Lead Generation - White Papers, Webcasts and IT downloads

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Jul 6, 2008

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Business of Information Technology > Business Processes > Marketing >
Lead Generation
ALSO CALLED: IT Lead Generation, IT Leads Generation, Sales Lead Generation, and Sales Leads DEFINITION: A lead, in a marketing context, is a potential sales contact: an individual or organization that expresses an interest in your goods or services. Leads are typically obtained through the referral of an existing customer, or through a direct response to advertising/publicity. A company's marketing department … Definition continues below.

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Show How Marketing Makes Money: A 5-Step Plan for Proving ROI sponsored by Vtrenz, Inc WHITE PAPER: Posted: 26 Jun 2008 \| Published: 01 Jan 2007 SUMMARY: This white paper outlines a simple plan to help ensure the outcome of your evaluation efforts both meaningful and manageable. TOPICS: Lead Generation \| Marketing \| Metrics \| ROI

Selling CRM to Your Sales Team sponsored by Touchtone Corporation WHITE PAPER: Posted: 26 Jun 2008 \| Published: 01 Jun 2008 SUMMARY: One of the most difficult, yet critical components of a CRM implementation is the selling of the CRM to the sales team, as this paper offers some advice on how to succeed in that endeavor. TOPICS: CRM \| Customer Data Management \| Customer Service Best Practices \| Lead Generation \| Sales

10 Ways to Improve B2B Email Deliverability and Effectiveness sponsored by Vtrenz, Inc WHITE PAPER: Posted: 23 Jan 2008 \| Published: 01 Jan 2008 SUMMARY: Learn 10 ways you can improve your B2B email deliverability. Taking steps to protect your email deliverability will pay huge dividends in the future in the way of increased sales opportunities and more profitable customer relationships. TOPICS: Authentication \| Branding \| Click-Throughs \| CRM \| CRM Software \| Customer Satisfaction \| Email Marketing \| Email Software \| ISP \| Lead Generation \| ROI \| Sales \| Spam

Web 2.0: The Latest on "New Media" Performance and How They Deliver ROI sponsored by TechTarget WHITE PAPER: Posted: 08 Oct 2007 \| Published: 08 Oct 2007 SUMMARY: This session covers real-world performance results on recent new media offerings. Based on the actual results of customer campaigns, it explores optimal ways to get the latest and the greatest online media to work for you in proving ROI. TOPICS: Best Practices \| Blogs \| Lead Generation \| Online Advertising \| Online Marketing \| Podcasts \| ROI \| Surveys \| Webcasts

Longhorn, Exchange 2007, Vista, SQL Server 2007: How Can You Take Advantage of Microsoft Upgrade Cycle sponsored by TechTarget WHITE PAPER: Posted: 04 Oct 2007 \| Published: 01 Sep 2007 SUMMARY: In this session, Bill Crowley, VP, Group Publisher of Windows Media and Data Center Media, TechTarget, describes the major segments of the Windows market and tactics you can use to carve out a position that your company can ride to ... TOPICS: Best Practices \| Campaign Management \| IT Spending \| Lead Generation \| Microsoft Exchange \| Online Marketing \| ROI \| Software Upgrades \| SQL Server \| Windows Vista

CRM Your Salespeople Will Love sponsored by Oracle Corporation WHITE PAPER: Posted: 26 Sep 2007 \| Published: 01 Sep 2007 SUMMARY: CRM can bring enormous benefits to companies, but only if users adopt it. Explore user adoption problems and an overview of the newest CRM features designed to drive ease of use and high rates of user adoption. TOPICS: Application Integration \| CRM \| CRM Software \| Lead Generation \| Oracle (Product) \| Productivity \| Sales \| Sales Representatives \| Software as a Service

Integrate Sales and Marketing - Create a Convergence for Better Lead Management sponsored by FrontRange Solutions Inc. WHITE PAPER: Posted: 17 Feb 2005 \| Published: 30 Nov 2004 SUMMARY: Typically, companies spend 10 - 30% of their revenue on marketing activities. TOPICS: Best Practices \| CRM Software \| Lead Generation \| SMBs

LEAD GENERATION DEFINITION (continued): … is typically responsible for lead generation.

Pursuing and closing leads normally falls to the company's sales department. For example, a vendor will display their wares at an industry trade show, hoping to attract the attention of qualified buyers attending the exhibit. Each inquiry for more vendor information would be a "lead," which might subsequently be developed into a sale.

A company's lead generation efforts and its approach to dealing with leads can significantly …
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