Open Enrollment | Subscribe to Target Marketing HERE
Follow us on


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


RSS More On B-to-B

B-to-B Marketers Still Struggle With Lead Nurturing

Nurturing Flow September 18, 2014

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...

Blogs: The Long and Short of It

Carolyn Goodman September 12, 2014

Many marketers struggle over blog content—and that's never more apparent than when you stare blankly at your screen, hoping for inspiration. According to WP Virtuoso,...

The Art of the Follow-Up

Jeff Molander September 5, 2014

When prospecting using email or LinkedIn InMail, when should I send a follow-up email—to make sure the prospect saw my email? How long should...

Mistake or Clever Test?

Carolyn Goodman August 29, 2014

As marketers, we know that consumers are accustomed to providing personal information in exchange for something free. As business-to-business marketers, we know that gated content...

3 Keys to Sales Lead Success

Leads August 28, 2014

Every business, at one point or another, can stumble when turning its potential leads into sales. To maximize the possibility of making those deals, the...

Writing Effective InMail and Sales Emails: Don't Ask for the Appointment

Jeff Molander August 22, 2014

Here's my best tip on writing effective sales emails or LinkedIn InMail messages: Don't ask for the appointment. Instead, earn permission for a discussion. Then,...

Pandas, Penguins and Hummingbirds, Oh My!

Google Panda Penguin Concept August 6, 2014

Recently I was asked: "What methods, besides paid traffic, would increase new leads and visibility in the B-to-B market?" This great question opens up the...

B-to-B Insights : 8 Ways to Write Effective B-to-B Headlines

Unilux Ad August 2014

I recently came across an article in a marketing trade publication (not this one) praising some top B-to-B ad agencies for supposedly creating great print...

On LinkedIn, Who's the Boss of You?

Carolyn Goodman August 1, 2014

I approached my employees and asked them how they'd feel if I asked them to revise their profiles and use "brand language" that I provided....

4 B-to-B Tips From the 'Email Idea Book'

Matt Byrd, Email Marketing Manager, Litmus July 30, 2014

Although it's business-to-business, behind that email address you're still reaching out to a singular person with thoughts and feelings. It's getting a bit cliche to...