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How Does Prospect Analytics Fit Into the Business? 1 Aug 2012 | 08:51 pm
When talking to our prospects we’ve now had the same question a few times: “I can see the value of the data you’re giving me, but who is going to manage it? It’s true: most companies don’t have some...
Unknown Unknowns: How Do You Target the Anonymous? 25 Jul 2012 | 03:40 pm
What proportion of the people on your website do you know? How many of them could you put a name and some form of contact details to?
Website Owners and Visitors: Renegotiating the Deal 9 Jul 2012 | 02:58 am
For years website owners have been giving away far too much for free. Just look at the effort that goes into websites compared to the rates at which they convert visitors into customers.
Understanding the 'New Funnel’ 27 Jun 2012 | 03:59 am
The digital era hasn’t just created new channels of communication, it has radically altered the structure of the sales funnel.
Adding Intelligence to Content-Driven Marketing 13 Jun 2012 | 02:45 pm
Content-Driven Marketing is a well-documented response to the changing nature of purchasing in the digital age. Intelligent Content-Driven Marketing takes the CDM principal one stage further...
Marketing Automation: Less ‘Nurtured’, More ‘Smothered’ 5 Jun 2012 | 05:37 am
Marketing Automation can occasionally be a little too much like factory automation. Prospects get popped onto a conveyor belt and poked and prodded by robots as they make their way towards a potential...
When Selling Feels Good For the Customer 1 Jun 2012 | 03:08 pm
Last night I had cause to call my bank. Unusually for a call to a customer services line it was a rewarding experience. Even more unusually, I enjoyed being sold to.
Moving the GoalPosts: What Does Cookie Compliance Really Look Like? 28 May 2012 | 07:37 pm
On Friday, almost exactly one year after the EU Privacy and Electronic Communications Regulations were implemented, and one day before the ‘cookie’ element was due to be enforced, the Information Comm...
How to Fail on Personalisation and Privacy in the Same Email 6 Feb 2012 | 08:43 pm
When you need to vent, it’s great to have a blog. If your need to vent is related to the topic that blog addresses, then so much the better. So when I got this email this afternoon, I knew just what t...
Corporate Memory: Why Companies Fail to Monitor Prospects 11 Jan 2012 | 08:55 pm
I’ve worked with a number of corporate marketing departments in the past across a wide range of industries. I can’t think of a single example where the company was happy with the way they managed and ...
