I’ve been in this game for a long time. (OK, I’m old). But there is one old trick that never seems to wear out. If you want a really fast…
Read MoreB2B marketing
6 thorny data problems that vex B2B marketers, and how to solve them
Business-to-business marketers are plagued by data problems. Business data is complex and fast-changing. Customers interact with us through a variety of channels, and often provide us with conflicting information. Our…
Read MoreExciting new tools for B2B prospecting
Finding new customers is a lot easier these days, what with innovative, digitally based ways to capture and collect data. Early examples of this exciting new trend in prospecting were…
Read MoreNamed account marketing: new tools and techniques to reach a limited universe
Some B2B marketers know exactly what accounts are in their target market. What a luxury! These marketers can eliminate the old “spray and pray,” and focus all their attention and…
Read MoreWhat the growth of inside sales means to B2B marketers
I heard an arresting comment at the LeadsCon conference in New York in August. The speaker claimed that inside sales has outstripped outside sales in B2B, a statistic that both…
Read MoreSix great blogs for B2B Marketers
In our fast-changing marketing world, a smart B2B practitioner keeps up to date by learning from thought leaders. While this used to mean reading business books and magazines, today it…
Read MoreB2B marketers still struggle with lead nurturing
I thought it was widely understood by now that staying in touch with a prospect who has shown some interest in your product or service can triple, even quadruple, lead-to-sales…
Read MoreFresh insights in selling to SMBs
Despite the attention given to large enterprise marketing, it’s small and medium businesses (SMB) where the bulk of marketing investments go. SMB is where there’s enough volume to do plenty…
Read MoreB2B marketing is falling down on the Job
I heard a horror story the other day from a consumer packaged goods executive ranting about a meeting with a vendor. “I gave the guy an appointment, and he spent…
Read More5 Steps to customer data hygiene: it’s not sexy, but it’s essential
Are you happy with the quality of the information in your marketing database? Probably not. A new report from NetProspex confirms: 64% of company records in the database of a…
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