• Why Verifying Identities Is Mission-Critical To Lead Generation
    Whether you're running an inbound call center or generating leads online, the most important first step is knowing the identity of whom you're communicating with. There is no point in overlaying a host of attributes -- purchasing scores, home ownership, credit worthiness, vehicle ownership, purchasing patterns and lifestyle characteristics - unless you know who is on the other end of the line. The keystone is still "identifiers," because attributes are useless without association to a true and current identity.
  • Picture This!
    What we see has a profound effect on what we do, how we feel, and who we are. Through experience and experimentation, we continually increase our understanding of the visual world and how we are influenced by it. Psychologist Albert Mehrabian demonstrated that 93% of communication is nonverbal. Past research at 3M Corporation concluded that we process visuals 60,000 times faster than text. Further studies found that the human brain deciphers image elements simultaneously, while language is decoded in a linear, sequential manner taking more time to process. Therefore the ability of visual stimuli to communicate and influence is undeniable ...
  • The Ultimate Lead-Generation Technique
    Time and time again, we in this industry are asked the same question, "what is the most effective way of generating leads??? The answer to this question lies in one truth, and that is the attention span of the user. When a user signs up for a product they are at the peak of their personal interest level, but that level quickly diminishes. With each different type of advertising technique, the user is one-on-one with a product, and they longer they spend with it, the better the lead will ultimately be. The goal is to keep the user as interested ...
  • What Does Groupon/Google Tell Performance Marketers?
    veryone in online marketing can't stop talking about Google's likely acquisition of Groupon. Are they paying too much? Or is it a discount deal? What makes Groupon so special? Is it the poster child for social media? Do they really hire out-of-work comedians to write their copy? And of course -- why didn't I think of that?
  • Influencing Consumers When Their Purchase Intent Is At Its Peak
    A world divided into brand and bulk advertising? After the hype and novelty of Internet advertising died down (at least according to some), big name, blue-chip brands sought to advertise on highly visible branded sites, while smaller companies tried to figure out the performance formula for successfully targeting niche and vertical audiences. Superficially, today's online media landscape seems to be the result. A finite number of cash-rich brand advertisers dominate ad space on household brand media sites such as the New York Times, while all other advertising on the Web is network-run or text advertising: bought in bulk and cheap.
  • Eight Tips For Better Blogging
    Blogs are becoming an increasingly important part of the marketing mix for industrial companies. According to the recent GlobalSpec 2010 Marketing Trends Survey, 26% of marketers use company blogs and 35% plan to implement a blog this year. Blogs can help establish a thought leadership position, increase brand recognition, improve search engine rankings, foster good relationships with customers and prospects, and create opportunities for leads and sales. But many attempts at blogging start out healthy and end up withering. Whether your company is already blogging or planning to start, follow these tips to help ensure success.
  • Creating An Effective Online Member Acquisition Strategy
    Marketers historically have paid close attention to site traffic, time on site and page view metrics. Success on today's Internet, the social Web, is not guaranteed by any of these numbers. The game has shifted, and most savvy marketers are waking up to the fact that new key performance indicators are more relevant:
  • Forget Remailing -- Think Remarketing
    There is increasing pressure on marketers to deliver increased marketing ROI through improvements in marketing performance metrics and resultant reductions in acquisition costs. Too often, marketers take the easy path towards attaining that objective by increasing direct mail circulation to former customers and non-converters without making the effort to customize targeting, refine offers/incentives, or tailor messaging to them.
  • Lead Generation: Getting Back To Basics (Only Better)
    As many have said, people were social long before there was social media. So when it comes to using social media for lead generation, let's not reinvent the wheel. Successful strategies remain effective. But, even the most successful strategies suffer from the inherent problem that lead generation is impersonal -- we just don't know who our prospective customers are, since we haven't met them yet. What's new is that social media platforms now allow us to become far more personal, sooner, in our customer recruitment efforts.
  • Five Steps To Implementing A Content Strategy
    Your potential BTB customers want access to content that helps educate them, improves their decision-making capabilities, and increases their confidence level in their final purchase decision. According to a recent survey GlobalSpec conducted on the "industrial buy cycle," 83% of buyers review up to three pieces of content before making decisions on purchases under $1,000, while 70% review four or more pieces of information on purchases greater than $10,000.
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