10 Totally FREE Lead Generation Strategies for B2B Companies

By on July 26th, 2018

Leads are some of the most effective markers that measure the growth of your business. Leads can be generated through various methods, though some are more effective than others, depending on the nature of your business. While there are many different lead generation strategies, quality is not always guaranteed, so you need to set a firm budget for acquiring these kinds of leads. Lead sourcing is an ideal way to…

Guiding Customers Through the Buying Process With Sales Acceleration

By on April 17th, 2018

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 effortless, smooth transition from problem identification to information search, to the evaluation of alternatives to…

Weekend Reading: “BadMen” by Bob Hoffman

By on December 1st, 2017

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.

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

By on November 3rd, 2017

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.

What To Include In A Buyer Persona [INFOGRAPHIC]

By on October 12th, 2017

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 your audience. They are derived from customer data and market research. They should paint a…

Who Should Own Lead Generation For A Complex Sale?

By on August 21st, 2017

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 call what salespeople do “lead generation” or “demand generation.” Instead, they use terms like prospecting,…

3 Research-Based Insights to Prevent Lead Generation Failure

By on July 28th, 2017

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 new research-based insights to help improve your strategy and ensure that you don’t underdeliver on…

Why Demand Generation Requires a Strategic Mindset

By on July 24th, 2017

Demand generation is complex. 7,000-piece jigsaw puzzle complex. This dynamism is the root of demand gen’s power, as well as the seeds of its downfall. When marketers don’t get the whole puzzle to fit together, the result is a jumbled mess of marketing tactics rather than the masterpiece you get when every piece works in harmony to create the whole picture. You want your demand generation to create a cohesive,…

How to Ramp Up Your B2B Sales Lead Generation with Social Media

By on July 24th, 2017

Social media is no longer just a fun, helpful supplement to a marketing mix. For many companies, it has become the primary vehicle for customer engagement. In fact, a report by LinkedIn found that 90% top performing sales representatives incorporate social media into their tactics. Using the right tools and data, you can find compelling ways to distribute content to the most interested people at the most opportune time. In…

7 Ways To Improve Communication In A Remote Team

By on July 6th, 2017

Working with your team in the same space has a lot of benefits. You see each other day, so you can get to know each other personally. You can see right away if one team member is tired, or struggling with something. You can just wander over to their work station if you need to chat with them, too. Remote working has a lot of benefits, but a lot of…