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Lead Generation

Why Being Valued is More Important than Being Liked

Editor's Note: This is an updated version of one of our most widely-read articles, Being Liked vs. Being Valued, revisited for 2022. Traditionally, sales "relationships" were about being "liked." Salespeople were good guys and gals. They were easy to get along with. They made customers feel good. They took people to ball games and had big(ish) entertainment budgets. I remember sitting in a Tom Hopkins Boot Camp and reciting that my job as a salesperson was to get them to "like me and trust me"...

Why You Have a Premium Content Gap—and 12 Ways to Close It

A successful content strategy must employ a mix of content in order to reach prospective customers....

CRM Evolution - How RevOps Sprung From A Change in the Status Quo

RevOps is a fascinating development in the sales and marketing world. At a very high level, it’s a...

The Core Benefits of Creating and Nurturing a B2B Online Community

Original blog published on December 16, 2019. One of the biggest challenges businesses face in...

Why You Should Talk to Your Prospects Like They're Six-Year-Olds

Editor's Note: This is an updated version of a 2006 post - Tell It To Me Like I'm A Six-Year-Old....

5 Actions to Ensure Your Social Media Platforms Strengthen Your Business

I joined a Clubhouse discussion the other day and one of the listeners posed the question, “What...

A User's Guide To Planning A Successful Webinar

While we had all hoped the dawn of 2021 would usher in our return to social activities, parties and...

Outreach Isn't Just A Sales Operation - How Marketers Help The Process

One important role of marketing to create content to promote and position a business and the...

5 Things Marketers Can Do To Generate First Action

Without awareness, there is no demand. Without demand, there is no potential for a sale, and...

Using Quizzes to Generate Leads and Increase Engagement

Everyone creates content. If I had to guess, I’d say you’ve most likely created at least one piece...

The Real Buyer's Journey, Part 2: Manufacturing Revenue

Welcome to part two of our series on understanding the real buyer’s journey. In the first session,...

What Is Lead Activation

After a decade of dominance, people are beginning to doubt—seriously doubt—the validity of demand...

The Critical Role of Intent in Demand Generation, Sales and Marketing

We've been doing a lot of research over the last year into a critical part of the buying process...

What it Means to be Data-Driven, How It’s Different from Metrics & How to Apply it

My daughter is entering her senior year in high school. I have to admit that there are times where...

New Research from SiriusDecisions is Bad News for Sales Teams - Here’s What to Do About it

A new research report from SiriusDecisions presents a pretty damning view on the state of sales...

Modern Lead Generation is Failing. 5 Critical Factors to Drive High-Velocity Customer Acquisition

A couple of weeks ago, I introduced a chronic problem plaguing the growth efforts of companies,...

5 Steps to Design Your Pipeline to Shorten the Sales Cycle and Align Sales & Marketing

If any of these objectives are a high priority for you, read this post (if not, feel free to skip...

Has the Time Come to Ungate Your Best Content?

As the the great marketing strategist, William Shakespeare, said, “To gate or ungate your best...

What Aviation Can Teach Any Growth Executive About Acquiring Customers

Growing revenue is difficult, complex work. Fraught with uncertainties, lack of information and...

5 Ways Salespeople Can Put People into the Top of the Marketing Funnel

I share a lot on the topic of sales and marketing alignment, but I’m convinced that the successful...

5 Essential Components of a High Sales Growth Tech Stack

The game is getting real folks. Every day it seems a new challenge is emerging that makes the...

How We Revitalized Our Email Strategy & Turned It Into An Advantage

Email is (still) a critical linchpin for sellers and marketers alike. Even as social media, chat...

The Most Important Sales Enablement Question for Your Business

The 2001 Oakland A’s had a problem. They’d won their division in 2000, but they were losing the...

Designing a Better Demo Experience to Shorten the Sales Cycle

I recently was a part of a debate on Twitter with Brian Moseley about the role of salespeople,...

Deliverability: Conquering The Email Marketing Problem

From the days when Google announced their “email killer” Wave, I’ve heard marketers and consultants...

