Guest Video Blog – Randy Ilas

Challenge:  My sales team is still not satisfied with all the leads we’re generating – what’s at the heart of the problem?

As any veteran business-to-business marketer might tell you, a sense of teamwork among b-to-b sales and marketing management often is elusive.  As lead gen channels – and the leads from them – have proliferated, the ability of many organizations to “keep up” with the volume, nurture leads with valuable content, and assign them to sales only when they are ready to buy has floundered.  Welcome to a new age of cooperation!  In this session at DMA:2011, CDW will talk about its journey to work closely with sales to (re)define what constitutes a qualified lead for this tech marketer, and its use of “deeper” third-party data to help in the lead nurturing and qualification process.  And we’re told we will hear the results are astounding!  That’s why business marketers might have this session on their Wednesday a.m. schedule – a perfect opportunity to “stick around Boston” at least one more day!  Randy Ilas of Harte-Hanks gives us the CDW pitch on this video he kindly put together for the DMA2011 blog – watch it, then watch him on Wednesday, October 5 at DMa2011.

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