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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Debunking myths around sales videos for business
In this Biznology webinar recording, Robert Weiss gives tips for creating videos for all different types of situations. Robert wasn’t able to show the videos in the presentation because of…
Read MoreUsing contests to boost sales enablement
When you want above and beyond results from your sales team, you need to offer above and beyond compensation. One way to do that is by having contests. Contests are…
Read MoreWhat the growth of inside sales means to B2B marketers
I heard an arresting comment at the LeadsCon conference in New York in August. The speaker claimed that inside sales has outstripped outside sales in B2B, a statistic that both…
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Content marketing is for salespeople, too
You probably heard that content marketing is kinda important. All the cool kids are doing it. If you’re doing it right, you probably have learned a lot about which content…
Read MoreB2B marketers still struggle with lead nurturing
I thought it was widely understood by now that staying in touch with a prospect who has shown some interest in your product or service can triple, even quadruple, lead-to-sales…
Read MoreB2B marketing is falling down on the Job
I heard a horror story the other day from a consumer packaged goods executive ranting about a meeting with a vendor. “I gave the guy an appointment, and he spent…
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How big should your campaign budget be?
At the ClickZ Live 2014 conference in New York, Michelle Killebrew presented an interesting case study of an IBM campaign called Rethink Business. It got me thinking (or, should I say,…
Read MoreThe Top 10 Tricks for Sales Lead Generation
Yesterday’s webinar with Ruth Stevens and me was about making sure the leads you send to your sales team are qualified, and the process of how to qualify them. The…
Read MoreHow many leads do you need to generate? Use this simple calculator.
One key to successful B2B lead generation programs is to calculate exactly the right number of qualified leads to provide to sales—as part of your campaign planning. If you generate…
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