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Lead NurturingRamblings

When to Use a Drip Campaign vs. Lead Nurturing

When to Use a Drip Campaign vs. Lead Nurturing Drip email campaigns and lead nurturing are both marketing strategies that are considered to be extremely useful and are incorporated into many successful campaigns. While they both have many advantages, it’s important to be able to differentiate between the two. Do they share similarities? Certainly - but there are important differences and which if they are not taken into consideration, can limit their effectiveness or result in them working against you. Here is a brief explanation of the two techniques and advice on when to deploy each strategy. (more…)
Shannon Prager
March 23, 2016
Messaging StrategyRamblings

What C-Suite Execs Read Every Day [Social Data]

What C-Suite Execs Read Every Day Guest Blogger Contribution by Carter Hostelley, CEO of Leadtail. C-Suite executives are all about the big picture. That means having a strategic perspective, while staying aware of market and technology trends that may impact their business. But that’s not all. These executives must also be strong leaders and embrace an entrepreneurial mindset. No wonder they get the cushy offices and fat paychecks, right? So what does the C-Suite read every day to win in the marketplace (plus keep their jobs)? (more…)
Shannon Prager
December 22, 2015
Content MarketingRamblings

No More Boring Content! Why Sales Enablement is More Than Content Delivery

No More Boring Content! Why Sales Enablement is More Than Content Delivery Guest Blogger Contribution by Tim Hill, President and Co-Founder of Channel Rocket Search this phrase for me—“No more boring content”. The results will show you pages of proof that things in both our business and personal lives can truly bore us to death. From boring conference calls to boring apps to boring cake to boring brands. And yes, boring content. (more…)
Shannon Prager
December 3, 2015
Sirius Decisions Waterfall

The Real Difference Between a Director and Inside Sales Manager

The Real Difference Between a Director and Inside Sales Manager Guest Blogger Contribution by Trish Bertuzzi at The Bridge Group, Inc I don’t think anyone would argue that the quality of the executive who leads your Inside Sales team makes or breaks its success. A few times a month, companies will reach out to me looking for a “rockstar” Inside Sales Manager. I’ll ask a few questions about what the person will need to accomplish and, quite often, suggest they set their sights on a Director-level candidate.  Better to spend more in compensation than to hire someone who lacks the skills…
Shannon Prager
November 5, 2015
Channel MarketingDemand Generation

How to Build a Successful Channel Partner Program

How to Build a Successful Channel Partner Program The term ‘channel partner program’ is often met with confusion or misunderstanding. What does that really mean and how does an organization create a channel partner program that really works? A channel partner program is a business strategy that vendors use to encourage value-added resellers, managed service providers, consultants, system integrators, equipment manufacturers, or independent vendors to recommend and sell the company’s products and associated services to their own networks. Essentially, it’s a clever way of extending a company’s sales and marketing reach to new audiences through other ancillary service partners. (more…)
Shannon Prager
November 4, 2015
Content MarketingMarketing PlanningMarketing Strategy

The Secret to Great B2B Marketing: The Content Marketing Audit

The Secret to Great B2B Marketing: The Content Marketing Audit Marketing in today’s world involves more than just writing a catchy slogan and having a memorable logo. Content is king in the digital realm, and sharing helpful knowledge and assets that have real value to your target audience across so many different channels can be overwhelming.  (more…)
Shannon Prager
October 21, 2015
Demand GenerationFunnel MarketingMarketing AutomationMarketing PlanningSirius Decisions Waterfall

How to Correct Sales Pipeline Shortfalls With Demand Modeling

  How to Correct Sales Pipeline Shortfalls With Demand Modeling It's easy enough for businesses to look back over past sales figures and see why pipeline shortfalls occurred. What is far more difficult is tracking efforts in real time in order to make corrections that will solve problems before they seriously impact earnings and undermine annual sales projections. The key to adjusting performance strategies on the fly is careful planning based on a solid understanding of annual trends, as well as the ability to collect, track, and analyze data in a timely manner. With appropriate demand modeling, your business can…
Shannon Prager
October 14, 2015
Channel MarketingIntegrated MarketingMarketing Planning

10 Ways to Evaluate Channel Marketing Management (CMM) Platforms

10 Ways to Evaluate Channel Marketing Management (CMM) Platforms Effective channel marketing management (CMM) requires channel teams to have a dedicated program and methodology designed to deliver campaign materials and programs to partners.  But it doesn't stop there.  It also needs to foster a collaborative relationship with your partners to encourage and support joint lead generation and sales efforts. To accomplish this, channel teams need a robust and comprehensive platform for channel marketing management. There are several viable CMM options to choose from, a solid evaluation strategy should ensure that you choose the right CMM platform for your business. Before you…
Shannon Prager
October 7, 2015
Channel MarketingDemand GenerationMarketing PlanningMarketing Tactics

Demand Generation Challenges: Making the Most of Your Channel Programs

  Demand Generation Challenges: Making the Most of Your Channel Programs Generating demand for your products or services requires a multi-pronged approach. You must first raise awareness and recognition of your brand, which can be supported with an increase in marketing tactics. Ultimately, with repeat business and further exposure, your sales should improve quite noticeably. This all helps to shape a self-perpetuating cycle of expansion. But, what if you could incorporate the other professional interests you're affiliated with to help you with the heavy lifting? This is where channel (partner) programs come into play. Developing specific demand generation strategies for your…
Shannon Prager
September 23, 2015
Integrated MarketingMarketing AutomationMarketing PlanningMarketing Tactics

What’s All the Hype About Predictive Analytics?

What's All the Hype About Predictive Analytics? By now, most business owners are aware of sales and marketing automation software and how they can streamline the customer acquisition process. However, there's still a major chasm between the two. Bridging that gap has long proved difficult, but that's all supposed to change thanks to an emerging new technology: predictive analytics. Chances are that you've at least heard predictive analytics, it seems to be the latest marketing buzzword these days!  Can it make a difference for your business? The technology is still evolving, but odds are that it can provide insight into your customers' behavior. (more…)
Shannon Prager
September 3, 2015