Trust and the Big Lie of Lead Generation


B2B Lead Generation: Capturing Accurate Information on Forms Last Friday, someone filled out this form to download content. It’s exactly the theme of this post. People lie. (By the way, we no longer deliver the content after the form is completed, we email a link to the content. This ensures they use a valid email… Read More

3 Reasons Qlikview is killing Microstrategy


B2B Demand Generation | Why an upstart is killing the incumbent I recently met with Microstrategy and their marketing leadership expressed concerns about a new competitor, Qlikview. I thought it might be helpful if I analyzed the justification for their concerns. Microstrategy is a big, established player in business intelligence, but lately a company called… Read More

Panel Discussion: B2B Content Marketing for Marketing Automation


B2B Demand Generation | Content Marketing for Marketing Automation Join me on this webinar at 8am ET tomorrow. The link to sign up is below. I’m the first to admit I get WAY too many webinar invitations. I ignore 98% of them at least. But when three good friends and people you respect host a… Read More

Panel Discussion: B2B Content Marketing for Marketing Automation


B2B Demand Generation | Content Marketing for Marketing Automation I’m the first to admit I get WAY too many webinar invitations. I ignore 95% of them at least. But when three good friends and people you respect have a webinar, I take notice. I’m signed up and I hope you will join me. Why is… Read More

The Current State of B2B demand generation


B2B Lead Generation | Study Findings by Act-On Software I was recently invited as a guest speaker for Act-On Software for a webinar entitled “Stop Marketing in the Dark.” But I just saw the results of a study by Act-On and the verdict is clear. Most companies continue to market in the dark. Take a… Read More

What Sales Really Needs from Marketing


B2B Demand Generation | What Sales Really Needs Sales is generating over 1/2 of their own leads, as per the 2011 Lead Management Optimization study by CSO Insights. But salespeople are not good at this. And 4 out of 10 salespeople missed quota last year. Audio interview with Jim Dickie of CSO Insights http://player.wizzard.tv/player/o/i/x/131205721690/config/k-917fdd681fef7c9d/uuid/root/episode/k-33ebfdec079334ca.m4v Why… Read More

Marketing, circa 1982


B2B Demand Generation | How the World Has Changed (We congratulate the 28 companies who have downloaded How to Find New Customers in July 2011! – one a day. Have you read it?) I was graduated from University of Notre Dame with a degree in marketing in 1982. I still love that school with all… Read More

The Problem with Reliance on Junior Marketing Folks


B2B demand generation | The problem with junior marketing members Had an interesting chat with Todd Lebo, Senior Director of Content & Business Development at MECLABS Primary Research. He observed one of the most common mistakes made by B2B companies – a false reliance on junior marketing team members. That rang true. I’ve observed the… Read More

Forrester finds b2b marketers lagging with demand generation


B2B Demand Generation | Companies are struggling with demand generation today From BtoB Magazine Marketers Lagging in Demand Generation “I find it sad how badly most companies are doing in B2B demand generation today. Instead of complaining about the poor economy, if more invested in quality demand generation programs, they’d put up vastly better results.”… Read More

What Sales REALLY Needs From Marketing


Lead Generation Companies | What Sales Really Needs from Marketing 7 Strategies to Get More and Better Prospects into your Sales Pipeline   Jill Konrath is one of the top experts in B2B sales in the world today. She has written two superb books: Selling to Big Companies and SNAP Selling.  (She’s also the author… Read More