Anyone responsible for B2B demand-generation programs—whether on the marketing or sales side—knows that self-reported data from prospects must be taken with a grain of salt. Whether it is titles or contact information, or the often ‘loaded’ questions about timeframes for purchasing, buyers…
Continue reading "Understanding How and Why B2B ‘Buyers Are Liars’ … and What This Means for Demand Generation"Posts Tagged ‘Lead Scoring’
Tuesday, April 27, 2010
Wednesday, April 9, 2008
Sales Is from Mars and Marketing Is from Venus, Vol. II … Lead Scoring
A growing trend in B2B marketing today is in the realms of “lead nurturing” and “lead scoring.”
I have often found the best way to impress the sales team is to feed them a stream of high-quality leads. Events, webinars, account-based marketing, trade events and speaking engagements all offer oppor…
Continue reading "Sales Is from Mars and Marketing Is from Venus, Vol. II … Lead Scoring"