He is also the author of the popular b2b sales and marketing blog, the Funnelholic.  Craig is the Vice President of Products and Services at Focus where he oversees product creation, management, and delivery. He is known as an expert in b2b sales marketing across the entire funnel from demand generation to overall marketing to sales process and organization. Craig starts off by outlining how to determine where you want the system to take you, then defines the roles you need to support the system. Let us never forget that people buy complex offerings from people. MORE >>

Craig Rosenberg, Vice President of Products and Services at Focus and author of the award-winning blog The Funnelholic, participated as an “Expert Chef” on this recipe offering marketers insight on how to make it even more of a sales team crowd-pleaser. He is also the author of the popular b2b sales and marketing blog, the Funnelholic.  Statistics show that the average number of touch points it takes to propel a prospect into action is between 3 and 7. asked Craig if he could offer us just a little more insight into how to build and execute effective demand generation campaigns. MORE >>

Mac McIntosh is a b-to-b marketing and sales consultant and writer of the popular blog Sales Lead Insights. In the new era of marketing accountability, it is critical for marketers to adjust their marketing processes to reach farther across the funnel and help drive revenues. Marketing automation plays a critical role in helping marketers accomplish this. To help you gain some insight on what it enables you to do and how to use it effectively, I've invited BtoB Sales Lead Expert Mac McIntosh to answer a few questions about the value marketing automation can bring to your business. MORE >>

If you want an alternative to a once a month or quarterly newsletter, why not a customer-specific blog? Ardath is a frequent industry speaker and the author of the popular Marketing Interactions blog. You’ve worked hard to turn prospects into customers. Do not make the mistake of treating them like they're less important once they sign on the dotted line. The same emphasis should be placed on customer nurturing as on lead nurturing. Here’s what she had to say: EM: In the Cookbook, you offer tips on nurturing customers. Boring! It’s not. Their subscription options have multiplied. MORE >>

It would be wise of organizations to harness some of this content and push it out to these leads and also pull them into sections of their website that showcases user content in form of case studies, user video, user generated blog content, etc. Carlos Hidalgo, President and CEO of The Annuitas Group , a well-respected B2B Marketing thought leader and a recognized expert in marketing automation , recently participated as an “Expert Chef” in the Lead Nurturing Cookbook on a recipe we created for nurturing leftover or dormant leads. The best content for this is thought leadership in focus. This MORE >>