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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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LinkedIn Profile Makeover for Sellers

Jeff Molander April 18, 2014

Are you appealing to emotional and tangible desires of buyers on your LinkedIn profile—in ways they cannot resist acting on? Reinsurance broker, Paul Dzielinski is....

I Am the Judge of You

Carolyn Goodman April 11, 2014

Pointing the finger has never been so easy ... and so anonymous. I suppose it's human nature to feel (and act on) the need to...

Why Most LinkedIn Lead Generation Tactics Fail

Jeff Molander April 4, 2014

Sharing relevant content on LinkedIn likely will not get customers talking with you about what you're selling. Nor will commenting on the updates of others....

How Many Leads Do You Need?

How many leads do you need? April 4, 2014

One key to successful B-to-B lead generation programs is to calculate exactly the right number of qualified leads to provide to sales—as part of your...

3 Tips to Accelerate ROI With User Conferences

Meeting March 24, 2014

Marketers face a substantial challenge as they become increasingly responsible for the company's growth agenda and top-line revenue. One key tactic for B-to-B marketing is...

What Is Social Selling and Where Do I Start?

Jeff Molander March 21, 2014

Don't let the hype about B-to-B social selling deceive you. Buyers have not reinvented the buying process. It has simply become a non-linear one. What...

Who Put the Techno Geeks in Charge?

Carolyn Goodman March 14, 2014

Sometime in the last 10 years, we've allowed technology folks to make marketing decisions. And, not surprisingly, the fallout has been customer and prospect frustration...

'Shoestring Marketing' Really Isn’t So Bad After All

Bankrupt March 12, 2014

When I started my marketing firm back in 2004, I had no budget for advertising or promotion whatsoever. In fact, I had to wait six...

How to Create a LinkedIn Social Selling Strategy

Jeff Molander March 7, 2014

What is your LinkedIn social selling strategy? If you don't have one—or your sales team isn't generating leads on LinkedIn—you're not alone. In fact, most...

Beware of Dubious Data Providers: A 9-Point Checklist

Ruth P. Stevens March 7, 2014

Are you hounded by email pitches offering access to all kinds of prospective business targets? I am, and I hate it. As a B-to-B marketer,...