Search Content


Featured Content


Content Categories



The 6 Principles of Deliberate Marketing

Does your sales team ignore the majority of leads marketing passes on? Marketers must develop a more intimate understanding of their target customer and the market that customer serves to generate qualified buyers that Sales wont ignore.

Marketers must align their efforts with the Sales organization and streamline the Marketing and Sales funnel to accelerate the rate at which leads move through their funnel.

Deliberate Marketing is a proven strategy for putting more qualified buyers directly into the Marketing and Sales funnel to generate faster ROI. It is especially effective in the B2B Marketing space which is characterized by defined target markets, long sales cycles and complex buyer-seller relationships. Over the next few weeks, I will be covering The 6 Principles of Deliberate Marketing in hopes of helping B2B Marketers start off the new year with a new approach to drive more successes.

Principle #1: Intention vs. Attention

Do you know if your marketing programs are gathering intention or attention? Intention means you have hit the right audience with the right message and they have responded to your call to action. Attention means they looked at your message but they may not have been your buyer and there was no call to action. By focusing on intention vs. attention, you may have fewer leads to pass onto sales but those leads will be more qualified.

Deliberate Marketing involves researching your customers in order to build insight into their pain points and the medium through which they respond best to marketing messages. This research enables Marketers to deliver laser-focused messages and programs that convert buyer interest to buyer intent. It is not about spreading high level marketing messages to a broad audience via advertising or public relations hoping to garner attention for a product or company.

Rather, Deliberate Marketing is focused on converting a targeted segment of prospects into qualified buyers with an interest in purchasing a product or service. This involves knowing far more about your target audience than any list buy, database or telemarketing firm can ever provide.


Related Salesforce Dedupe Articles

Krugman's Nobel Winning Theory and Software Indust


Paul Krugman won the Nobel in Economics today. Before you jump, I know its not a real Nobel prize. I have enjoyed his writings on New York Times along with other favorite economists like the one's behind Cafe Hayek - who funnily enough or sadly...

Read more about Krugman's Nobel Winning Theory and Software Industry...

Business Users Expectations with Cloud computing


Neil Ward-Dutton recently posted a comprehensive piece on Cloud computing, SaaS and SOA - the universal service network. He wrote that "Regardless of where services come from (and indeed because they will come from multiple places, creating...

Read more about Business Users Expectations with Cloud computing...