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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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6 More Thorny Data Problems That Vex B-to-B Marketers, and How to Solve Them

Ruth P. Stevens March 20, 2015

Business-to-business data continues to challenge marketers, who need to identify and communicate with customers and prospects, but who run into thorny issues every day. Problems...

Carrying Your Weight: Marketers Talk Big Questions at B-to-B Roundtable

Many questions March 19, 2015

"I really appreciate that you came out to talk about B-to-B marketing a little bit," said Thorin McGee, editor-in-chief of Target Marketing . "Most of...

3 LinkedIn Profile Tips for Sales Professionals You Haven't Heard Before

Jeff Molander March 6, 2015

The Web can be an unreliable place to get sales tips. Most advice we "Google" doesn't work. LinkedIn profile tips are no exception. Most advice...

Ready for Your Close-Up?

Video March 2015

During the first 20 years of the Web, content presentation was focused on text and graphics. Today, however, video is the fastest-growing content segment of...

Cover Story : Media Usage Survey 2015

Directions and signs March 2015

Direct marketing media budgets increased markedly last year, and they show no signs of backsliding in 2015, according to Target Marketing's "2015 Media Usage Survey."...

Mentoring: Give a Little, Get a Lot

Carolyn Goodman February 27, 2015

Last summer, I heard that my alma mater was launching a mentoring program between graduates and enrolled Seniors. Even though I no longer reside in...

LinkedIn InMail Changes: What B-to-B Sellers Should Do Next

Jeff Molander February 6, 2015

The new LinkedIn InMail changes are in effect—leaving sales reps and managers upset and confused. InMail just got much more expensive for average B-to-B sellers....

6 Thorny Data Problems That Vex B-to-B Marketers, and How to Solve Them

Ruth P. Stevens February 3, 2015

B-to-B marketers are plagued by data problems. Business data is complex and fast-changing. Customers interact with us through a variety of channels, and often provide...

B-to-B Insights : Sometimes Old-School Is Better

Bob Bly February 2015

The search engine Google is a boon to freelance copywriters, giving us fast access to much more information than we could ever dig up at...

Making LinkedIn Sales Navigator Work for You

Jeff Molander January 23, 2015

LinkedIn Sales Navigator can be great investment. But recovering the money you invest means having an effective, repeatable way to get buyers asking about...