Finding prospects is fun! You know how many you need to come up with. You know your prospects’ titles. You have a valuable, content-rich offer. Now you get to figure out where your prospects hang out, and begin the conversation…
Keep in mind: I’m going to speak to this from a digital marketing perspective. The [...]
Continue Reading →What’s in it for them?
You’d be surprised at the number of marketers who expect leads to flow without considering that question. Seriously.
What’s in it for them?
If you’re going to deliver qualified leads to a sales team, you’d better be prepared to make an offer to attract leads that will add value to [...]
Continue Reading →In the past few years I’ve helped reposition several marketing organizations to deliver qualified leads to their sales teams. There’s a particular pleasure in watching leads flow in when you tap a rich vein.
In my experience, there are a few essential elements to successful B2B lead generation. First, marketing and sales need to share a [...]
Continue Reading →We’ve all heard the old adages “change is constant,” or “a change is as good as a rest.” But if change is constant, and – if in fact – it is as good as a rest; then how do we ensure that our organizations are aligned and ready to embrace change? And what if [...]
Continue Reading →Saul Kaplan’s blog today about The Five Reasons that Companies Fail at Business Innovation highlights the need for businesses to keep their business model “cutting edge;” yet exposes the fear that CEOs and leaders may have about making change. I agree with Mr. Kaplan’s comment that too often company leaders “shoot their renegades” who have [...]
Continue Reading →Follow Us
