Stop Being Lazy: Get to Know Your Prospects and Target Your Marketing
As marketers, we’ve come to rely on technology to do the heavy lifting in sales. But no matter how many amazing lead generation programs or behavior marketing tools we find, nothing beats really...
View ArticleThe Best Advice About Social Media…To Ignore
Every so-called “social media expert” has her own two cents about the absolute best way to get more followers, traffic, and customers through social media. The problem is, there’s a lot of bad advice...
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The Importance of the Buyer Persona
If you don’t know who your customers are at the micro level, how can you expect to be able to sell to them? The better you understand what makes your target audience tick, the better you will be able...
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The Latest Facebook Changes and What They Mean for Business Marketers
Insomuch as the internet has revolutionized the way people communicate and gather information, Facebook has revolutionized the way we share that information – and the other people who see it. Although...
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4 Repercussions of Bad Sales Meetings
While much focus is put on positive sales activities that can net great results, the simple fact is: not every sales meeting is flowers and unicorns. As Demand Metric’s The Metrics of Bad Sales...
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What Does Big Data Mean for Marketers?
Big Data is the next big thing. You probably hear that a lot lately. For marketers, Big Data means big strides, big success, and big money. But like all significant technological breakthroughs, Big...
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3 Urgent Changes to Improve Your Marketing Today
Is it time to restructure your marketing? If you said yes, then you’re one of the 80% of marketing executives around the world who say it’s time for a change in their marketing plan. In fact, 29% of...
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Why We Love A/B Testing Landing Pages (And You Will Too!)
No one is a mindreader. As much as you might wish you had that superpower, it’s impossible to flawlessly know what other people are thinking. Customer research and audience profiles are a good start to...
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Is Donald Trump a Solid Leader or a Joke?
It’s hard to turn on the news these days and not see Donald Trump’s name as the headline. He’s permeating the media and dominating the campaign. His quick rise in popularity has many people wondering...
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Lead Gen: Two Simple Steps to Calculating Your Annual Leads-to-Revenue Ratio
You’ve done your 2016 sales and marketing planning, right? Do you know how many converting leads you’ll need to meet your revenue goals for the coming year? No, because you’ve been too busy? I hear...
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Don’t Let Your CRO Strategy Fall Prey To These Common A/B Testing Myths
If you haven’t noticed, conversion rate optimization (CRO) has become a more critical and powerful tool than ever for increasing revenue. For statistical satisfaction and tangible results, it’s hard to...
View ArticleThe Impact of AI on Marketing
Did you know that Artificial Intelligence (AI) will bring us self-driving cars within 5 years and that these cars will simply drop us off at our destination and then go to find a parking spot, without...
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How to Use Content to Increase B2B Lead Generation
PublicDomainPictures / Pixabay The other day, a client asked me, “Why is my website not generating successful leads, even though I’m posting countless articles about my business?” A website is only as...
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How to Set Up an Account Based Marketing Plan That Drives Millions in Revenue
aroblesgalit / Pixabay If you haven’t heard of account based marketing, it’s one to get to know. Essentially it involves treating individual accounts or clients as a market in their own right. Rather...
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The #1 Way to Grow Your Small Business
PublicDomainPictures/Pixabay Having concerns on how you can develop and grow your small business towards success is a question on all small business owner’s minds. I’ve had countless prospects...
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The Top 4 Ways to Drive Traffic to Your B2B Website
Skitterphoto/Pixabay In my consulting practice, I often run into clients who are frustrated with the amount of traffic their website is receiving. They’ve invested in a professionally designed website...
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15 Tips to Improve Your B2B Marketing Automation
geralt / Pixabay There’s a reason why so many B2B companies have implemented marketing automation software or are in the process of doing so: marketing automation helps measure results and create...
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What is a Sales Playbook and Why Do I Need One?
Let’s begin with an imagination exercise. You’ve recently graduated from college (Go Lions!) and have been hired as a sales representative at a medium-sized B2B company. Your first solo meeting with a...
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4 Frustrations B2B Businesses Face in Marketing & Sales
With so many moving pieces and parts in a B2B company, sales and marketing shouldn’t be a headache. And yet, for many businesses, there are common aches and pains that many simply don’t know how to...
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