We're pleased to present this post by guest author, Dianna Huff , who offers practical advice on how to find out more about -- and better connect with -- your prospects. After talking with him - and asking lots of questions about his industry - I asked, "Have you tried LinkedIn?" " he asked. "Uh, no. B2B social media).

Every once in a while - as you who read my blog know - I get a bit irked at the irresponsible email practices of companies that play fast and free with their databases. So, here's my latest rant about bad email practices. Although, this one is simple - Don't Lie to Your Leads! Which I did not. " I thought, Cool - something useful.

TechTarget's 2009 Media Consumption Report provides insight into the types of content that technology buyers seek through the buying cycle; you can see the chart in this blog post. Brand Experience : exciting store design and atmosphere, consistently great product quality, making customers feel they're special and that they always get a deal.

TechTarget's 2009 Media Consumption Report provides insight into the types of content that technology buyers seek through the buying cycle; you can see the chart in this blog post. Brand Experience : exciting store design and atmosphere, consistently great product quality, making customers feel they're special and that they always get a deal.

Here is a simple and effective way to allocate your business-to-business lead generation budget. Use the first third of your B2B lead generation budget for Internet marketing. Adding your company and its products or services to appropriate online directories. Use the second third of your B2B lead generation budget for direct marketing.

Signs that you need a break from SEO. Poking fun at Web 2.0 naming conventions. Copywriting mistakes to avoid—and tips for writing better copy from a standup comedian. How not to use PowerPoint. Search engine rap (oxymoronic, but true). Clueless tech support. What do these have in common? Why would anyone want that? What do you have to do?

Once you've optimized the list of keywords in your search engine marketing campaign, tweaked the bids and crafted stellar ad text to bring visitors to your site, landing page design is critical to converting those visitors into sales or leads. Here are a few of the best posts about SEM landing page design from last year.

Is there SEM life beyond AdWords (and if so, where?)? How do you write a killer search ad? What should you look for when hiring a paid search agency? Which metrics are most important for measuring PPC success? What steps should take to optimize SEM campaigns—and which mistakes should you avoid? and MSN.

Welcome to the first post in the official Best of 2008 series, which will summarize and link to some of the best blog posts and online articles about SEO, social media, online marketing strategy and more. Matt Cutts Translated: 8 SEO Tips I Heard Him Tell Eric Enge by SEOmoz SEO expert Brent D. Not her best stuff perhaps, but still interesting.

I just wrapped up a great book – Predictably Irrational by Dan Ariely – that discussed, among many other things, the different relationship types we have between people; especially market relationships and social relationships. The meal ends and you pull out your wallet to pay your mother-in-law for the great meal she has provided.

Shifting your thinking from a selling process to a buying process means understanding how buyers buy and what stages each type of buyer goes through. very useful exercise to undertake is an audit of your existing marketing content in order to understand what content you currently have available and what new content may be required.

In my previous life as a marketing manager, I executed email marketing campaigns regularly. knew there were so many things to consider to make the emails effective, but, truthfully, there was so much going on that I focused primarily on the content and read about email marketing whenever I had the time (which wasn't often). Use it wisely. Now What?

In my previous life as a marketing manager, I executed email marketing campaigns regularly. knew there were so many things to consider to make the emails effective, but, truthfully, there was so much going on that I focused primarily on the content and read about email marketing whenever I had the time (which wasn't often). Use it wisely. Now What?

In its 7-part training series , Basho Technologies of Cambridge, MA outlines the skills that set sales professionals apart from their peers when it comes to closing deals. Understand prospects' needs and objectives The best sales reps don't begin an interaction with a prospect by talking about their own company and its offerings.

When it comes to closing deals, a few characteristics set sales professionals apart from their peers. Understand prospects' needs and objectives The best sales reps don't begin an interaction with a prospect by talking about their own company and its offerings. Only then can they determine whether or not their products or services will fit the bill.

I recently witnessed a startling example of real-life word-of-mouth (WOM) in action while searching out a family-friendly breakfast spot in the posh, seaside town of Newport, RI. After wandering up and down the shop-lined streets for twenty minutes, my beau and our two girls decided on a bustling, second-story café. You are always on.

I recently witnessed a startling example of real-life word-of-mouth (WOM) in action while searching out a family-friendly breakfast spot in the posh, seaside town of Newport, RI. After wandering up and down the shop-lined streets for twenty minutes, my beau and our two girls decided on a bustling, second-story café. You are always on.

