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Prequalification versus demand generation marketing – part 2

August 20, 2009, 4:00 am

We were talking last time about the necessity of driving would-be future customers into your business development pipeline, while at the same time remaining focused on identifying the ‘hot’ prospects...

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Prequalification versus demand generation marketing – part 1

August 18, 2009, 4:00 am

Hello again. So is this really the apocalyptic shakedown that the doom merchants continue to peddle? Or is it essentially no worse than any other recession in the economic cycle? (There have been 10...

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The Essential Art of Marketing to C-Level Executives – part 2

July 23, 2009, 6:00 am

Hello again. Last week I was musing on how, in today’s cash-strapped technology marketing environment, the power to make big buying decisions has shifted from middle and lower level managers to senior...

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Thought Leadership as a Lead Generation Tool

July 2, 2009, 4:00 am

What is thought leadership? Thought leadership is about sharing relevant information that helps ‘pull’ people through the embryonic sales stages by finding answers to their questions, while at the same...

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Webinars for Lead Generation

June 25, 2009, 8:28 am

Working with clients over the last 12 months, I’ve seen Webinars become one of the most effective ways of implementing a ‘thought leadership’ lead generation strategy. This method, of nurturing...

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