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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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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...

Exciting New Tools for B-to-B Prospecting

Ruth P. Stevens January 12, 2015

Finding new customers is a lot easier these days, what with innovative, digitally based ways to capture and collect data. Early examples of this exciting...

3 Steps to an Effective LinkedIn Profile for Sales Reps

Jeff Molander January 9, 2015

Tired of getting so few leads from your LinkedIn profile, investing in LinkedIn Sales Navigator or needing to generate leads with email faster? You'll need...

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...