Somebody commented that I was really taking it out on the Power Dudes. So, just for the record, Power Chicks are worse than Power Dudes. Power Chicks swagger over other women like no man I've ever met, while they're sucking up to the guys, just sweet as pie. don't know a woman in business who hasn't run into these females.

That's kinda backwards, isn't it? catch myself doing it all the time. get an idea, remember something I need to do, all while I'm in the middle of something else. I'm distracted by the new thought, so I get up to go fix whatever, grab whatever, do whatever, so I can come back and focus. 50+ mentalpause may be partially to blame.

  There's so much information available across the web.It's a tough task to find the most relevant content for your own B2B efforts. Even aggregrators compile too much information - making the search for B2B Marketing content feel like that proverbial hunt for the needle in the haystack. Here's the scoop. Tony: Well said Tom.

I just finished a short paper on how B2B marketing has put itself in the position of being responsible for just about everything marketing and sales related. Here is an excerpt from: “How B2B Marketing Became Responsible for EVERYTHING (and how to reverse it)&#. “B2B Marketers are killing themselves trying to make everyone happy.

Interview with Terry Whalen from CPC Search. To generate demand for your products, it’s not enough to nurture the existing leads in your database. You also need a steady stream of fresh leads coming in. There are many ways to find these new leads: inbound marketing, search advertising, tradeshows, lead programs, etc. What is your take?

If you want your B2B lead generation campaigns to be as successful as possible, you need your lead generating messages to break through the clutter, get your prospects’ attention and provide them with compelling reasons to respond. To accomplish these objectives, consider leveraging your prospect’s five senses.

Copyblogger's Brian Clark just released a fantastic free report entitled Authority Rules. I'm just digging into this now, and urge you to really think about what Brian is teaching regarding the importance of your reputation in online marketing. But that's not the reason for this post. Just a few simple requests to spread the message. Covered.

And, according to the 2009 TechTarget Media Consumption Report , white papers and ebooks are also both popular in the awareness and consideration phases of the buying cycle. I have been thinking a lot about ebooks lately. Here's the question on my mind: How are ebooks different from white papers, and how do you decide which one to use?

And, according to the 2009 TechTarget Media Consumption Report , white papers and ebooks are also both popular in the awareness and consideration phases of the buying cycle. I have been thinking a lot about ebooks lately. Here's the question on my mind: How are ebooks different from white papers, and how do you decide which one to use?

B2B Lead Generation Benchmark Study 2009. B2B Lead Generation Benchmark Study 2009. Think quickly. Which marketing slogan or jingle can you hear in your ear? Which marketing logo or picture appears before your mind's eye? Why do we remember only some marketing messages over others? " Read on to get their insights. Blogs. Books.

Normal.dotm. Base One. false. 18 pt. 18 pt. false. false. false. Yes - your B2B brand can be stronger, fitter and altogether more gorgeous. And it takes just a few minutes. Allow me to explain and invite you all to join in an experiment. Forget the detail, just look at the topline. But what are the ten key questions?

Your company may have just started down the path of using Twitter as another communication channel. If you're not there yet, that's cool but keep reading because there are some items to be aware of. Now back to our story). You may use it to highlight upcoming events, press releases and product/service updates. is recommended. Who should respond?

Which social media sites are most helpful for SEO? What common mistakes should you avoid when optimizing a site for search? Which factors do search engine algorithms weight most heavily in determining search position? How can you generate more clicks even when your site isn't in one of the top three spots in search results? Social traffic (e.g.

Note: this is a guest post from Cece Salomon-Lee , social media relations expert and author of the PR Meets Marketing blog. Cece has previously guest-posted here on best practices in PR and blogging outreach. One argument against virtual events is that you would lose the intimacy that face-to-face interactions provide. And they did it for FREE.

No, of course not. If you haven’t been living under a rock you know that this headline is patently stupid. Blogging is bigger than ever. But asking, “Is [insert topic here] Dead?&# grabs attention. So why not do it all the time? It’s even more deadly in body copy. They feel cheated and misled.

How are the best in class companies still reaching their 2009 targets? Although we’re in a down economy I’ve still been able to travel twice out of the last three weeks meeting with clients, working until all hours of the night and seeing first hand what is on the minds of marketers these days. personally wouldn’t have it any other way.

Recently, I've been spending a lot of time evaluating and writing web copy for clients. Not only have I discovered that I really love this type of work, but I am also seeing common trends of what websites do well and where they could do better. It's quite common for me to go to a website and be quite puzzled about what this company actually does.

