Marketing Database Optimization Best Practices

Less is More is not a very commonly felt idea as far as a company's marketing database is concerned. Traditionally, if you built a large marketing database then it seemed like you could market to more people and you could potentially make more money. So everyone is going after ways to build an even larger marketing database using list brokers, rented lists, magazine subscribers, subscription databases with millions of contacts and more. The problem is, in all this rush, you dilute your definition of your ideal prospect - the specific ...

If your sales team resembles any of the other sales teams are high growth companies that is focused on topline like a hawk, then you will identify with these problems. The sales team is constantly focused on the most mature leads to drive them to closure. Majority of the sales reps are not investing enough time in growing existing accounts to identify newer opportunities and organizations to sell into. None of the sales reps are looking out at the next quarter to build a pipeline that keep them on target in the further ...

The graphic says it all. If you are in sales and marketing, you know how valuable LinkedIn has been. Cheers to the 100m milestone!

Salesforce.com's awesome new Facebook-for-enterprise product Chatter was unveiled a few months ago and as promised it was available by default for all Salesforce.com customers. Nothing to buy, activate or install. It was provisioned for all and that was a brilliant strategy. One of our customers who is building a Live Chatter extension told us that Chatter is expected to be in use at 80-90% of Salesforce.com accounts. We are obviously tracking this closely as we help customers selling into Salesforce.com accounts with strategic data ...

B2B marketers spend a lot of time on marketing strategies, events, webinars, new marketing technologies and applications and a lot more. But as they execute all their campaigns, one aspect that ends up playing the biggest part is the list or segment of contacts who they target. If all their strategies, content and nurturing is not relevant to the contacts who are at the receiving end, then you have a big fail written all over the campaign. So relevance must be considered and given a lot of attention and ...

Everyone visiting your website is a potential lead. This is especially true for B2B companies because the most likely reason business contacts visit a B2B company website is because they are looking for a similar solution. So its critical for you to have complete knowledge of who is visiting your website. Its like having CallerID for your website. With CallerID for your website you can instantly track the companies which are visiting your website and qualify them as potential customers, partners or ...

B2B demand generation is getting tougher than ever before. Mass marketing is dead. Direct marketing is ignored. Email marketing has turned into a spray and pray tactic. But sales quotes have remained the same and are growing. In this situation, its imperative for every marketer to think outside the box - I know everyone says so, but I mean it. And you really need to be creative and different, both. One of the foundational elements of B2B demand generation is your lead database. With mass marketing techniques, you relied ...