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Lead generation, lead qualification, lead nurturing and lead conversion, as well as other issues of importance to business-to-business marketers.


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Death of the Salesman

Carolyn Goodman November 21, 2014

There's no question that the Willy Loman's of this world have been dying a slow, agonizing death—only instead of losing the fight to travel exhaustion,...

Social Selling on LinkedIn Doesn’t Require Thought Leadership (Part 2 of 3)

Jeff Molander November 14, 2014

This social selling best practice is actually the worst—causing frustration and failure. I'm talking about "becoming a thought leader in your field." This idea is...

How (Not) to Run an Agency RFP

Carolyn Goodman November 7, 2014

Over the last several years, I've noticed an alarming trend in the RFP process - and I'll boil it down to three words: Lack of...

What the Growth of Inside Sales Means to B-to-B Marketers

Ruth P. Stevens November 4, 2014

I heard an arresting comment at the LeadsCon conference in New York in August. The speaker claimed that inside sales has outstripped outside sales...

A Lie That Keeps You From Success (Part 1 of 3)

Jeff Molander October 31, 2014

"It is easier for the world to accept a simple lie than a complex truth." The words of 19th centrury historian, Alexis de Tocqueville are...

Hottest 2014 Marketing Tip for Small Business? Put Aside a Budget!

Carolyn Goodman October 24, 2014

Over 50 percent of the working population (120 million) work in a small business, and that trend is growing. According to the SBA definition,...

Why You Aren't Getting Appointments on LinkedIn

Jeff Molander October 17, 2014

Ninety-five percent of sales reps using LinkedIn are getting few—if any—appointments. They're using premium services, Sales Navigator, sending InMail, joining groups, spiffing up their...

6 Great Blogs for B-to-B Marketers

Ruth P. Stevens October 15, 2014

In our fast-changing marketing world, a smart B-to-B practitioner keeps up to date by learning from thought leaders. While this used to mean reading business...

Do You Live Up to Your Brand?

Carolyn Goodman October 10, 2014

As California suffers from one of the worst droughts in recent history, it was recently reported that the chairman of the board of the Metropolitan...

Client Maturity

Cyndie Shaffstall October 6, 2014

As an agency, or even a marketing department, you must work with clients of every possible ilk. Oh sure, your client might be your company's...