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B2B lead generation, demand generation & sales

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Brand Activism and Modern Marketing

Customers care more about the values of the companies they buy than ever before. It’s more than your purpose. It’s more than what you sell. They want to know what kind of company you are and what do you care about. Does a company want to do more than drive profits? That’s why I interviewed Dr. Philip Kotler, who is known as the “father of modern...

The B2B Lead Blog is now the markempa blog

I’m happy to announce that the B2B Lead Blog moved to the markempa blog (where marketing meets empathy). In this update, I want to share what you can expect and what’s next to move forward. So, why change? You might be wondering why you would change a good thing? I’ll admit that moving the B2B lead blog into markempa wasn’t a decision made right...

Clone of We stopped trying to convince customers and got triple the results

Learn how helping potential customers with an empathetic approach to demand generation and ABM created triple the sales opportunities.

Relevant B2B Content on the Decline

Only a quarter of marketing professionals believe their B2B content marketing strategy is effective.Most B2B content is missing the mark, according to a January research study by Heinz Marketing and ON24. The study polled more than 150 B2B marketing professionals across various roles, industries, and organization sizes.Just one in four respondents believe...

Mean people suck in marketing and what to do about it

Why does most marketing stink?According to Michael Brenner, “the reason most of the marketing that we do that stinks and doesn’t work is that some executive with a big ego asked us to do it.”On top of that, marketers are not in a happy place.According to MarketingProfs 2019 Marketer Happiness Report, “Only 10% of marketers say they were very fulfilled...

Customer Experience and lead generation, yes really

I was interviewing a leader about her recent buying experience, who said, “after I got my title, it was like I became a target.”She was already swamped as her inbox filled with cold emails, calls, email sequences and more.She wondered why sellers and marketers weren’t thinking about her experience (even before she expressed interest.)I wondered what...

We stopped trying to convince customers and got triple the results

One small thing changed my B2B marketing work in a big way.About five years ago, someone sent me a video on a Tulsa, Oklahoma business that changed the entire way I approach sales and marketing.The first thing that caught my attention was that Mother Teresa had publicly endorsed the business. “Wait,” I thought. “Mother Teresa endorses businesses?”The...

How to stop the hustle and establish work-life boundaries

Has our devotion to work and hustle turned into the UnAmerican Dream?Some of the hardest working people I know are in sales and marketing.We often read success stories about how hustle and grit drove fantastic success.That said, the relentless pursuit of success can leave behind damaged relationships and personal life carnage in its wake.Take me, for...

How to Get Sales and Marketing Operating as One Team

Marketing and sales alignment working together as one team is really about the customer.Why? Because today, buyers are in control.For this reason, we can no longer have an artificial divide between marketing and sales.That’s why I interviewed Heidi Melin (@heidimelin), CMO at Workfront on how to get sales and marketing operating as one revenue team.Brian:...

How to Scale Your Account Based Marketing Efforts Faster

There’s no double that Account Based Marketing (ABM) is hot amongst B2B marketers. Everyone is talking about it.After all, who doesn’t want larger deals, better close rates, and more loyal customers?I know there are a few definitions out there for Account Based Marketing, but we define it as a go-to-market strategy that coordinates personalized marketing...

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