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The Challenges that B2B Marketers Find the Most Difficult to Overcome
In my post last week, I promised to share some interesting “sound bytes” from the MarketingSherpa 2012 B2B Marketing Benchmark Report. These are comments from B2B marketers about the barriers they find the most
Read More »The Many Faces of “Lead Generation” – Trick or Treat?
Halloween has come and gone again and each year one marvels at the ingenuity and creativity of costumes, masks and disguises. The trick-or-treaters come around no matter what the weather with their bags open
Read More »B2B Marketing and Lead Generation Challenges – “The Q Continuum”
One of my all-time favourite television shows was Star Trek – the whole gamut of Star Trek: The Next Generation, Star Trek: Deep Space Nine, and Star Trek: Voyager. For those of you who
Read More »To Spike, or Not to Spike: that is the question
I’m feeling inspired by Shakespeare here but unlike Hamlet, it’s not a question I would ponder. Rather, it is a rhetorical question and my answer would always be “don’t spike”. I agree; a challenging
Read More »The Ideal Demand Generation Personality Profile
Having witnessed organizations burn up thousands upon thousands of precious dollars, I can’t help but analyze a lead generation failure when I see it. While the specifics vary in every case, there are certain
Read More »What is Your Demand Generation Personality Type?
As a demand generation advisor and lead generation consultant, there are often times when I wish that I could change my customers’ marketing personalities. When that happens, I find myself digging deeper and analyzing
Read More »My 2011 Lead Generation Wish List
I was asked recently by a media person to comment on the top lead generation trends in 2011. When I inquired what in her mind were these “top trends”, I didn’t hear anything new.
Read More »New Year’s Resolutions for 2011
Happy New Year to all of you! Hope everyone enjoyed a wonderful holiday season. It’s always hard coming back after the short but action-packed few days of festivity and joyous celebration. Maybe that’s the
Read More »How to Avoid Becoming the Next Demand Generation Horror Show Star!
Having been in this industry for close to 2 decades, I have seen some real horror stories. Companies spending obscene amounts of money on lead generation — from inbound and outbound marketing to sales
Read More »An Accelerated Leads Pipeline: Ask Not Just “How Much”, But “How”
Have you ever looked at lead management and pipeline acceleration as CRM? Marketing statistics point out that 60% of leads have to be nurtured. This further reinforces what I’ve stated before that successful demand
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