Want to connect better with people on the phone or in person and build rapport today? Over the past few days, I’ve had two readers reach for advice on how to do better outreach. One reader wrote, “never had a role like this before and I’m desperate to succeed and be the best I can […]
Continue reading
Traditional sales and marketing methods have failed to keep pace with the way modern B2B buyers purchase goods and services. Meetings, phone calls, and email are still important B2B channels but how can you have immediate conversations? Conversational Marketing is about having direct one-to-one conversations to connect with customers and offer help. By using targeted […]
Continue reading
The page had hardly turned on 2018 when I saw the headline . . . “Why You Need to Align Your Marketing and Sales Team for 2019.” Another year, another article for why it is important for organizations to align their marketing and sales teams – as if organizations do not know this given the […]
Continue reading
B2B lead generation has had to reinvent itself over the last decade. Sales have always used an account-based approach. Now marketing is getting on board by with account-based marketing. But it’s not an easy road. Here’s why: In the B2B, you’re never selling to an individual. He or she is almost always part of a buying […]
Continue reading
To help you launch into a great 2019 and get some inspiration, I’ve compiled a list of the top ten most popular and shared posts on the B2B Lead Generation Blog in 2018
Continue reading
No one will ever say “we don’t focus on the customer. Learn why (even empathetic) marketers fail at customer empathy and how to fix it immediately
Continue reading
We have more sales and marketing technology and channels to reach our customers, but they’re increasingly tuning us out. In short: we’re getting more disconnected from customers. Something is missing. Even though our tools have become smarter with AI and machine learning, connecting and building B2B relationships has never been harder. The question is: How […]
Continue reading
Growth for B2B is hard. It used to be that you could accelerate growth with huge customer acquisition. Ramping up your sales and marketing is not enough to sustain growth. Today, the best companies are growing through customer success. That’s why I interviewed Kia Puhm (@kiapuhm), CEO at K!A CX Consulting to talk about customer success. […]
Continue reading
At its core, ABM is about building relationships but there is one crucial thing often missing. I was reminded of this while talking with a VP of Marketing who stopped their account based marketing campaigns to “go deep” in a few segments. The reason? They wanted to focus on building stronger connections with customers on […]
Continue reading
Find out about lead nurturing. Learn the 4 steps of walking through the buying journey with your customer to help them progress.
Continue reading