I’ve started an eight-part series I’m calling the ‘Lead Generation Checklist.’ Each post in the series addresses a step that in my experience helps improve lead generation efforts. The first installment discussed changing your mindset to focus on conversations not campaigns. In Step Two, I discussed how to align sales and marketing as one team.

We believe strongly in Requests for Proposals (RFPs) as a tool for companies to find the best products and services at competitive prices, but also as an evaluation method for finding that elusive "best fit". Our goal in this article is give you the basics that you might need to create your own RFP and run a RFP process without too much frustration.

Ahh…the dreams of youth; so full of hope for the future. This holiday season, we invite you to view the Eloqua Holiday Cinema eMovie special release, ‘Career Day’ for a glimpse into youthful aspirations. This eMovie was inspired by a scene from the award winning romantic comedy, Annie Hall, which was directed by Woody Allen in 1977.

I was thrilled to see an extremely kind accolade from Pete Jakob on his B2B Marketing blog about these updates, so hopefully this week's selections don't disappoint. The pressure is on now, I realize. few of this week's best posts tackled topics around word-of-mouth marketing. Very interesting implications to understanding true influence: [link] C.

There are so many great writers in the field of demand generation and marketing automation out there that create fresh and interesting content each week. Some are entertaining, some are practical, some are thought provoking, and they are all worth a read. good discussion starts in the comments: [link].

I recently read an interesting book on predictions - things like weather, economics - called "Apollo's Arrow" by David Orrell. In the book, he talks about a number of challenges to accurately predicting future events. From here, various computer models attempt to forecast how weather patterns, temperatures, rain, and wind will occur.

In The Fatal Mistake Boards and VP Sales Will Make In 2009 Planning , I discuss how lead generation causes new customer acquisition and salespeople fullfill it. The next interview in the B2B Marketing thought leader interview series is with Aaron Ross, formerly with salesforce.com and founder of PebbleStorm:CEOFlow. Less collateral is more.

We've all looked the other way when an admired associate or loved one told a tiny little fib. Maybe we glossed over the discrepancy when an explanation didn't jive with the facts. It's what we do - we trust those we admire. That's one of the joys of being human. We hope for the best. looked the other way for a CEO client.

This week I've been waxing on about trust. Or rather, the lack of trust. Without trust - we run the risk of losing -  a lot. We can each rekindle the trust. If we take a step toward trust, others will follow our example. The world won't change overnight, but we can change it over time. Who knows, maybe it will rub off! Well, no more.

Karen Rubin and Mike Volpe Hosting Hubspot TV's 1 Year Anniversary. Yesterday was the start of my evaluation of Hubspot. There will be a Smashmouth Product Review coming shortly, but I just had to comment on how it got started. It doesn't impact the review, but it definitely impacts my impression of the company and people. As far as the review.

There was a LinkedIn Question today that I answered. It is such a valuable tip, I thought I would cross post it here. Question : If the goal of a call is lead generation and appointment setting for my sales engineer, how should I handle a prospect when they ask a tough technical question I can't answer? The right person to talk to is Mike.

Karen Rubin and Mike Volpe Hosting Hubspot TV's 1 Year Anniversary Yesterday was the start of my evaluation of Hubspot. There will be a Smashmouth Product Review coming shortly, but I just had to comment on how it got started. It doesn't impact the review, but it definitely impacts my impression of the company and people. As far as the review.

Summary: Adobe's agreement to purchase Omniture illustrates the on-going convergence of Web content management and Web analytics systems. This puts pressure on marketing automation vendors, who also want to provide Web analytics and content management, and who are already being pressed by customer relationship management (CRM) vendors.

White papers come in all shapes and forms. Our Panel of White Paper Experts have written and reviewed thousands of white papers over the years. Which white paper stands out in their mind? Jonathan Kantor's Favorite White Paper -- Transforming Sampling into Shopper Marketing: Walmart’s “Bright Ideas” Event Program. Jonathan Kantor.

Ambal Balakrishnan: Tell us about what Marketing Interactions does? Ardath Albee: Marketing Interactions helps B2B companies with complex sales increase and quantify marketing-to-sales effectiveness by developing and executing interactive e-marketing strategies driven by compelling content. Ardath Albee: That’s a good question. looked. link].

ClickInsights is an Expert Interview Series brought to you by Connect the Docs (ClickDocuments blog). In ClickInsights Expert Interview Series we feature "top-notch" industry experts and thought leaders and get their insights, opinions and predictions. All case studies are not created equally. Blogs. Casey Hibbard's blog Stories that Sell.

