They’re looking for valuable information that will help them become more efficient and better at their jobs. Testimonials and case studies reinforce trust and help to frame what the solution looks like. By continuing to provide useful information on how prospects can succeed, that relationship based on trust and value exchange grows. Whether your organization is looking to expand your site traffic and leads, nurture prospective buyers and facilitate their movement down the funnel, or close more deals content should be part of your solution. Enter content marketing. . MORE >>

Many are preaching that you can install your system and be launching engaging nurture streams to your ideal prospects within 45-days.  Get help when you need it.  that can help you manage the transformation. Over the past few months, I have most assuredly become a candidate for rotator cuff surgery.  This development is due to the countless number of pitches I have thrown to my son during batting practice in preparation for the upcoming high school baseball season.  Pitch after pitch he works to fine-tune his swing.  Becoming a better ballplayer does not happen overnight. MORE >>

prospect? AG: How does marketing automation help enable account based marketing? We recently had the opportunity to sit down with Jennifer Pockell-Wilson, Vice President of Marketing & Demand Operation at Demandbase. Jennifer, leads the demand-focused marketing teams and demand operations at Demandbase.  She is passionate about aligning sales & marketing toward common goals through the coordination of language, systems and process.  It was great to be able to speak with her about account based marketing and have her share her thoughts and expertise.  MORE >>

Here is my view and hopefully you will find something here that can help you face the firing squad. The ability for your organization to offer the information required for a prospect to make a decision will determine the conversion rate as well as the velocity or time it takes. Are your prospects looking for it? This week we are fortunate to have the winner of the 2010 B2B Twitterer of the Year, Michael Brenner , guest post and share his thoughts on Marketing ROI. Michael Brenner is a Sr. Director of Marketing for SAP. You can follow Michael on Twitter: @BrennerMichael. MORE >>

We see the low market penetration as a tremendous opportunity for us, and our competitors, to help increase adoption and also grow the market. Having a live voice on the phone makes a big difference in your prospect’s perception of your brand, plus it is the surest way to fully qualify a lead before it is passed on to sales. We recently had the opportunity to connect with Jon Miller, Vice President of Marketing and Co-Founder of Marketo.  Jon was also named a Top 10 CMO for companies under $250 million revenue by The CMO Institute. What would you tell someone asking that question? MORE >>