Are Your Lead Generation Tactics Toxic

Are Your Lead Generation Tactics Toxic?

Lead gen consumes billions of dollars in marketing budgets, including technology and human capital. And yet, a typical campaign can ring up a 99% failure rate and still be called a success. Many companies don’t even act on 95% of the leads they do generate.

How to Succeed with Social Selling

How to Succeed with Social Selling

Social Selling about nurturing a shared interest upon which a relationship can be built, not just pursuing your own interest in making quota this month.

impact as Big Data

Will Big Data Lead Your Company Astray?

Somehow, it’s taken on faith that Big Data will let you capture anything and everything you want, and make sense of it automatically with the magic of technology.

Five Reasons Social Media ROI Will Never Die

I’m a big fan of Marshall Kirkpatrick (@marshallk). He’s one of the best voices behind ReadWriteWeb, and one of the few people that delivers consistently good reporting and analysis on social media technology. But Marshall’s recent piece on the supposed death of Social Media ROI really deserves a crushing response. … Read more

Engagement Matters More than Volume

In Social Media, Engagement Matters More than Volume

As social media goes mainstream for corporate marketing, far too many marketers are getting caught up in activity metrics rather than value. Klout. Likes. Follows. Retweets. Everything is about volume of engagement, with little if any focus on the value of engagement. Recently I heard a senior executive at a … Read more