I met with a client this morning who currently uses Net-Results to track website visitors and identify companies coming to her site. When she sees one who could be a good prospect, she picks up the phone and attempts to call the person who came to her site. She doesn’t always get to the right person, but she does typically make contact with someone in the organization and has a good initial prospecting call. When I asked her how she normally follows up with those prospects, she said she generally handwrites notes and mails them. I thought that was a great idea – very few people do that because email is just easier – so it really makes her standout. But, I felt that the combination of handwritten notes and automated lead nurturing could further enhance her follow-up strategy and give her greater insight into the actual interest level of her prospects. Read more

By Elizabeth Sklaroff, Access Marketing Company

I’m a pretty laid back person. I don’t get excited about much – and not much impresses me. But I have to say that I’m jazzed about lead gen again, and it’s because of the web intelligence I’m able to get now. With the help of a smart demand generation “solution” (forgive me for this grossly over-used term in marketing – but in this case, it truly fits), our clients know what their leads are doing and when they are doing it – and most importantly WHO their leads are.  After installing the snippet of Net-Results code onto our clients’ websites, I have been amazed, intrigued and slightly addicted to the intelligence. Read more