April 26th, 2013 by Laura Monn Ginsburg

[Cut to the chase and download the webinar recording here] As you well know, B2B marketing isn’t easy, especially when you’re trying to sell complex solutions in a packed marketplace. It can be hard enough to get the right message out the door (you know, the one that conveys value clearly and succinctly without sounding too generic or vague). Unfortunately, with more and more organizations Read More

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

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 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

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

January 17th, 2010 by Mark Galloway

I am always intrigued when I meet with new customers to hear their definition of what a “lead” is.  For most, let me generalize and sum it up this way; “a lead is a prospective customer who is in the market for what it is that we are selling.”  The thing of it is, a prospective customer who “is in the market for what it Read More

December 8th, 2009 by Laura Monn Ginsburg

It is true, your buyers don’t need you anymore … at least until they are ready to seriously consider buying. In the olden days executives needed sales people to understand their problems, the potential solutions and who they should really do business with (you of course!). Now with the invention of the Internet (thanks Al) and Social Media like LinkedIN, not only can executives explore Read More

September 5th, 2009 by Mark Galloway

It is interesting to see so many people try to confuse nurturing with prospecting.  In my mind, prospecting is all about finding prospective customers who have a defined need for which my product or service will be a great solution to address their need.  A defined need happens when a prospect fully understands their issues, and has determined that their status quo situation is unacceptable. Read More

December 15th, 2008 by Mark Galloway

Should we all be reeling with fear and anxiety with every new horrifying economic headline? Maybe some should, but those who are focused on doing the right things right will see this new set of business challenges as they see all other challenges – as a new opportunity.