The 10 Worst Vanity Metrics Every Marketer Uses

What you measure gets done...so be very careful about what you measure. The story of Moneyball is a...

3 Reasons Lead Generation Efforts Fail

I’m in the process of writing a book (more news at that soon) and through that process, it’s led me...

Good Content is a Commodity: The Keys to Making Content Marketing Work

Aaah, I remember the good old days. You remember them, don't you? You know, the days when creating...

Landing Pages Not Getting Converted? Here's What to Do About It

In Hubspot’s State of Inbound 2016 , both inbound and outbound marketing teams consider “converting...

The Importance of Blogging: 6 Keys to Writing Effective Blog Posts

Have you started blogging yet? No? You may be the only person left. I recently learned that 6.7MM...

Five Reasons Good Sales & Marketing Messages Fail

Messaging gets a lot - A LOT - of attention from both marketers and sales executives. For good...

6 Ways You're Scaring Your B2B Leads Away

Everywhere you look these days, there’s something that’s been designed to give you a chill. From...

Was Adopting an Inbound Approach a Mistake?

Inbound marketing has been greeted with tremendous excitement. It’s hard to believe but just five...

5 Things to Do if Your Content Isn't Generating Leads

When I joined Imagine – just over a year ago now – part of my role was account manager for one of...

Want A Rock Star Blog? Be Sure You Address These 8 Areas

Blogging is a term that has taken off over the years but not just for moms who want to talk about...

6 Reasons to Add Webinars to your Content Mix

A long time ago, in a galaxy far, far away, I was a marketer in the engineering consulting...

How to Create an Effective Sales and Marketing SLA

This post originally appeared on the HubSpot Marketing Blog. The alignment of an organization’s...

Want More Inbound Leads? Make Sure Your Premium Content Doesn't Suck

According to the Content Marketing Institute, in 2016, B2B organizations plan to produce 76% more...

[Free Tool] The 8 Elements of an Effective Landing Page

Last week, Ellen wrote about improving conversion rates on landing pages. Today, I’m going to take...

4 Insights to Increase Landing Page Conversion Rates

It’s a small victory when a visitor comes across your site and navigates to a landing page. What...

5 Ways to Incorporate Personalization into Your B2B Marketing

Remember the theme song from the show Cheers? In case you forgot, here’s the chorus to stir your...

The Fastest Way To Kill Your Blog (& What To Do About It)

I had a conversation recently with someone who told me that blogging didn’t work. He’d been...

Is Cold Calling Dead?

In 2009, I wrote a post that got some provocative responses asking the question Is It Time to Kill...

The Difference Between Demand Generation & Lead Generation

Recently, I’ve heard a lot more conversation about demand generation and lead generation than I...

How To Design Your B2B Prospecting Approach to Achieve Consistent, High Value Results

A couple of weeks ago, I was asked a question in a forum I participate in about how we build our...

Utilizing Growth Driven Design to Add Personalization To Your Website

Six weeks ago, I wrote a post on utilizing a growth driven design approach to manage your website....

Attracting the RIGHT Website Traffic for Lead Generation

It’s time for the monthly sales and marketing meeting…you know the one…all attendees give an update...

The Third Discipline: Bridging B2B Sales and Marketing

Last week I shared the results of some fairly extensive research into the attributes of companies...

The 3 Ingredients of Successful B2B Lead Generation Campaigns

Blogs, landing pages and social media are all powerful tools for accelerating the growth of your...

Creating B2B Lead Generation Campaigns That Work

Unequivocally, it is time to focus on growing revenue. To do that, businesses must transform their...

Demand Creator Minute: It's Okay to be Wrong

When challenging your customer, entering accounts and positioning yourself to be valued as you...

The Best Way To Fill The Sales Funnel

If you want to leverage your sales efforts; if you want to grow revenues faster than expenses; if...

Successful Lead Generation for B2B Companies

Since the beginning of time (or least since salespeople have been around) the the search for leads...