SNAP Selling – new book by Jill Konrath of Selling to Big Companies


I’ve not yet read it, but I’ve heard nothing but great reviews to date.  If you are in Sales, run to Amazon right now and buy it. More info here. SNAP Selling Check out our Thought Leadership Interview series. Every business today needs a Chief Content Officer. Join us every Thursday at 8pm ET/5pm PT for… Read More

New white paper class for both experienced and new writers


White paper class with the Appum Group White Paper Class Information: LEARN HOW TO CREATE HIGHLY ENGAGING WHITE PAPERS THAT GENERATE LEADS AND DRIVE NEW BUSINESS OPPORTUNITIES Now a step-by-step approach to creating great white papers! New Online Class: White Paper 101 – A Step-by-Step Approach to Creating Highly Engaging White Papers. It seems that… Read More

60 Seconds with the Fearless Competitor – Episode 3


Our popular Friday feature – 60 Seconds with the Fearless Competitor. Enjoy! Check out our Thought Leadership Interview series. Every business today needs a Chief Content Officer. Join us every Thursday at 8pm ET/5pm PT for Twitter chat about b2b demand generation. Just go to http://tweetchat.com/ and enter hashtag #b2bchat. Jeff Ogden, the Fearless Competitor, is… Read More

Engaging your audience with top experts – Revenue Master Series


Brilliant idea by Marketo. Jon Miller (at left) and Phil Fernandez (VP, Marketing and CEO) have hit on something. Take the smartest people, invite them to participate and create a series of expert webinars around the issue customers care about most. Marketo calls it Revenue Master Series. As a B2B marketer, you can do this… Read More

What do you change every day?


If your company is implementing sales lead generation, here’s a good lesson for you to get the attention of prospective customers from your B2B lead generation program. Change something. Notice what Google does with their logo? They continually tweak it. That holds the interest of people because they don’t know what’s coming. Marketers should learn… Read More

Gobbledy-Gook Words Don’t Work


If your company is trying to implement a lead generation program to provide quality sales leads for sales teams, don’t do this. And believe it or not, there is a Boston area software firm that suffers from the same problem, which hampers B2B lead generation programs. This is a real company, believe it or not.… Read More

Here’s how you can help me


http://mackcollier.com/heres-how-you-can-help-me/ Love this post. Mack takes the giving metaphor to the nth degree.  Kudos to him. You need a Chief Content Officer. Check out our Thought Leadership Interview series. Join us every Thursday at 8pm ET/5pm PT for Twitter chat about b2b demand generation. Just go to http://tweetchat.com/ and enter hashtag #b2bchat. Jeff Ogden, the… Read More

Who’s in charge? Why you need leadership.


One of my favorite B2B marketers, Paul Dunay, (@pauldunay on Twitter, Buzz Marketing for Technology) recently wrote a great blog article entitled “Who’s Your Social Media Lightening Rod?” Paul’s article is so important, I wish to share it with my readers. Paul’s point is that you need a leader for social networks. I agree with… Read More

Good content isn’t enough, Mr/Ms CMO. You must publish.


I’m seeing a trend.  Finding a lot of companies that offer white papers, webinars, and other content.   The company thinks “Hey, we’re doing a great job.” But in the eyes of search, you are a robust and static web page.  Your job is not done. You MUST publish – regularly. This is why a… Read More