http://newmediacurrents.com/2009/12/lead-nurturing-and-demand-generation-best-practices/ Wed, 08 Sep 2010 00:11:56 +0000 hourly 1 http://wordpress.org/?v=3.0.1 http://newmediacurrents.com/2009/12/lead-nurturing-and-demand-generation-best-practices/comment-page-1/#comment-690 Driving Sales with Social Media – Interview with David Meerman Scott – Part 4 (of 4) « mobilecastmedia.com Fri, 27 Aug 2010 04:33:12 +0000 http://newmediacurrents.com/?p=80#comment-690 [...] David talks about the old ways in which selling has taken place through television commercials and sales reps calling in and beating up their buyers until they get meetings.  The new model entails creating lots of little pieces of content that are found through search engines, with different pieces of content for each step of the sales cycle.  In addition, sending such useful content to prospects on a regular basis and thereby educating them through the sales process is called “lead nurturing.”   On New Media Currents, I talk to the CTO of Eloqua about lead nurturing best practices. [...] [...] David talks about the old ways in which selling has taken place through television commercials and sales reps calling in and beating up their buyers until they get meetings.  The new model entails creating lots of little pieces of content that are found through search engines, with different pieces of content for each step of the sales cycle.  In addition, sending such useful content to prospects on a regular basis and thereby educating them through the sales process is called “lead nurturing.”   On New Media Currents, I talk to the CTO of Eloqua about lead nurturing best practices. [...]

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