was Read More