According to Hubspot’s, State of Inbound Marketing Lead Generation Report, 2010 , “B2B companies that blog generate 67% more leads per month” than those who do not. The most successful company blogs capture quality leads, not just more leads. Starting a conversation that goes viral is one of the best ways to catch the attention of new prospects. The number one failure that most B2B companies make with their blogs is using them to post what they want to write. What you and your company want to write about is not always what your target audience wants to read. MORE >>

came to the conclusion that there are questions surrounding the existence of a Prospect that every marketer wants to know the answer for. Where did the Prospect come from? Identifying the source of your prospects helps you focus on those areas that are most productive. LoopFuse helps you in this area by capturing keyword searches, referring URLs, and even company information to pinpoint the different sources of site traffic. Who is this Prospect or, what is the worth of this Prospect? What is the Prospect doing in my funnel? MORE >>

Upselling is most effective when the customer is treated like a prospect. We offer three upselling techniques that involve treating your customers like (really, really good) prospects. Your campaign should do the following three things:  1) set the tone for the customer’s relationship with the people who will handle the account; 2) put contact information in front of the customer and makes them feel cared for; and 3) show the customer where they’re headed with your company in the short- and long-term, exposing them to other brands or products. Yes, I still watch The Office. MORE >>

If you were using Answers, here are 6 ways you can use LinkedIn to connect with prospects and customers and generate leads: 1. The first, and most common for B2B companies, is to create your own Group and encourage customers, prospects, employees and partners to join it. Rather than using your company name, create a name that represents your industry or your target audience. This is not just the job of one person at a B2B company, but can be handled by several people, including subject matter experts. Post Status Updates on Company Page. MORE >>

The premise behind the "buyer persona backlash" is that marketers may choose to market to a Director of IT, for example, but if that contact works for a company that will never buy from you, then it's a wasted effort. Okay - I'm with the logic thus far, but here's where it goes off the rails for me: Jason went on to talk about the wasted costs from investing in follow-up calls and other personalized contact with this right person at the wrong company. Is the backlash from right person, wrong company due to personas And, I didn't like it. Seriously! MORE >>