B2B Marketing Zone List Management Archives - Act-On Marketing Blog

Digital Debris: Why Data Needs an Expiration Date

I recently received a letter from a large health insurance company. Not my current provider, mind you. One that covered my health care many years ago. In fact, I almost recycled the envelope without reading it, since I assumed they

Ten Ways to Lose a Lead

Ignore them on social media when they post a comment or query. Social’s just a passing fad, right? Pay no mind to your customer’s digital body language. Marketing may see what a prospect is interested in, but they don’t really

Tactics for Growing Your Email Marketing Lists

Today we’re sharing one of Marketing Sherpa’s excellent charts with you. The data shows the responses to the survey question “Which of the following tactics is your organization using to drive email list growth? Please select all that apply.” Website

What Costs More Than CRM?

I recently visited the president – a very worried president – of a company whose lead sales rep left and took along $2 million worth of business. That’s a pretty hefty chunk of change for any business and, for some

Four Steps for Starting the Lead Management Process

In a recent webinar titled “The Blueprint for Turning Prospects into Customers” Carlos Hidalgo, CEO of Annuitas Group and Craig Rosenberg, author of the blog, Funnelholic discussed lead management and how it relates to demand generation. Carlos began by defining

Sales & Marketing Alignment: The Sales Perspective

DemandCon’s Boston conference opens today. One of DemandCon’s key findings is that it is “statistically clear that companies who aligned their sales and marketing processes were winning the battle.” In that spirit, we’re publishing one post about sales and marketing

Lead Management: The CliffsNotes for Success

In my years running marketing and client programs for a B2B media company, we worked with literally hundreds of companies on their lead generation programs. The difference between those with lead management, and those without, was night and day. We

Use Segmentation to Reach the People Most Likely To…

When people buy something, whether for themselves or their companies, it’s usually to solve a problem or fulfill a desire. If you aggregate people who have the same needs/desires into a segment, then you can do a pretty targeted campaign

How (and Why) to Define A Segment

There’s a lot of buzz about segmentation…simply put, you parse your contact base into segments with common needs so you can address those needs with some degree of personalization. The first thing to do is create intelligent segments. This isn’t