Skip the nurture campaign. The enterprise software business is not a business-to-consumer business. The 80/20 rule applies to what your sales team is selling. Identifying the handful of customers who will produce 80% of your revenue, or more, is more… Read more ›
Online marketing is a big business, powering the efforts of large and small businesses, alike. The objective is to cash in on the potential benefit of a very low cost direct marketing campaign, light on the printing and mailing cost,… Read more ›
We don’t think the vast majority of email content we receive is worth very much at all. As a preface to this post, our reader should note IMB Enterprises, Inc. markets online editorial content services. So we are in the… Read more ›
Anonymous visitors to websites identified by VisualVisitor, or one of their competitors, can be successfully targeted to receive the type of promotional collateral proven to build brand awareness. Press releases are an excellent choice for this type of activity. Here’s… Read more ›
Direct marketing should be an ongoing activity for businesses of any size. But frequently smaller businesses either overemphasize this lead generation strategy, or complete ignore it. The familiar picture of a small consulting firm with two or three representatives placing… Read more ›
We receive a lot of emails with content designed for drip marketing. Most present product information. An invitation to a webinar on a product topic is a popular call to action for these unsolicited messages. Sometimes they offer white papers,… Read more ›
Regardless of whether recipients opt out of drip email campaigns, or not, businesses responsible for the campaigns must adjust the timing of messages to adhere to the guidelines of courteous behavior. Building an acceptable schedule of mailings can be a… Read more ›
It may make sense for truly small businesses to implement drip email marketing campaigns to try to resuscitate dead leads. Email campaigns for small businesses usually amount to a sales pitch directed to specific recipients. But the process of sifting… Read more ›
The is the second of two blog posts on what makes sense for direct marketing in 2013. Eloqua’s drip marketing campaign service is a direct competitor to Marketo. The picture of an ideal prospect that we put together from the… Read more ›
As we finish this current series on our opinion of the usefulness of cold calls for sales lead development in 2013, we need to present an approach that we think has more promise, namely a planned campaign that utilizes targeted… Read more ›
