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The B2B Lead Generation-Demand Generation Book “Hall of Fame”


Below are a variety of books that I consider the cream of the crop in b2b marketing and lead management.  I’ve built my practice utilizing key points made in each book in addition to my own lead generation experiences.  I would look forward to discussion on any books you think should be on my “hall of fame” list.  Click the book images to be hyperlinked to Amazon. Media.

“If we just do _, everything will be fine”

Fearless Competitor

“We don’t have time to bring in a leads generation consultant. If it were that easy to crank up B2B lead generation, savvy companies like  Eloqua ,  Kinaxis ,  Amazon and  Zappos would be a dime a dozen. You need to craft stories and build solid processes, like comprehensive lead nurturing programs. Quality leads matter. They are not.

Q&A with Ardath Albee: Driving Smart Marketing with Digital Relevance

It's All About Revenue

The content writers are developing the narrative of the story, the demand gen folks are overseeing execution and interaction development, and the web team is implementing or publishing the pieces of the story—along with the mechanics of the connections and calls to action. AB: You emphasize the importance of personas as the “foundation for relevance in marketing” While many organizations do have personas, they sometimes have difficulty properly executing on them. Then what? (we put them into our nurture program for that persona). Do you have it?

8 Personalization Trends That Are Reinventing the Buyer's Journey


This has given rise to demand generation. Unlike lead generation, which only aims to collect as many leads as possible, demand generation is concerned with creating valuable touchpoints with each buyer throughout their journey, and catering to their wants and needs over time. But we’ll get to that …. It’s become much harder to connect with buyers.