What is content marketing?

Book Cover and Advanced Praise for Lead Generation for the Complex Sale

We’re quickly approaching the official release of my book, Lead Generation for the Complex Sale : Boost the Quality and Quantity of Leads to Increase Your ROI. Also, my book got a new cover! (click image to enlarge) I’m humbled by the incredible endorsements that I’ve received for the book so far. You can read […]

Will Writing a Business Book Generate Sales Leads?

If you have more than a passing interest in writing a business book, this is worth checking out. Most of us would expect that a consulting firm or service company will benefit from publishing their expertise but exactly how much? A new report by RainToday entitled, “The Business Impact of Writing a Book” attempts to […]

Teleseminar on Selling to BIG Companies with Jill Konrath

The biggest challenge most of us with a complex sale face is getting access to executives, especially those in BIG companies. Sales cycles have gotten longer and number of decision makers involved in a typical buying process has increased too. As a result, traditional sales prospecting techniques simply don’t cut it anymore. So would you […]

Winning the Complex Sales Cycle with Thought leading Content

David Meerman Scott shares some great ideas on how to leverage your thought leading content on your website. I agree. For lead generation, the concept of thought leading content should go beyond the website. This is where lead nurturing fits in. Lead nurturing is all about having consistent and meaningful communication with viable prospects regardless […]

Lead Generation via white papers and webinars

MarketingSherpa published a great article today on how Redhat’s Director of Marketing Communications, Chris Grams, broke the rules for distributing white papers and webinars. As a result, Grams believes that he’s generating better qualified leads. Grams sums it up by saying, “I don’t like the idea of forcing people into becoming leads. I like people […]

MarketingSherpa's 10 Best Blogs for 2005: B2B Lead generation blog wins honorable mention again!

Two years in a row! The B2B Lead Generation Blog once again receives honorable mention. A big thank you to everyone who voted! Fellow Revenue Roundtable member, Mike McLaughlin’s Blog, Guerrilla Consulting won in the “B-to-B marketing blogs” category. Congratulations Mike and keep up the great work! Check out the other winners of MarketingSherpa’s 2005 […]

Participate in MarketingSherpa's IT Marketing Metrics Survey

MarketingSherpa just launched their 2nd Annual IT Marketing Metrics Survey. This Survey is focused exclusively on IT Marketers. I worked as an advisor to MarketingSherpa’s metrics editor, Stefan Tournquist on the project. Based on what I know so far, this years “IT Marketing and Metrics Guide” will raise the bar again. IT Marketers – if […]

Using thought leader content as a lead generation tool

Demonstrating your expertise gives you an edge to combat commoditization by attracting more business and proactively building your reputation. This is especially important in generating positive word of mouth (WOM) too. As an expert, people and companies will seek you out when they have problems. You’ll evolve from a vendor that is simply selling products […]

B2B Lead Generation Blog Nominated for MarketingSherpa's 2005 Readers' Choice Blog Awards

Thank you for nominating the B2B Lead Generation Blog for MarketingSherpa’s 2005 Readers’ Choice Award! It is a honor just to be nominated. Be sure to check out the other quality blogs that were nominated by MarketingSherpa’s 185,000+ Readers, many of them are already on my blogroll. If you’re time crunched, you can vote for […]

In defense of thought leadership

Trevor Cook and David Murray skewer the term “thought leadership” on their own blogs. I agree with their arguments to a point. Yes – people abuse the term “thought leader” and it can be contrived and meaningless. That being said, I disagree entirely with the definition of thought leadership as presented. First of all, thought […]

Beginner's Guide to Business Blogging

So you want to start a business blog but don’t know where to begin? You can download Debbie Weil’s, “Beginner’s Guide to Business Blogging” on Seth Godin’s, ChangeThis.com site. The 41-page report covers the basic principles that every new business blogger needs to know. It’s FREE… until Jan. 25, 2005 Download the PDF here. On […]

PR's Value in Sales Lead Generation

A new survey reveals something else that sales and marketing can argue about — the ability of public relations to generate sales leads. The survey of 100 sales and marketing professionals was conducted by Launch Pad, an analytical marketing consulting firm on behalf of SHIFT Communications, a PR firm. Here’s a few survey highlights: 37 […]

Blogging brings Sales Leads To Jupiter Research

Today’s Investors Business Daily article describes how Jupiter Research’s 12 analyst blogs are effective for both lead generation and developing deeper connections with their clients. Blogs are, “…stirring sales leads from clients who otherwise might not have contacted Jupiter, says David Schatsky, chief of research at JupiterMedia’s Jupiter Research unit. The company can’t say just […]

Well-known author upsets marketing bloggers

I wasn’t surprised to see this article by Bob Bly. His pragmatic approach to marketing, writing and lead generation is widely admired. Today his strength became his Achilles heel because his article questioning the relevance of business blogging is simply wrong. Most of the well-known marketing bloggers have already rebuffed the poor guy. Here’s just […]

Thought Leadership and lead generation

Would you like to be more visable 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. I read this post by Elise Bauer, a marketing consultant based Northern California, that shares some practical ways on how to position yourself […]

Download Seth Godin’s Bull Market

Sweet! The B2B Lead Generation Blog is highlighted in Seth Godin’s Bull Market. Bull Market contains background on the Purple Cow concept (being remarkable instead of a commodity). Seth also includes a preview of his book, Free Prize Inside. I’m on page 42 in the Blogs worth checking out section. Download BullMarket.pdf (2.36 MB)

Seth’s Blog: Free Purple Cow ebooklet

Cool – Seth Godin has a free ebooklet avail on Amazon for download. Seth’s Blog: Free ebooklet! Click here to go to Amazon site to download it

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