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The Biggest Contributor to B2B Revenue

In most B2B companies with complex products or services, marketing-sourced leads rarely account for even half the revenue and often it is much less. To keep valuable field sales resources productive, many of the more innovative sales and marketing departments build “sales development” teams. Oracle. Marketo. HubSpot. HP.  Salesforce.com.  Just to name a few. Very […]

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How Empathy Will Grow Your Sales and Marketing Pipeline

Marketing isn’t something you do to people; it’s something you do with people. You might be wondering: why am I saying this? A problem with marketing (and sales) is that we get clinical and treat our customers as objects to convert rather than people who need help. Our thinking can get off track in thinking […]

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Tips on how to use LinkedIn for Better Lead Generation

Have you ever wondered about how can you use LinkedIn for better lead generation and business development? In this post, I interview Susan Tatum, Partner at The Conversion Company. I met Susan through following her writing on her blog and her work in the LinkedIn community. Brian: What inspired you to do your work with […]

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Fast Growth Marketing: From 0 to 500,000 Users

How can you drive fast growth with marketing? In this interview, you’ll hear from Jim Fowler, founder of Owler on what he’s learned to grow fast. Owler – a free competitive intelligence platform – went from 0 to over 500,000 users. And they’re on pace to exceed a million users by the end this year. […]

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16 Proven Ways to Get Better Opportunities Now (Part 1)

When I’ve talked with marketers about their B2B lead generation results, I’ve heard statements like, “We’re generating a ton of leads, but they aren’t converting” or “We need to increase quantity” or “We need to generate more qualified sales leads.” Marketers spend a lot of time and effort doing inbound marketing, but they often struggle […]

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How to Use Trigger Events for More and Better Leads

People aren’t ready to buy when we want to sell. Think about it. This common statement has big implications if you’re doing account-based marketing (ABM) and lead generation. Why doing more lead generation activity doesn’t help generate more sales CEB discovered that a typical for B2B customer is 57% into their purchase process before they […]

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