I see it all the time. Companies focus their lead generation and lead nurturing on grooming and educating one contact. They are assuming the sale is simple and believe their one contact can “make it happen” While this is a natural human tendency to want to simplify that which is complex, the problem is in today’s economic times, most business-to-business companies have more people than ever involved in the buying decision. Marketers need to learn from their sales counterparts that you need to focus on more than just one person. Roles Involved in a Buying Process. MORE >>

A recently released study by Prophet, a strategic brand and marketing consultancy, exposes how apprehensive senior marketers are about their ability to build brand in the “complex new ecosystem of influence.” The survey of more than 150 executives, half in marketing and the remainder in non-marketing roles, revealed that the C-Suite believes their organizations are not well-equipped with the skills that are needed to build brands in the near future MORE >>

This is a guest post written at Dreamforce by Jamie Turner, founder of the 60 Second Marketer. He is an in-demand marketing speaker and is currently writing a book entitled Go Mobile with Jeanne Hopkins, the director of marketing for HubSpot. I’m here at the Dreamforce event in San Francisco to learn about some of the new tools and techniques Salesforce.com and other vendors are promoting to businesses like yours. Some of the information I’ve collected is about cutting-edge tools like Heroku, Radian6, and Chatter. Email Marketing Best Practices for Lead Gen. That’s a no-no. MORE >>

As editor of the Content Marketing Institute blog , I review a lot of posts and work with many different authors. Over the past 16 months, I have worked with so many great writers and edited over 330 posts. It’s been a lot of fun — and a lot of work. Writing for other blogs is a fantastic way to share your expertise and get your name out there. I’ve gotten work directly from blogging, and contributors to CMI have told me the same. Understand guidelines. Before you send your inquiry, check to see if there are guidelines for the blog – and read them! Read other posts. MORE >>

Are you effectively leveraging LinkedIn's lead generation potential? Like Facebook and Twitter, LinkedIn can also be a powerful source of leads for your business. The problem is, many are puzzled about how to go generating those LinkedIn leads. Our newest ebook, How to Generate Leads Using LinkedIn , serves as a helpful introductory guide for marketers on getting started with LinkedIn and using it effectively for lead generation. The following, which is an adapted excerpt from the free ebook , explains 6 primary ways business marketers can use LinkedIn to generate leads. Bingo, you’re in. MORE >>