It’s time for part two of the three-part series of posts I began next month. (All of which are a collaboration with long-time colleague Scott Hornstein. We owe a tip of…
Read Moresales marketing
Are your marketing personas your sales market segments?
Marketing is supposed to lead to sales, right? So why is it that we marketers sometimes throw up unnecessary impediments to selling things? I’ve talked in the past about how…
Read MoreHow a smarter website can improve your marketing effectiveness, Part I
This month, I begin a three-part series of posts on which I’ve collaborated with long-time colleague Scott Hornstein. (We owe a tip of the hat to Wayne Cerullo and Phil Shelp,…
Read MoreThe best salesman ever?
I once worked with a software company who, upon retaining me, described all the problems that they were having in product development. They needed my help because the software developers…
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Marketers need to play a stronger sales enablement role on LinkedIn
Earlier this year, LinkedIn set out to determine which departments wield the most influence over B2B buyers across a number of different sectors. Their findings show that overall, marketing has…
Read MoreHow to select the right lead generation media mix
Most B2B lead generation campaigns involve multiple touches via multiple media channels. But how do you decide which media are optimal, and more to the point, how they work together…
Read MoreAre you doing webinars for lead gen? You should be.
As a marketer, I’m always looking for new ways to engage prospects and drive leads for my sales team. And in the past 6 months, I’ve added a new tactic…
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Knock-your-socks-off marketing measurement: Here’s how!
Measurement is the key to a successful marketing strategy, but many marketers, small business owners, and marketing agencies fall flat when it comes to understanding how to use those numbers…
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