Tag Archive | "lead generation"
Tech Companies Expect 60% of New Leads to Come from Marketing.
Once upon a time, say back in the 90s and the early 2000s, lead generation was widely considered to be the responsibility of the sales team. Not so now. According to business-to-business & technology marketing studies, sales people can typically find about 40% of the new business opportunities needed to meet their companies’ revenue goals. The [...]
Continue reading...Tech Marketing Fundamental #3. There’s Gold in the Middle of the Funnel.
This article was first published May 27, 2008 on the Tatum Marketing blog Here’s a fact that sometimes surprises our new clients, but it proves to be true over and over again. 75% (or more) of your best prospects are not ready to buy right now. 25% aren’t even ready to give you the [...]
Continue reading...Technology Marketers Need a Systematic Approach
This article was first published June 19, 2008 on the Tatum Marketing blog Since I’ve been on a streak of writing about designing a great lead nurturing system, I was especially interested in Laura Ramos’ recent interview in BtoB’s 2008 Lead Generation Guide. Laura is a principal analyst at Forrester Research. Here’s what she has to say: •Whitepapers [...]
Continue reading...Technology Marketing – Are you applying the best lead generation tactics?
The most common lead generation tactic used by business-to-business technology marketers in 2006 was trade shows and conferences. The biggest problem faced by technology marketers was the inability to generate enough leads for the sales force. Hmmmm. This information comes from a 2007 Lead-Generation Trend Survey conducted by CMP Technology. It’s also supported by my own [...]
Continue reading...Nine Ways to Know It’s Time to Expand Your Marketing
This article was first published December 3, 2008 on the Tatum Marketing blog. By now you’ve probably read one or more of the jillion articles being published on the subject of how and why you should market in a recession. But, let’s face it. Marketing in a recession is not right for all companies. How do you [...]
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Tuesday, November 3, 2009
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Written by: Susan Tatum