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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Strong and Effective Email Marketing Requires Effort and Diligence
Email marketing analytics data are critical to monitoring success and effectiveness, but there’s more qualitative measures to be reviewed, too. The most critical measure of your email marketing’s success is…
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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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Control Your Email Marketing Schedule or It Will Control You
It sounds self-evident to say that your email marketing has to be relevant to your audience if you’re going to achieve any meaningful engagement. And yet, too often we see…
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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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How to Blend Your Content Strategy with Your Other Marketing Initiatives
Content strategy is an important factor in any company’s marketing initiatives today. Content isn’t an optional part of marketing strategy; it is integral and should be a central focus. Your…
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Why Millennials Value Experiences, Not Stuff
There is no question that Millennials or Generation Y consumers (born between 1980 and 2000) are an unusual breed, with very different values, buying habits and attitudes that confound older…
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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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