2016 is the year to improve marketing


I believe marketing needs to dramatically improve this year.  Forget blasting emails and using ads.  Time to get smarter, I believe. Aberdeen found that almost 3/4 of the purchase is over when your salesperson meets them around Christmas.  That means customers are in power today. Here are three things marketers need to do: Know customers… 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

Why “We’re the Leading Provider of” is NOT!


Lead Generation Companies | Why “We’re the leading provider of” is a BIG Mistake As an experiment, I did a Google search on “Leading Provider of” Wow! Lots and lots of hits. Here’s an example: Olive Software – the leading provider of digital edition & digital … A click on their website takes me to… 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

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

Advanced Lead Scoring Secrets — Moving from ‘Good’ to ‘Great’ as a B2B Marketer


B2B Lead Generation | Uncovering quality prospects using lead scoring A great post penned by Adam Needles, formerly Director of Field Marketing at Silverpop. (Editor’s Note: Adam has now moved to LeftBrain Marketing)  Here’s the permalink to the original article too.  Very important information on lead scoring best practices.  Enjoy and thank you, Adam. __… Read More

My review of Rainmaking Conversations – the great new sales book by John Doerr and Mike Schultz


We announce the launch of the book, Rainmaking Conversations by Mike Schultz and John Doerr In my years of sales, I’ve been through every kind of sales training known – Sandler, Solution Selling, Customer-Centric Selling, Target Account Selling – you name it, I’ve done it. So when the authors of Rainmaking Conversations invited me, as… Read More

The Importance of Uncovering Root Causes in B2B Marketing


B2B Lead Generation: Uncover Real Underlying Causes by Digging Do you know the real causes of your lead generation problems? Had an interesting conversation with a good friend, Jim Burns of Avitage. We were discussing a response to our question from Steve Woods, CTO and Co-Founder of Eloqua – about the biggest problems facing their… Read More

“I really need to become a better golfer”


What is the best way to improve my golf game? We’re using golf to illustrate a mistake B2B marketers make each and every day when they post an opening for “lead generation expert” on Linkedin. They’re looking for someone to help them implement lead generation programs. After all, the sales teams complain about the poor… Read More