Shreesha Ramdas

What Not To Do In Drip Campaigns

I recently read on About.com an article by Laura Lake that the concept of Drip Marketing was developed in response to the 'Law of 29' in which many marketers believe that an average 'prospect' will not turn into a client until they've viewed a...

Is Sales a Mere Bystander in Marketing Automation?

Is Marketing Automation implementation in an organization akin to an army truck being rolled in by the marketing department with the sales folks watching as mere bystanders? Is Marketing Automation solely within a marketer's purview? Does Sales have nothing to contribute? Today, the decision on…

Lead Generation is a Marathon, Marketing Automation Makes it a Sprint

The disconnect between Sales and Marketing is one of the most talked about problems in the B2B domain. A significant reason for this continuous focus on this problem could be the fact that companies are losing huge amounts of money because of this misalignment...

Inside Sales Team – Unsung Heroes?

Inside Sales teams are often just associated with 'cold calling' and doing the dirty work for the Sales team – passing 'Sales-Ready Leads' on set criteria to the Sales Team to close them. Often their job is supposed to be setting-up 'meetings'. While the Sales...

What’s in the Title

Job titles are an important part of our work lives. In many ways they define us as professionals and become the measure for how others perceive us and behave in our presence. They are also indicators of our authority and expertise and our...

The Giants in the Marketing Technology Landscape

IBM recently announced that it has entered an agreement to purchase Unica in a cash transaction worth approximately $480 million. The multiple IBM is paying for Unica is very encouraging (IBM is offering $21 a share to Unica shareholders, more than double the share's closing...

Is offering Free Trial ‘Green’?

When we talk of popular and effective 'Call to Actions', free trials have always, managed to make the list, in both the B2C and B2B industries. Here are few questions and thoughts which are usually considered while offering "Free Trial" options on a corporate website...

Why ‘Sales Ready’ is Important in Lead Generation Equation

Ask Marketing folks what 'sales ready Leads' really mean and you will find a smirk on their faces. Every marketing & sales guy has his own definition of what makes a Lead 'sales ready'. Perhaps this is the single most important factor contributing to the...

Of Hunters and Farmers – Lead Cultivation Comes Of Age

It is interesting to note how two seemingly unrelated words, thrown together, will in due course often gain acceptance and acquire an industry's stamp of approval. I bring this up because I recently came across the term; "Lead Cultivation" and it got me...

“That’s One Small Step For Oracle, One Giant Leap For Marketing Automation.”

Oracle took a small step into the marketing automation space on Tuesday, when it announced it had purchased the intellectual property (IP) assets of Market2Lead, one of the many marketing automation players. The asset purchase amount has not been described in the brief announcement...

From Operational CRM to Social CRM

The concept of Social CRM is slowly becoming popular and finding a lot of believers in the corporate sector. Significantly because it helps companies look at their customers as real people and not just a set of leads and numbers that need tracking and...

Marketing Automation is not = Lead Generation

Today a lot of B2B companies are opting for marketing automation solutions. Makes good business sense, why lose out on those possible sales opportunities when you are doing everything possible to drive traffic to your website. But there is a serious problem, with the...

Salesforce’s ‘LEAD’ing intentions!

Salesforce.com on Wednesday announced its definitive decision to buy Jigsaw, the business data provider for $142 Million in cash, plus a performance-based earn out of up to 10% of the purchase-price. The deal is expected to close in the second quarter of fiscal year...

Baits – your gateway to more qualified leads

1.Click Baits : As the name suggests these are assets placed strategically in campaigns to attract the attention of the visitor to the website or reader of an email. The baits are designed to attract the attention of the visitor / reader and make...

Traditional Scoring – Not The Right Technique For Finding ‘Hot’ Leads !

The premise for the existence of Marketing Automation solutions is that before any purchase decision, the buyer will visit a company website at least once. And it is this visit that marketing automation platforms promise to capture as leads for a company to pursue. But...

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