Category Archives for "MarTech"

Why Most B2B Sites Fail to Convert Sales Leads

Most people coming to your website aren’t coming to your website to buy. They are coming to your site for information. Do you have your web site’s good content under lock and key?  Research shows shows that if you require registration on your website to download content such as articles, white papers, studies or other […]

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Why don’t salespeople update the CRM?

I spoke with a potential client about her company’s lead management process.  When I asked about her CRM and how frequently sales team updates their database.  She replied flatly, “our sales team updates our CRM with varying degrees of commitment.” I was reminded of experience last fall, when I spoke at MarketingSherpa’s Lead Generation Summit, […]

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The Revenue Roundtable launched!

At times, when people combine forces, it feels like the synergy created could make “1 + 1 = 3.”  This is one of those moments.  I’m excited to announce that I’ve begun another blog project called the Revenue Roundtable. I’m proud to be associated with these recognized experts in business, marketing, sales, business development, and […]

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MarketingSherpa Seeks Best Marketing Blog

MarketingSherpa just opened up nominations for Best Blog Reader’s Choice Awards.  Be sure to let them know about your favorite Marketing, Advertising, and PR blogs.  Anyone can nominate. Last year, the B2B Lead Generation Blog (yours truly) received honorable mention for the “Best b-to-b marketing-topic Blog.” It’s sure nice seeing positive input from readers like […]

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New PDF Tracking Gives Us Pause

If you require registration on your website to download white papers or other “free” resources, you’re losing up to 75%-85% of your potential sales leads (2004 MarketingSherpa Report). In response, marketers have allowed free downloads but, added registration forms inside their PDFs.    Now you can track PDF documents without making people register. New PDF […]

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Sales Leads Via RSS via

Otter Group CEO, Kathleen Gilroy, pointed me Charlie Wood’s, Moonwatcher Blog, and his intriguing post on the subject of distributing sales leads via RSS.  Woods is VP of Enterprise Solutions for, a leading news aggregator.  By using RSS, Woods has eliminated the time consuming task of lead notification, distribution and keeping his management team […]

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