Time 16:22. Chris Brogan and Julien Smith have this thing about trust. Their new book Trust Agents is a journey for companies and individuals to determine whether each is worthy of trusting each other. During a conversation tonight with a recently retired and senior Fortune 500 executive, I was reminded of the capitalist’s mantra, shareholder value.

Building an effective lead generation program is kind of like baking a cake. There are certain ingredients that are absolutely necessary. You can tweak the recipe a little here and there adding your own special touches as long as you include the main components. It’s an eight-step checklist. Any one of the eight steps is as important as the others.

It’s that time of year again…every other commercial is for the series premiere of this or the season premiere of that. So, what’s in your fall line up? Are you opting to keep it simple with something a bit outdated, but very trustworthy and predictable such as direct mail (the TV equivalent of CSI )?

The last portion of this interview with Paul Laudicina of A.T. Kearney really struck me. Take a read through this paragraph, and then let's discuss. Immelt [from GE] calls it an economic reset. Drucker called it a change in the theory of business. But you could call it a fundamental transformation. " Scary proposition. Ads go unsold.

The Net-Results system was launched in April 2009 and the vendor says it now has “hundreds” of clients. Summary: Net-Results is simpler to use than comparable demand generation systems because it applies the same features to many tasks. The system is aimed at small business but offers an interesting design lesson for everyone.

The Sales Lead Management Association (SLMA) announced today that it has opened the voting to determine the 50 most influential people in the field of sales lead management for 2009. The results will be published on November 16, 2009. Both members and non-members can vote for up to five nominees each. Use this link to vote.

There's a big difference between the information that will engage your customers and that which will engage your prospects. If you're trying to "kill two birds with one stone," the result may be just that literal. Your customers already know you. It's nice to meet you," neither should the content you share with them.

B2B Lead Generation Benchmark Study 2009. ClickInsights is an Expert Interview Series brought to you by Connect the Docs (ClickDocuments blog). In ClickInsights Expert Interview Series we feature top notch industry experts and thought leaders and get their insights, opinions and predictions. Recommended Resources from B2B Marketing Experts.

Data from Twitterholic - [link] - January 22, 2009**. Chris Brogan asked an interesting question the other day on Twitter, and it got me thinking. He asked "Why do you try to acquire followers? Meaning vs just building relationships?" It's a great question because we've all seen people on Twitter aggressively trying to acquire new followers.

A client asks: “Now that we have our marketing automation system in place, is it really necessary to use registration forms in our lead nurturing (follow-up) campaigns? After all, we already know who these people are, correct? Can we do without?”. In addition: 1.

Predicting revenue is a difficult task for any organization, and it has historically been only attempted in the sales organization. With a buying funnel modeled from the top of the funnel, however, it is possible to begin understanding whether there is enough in the marketing funnel to support the desired and planned revenue goals.

The conversations are happening, and as marketers we do not have control of them. That much we know, and for anyone who doubts it, David Meerman Scott's discussions on the topic are excellent - [link]. But, what does that mean for us as B2B marketers? However, when they do, they are coming with a specific question in mind. Focus on being credible.

We all use Twitter. So do all our prospects and customers. made that argument to our CFO and CEO the other day and was met with a rousing chorus of guffaws and comments about teenagers and people with too much time on their hands. But it turns out, that is the critical importance of Twitter, we are all users, just not in the way you might think.

What exactly defines Business to Business (B2B) Marketing? It’s an interesting question, as marketing is a discipline that is common across both business to consumer (B2C) and business to business (B2B) organizations. However, beneath the surface, there are significant differences in how B2B and B2C marketing is done in today’s environment.

Are you already tired of Twitter? Do you think it’s just a fad? Well think again because the popularity of Twitter is growing at an alarming rate. m always trying to think about how marketers can better leverage the social media technologies that are out there and then share them with you. As you read these, you need to think about your end goals.

Intelligence is the ability to adapt to change. Stephen Hawking Embracing change is a key to business and personal growth. With change comes opportunity for distinction and value, new markets and new life. Without change we stagnate. We all know that change is a given. It’s pretty obvious. Five years ago no one had heard of a Wii.

What would we accomplish if we believed anything is possible? I've been asking myself that question a lot lately. I'm transitioning from a 20 year career as a consultant, reinventing myself as an author and a speaker/business coach.There are days when I know I'm on the right track. Then there are days when I think it will never happen.

