In a recent post, Brian Carroll talks about evaluating on-demand lead generation solutions. Needless to say that as a big proponent of marketing automation and demand generation software I was excited to read further. A steady stream of leads to pull from is part of the battle, but what is even more helpful is using [...]
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Should we score or grade? Why not do both?
We can score leads and we can grade leads. Why not do both? Confused yet? Good. Allow me to explain. Lead Generation for the Complex Sale author Brian Carroll’s latest blog post points out that lead scoring and automation is only part of the lead qualification process. I couldn’t agree more. At least a modicum of human involvement is [...]
No Lead Left Behind
A lot of marketers talk about automated lead nurturing but very few actually put it into practice. It may be because implementing a program is perceived as a lot of work. It may be that the early technology in this space was cumbersome and unreliable. It may be because marketers are simply unaware that this [...]
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I am the co-founder and COO of Pardot, a B2B marketing automation provider. This blog covers my thoughts on B2B marketing, startups, and client service.
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