When planning a B2B lead generation program, you need to deliver leads to your sales team at an affordable price. A neat way to determine in advance how much you…
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B2B Data-driven marketing: what you need to know today
Our latest webinar was presented by Ruth Stevens. If you’re selling to business buyers, data about your customers and prospects is essential to success. But for many marketers, thinking about…
Read MoreMartyn Etherington Speaks: The story of a B2B digital marketing turnaround
I had the chance recently to catch up with Martyn Etherington, a marketing leader I’ve long admired. Martyn had just left his post at Mitel, where he was CMO and…
Read MoreSix strategies behind the trend in B2B client conferences
Have you noticed how so many B2B companies seem to be running their own proprietary conferences these days? I can’t turn around without another customer event popping up on the…
Read More5 Best practices of trade show lead qualification
Following my last blog on lead qualification, I received some great comments and several questions as to whether lead qualification differs for trade show leads. Yes, it does, and here…
Read MoreInclude video content in your buyers’ journey
With the majority of research being done online, the use of business online video production is increasing every day because video helps decision makers get the information they need very quickly. If…
Read MoreNew directions for B2B data-driven marketing
For us B2B marketers, the world is changing about as fast as we can stand. My head spins at the speed with which new tools, applications, and approaches arrive on…
Read MoreGoing Small: A Marketers Journey from Large Companies to the Startup World
For my entire career, I’ve worked for large companies. I started in advertising working for Saatchi & Saatchi and Havas, two of largest global agencies. My clients were all Fortune…
Read MoreWhat can your B2B data do for you?
Data is all the rage in marketing today. Everyone is talking about it. “A carefully considered data strategy must be a CMO’s top priority,” says AdAge. Data has been called…
Read MoreFive B2B marketing beliefs and trends debunked
First a disclaimer – I’m an “old” salesperson! Old in the number of years on planet earth–and also old as in years ago, I began my career in the chemical…
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