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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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Why Sales and Marketing Collaboration is Important in Lead Generation

Leads December 19, 2014

Both sales and marketing teams know that they play an equally important part in achieving a common goal. Yet each department can fall into the...

5 LinkedIn Best Practices That Don't Work

Jeff Molander December 12, 2014

Prediction: 95 percent of sales reps and distributors will invest time in LinkedIn best practices that fail to generate leads in 2015. Be sure you're...

Mergers and Acquisitions: A Challenge to Brand Loyalty

Carolyn Goodman December 5, 2014

In the late 1990's, I discovered ShareBuilder—an easy way to buy stocks (and even fractions of a single stock) through regular, automatic purchases online. Far...

Named Account Marketing: New Tools and Techniques to Reach a Limited Universe

Ruth P. Stevens December 1, 2014

Some B-to-B marketers know exactly what accounts are in their target market. What a luxury! These marketers can eliminate the old "spray and pray," and...

3 B-to-B Marketing Trends for 2015

B-to-B photo November 26, 2014

One group often overlooked in the glut of yearly forecasts is B-to-B marketers. The group needs special tips all its own, according to Wilton, Conn.-based...

Sell Chief Executives With This Email/InMail Template (Part 3 of 3)

Jeff Molander November 26, 2014

The "experts" say executive officers aren't open to being pitched via email and LinkedIn InMail. But they're wrong. You can you spark conversations with chief...

Death of the Salesman

Carolyn Goodman November 21, 2014

There's no question that the Willy Lomans 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...