Because we find that sales and marketing leaders focus on lead generation instead of demand generation and full funnel marketing, I have interviewed our resident challenger social selling expert, Ian…
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Read this article before you start a social media program
Are you a B2B business exec whose instincts are saying you should be doing something with social media, but you’re not sure what? You’re not alone. I estimate about half…
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How to get 67% more revenue opportunities using LinkedIn and not just leads that go nowhere
In the Ultimate Sales Machine: Turbocharge Your Business, Chet Holmes mentions that only 3% of your target market is ready to buy, 7% of your target market is open to buying…
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Are you ready for GDPR, Europe’s upcoming data privacy requirements?
Privacy is probably one of the least appealing topics in marketing. But this one’s a doozy. On May 25, 2018, any company that is not compliance with the European Union’s…
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Why most B2B social media programs fail to generate real leads
If I were to visit your website, would I find a collection of social media icons I can click on to go to your company page on each of the…
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Social media employee advocacy is the heartbeat of your company
Employee advocacy is the heartbeat of your company. Wait. Why are we talking about heartbeats and business? Does a company even have a heartbeat? For too many companies, their goal is…
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The 10 most fascinating people in B2B marketing in 2016
Given the enthusiastic reception given to my debut “most fascinating” list last year, let’s make a tradition of it. Here’s my fresh list of ten innovative thinkers and doers in…
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How to simultaneously attract new prospects and retain loyal customers
One of the challenges business owners face is attracting new customers while trying to retain current customers. Choosing where to spend your energy and how to divvy up your time…
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Social lead validation—the missing ingredient from most inbound LinkedIn marketing programs
All sales leads are not equal. I know this is something that most sales and marketing leaders understand and it’s why they put lead qualification and validation into most of…
Read MoreWhat’s the killer app in B2B marketing? Face-to-face events
I was teaching B2B digital marketing in Buenos Aires this month, and found some of my students to be dismayed by one data point that came up again and again…
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