Step Up to the Messaging Plate

Email marketing hasn’t been this exciting since late 2003, when I kept my browser window pointed to the House of Representatives floor proceedings site, refreshing every 10 minutes to see if CAN-SPAM had passed yet.  (I learned quickly that Congress spends an inordinate amount of time renaming post offices, instead of voting on legislation that I am waiting for. But I digress.) The big change this time around centers on…

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eNurturing For An Efficient Sales Pipeline

Years ago, I followed up on a failed lead generation program by speaking to the salespeople who called the leads. They told me, “I called and asked if they wanted the product, but they weren’t interested.” When I approached their manager to diplomatically question their sales skills, I was told, “Well, we had other priorities, so we couldn’t pay much attention to your program.” If you’ve ever heard statements like…

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