Archive | January, 2011

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What a white paper is… and isn’t

White paper downloads are a popular and effective way to generate leads: by offering a potentially valuable piece of content in exchange for readers’ contact information, you get a self-selected group of prospects who are interested in the topic you’re covering. But not all “whitepapers” are equally valuable — and the wrong kind of download [...]

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A first look at Marketing Automation (for us, anyways)

Marketing Automation is software that helps to truly align marketing and sales. Mac Macintosh defines it as “The use of technology to generate, nurture, score and qualify leads, and drive sales, using customized, multi-touch marketing communications tailored for each contact’s profile, level of interest, behavior or place in the buying process”. Though it sounds complicated, [...]

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Quick poll: tell us what to cover

We’ve been writing this blog for about nine months now, and while we have some ideas about what lead buyers want to know, we thought it was time to ask you, our readers, what you want to hear about.So, let us know! What would help you be a better lead manager or salesperson? What should [...]

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Are you the People’s Choice?

Without fail, every year the People’s Choice Awards make me think about the relationship between this award show and the annual Grammy, Oscar, and Emmy Awards. The People’s Choice is purely popular vote -the fans are given the opportunity to vote for their favorite stars. But is this award show a valid representation of quality [...]

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The post that made me

Guest post by Samantha McCormick from BuyerZone’s SEO team. Top sales guy, lead generation expert, B2B marketing guru. Did you ever wonder what makes a ‘guru’ a guru? At what point is someone deemed an ‘expert’ in their field? Sometimes it takes a bit of exposure for a sales or marketing professional to reach expert [...]

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