I’ve started an eight-part series I’m calling the ‘Lead Generation Checklist.’ Each post in the series addresses a step that in my experience helps improve lead generation efforts. The first installment discussed changing your mindset to focus on conversations not campaigns. In Step Two, I discussed how to align sales and marketing as one team. ve received a lot of great comments from these posts, and I hope you will refer back to them so you can benefit from the nuggets of wisdom by your fellow readers. Now, for step three. Develop and intensify your ideal customer profile now. MORE >>

Summary: Adobe's agreement to purchase Omniture illustrates the on-going convergence of Web content management and Web analytics systems. This puts pressure on marketing automation vendors, who also want to provide Web analytics and content management, and who are already being pressed by customer relationship management (CRM) vendors. That's a pretty unpleasant position. Adobe 's announcement that it will purchase Omniture for $1.8 billion makes perfect sense. Let's take it as a given, then, that major Web content management systems will soon include integrated analytics. MORE >>

ClickInsights is an Expert Interview Series brought to you by Connect the Docs (ClickDocuments blog). In ClickInsights Expert Interview Series we feature top notch industry experts and thought leaders and get their insights, opinions and predictions. We also ask for their suggestions on recommended reading resources to keep abreast with latest trends in their industry. One of the many goals of B2B marketing is to continuously forge better customer relationship. Please focus on prospect presale engagement" Read on to get their insights. Recommended Resources from B2B Marketing Experts. MORE >>

Requiring registration in exchange for a download is a hot topic of debate these days. David Meerman Scott advocates banishing registration , believing companies will fare better by letting their thoughts and ideas go viral. On the other hand, as C. Edward Brice pointed out in a recent interview with me, as long as marketers are measured on leads delivered, registration is not likely to disappear for some time. Collect incremental information I'm a proponent of collecting incremental information during each successive interaction with a prospect. Read more Savvy B2B posts from Stephanie MORE >>

Even though I preach my own brand of outbound marketing Kool-Aid, for the past six months or so I've been drinking some of the inbound marketing variety (the orange kind from Hubspot ). Before discovering this particular flavor, we had invested a year or so working on SEO, blogging, social media, and link building. But I didn't start formalizing some of the new marketing ideas I'd been learning until I took a deep swig and discovered the great taste. Outbound marketers live off of lists. It's like candy to a kid. What if you had the same size list, but it was on steroids? Work through them. MORE >>