The past doesn't represent out future - so why do we spend so much time focused on it? Maybe we can see more clearly in the rear view mirror. After all, hindsight is 20/20. Maybe it's because we're searching for facts as the basis of our planning - and facts do live in the past and present.  We open the doors to new possibilities. 

The topic of ghostblogging and Tweeting is popping up everywhere.    I even saw a Tweet last week touting that a VA (Virtual Assistant) can write your company's blog. can't believe we're even having this debate. So, answer this question for me.    In some arenas we call that plagiarism, or even fraud. Remember?

So reflect on 2009. I recently was asked to participate in Ambal Balakrishnan's ( @ambal ) ebook, to be published at year'd end and then available from her blog, Connect the Docs. She asked a bunch of B2B marketing experts for their predictions for 2010. For the full text, you'll have to check back with Ambal, and I'll promote it as well.

Note:  This past year has been one of reflection regarding family, friends and career, especially in light of what happened earlier this year. This will be one of many posts regarding various topics that I’ve mulled over from time to time through the year. Thank you in advance for your support and comments as I explore these topics.  .

Nearly half of marketers don't think (or aren't sure) they have enough content to fill their marketing needs. Those are the findings from an Executive Benchmark Survey of B2B marketers conducted by Bulldog Solutions and Frost & Sullivan. As a marketer, you should be concerned if you can relate to those findings. generate leads).

eBooks are all the rage in B2B marketing, which is why we are thriled to feature this guest post from our friend and fellow blogger, Jonathan Kranz, who just published an eBook on eBooks. On the marketer's content menu, eBooks are the main dishes - the entrées that can give your company entrée onto the prospect's short list of worthy vendors.

eBooks are all the rage in B2B marketing, which is why we are thriled to feature this guest post from our friend and fellow blogger, Jonathan Kranz, who just published an eBook on eBooks. On the marketer's content menu, eBooks are the main dishes - the entrées that can give your company entrée onto the prospect's short list of worthy vendors.

Need to know how to keep your customers in hard times?The The Savvy Sisters welcome Mark Schaefer who shares four simple ways to fortify your business despite the challenging economic climate. The recession is a war and there will be far fewer companies standing at the end of it. Listen. Do your customers annoy you? Keep asking for new services?

Need to know how to keep your customers in hard times?The The Savvy Sisters welcome Mark Schaefer who shares four simple ways to fortify your business despite the challenging economic climate. The recession is a war and there will be far fewer companies standing at the end of it. Listen. Do your customers annoy you? Keep asking for new services?

Summary: Based on Web traffic rankings, new demand generation vendors with low prices are gaining market presence. Pardot and (perhaps) Genius.com look particularly strong. But Eloqua , Silverpop and Marketo remain industry leaders. You can see that post here. Results are in the following table. For example, Alexa says that 89.4% How about it guys?

Whether you watch them on TV, hear them on the radio, read them online or in the newspaper - you absorb a lot of information through interviews. News organizations rely on interviews to get information from authority figures and to show the different sides of a story. You are just as capable of using interviews in a content marketing strategy.

I was just reviewing some survey results from the Eccolo Media 2009 B2B Technology Collateral Survey and came across this highlight: "People prefer to consume collateral from their desktop: Only 1 in 4 surveyed even print out an online document." And that's what got me thinking. Up and down. Up and down. Up and down. and more.

B2B marketers can glean lots of great insights from this $399 report (being offered for free until October 2, 2009). Recently Michele Linn posted about the importance of mapping content to the buying cycle. This is no surprise. Joe Pulizzi of Junta 42 lays out the reasons so many marketers don't do content marketing.

B2B marketers can glean lots of great insights from this $399 report (being offered for free until October 2, 2009). Recently Michele Linn posted about the importance of mapping content to the buying cycle. This is no surprise. This post from Junta42 provides a jumping off point.

A Company That Gets It on so Many Levels Minimizes Traditional Marketing Expenditures. was surprised, but not too surprised, to learn from a friend and colleague, David Drickhamer, that the famous maker of ergonomic chairs spent almost no money on traditional advertising. Virtually all of the articles about the new chair come from blog writers.

Tony Soprano: "Every decision you make affects every facet of every other #?%!% thing.". ok, the Tony Soprano thing was just a late addition after I read some hilarious quotes from the show on IMDB last night, and realized they had some.ahem. relevancy -- just a little fun ;). Then there was the Google. Classic inbound marketing.

