It refers to the ascendance of content marketing (especially in B-to-B), and the differential between the current inventory of quality content that most B-to-B companies have, and the amount they need to have to market effectively. There’s a new marketing term that I’m hearing more and more often - “the Content Chasm”. Changing buyer behaviors require B2B marketers to communicate with prospects and customers in new ways. By delivering content that is personalized to the prospective buyers' roles, where they are in their buying process and their personal preferences for consumption. MORE >>

I think some of the information being touted by companies that have a stake in inbound marketing can be misleading. Now back to my earlier comment: that some of the information being touted by companies with a stake in inbound marketing can be misleading. Look beyond the hype and you’ll see that even inbound marketing companies like HubSpot use outbound marketing tactics such as e-mail and telemarketing to proactively follow up on, nurture and qualify their inbound inquiries. What I am talking about is the categorizing of all inbound inquiries as “leads.&#. MORE >>

One of my favorite marketing magazines, BtoB , featured an article in its November 8, 2010 edition which posed some questions to Brian Halligan, CEO of marketing software company HubSpot. " Brian's answer was, "B2b companies are way too obsessed with the middle of their funnels—[i.e.,] One of the questions was "How can b2b marketers improve their lead-nurturing efforts?" what do I do once I get a lead?—and —and not nearly interested enough in how the heck do I get more leads in the first place. " In my opinion Brain couldn't be more wrong. MORE >>

Here are Meryl’s top email copywriting tips: Write emails with the prospect or customer in mind, not the company. This is the latest in our ongoing series of tips from some of the experts who provide our sales lead management consulting and training services and our marketing automation and lead-generation agency services. Meet Meryl Evans , one of our email copywriting experts. Meryl is a professional writer and editor who specializes in online B2B lead generation and lead nurturing. Remember that even in B2B, people make the buying decisions. People skim and scan when reading online. MORE >>

The fun part is I get to work with some of the best people at the best companies in the business. Use testimonials (real people at real companies). ? What do I like best about being a B2B lead generation consultant? The rewarding part is I get to see first-hand what works best (and what doesn’t) when it comes to generating, nurturing and identifying the qualified, sales-ready leads that salespeople, reps, resellers and distributors need. Speaking of what works best, here are 22 tips for getting better results from your B2B lead generation programs: ? MORE >>