”We know more about our prospects (leads) than we know about our current customers” was shocking statement I heard from a client and it stuck with me. In fact, it's the impetus for this post. When you have a complex...

I wrote a post last year on giving away ideas to proactively educate and attract future customers. I didn't expect it would generate such lively discussion and debate. Michael Stelzner wrote the following comment on my post back then, “I...

In the complex sale, the length of the buying cycle makes the connection between on-the-web activity and the off-line decision to purchase much more difficult to trace. So the challenge is connecting our website log file data (analytics), with marketing...

If you're too busy to listen to my podcast or simply prefer to reading over listening, Sridhar Ramanathan, whom I interviewed on how to select and optimize outsourced teleprospecting partnerships, posted his the talking points on his blog. Pacifica Group:...

Generating demand has become a top priority for most companies in today’s slower environment. The most successful programs are much more targeted than in past years and favor quality over quantity. You're invited to join me at ITSMA's (IT Services...