I woke up this morning to these three tweets relating to @nivenor1 's recent market2lead blog post titled: The SCOTSMAN vs. BANT for Effective Lead Management nivenor1 : New post about BANT vs. The SCOTSMAN on our blog [link] , now its off to Guatemala for 10 days! Do you agree? link] mark3803 : @brianjcarroll BANT is so sales 1.0 - Sales 2.0 sale

I think one mistake many marketers make is to think of their lead management requirements too narrowly — and to be honest, quite a few demand generation vendors make this mistake as well. Done well, this unlocks serious revenue growth. However, achieving the full benefit of lead management requires much more than just nurturing and scoring.

First, let’s get this out of the way: I know some very smart people in the PR field. Yes, some of my best friends are PR people. But good grief. m ready to conclude that many PR agencies don’t really get it when it comes to social media. Recently I was made privy to a social media plan authored by a client’s PR agency. Reasonable enough, right?

B2B marketers know they need to invest in thought leadership, and many have indeed invested more during the last few years. Making the most of these investments, however, rests on having the right answers to a set of difficult questions: What topics should we highlight? How should we produce and package thought leadership content? Do the Research.

I'm excited to have Tim Wilson from Gilligan on Data contribute today's guest post. Tim is one of the smartest guys on data management and data quality in the industry and brings a great perspective on what works in the real world. He also has one of the wittier writing styles out there, that makes his posts fun to read. What's important?

Twitter is a hot topic for marketers right now, but B2B marketers often have questions about why they should use Twitter, when and how to get started, who should be handling these efforts, and what content to promote.   In this paper, I not only detail out what we do on Twitter, but the benefits we are receiving from these efforts.

Why is it that B2B websites are so terrible at engaging the people they're designed to serve? The simple answer is because companies tend to design websites based on what they think is important, rather than what their prospects and customers value. This has been said again, and again.and again. But, that's a conundrum for another post.

Power is an ugly drug, a drug that many of us crave, some of us capture and we all believe we can manage oh-so-well. We point to those who slip and fall on the slippery slope of power, ridicule them and make jokes, knowing that we would never follow in their footsteps.  Tiger is NOT the exception. Gosh how I wish he was.

In an earlier post, I talked about what motivates business buyers to buy. listed the typical human wants and needs that drive all decisions, including those in the B2B world. Here are the top 10 marketing motivators in the B2B world: 1.    To make money. 2.    To save money. 3.    To save time. 4.    To avoid effort. 5.    To be praised.

“Tell me a story&#  &# Be exceptional&#. Those are two key messages that should be branded on the brain of every marketer on Earth. The first, “Tell me a story&# comes from the incomparable Don Hewitt, the creator of the longest running show in television history, 60 Minutes. The key to the success of 60 Minutes is great stories.

Effective lead generation requires strategic planning, a well-considered process, and continual attention. While the following is by no means an exhaustive list, it will help you build a solid foundation for your lead-generation activities. Establish a common understanding. Know your prospect. Understand as much as you can about your buyers' habits.

Effective lead generation requires strategic planning, a well-considered process, and continual attention. While the following is by no means an exhaustive list, it will help you build a solid foundation for your lead-generation activities. Establish a common understanding. Know your prospect. Understand as much as you can about your buyers' habits.

At Savvy B2B Marketing, we thrive on different perspectives and new ideas, which is why we are thrilled to welcome today's guest blogger, Ardath Albee. We enjoy Ardath's blog, Marketing Interactions , for its keen insights into B2B marketing (and so do many others - check out all her top blog awards!) Which of our solutions is best for you?

This is the first in a series of occasional interviews with top practitioners in the field of B-to-B demand generation. Today’s guest is Michael Damphousse , CEO/CMO of Green Leads, LLC , a firm that specializes in using the phone to get qualified appointments for its clients’ salespeople on a pay-per-performance basis. Is that true?

I’m just back from speaking at MarketingSherpa’s B2B Summits in San Francisco and Boston, where I was giving a joint presentation with a client on SEO. As part of that presentation, we talked about the role and impact of corporate blogging. The client is a professional services firm operating solely in the B2B space. Theirs is [.].

Too many whitepaper providers are hiding their documents behind a registration process. Not only does this obstacle prevent many users from going forward and download your whitepapers, it also annoys a lot of them (me included.) The Need for Registration. Otherwise, would the effort be worth it? Yes, it would. So far my idea is gaining traction.