March, 2006

B2B Lead Generation Blog: Customer Referrals and Your Sales and Marketing Department

B2B Lead Generation

for the complex sale you need enthusiastic referrals to help you build your reputation, differentiate yourself, demonstrate your value proposition, shorten your sales cycle, and drive revenue. so how do you ask for referrals


Smashmouth Marketing

Spending a week with my parents in Florida. Beach. It's been a long year and although some people would ask me "what are you vacationing from?" I will politely just ignore them and get a tan. The pic is dad taking a nice swing at his own course. Just pics from my phone, so sorry for the quality. Tomorrow is a beach day. Hell, they are all beach days. Let's see who can find the best sea shell for Melissa.

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Buzz Marketing for Technology

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Micromarkets Part 2


A few weeks back, I wrote about the dichotomy of micromarkets and mass markets. On a recommendation from Tom Austin , I just read The Rule of Three -- a book which nicely ties together my musings on how small, focused companies can thrive in the shadow of industry giants. The Rule of Three, by Jagdish Sheth and Rajendra Sisodia, posits that over time, every industry comes to be dominated by three large generalists, with any number of small niche players also thriving.

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75% of World Trade Flows Through Indirect Channels - Are You Enabling the Right People?

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years – and ecosystems are the main reason why. With the vast majority of business conducted through indirect channels around the world and given structural changes in our economy (before and after COVID-19), new buying journeys, subscription/consumption models, marketplace growth, and emerging technologies, most firms are now considering partner enablement as the key ingredient to survival (and success). The future of partnership ecosystems will be focused on driving intra-firm value creation, network effects, and partner co-innovation – a huge opportunity for firms to grow the right partners and enable them effectively.

B2B Lead Generation Blog: Webcast: 8 Critical Success Factors for B2B Lead Generation

B2B Lead Generation

join me for a complimentary webcast on thursday, march 16th at 2pm est. i'm speaking on the "8 critical success factors for b2b lead generation success" along with mark organ, ceo of eloqua. watch the recorded webcast archive now

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B2B Lead Generation Blog: Generating Real Sales Leads from Tradeshow/Conferences

B2B Lead Generation

Aaron Ross over at "Building The "Sales Machine" shares some great tips on trade show lead generation. Ross writes, "You need a process that emphasizes quality of leads over quantity of names." I agree. Well meaning marketers can ruin

B2B Lead Generation Blog: Seth Godins speech on Marketing at Google

B2B Lead Generation

Six time best selling author Seth Godin speaks to Google as part of their Authors@Google series. His talk is 48 minutes long and includes questions and answers from Google employees and hey, it's free. Watch video "All Marketers are

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B2B Lead Generation Blog: Podcast Segment 4: Selling to BIG Companies

B2B Lead Generation

segment 4 from my 1-hour live interview with jill konrath, chief sales officer and author of selling to big companies. listen to segment 4: selling to big companies (7:31 min 1.7 what's the best way to get a meeting with someone in

B2B Lead Generation Blog: Podcast Segment 3: Selling to BIG Companies

B2B Lead Generation

segment 3 from my 1-hour live interview with jill konrath, chief sales officer and author of selling to big companies. listen to segment 3: selling to big companies (13:58 min 3.2 why do you hate unique selling propositions

The Complete Guide to SaaS Revenue Modeling

In today’s climate, it’s more important than ever for SaaS companies to build rock-solid financial models on which they can operate and make key business decisions. The teams at SaaSOptics and Burkland have teamed up to create a comprehensive guide to the most difficult aspect of financial modeling: revenue forecasting.

B2B Lead Generation Blog: Podcast Segment 2: Selling to BIG Companies

B2B Lead Generation

segment 2 from my 1-hour live interview with jill konrath, chief sales officer and author of selling to big companies. listen to segment 2: selling to big companies (11:29 min 2.7 what's the proper role of marketing

B2B Lead Generation Blog: Podcast Segment 1: Selling to BIG Companies

B2B Lead Generation

if you're involved in complex sale, be sure to listen to the recording of my live teleseminar with jill konrath, chief sales officer and author of selling to companies. over 93% of the live audience (200 marketers and sellers) strongly

B2B Lead Generation Blog: Consistent Lead Generation Pays Over Long Term

B2B Lead Generation

in many ways, the disiplines of b2b and b2c marketing and lead generation are different. but, scott mason's article in dm news, written primarily for b2c marketers, illustrates an important truth for us all: lead generation isn't just

Web Marketing Tools and Wisdom


Two new resources for Web marketing assistance have recently been added to the Advice page on WebMarketCentral, the Web marketing portal. First, Mike's Marketing Tools guru Michael Wong offers reviews of a large selection of Web marketing tools, including ad tracking software, autoresponders, keyword bid management, email marketing, search engine optimization, and Web site traffic analysis.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

The Life of a Consultant


Being a consultant or contractor has its advantages -- flexibility, challenge, constant opportunities to meet new people -- but it also means that you're a perpetual "outsider." My friend Dan Rutman has written a wonderfully witty piece entitled The Contractor's Guide to Corporate Culture that humorously captures the intangibles of fitting in with the company that's providing your temporary revenue. Although Dan is a professional contractor, his observations apply well to consulting also.