By: Alistair Fox

Lead Genation - Money

06th May 2016Time to purge the word ‘lead’ from the marketing lexicon V2?


How do you define and qualify a ‘good’ lead? Many conversations with marketers has convinced me that we should remove the…

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04th May 2016Few high-value customers; stop wasting resources on lead generation!


I recently spoke to a senior marketer with a large Systems Integrator (SI). Last year they appointed a new Sales VP and…

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28th Apr 2016Can you generate demand?


I once worked with a great Sales and Marketing Director who would put his head in his hands whenever someone said:…

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Bionic Hand

27th Apr 2016Innovation – It’s in your hands!


I’ve worked in large and small companies and have mentored at a tech incubator. But I’m still not sure how to…

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06th Oct 2014Innovation and marketing go hand in hand


Innovation is vital to our business success, but the key is to have innovation around the customer, not just in the business or laboratory.

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30th Sep 2014What to say when your boss/Sales/CEO tells you that marketing is all about getting leads


Suppose you are working in a business that sells high value solutions into a well targeted market: for example, cyber security to large enterprises, or managed network solutions to banks…

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15th Sep 2014Can you generate demand?


I once worked with a great Sales and Marketing Director who would put his head in his hands whenever someone said: “The aim of marketing is to generate demand”. We were selling high-value telecoms solutions, not hair spray…

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08th Sep 2014If sales people need leads to get new customers, how well do they know your customers?


Many marketers will hear the call from Sales that they need more leads, and better quality leads. But what if your company is selling into a well-defined market, with a small number of high-value customers? You should push back on Sales and help them exploit their existing relationships rather than investing in wasteful lead generation.

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Marketing Cloud

29th Aug 2014If marketing is about lead generation, who’s looking after the four Ps?


Marketers in technology businesses (should) have a wide remit, and if you are spending a large proportion of your time on lead generation how are you accomplishing the other, even more challenging tasks?

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28th Aug 2014Time to purge the word ‘lead’ from the marketing lexicon?


How do you define and qualify a ‘good’ lead?

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