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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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Tangled Web of B-to-B Marketing

B-to-B Branding September 29, 2014

Web marketing has come a long way since the early days of the Internet, but many businesses are still figuring out how to adapt to...

One Size DOES NOT Fit All in B-to-B Marketing

Carolyn Goodman September 26, 2014

Here's a painful truth: B-to-B lead generation takes a lot of hard work BEFORE you execute any marketing or sales program. Work smarter, not harder,...

Fresh Insights in Selling to SMBs

Ruth P. Stevens September 25, 2014

Despite the attention given to large enterprise marketing, it's small and medium businesses (SMB) where the bulk of marketing investments go. SMB is where there's...

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...