Lead scoring is a hot topic these days, and there are some awfully sharp minds trying to figure it out. Vtrenz has a white paper on the subject that has good information. We’ve got our own work on multidimensional lead scoring. The Pedowitz Group even tried to boil lead scoring down into “7 Easy Steps” [...]

Tony Jaros, VP of Research with SiriusDecisions, will be featured May 22 on a Hoover’s Webinar covering the topic of “Fusing Field Marketing with Sales.” Campaign management has heroically worked around Tony’s busy schedule (in the days when he’s normally have a rehearsal, he’ll be at Summit2008 in Las Vegas) but I’ve heard Tony speak before, [...]

I just finished reading two interesting research briefs from Sirius Decisions. The first brief focused on Field Marketing Variable Compensation while the second brief focused on the “Brave New Demand Creation World.” Both briefs are highly informative and although stand out on their own, they also have some commonalities. Two common threads that stood out [...]

Sirius Decisions’ latest newsletter included some interesting stats re: perceived effectiveness of lead gen tactics.

I remember a Forrester paper ‘B2B marketing needs a makeover -now’ that reported on the popularity of live events in the B2B mix. This is the exec summary: “Business marketers cling to marketing tactics that they admit fail to work as [...]