Guiding Customers Through the Buying Process With Sales Acceleration

Guiding Customers Through the Buying Process With Sales Acceleration

by Michael Brenner on Apr 17, 2018 in Demand Generation

To get your customers from problem recognition to purchase, and even better, post-purchase loyalty, you need to be able to guide them through the buying process masterfully. Smooth guidance means few roadblocks and sidetracks as they try to find a solution to their problem or need. Low to no barriers to entry. And, a seemingly […]

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Weekend Reading: “BadMen” by Bob Hoffman

Weekend Reading: “BadMen” by Bob Hoffman

by Douglas Burdett on Dec 1, 2017 in Demand Generation

For the 151st episode of The Marketing Book Podcast, I interviewed Bob Hoffman, author of BadMen: How Advertising Went From A Minor Annoyance To A Major Menace.

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Weekend Reading: “Smart Marketing for Engineers” by Rebecca Geier

Weekend Reading: “Smart Marketing for Engineers” by Rebecca Geier

by Douglas Burdett on Nov 3, 2017 in Demand Generation

For the 147th episode of The Marketing Book Podcast, I interviewed Rebecca Geier, author of Smart Marketing for Engineers: An Inbound Marketing Guide to Reaching Technical Audiences.

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What To Include In A Buyer Persona [INFOGRAPHIC]

What To Include In A Buyer Persona [INFOGRAPHIC]

by Michael Brenner on Oct 12, 2017 in Demand Generation

Many businesses struggle with how to create a buyer persona. Luckily, our friends at GetCRM have provided this handy infographic on how to build a buyer person. They even provided these helpful answers to your top questions: What is a buyer persona? A buyer persona is a fictional person that represents a key segment of […]

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Who Should Own Lead Generation For A Complex Sale?

Who Should Own Lead Generation For A Complex Sale?

by Brian Carroll on Aug 21, 2017 in Demand Generation

You might be thinking, “isn’t the answer obvious?” It’s not. Let me explain. I hear the same problem over and over. Sales and marketing aren’t doing a great job of executing lead generation because they both believe it’s the others job. And you know what? They’re both right.  Here’s what I mean. Companies don’t typically […]

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3 Research-Based Insights to Prevent Lead Generation Failure

3 Research-Based Insights to Prevent Lead Generation Failure

by David Fortino on Jul 28, 2017 in Demand Generation

As a B2B marketer you’re constantly under fire. Between your executive team debating your budget to the sales team demanding BETTER leads and MORE opportunities, it’s like the hunger games out there. Now more than ever, demand generation and content marketers are worried about failing to meet lead-based goals. Lucky for you, I have three […]

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