Business buying is changing, and marketers must change with it—fast. I take inspiration from Brent Adamson’s new article in Harvard Business Review, with the provocative title, “Traditional B2B Sales and…
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Creating a Great Email Marketing Program
Great email marketing isn’t about that one (mythical) killer message. It’s about an on-going program that connects you to your target audience in relevant ways as they make their way…
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12 tips for successful lead qualification
B2B marketers understand the importance of qualifying a lead before it goes to a sales person, but sometimes the qualification process can get tricky. Today, most established companies assign the…
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Prospect 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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Are You Looking Deeply Enough Into Your Digital Marketing Analytics?
We get it: digital marketing analytics can be by turns annoyingly opaque and jaw-droopingly obvious. With a little effort and perhaps some outside help, you can eliminate those frustrations by…
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Three annoying things about B2B marketing
I’m always running around saying how much I enjoy B2B marketing, because it’s complex, high ticket, and the results can be really satisfying. That’s all true. But sometimes I find…
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What influencer marketer Kristen Matthews wants from clients and creators
Over the last two weeks, I have discussed what clients want and expect from influencer marketing and what influencers want and expect from influencer marketing, each according to influencer marketing guru and creator relations…
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Can you do top-of-funnel marketing automation without CRM?
If you’re a small or medium size business selling to consumers, you probably want to both automate and personalize your marketing campaigns. The solution, of course, is marketing automation linked to…
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The B2B marketing ironies of our time
I’ve been noticing some ironies in the world of B2B marketing lately; you know what I mean. When the common wisdom is one thing, but the reality is another. I…
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Email marketers are from Mars, email consumers are not
Let’s make it an even half-dozen articles in a row devoted to various aspects of email marketing, shall we? You can see the previous five here, along with my other…
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