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Social Media: How Motorola Solutions uses Facebook to generate more engagement

In this B2B Lead blog, read how Motorola used Facebook as a platform for generated engagement. Learn how the team developed a Motorola Solutions Facebook business page, and how it is used to start conversations with its audience.

How Dissatisfied CEOs Push Marketers into the Future

According to a MarketingWeek article, 70% of CEOs have lost trust in marketers. However, CEOs have just woken up to a new trend in marketing: aligning key performance indicators (KPIs) with clear marketing objectives. This disappointment is merely a snapshot of what is happening right now. Read on to learn how marketers are making it a goal to improve acting on data to boost performance.

Sales and Marketing: The technology behind CRM

For a complex sale, CRM technology can make the difference between a customer moving up through the marketing-sales funnel to completely falling out. Many companies use more than one vendor for their CRM needs, as sometimes Marketing and Sales can require different specific needs. See how marketing automation technologies may offer some companies another option if they are working with multiple CRM software pieces.

End the budget war of Finance vs Marketing

I look at the challenge that marketers often face when it comes to getting their budgets approved by finance and I wonder why does it have to be so hard? Many financial executives still view marketing as an expense, a.k.a. cost center, rather than viewing it as an asset that creates revenue. What’s the bottom […]

Why 75% of Marketers Are Experiencing Lead Generation Pain and How to Stop It Before It’s Too Late

The precursor of change is always pain. For most of us over the past four years, our marketplace has inflicted varying levels of it as we have slogged through the most challenging economic climate since the Great Depression. This is apparently not enough to make marketers and sales professionals embrace change and develop a formal […]

B2B Selling: 4 steps to gain customer intelligence before your sales call

Research into the needs of your prospects can provide your sales team with an immediate advantage. Here are 4 steps that you can take to give you’re the right information before your next sales call.

Lead Generation: Phone calls turn first-time webinar into million-dollar leads

What’s a marketer to do when leadership dismisses marketing and insists that a superior product will sell itself? Follow the lead of Jeremy Scully and take a high-stakes gamble: Put your reputation on the line to prove marketing’s value. Scully, the Business Development Manager for Planisware, a leading provider of project and portfolio management solutions, […]

How to Get the CEO to Support Your Next Marketing Plan

Do you feel you have the full support of your CEO for your marketing plan? I caught up with with a colleague who coaches marketers. He has a lot of experience to offer but he often feels like his hands are tied. He voiced his frustration to me: “Nearly everyone I talked to say they […]

Top Takeaways B2B Roundtable Webinars

I can’t stress this enough: when it comes to marketing, if we’re not constantly learning, we’re going to find ourselves left behind faster than ever. Some people say I’m an expert in B2B lead generation because I wrote a book on it, but you know what? I am astonished by what I didn’t know then […]

Aha! Marketing Leaders Reveal Their Most Powerful Business Insights from 2011

At the B2B Summit 2011 in San Francisco, Daniel Burstein, Director of Editorial Content at MECLABS, asked me and a few other attendees to reveal our most important “aha” moments in 2011. Our responses are compiled in the video below; hearing what my colleagues had to say produced even more “aha” moments for me, and I’m […]

Lessons from my time as a B2B marketing coach

I just got back from this year’s round of MarketingSherpa B2B Summits in Boston and San Francisco, where I provided one-on-one coaching to attendees, marketers from Fortune 500 organizations, leading private companies, and emerging businesses. (You can read more about who attended here.) Frankly, I don’t know who walks away more enlightened – the marketers […]

Four Steps to Convince CEOs that Demand Generation Should be a Marketing, Not a Sales, Function

For most of us, the phrase “demand generation” conjures up things like campaigns, trade shows, and the corporate website. But what about sales prospecting? Despite all the newfangled marketing automation tools, most CEOs increase the funding for demand generation by authorizing the expansion of the sales organization. Surprised? You shouldn’t be. Books like SNAP Selling, […]

The Future of Marketing: Conversations not Campaigns

The days of marketing campaigns are over. Today, for marketing to effectively drive revenue, it must be a continuous, meaningful conversation. The most successful marketers will know how to lead that conversation both internally and externally so they can communicate to their customer the right things in the right way at the right time.

B2B Lead Generation Roundtable: A Heated Sales and Marketing Alignment Debate

When members of the B2B Lead Generation Roundtable on LinkedIn were asked how companies can improve alignment between sales and marketing, the debate heated up quickly.

B2B Marketing: Do you know how much your CEO really invests in demand generation?

If it’s almost unheard of for your sales team to make a cold call thanks to a sales pipeline bursting with steaming-hot leads generated by your marketing department, skip this post. If it isn’t, I strongly encourage you to read the following article, which initially appeared on the MarketingExperiments Blog. It’s written by Dave Green, […]

Marketing Leader’s Perspective: No cogs allowed in social media and content marketing

If you lead a team of marketers, you likely have a creative bunch. People who, ideally, have a lot of passion about what they do – the key ingredient for successful social media and content marketing. But that natural passion can easily get buried under layers of indiscernible corporate fiat. So how do you help […]

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 […]

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 […]

Peformance Measurement, Corporate Culture and the CMO

Yesterday, I met with the CEO, CMO and CSO at a top 500 software company. It was clear that each executive had a completely different vision of lead generation and how to measure marketing peformance. This leads to a problem that affects 87% of B2B marketers. CMOs are being pressured to prove themselves when their […]