The other day I was invited to speak on retention marketing as part of a 3-webinar series on sales enablement. It got me thinking: What is sales enablement, anyway? I…
Read MoreB2B marketing
The Ongoing Challenge of B2B Multi-channel Attribution: 7 Practical Workarounds
B2B marketers have long struggled to demonstrate results along the complex path from a campaign investment, to a sales lead, to a closed revenue deal. Digital campaign channels make things…
Read More10 B2B Marketing Strategies for a World Without Face-to-Face Events
The pandemic has taken away one of B2B marketing’s steadiest, most reliable sources of lead generation and customer engagement, on a global basis. What’s to be done? It’s not easy…
Read MoreIndustrial B2B marketers have an untapped digital opportunity
B2B lags in digital. In some places more than others. Some B2B companies love their tried-and-true strategy. They have always gone to market with big trade events, airport advertising, and…
Read MoreSearchChat Podcast: Making Companies More Human with guest Mark Schaefer
In this week’s episode of SearchChat, we interview Mark Schaefer, co-host of Marketing Companion Podcast, on what it means to make companies more human. What does he reveal? That the…
Read MoreFive ways business buying is changing: Ignore these at your peril
If you’re a B2B marketer, especially a services provider, your environment is about to be upended. Customers are changing, and so are the ways they buy. I’ve been struck recently…
Read MoreThe Challenge of B2B Personalization
Since the beginning of the year, I’ve had 147 conversations with B2B marketing leaders. These aren’t sales calls. I’m not pitching anything. They’re conversations about the issues that are top…
Read MoreWhat’s up with B2B Marketing in Argentina
I was teaching B2B digital marketing to master’s degree students at San Andres University in Buenos Aires again this summer. The students were pretty enthusiastic about the concepts and tactics…
Read MoreHow to Turn Anonymous Website Visitors into Leads
Collecting information about website visitors, a standard practice in B2B marketing, is now becoming available to consumer marketers. I recently had a chat with Karl Van Delden, who heads product…
Read MoreProspect Experience Marketing: Find the Gold in Your Lead Generation Program
I recently caught up with Dan McDade, longtime B2B practitioner in lead qualification and nurturing. I’ve been a fan of Dan’s for years. Having sold his call center business to…
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