Lead Generation or Demand Generation? It's All Just Content Marketing!

Lead Generation or Demand Generation? It's All Just Content Marketing!

by Michael Brenner on Feb 23, 2012 in Demand Generation

Last week, Eric Wittlake (@wittlake) wrote a great post called Lead Generation is Crippling Demand Generation where he argued that these two marketing activities were working against each other due to the different outcomes each is trying to achieve. Many marketers lose focus on the bigger picture as they chase more leads. They throw registration forms in […]

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Make Lead Nurturing Work For You

Make Lead Nurturing Work For You

by Michael Brenner on Aug 23, 2011 in Demand Generation

The role of lead nurturing is specifically to move the prospect forward and give information, when they want it, and in a format that they want it in through “calls to action.” A good lead nurture campaign has many components but the top four are Organization, Consistency, Segmented Database, and Content.

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B2B Marketing Tactics That Work Today

B2B Marketing Tactics That Work Today

by Michael Brenner on Jul 12, 2011 in Demand Generation

Today I will be on a panel moderated by Craig Rosenberg from Focus including Lisa Horner from Citrix and Gregg Holzrichter from Virsto Software. The topic is B2B Tactics That Work (And Those That Don’t). I am often asked “what is the best tactic in B2B Marketing for driving leads, pipeline or new sales?” While the answer is often […]

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How To Measure B2B Demand Generation

How To Measure B2B Demand Generation

by Michael Brenner on Mar 30, 2011 in Demand Generation

This question was asked recently on Focus.com. I am cross-posting my answer here since this is a GREAT question. But I encourage you to add your thoughts as well either in the comments below or on their website. While you’re at it and since I’m not shy about asking for help: if you think I […]

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Enjoy A Demand Funnel Cocktail

Enjoy A Demand Funnel Cocktail

by Michael Brenner on Oct 19, 2010 in Demand Generation

I was recently asked by the good folks over at Focus to participate in an exciting project and the first edition of the “Book of Funnels“.  The challenge was this: put all your thoughts on the marketing and sales funnel into one page and use a picture to tell your story. I have to admit […]

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Be A Hero: Choose Appointment Setting for Your Next Campaign

Be A Hero: Choose Appointment Setting for Your Next Campaign

by Michael Brenner on Oct 12, 2010 in Demand Generation

With all of the discussion on marketing and sales alignment, I thought it made sense to bring in a sales perspective and guidance to the site. The following guest post is another important topic for sales and comes from my colleague, Rob Krekstein.  Telemarketing services are continuing to grow in popularity, due to the low cost and high […]

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