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Lead Management

Activities, Stats, Trends in Digital Marketing?—Infographic

Arun Sivashankaran (FunnelEnvy) With the digital marketing industry topping $62 billion in the U.S. every scrap of helpful information CMOs can gather is important to the bottom line. Read and Discuss

Aug. 02 2011




Lead Gen Best Practices: Bridging the Sales/Marketing Gap

While sales and marketing are ultimately marching toward the same goal—driving leads and closing more deals—there has long been a disconnect between these two functions. Sales teams often follow up with leads based on little insight into how that prospect became a lead, or what specific area of interest the prospect has.

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Jun. 10 2011




Making the Most of Leads From Trade Shows 1

In today’s challenging economic environment, not following up on tradeshow lead data is really inexcusable. It is expensive—really expensive—to be an exhibitor at a show. And whether your tradeshow exhibitor investment will net a profit or a loss all depends on how the lead data is capture and used.

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May. 17 2011




Unified Databases, E-mail Hygiene Pay Out For Eldorado Resorts

At Eldorado Resorts, databases talk to each other before talking to guests. These conversations keep members of its loyalty program from being bombarded with too many solicitations—or, even worse, with inappropriate messages.

This quantity control effort is relatively new. Up through the summer of 2010, Eldorado’s various business departments, including its restaurants, casinos, showrooms, concert venues and hotels, maintained unlinked databases. Because of this, individual properties—like the Eldorado and Silver Legacy Casinos in Nevada, and an Eldorado in Shreveport—didn’t have a complete view of the value of their customers.

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Dec. 08 2010




First Step in Monetizing Social Media: Listening

As marketers grapple with how to make money from social media, they may be overlooking one simple tactic: listening to what people are saying about the brand on social networks, and reacting accordingly.

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Nov. 02 2010




List Firms Increasingly Stress Marketing Services

How many incidents within the list industry does it take to make a trend? Three months ago, Clare Hart, Infogroup’s new CEO, revealed plans to rebalance the company away from providing list information and more toward services. Late last month, Infogroup announced Ed Mallin, who was instrumental in Infogroup’s list management firm acquisition activities, was stepping down.

All of which gives rise to a question: What is the perceived value of list management operations within the information community?

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Oct. 27 2010




MeritDirect Launches Services Group

MeritDirect has formed the Strategic Services Group. The new operation includes Strategic Consulting, Merit Digital, b2bbase and Insert Media.

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Oct. 06 2010




“Old-Fashioned” Analytics Leads to Double-Digit Gains for GaelSong

A cataloger of Celtic merchandise, GaelSong has been enjoying impressive year-on-year growth. And the company achieved this lift not by implementing cutting-edge Web 3.0 technology or launching splashy social media campaigns. Rather, says vice president/general manager Tom Steele,

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Jul. 28 2010




Inbound Leads Need Fast Action

A 2007 study on the value of lead response time from the Massachusetts Institute of Technology has proven a godsend for lead technology firms. According to the MIT study, the odds of contacting a lead captured by an inbound contact center drop by 80% after a five-minute threshold. After half an hour, the odds fall by 99%, the study found.

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Jul. 21 2010




Broker Roundtable: How are brokers coping with fewer new lists on the market?

This week’s question: How are brokers coping with fewer new lists regularly coming into the market?

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