March, 2005

B2B Lead Generation Blog: New PDF Tracking Gives Us Pause

B2B Lead Generation

if you require registration on your website to download white papers or other "free" resources, you're losing up to 75%-85% of your potential sales leads (2004 marketingsherpa report). in response, marketers have allowed free downloads

B2B Lead Generation Blog: Word of Mouth Marketing relies on reputation not branding

B2B Lead Generation

The premise of my post is that B2B marketing and B2C marketing are different. B2B must stop copying B2C - we're not Coca-Cola, Disney or McDonald's - so let's stop acting like it! When it comes to word of mouth


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B2B Lead Generation Blog: My Mention In Writers Digest

B2B Lead Generation

Bob Bly mentioned me in a recent Writers Digest article. His brief mention created a noticeable spike in visitors. Thank you Bob and welcome fellow writers! Link: Daily Doses: Land more writing clients by taking advantage of the latest

B2B Lead Generation Blog: Sales Leads Via RSS via

B2B Lead Generation

otter group ceo, kathleen gilroy, pointed me charlie wood's, moonwatcher blog, and his intriguing post on the subject of distributing sales leads via rss. woods is vp of enterprise solutions for, a leading news aggregator

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Your New Schematic for Next-Level Sales Coaching & Enablement

Speaker: Matthew Hawk, President of B2bTrainers

The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.

B2B Lead Generation Blog: Podcast: How Trigger Events improve Lead Generation

B2B Lead Generation

Have you ever wondered why some sales happen twice as fast others? This is a true story about one of my clients. We'll call her Kristin. At the mid-year point, in 2003, Kristin's marketing budget was cut by 50%. Amazingly, her CEO still