The use of “need” as a criteria works in the world of telemarketing better than in other lead generation techniques. Take search engine marketing…

There is some debate about what should be measured when it comes to reporting marketing success. There are many metrics and statistics to record and report, each with their own merit when it comes to measuring performance against marketing goals, but what we are all under pressure to demonstrate back to the purse holders is our…

The answer from sales teams is, unfortunately, “often”.  Definition of what a lead looks like is an important step in properly joining up sales and marketing activities.   The purpose of marketing is to keep the sales funnel topped up with appropriate prospects for the sales teams to convert.  Everyone accepts that not every lead will…

When Smart Insights: Managing Digital marketing 2015 survey asked for marketer’s Top 3 internal marketing priorities, 61% stated Data Acquisition as one of the three. Data is meant to be one of the key assets of an organisation, but more often than not, the quality leaves a lot to be desired.  Even information on existing…

What’s not to like about inbound marketing?  The cost per lead is lower and lead-to-sale conversion rates are higher and faster. Well, the thing is, it can be difficult to transition from a pure outbound mind-set to one that naturally thinks inbound.  Currently, for example, 90% of the marketing activities that Cisco does on behalf…