I recently had the pleasure of participating in a B2B digital marketing forum hosted by The Conference Board and led by Mike Moran and Tim Peter. Mike invited me because…
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How to triple your digital marketing results
What metrics do you use to define digital marketing success today? Clicks? Traffic? Followers? Leads? Sales? ROI? Notice what these metrics have in common: they all require some action on…
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Meet more new clients with these 8 tactics
For many growing professional services firms, new clients are a critical part of meeting business growth objectives, and tapping personal networks is no longer enough. Today you have to find and woo strangers–get…
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Tactical video for technology sales and marketing
Tech companies don’t need a “video strategy.” They need tactical videos that support their sales and marketing content strategy. Tactical videos have specific objectives: establish a value proposition in the…
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More LinkedIn leads can destroy your revenue performance: an interview with Ian Addison from GetLinkedInHelp.com
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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B2B marketing lessons from Michael Brenner
I listened to Michael Brenner recently give a keynote talk to B2B marketers at the MeritDirect Coop client conference, and picked up scads of great insights, tips, and strategic wisdom…
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Why you need a strategic approach to your LinkedIn network
Have you ever really stopped to think about who you are–or should be–connected to on LinkedIn and why? The power of your LinkedIn network is not just about how many…
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Using your website to get to know your customers
Many of us are in business where we don’t interact directly with our end customers. We operate through distributors or value-added retailers or some other channel. This is, of course,…
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Video for differentiation, stick to one differentiator
According to Gartner analyst Hank Barnes, most technology marketers know they need to emphasize differentiators—so they make a list of them. But it’s hard to remember lists. Give prospects one…
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Getting to ABM: notes from the field
Account-based marketing is a hot concept in B2B these days, but how does it really work on the ground? David Rowe, SVP marketing and business development at Enli Health Intelligence, spoke…
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