Lead Generation

If you’re like me, your eyes may start to glaze over or you get a sick feeling in your stomach when someone mentions “Salesforce cleanup” or “deduping” or “we need to clean up the dirty data in Salesforce,” or makes reference to any other necessary maintenance activities. It doesn’t have to be an overwhelming project, and can be quite invigorating to accomplish small wins […]

Where is the Promised Land of Permission Marketing? As a B2B marketer, I’m on the receiving many sales and marketing tactics. And I watch with utter dismay as others make the rest of us look bad with scurrilous tactics.    3 Terrible Tactics That Make Me Crazy   1. My #1 pet peeve is bad outbound sales and marketing which forces me to unsubscribe or block you. It goes […]

I’ve had the good fortune to work with many great salespeople in my career. I’ve observed them using social selling techniques to finesse the art of a sale with a scientific method to move prospects through the sales cycle. Rather than another blog post telling you how to up your social selling game, I’ve asked a couple of all-star sellers to share their proven […]

What content should we include on a high-performing landing page, specifically for webinars, online training and in person conferences or events? Kissmetrics offers some good advice for creating landing pages that convert. With more complex content engagements, where you are asking for a bigger time investment and data collection from a registrant, it’s important to sell them on the content. I’m going to focus […]

Upcycling is described as the process of converting older or discarded materials into something useful and often beautiful. Let’s discuss new ways to upcycle current content, and turn it into something useful and perhaps even more beautiful. Over the course of this three-part blog series, I’ll provide three example content types that most B2B organizations already have within their content library: webinars, blogs, and long […]

Earlier this week I was invited to participate in a content marketing panel at SIIA’s Deciphering Market event in Denver. It’s always fun to share best practices and get feedback from other B2B marketers. What is SIIA, you ask? The acronym stands for Software & Information Industry Association, a trade association for the software and digital content industry. It was a great opportunity to meet […]