Do we need language police in our world of B2B sales & marketing? Whatever the case, we continue to face basic issues in B2B sales and marketing. The core concept of the definition of a sales lead and its workflow is the subject of endless debate and lack of clarity within B2B organizations. As B2B organizations we have lost our way and our identity. At its simplest level, language allows one person to understand another in the course of basic communication.   . On a broader scale, language defines who we are, what groups we belong to and our culture.   . MORE >>

B2B marketing demand generation marketing strategyWould you rather be called a generalist    or a jack-of-all-trades ? Or would it be preferable to be called a Full-Stack Marketer ? recent post in Geekwire by Marcelo Calbucci talks about the unique skills of a Full-Stack Marketer for tech start-ups. The head of marketing at Uberflip followed with his perspective on  Uberflip’s blog. believe that the term Full-Stack Marketer as appealing as it is, falls short in defining the marketer at a tech start-up. It’s the size of company that dictates the scope of the marketer. MORE >>

The significance of the outbound renaissance on B2B sales & marketing is profound as these innovative approaches drive organizational change. Tags: demand generation lead generation outbound marketing Ariba B2B lead generation ConnectAndSell InsideView LivePerson telesales TriNet webinars Outbound demand generation is experiencing a renaissance. Organizations such as Ariba, LivePerson and TriNet are reinventing their go-to-market and sales strategies through innovative approaches to outbound demand generation. MORE >>

Selling to the Digital B2B Buyer. Destructive B2B Sales Practices. Does your messaging speak to the lowest common denominator? am speaking of the email blast or direct mail piece that is one-size fits all. Or the telesales call that is the same for every conversation and simply asks: are you buying? Buyers react negatively not because lead generation and outbound marketing interrupts their day but because the message is not appropriate and brings no value. relevant and timely message will override concerns on privacy and interruption. Everybody loves a good story;  . Photo Credit. MORE >>

B2B marketing channel lead generation sales B2B lead generation Channel MarketingLead generation is fraught with challenges for most organizations. Yet, most technology vendors look to their channel partners to create demand.    This teaming of two independent organizations to generate leads adds another layer of complexity. So why do so? A partner list avoids the suppression restrictions that may dog a technology vendor; Proxy to Fight Battles – getting a partner to fight the battles of a technology vendor can avoid mucky situations  e.g. Photo Credit. MORE >>