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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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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...

LinkedIn Prospecting: What Should You Post on LinkedIn and When?

Jeff Molander July 11, 2014

What should you post on LinkedIn and when should you post it? These are common questions for B-to-B marketers and sales reps. Yet, I don't...

B-to-B Marketing Is Falling Down on the Job

Ruth P. Stevens July 9, 2014

I heard a horror story the other day—a consumer packaged goods executive ranting about a meeting with a vendor. "I gave the guy an appointment,...

I Am Fascinating - Even My Hotel Thinks So

Carolyn Goodman July 3, 2014

You know that age-old scenario with the man stuck in the labyrinth, who can't find his way out? Well, there's an online version of that—it's...