Category Archives: lead generation

Collaborative Selling in the Channel

By Robert Lesser | Published October 31, 2011

The imperative for technology companies is to grow fast. Many technology vendors leverage the channel to power their growth and use one model or a combination of selling models for demand generation: Vendor Led Selling A small number of technology companies initiate all outbound calling internally.  Once qualified, the tech vendor will pass the leads to partners [...]

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Top 5 Reasons to use Segmentation

By Robert Lesser | Published March 31, 2011

There are now more reasons than ever to invest in segmentation. Through segmentation a marketer identifies groups of customers that are ranked by their sales potential and can be classified based on any number of criteria.      By leveraging this intelligence, marketers can profile their ideal customer and forecast outcomes for marketing programs. Traditionally, B2B marketers [...]

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Lead Generation: Digital Strategies to Create New Sales Opportunities

By Robert Lesser | Published January 26, 2011

I wrote the below article for an eBook on digital marketing to be published shortly by CustomerThink. I wanted to let you know that I will be presenting at an upcoming Summit on B2B Digital Marketing from CustomerThink. The Summit consists of  three live webinars on the future of B2B digital marketing. It features leaders in digital marketing [...]

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