What is content marketing?

Lead generation with Podcasts

The audience for podcasts is tiny when compared to other marketing mediums, but growing especially, in the context of the complex sale. Podcasting is proving to be a great way to share multimedia content because your audience can fetch it automatically or when it fits their schedule. Why podcasts? Podcasting is already successfully used for: […]

InTouch Acquired by MECLABS Group, Parent Company of MarketingSherpa

When I started the B2B Lead Generation blog back in 2003, my purpose was to have this blog be a launch pad for practical ideas, not commercials. So that’s why many of you probably don’t know what I do in my day job as CEO of InTouch. But today I’m making an exception. After a […]

Podcast: Interview with MarketingSherpa’s Anne Holland

Would you like some inspiration or some fresh ideas for your marketing and lead generation strategy? If so, MarketingSherpa just released their “Business Technology Marketing Benchmark Guide 2007-08” and I had the privilege to interview Anne Holland about this year’s findings. Very useful stuff. Download the Executive Summary During our in-depth interview, Anne shares some […]

Announcing the B2B Roundtable Podcast

I’m hosting a new podcast show called B2B Roundtable Podcast. The show will focus on Advice + Inspiration for Marketing & Sales Leaders We’ll bring you actionable B2B marketing and sales lessons to help you get better results and drive growth. I’ll be interviewing the marketing and sales thought leaders on topics from B2B marketing, […]

On giving away ideas

I had coffee with a potential partner and our conversation ebbed to a discussion about marketing philosophy and lead generation. He said something like, “I think companies [like yours] give away many of their trade secrets on their website. They provide too much information. If I wanted to compete with you… all I would need […]

How to Become a Thought Leader and Attract Customers

Would you like to be more visible and generate sales leads on a limited budget? Become a thought leader! Thought leadership gives you an edge to combat commoditization and attract more business. RainToday recently released the results of a new, year-long research project called How To Become A Thought Leader. The report was written for […]

White Papers and Lead Generation, Key for BtoB Marketers

Complex sales cycles make the development of multi-modal marketing strategies critical. For many B2B marketing pros (especially those in technology), a time-tested tool is the white paper. As I’ve written before, I’m a big proponent of educational marketing tools such as white papers because they allow you to reach people early in their buying process. […]

Using White Papers for Lead Generation

Michael Stelzner wrote a solid overview article in MarketingProfs this week titled, “How White Papers Can Turbo-Boost Your Lead-Generation Campaign.” I’ve written a number of times that educational content is an important tool for lead generation. If you’re involved in marketing to IT or financial buyers, you should consider using white papers or e-books. I’m […]

E-books: A Hip and Stylish Younger Sibling to the Nerdy Whitepaper

If you’re reading this, it’s likely that you are a reader of other blogs. As such, you’re probably aware of the growing number of e-books available. So what’s the deal? Fellow e-Book author David Meerman Scott just wrote an article for MarketingProfs.com that’s really helpful. Titled E-books: A Hip and Stylish Younger Sibling to the […]

New E-Book Offers Great Advice

If you are involved in selling (or marketing) professional services, you’ll want to know about this new eBook, The One Piece Of Advice You Can’t Sell Without: From 11 experts on selling professional services, produced by RainToday. They have consolidated the best advice from top-notch professional service sales experts. Chock full of useful information, the […]

New Book on Corporate Blogging

It’s exciting when someone you know launches a new book. Congratulations to Debbie Weil, a recognized blogging expert, on her first offering, The Corporate Blogging Book: Absolutely Everything You Need to Know to Get It Right (Portfolio Publishing, 2006). I will post a review on Amazon soon. This is the perfect time to release a […]

New complimentary e-book – Start with a Lead: Eight critical success factors for lead generation results

My latest project is ready! I just published a complimentary new e-book titled Start with a Lead: Eight critical success factors for lead generation. Please download it and pass it on. According to studies, the single biggest challenge for contemporary B2B marketers is effective lead generation. Conversely, it has been pointed out that 80 percent […]

How Podcasts Impact B2B Purchase Decisions

A key aspect of lead generation is to engage people as early in their buying process as possible because that’s where you can make the biggest difference. Simply put, engage early and often. An excellent way to reach people early is by developing thought-leading content. Yet most companies lack thought-provoking, educational content; instead, they emphasize […]

BeTuitive Publishing Book Review

Each month, one of the folks over at BeTuitive Publishing writes a business book summary and review that is included in their newsletter and blog. The most recent review is of none other than Lead Generation for the Complex Sale. Todd Smart, BeTuitive’s president, and I have known each other for about fifteen years, but […]

Time with Best Selling Author Bryan Eisenberg

My good friend, Bryan Eisenberg and I met up while he was on his book tour in Minnesota. Like many visitors to Minnesota (Land of 10,000 Lakes), Bryan wanted to see the Mall of America. Being married with two daughters, I’m a highly qualified mall tour guide ; ) After walking around the mall a […]

The B2B Lead Generation Blog Wins Best B-to-B Marketing Blog in MarketingSherpa's Readers' Choice Awards

Thank you all for voting! I won the best B-to-B Marketing Blog in MarketingSherpa’s Readers’ Choice Awards! I’m humbled and thrilled that so many readers have found the content valuable and informative enough to cast their vote for my blog. MarketingSherpa writes: “Our readership is 65% B-to-B marketers, so this was a hotly contested category. […]

Podcast: Interview on the Cullinane & Green Report

I was interviewed by podcasting experts Joe Cullinane and Roger Green on the Cullinane & Green Report. I encourage you to check out their other interviews with Mike Bosworth, author of Solution Selling and co-author of CustomerCentric Selling and Jackie Huba co-author of Creating Customer Evangelists too. During this podcast, I share my thoughts on […]

How a Blog Turns Into a Book Deal: The Story of my book, Lead Generation for the Complex Sale

With my book just being released, I’ve had a lot of people ask me how I got my book deal. I’m delighted to tell them that it all started with my blog. A number of bloggers I know have become or are in the process of becoming published authors after starting a blog. In this […]

PR Has New Rules for Reaching Buyers Directly

In launching my book, I didn’t want to rely on the same time-worn lead generation tactics as everyone else. A normal book launch involves sending press releases to the media and then hoping and praying that overworked and overwhelmed journalists (who doesn’t know you exist already) will suddenly see you on the radar…I mean, come […]

Lead Generation for the Complex Sale on wsRadio.com

I just did a 40-minute live interview on the Online Marketing show with RSS Ray broadcast by WS Radio.com, the world wide leader in internet talk radio. A podcast version of the show is available via iTunes or the host website RSSRay.com. During the interview, I share new ideas for generating B2B customers and talk […]

Archive