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Your Content Strategy is Selfish

When it comes to content marketing and content strategy, most companies really don’t get it. They think that content is just crap we send to people that includes specials, offers, promotions and things about us. Hopefully they at least move to the mindset of education. However, as it pertains to educating their audience, I find that the vast majority of content …

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Sales and Marketing Field Goal

I was catching up with a recent client to check in to see how they were doing and to offer to have a little chalk talk with their leadership team. I’m working on a presentation titled Sales and Marketing Integration for 2014 and Beyond with sort of a subtitle of things you need to do and understand if you actually …

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Social Selling: It’s Not New.

Anthony Iannarino put out a good newsletter the other week in which he talked about how business acumen is the new currency. In it, he said that: You are the primary source of value creation for your clients: It isn’t your product, your service, or your solutions. While all of these are important, nothing compares to the value you create as a salesperson …

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Social Selling – Get It While It’s Hot

I recently read an article written by Liz Gelb-O’Connor, a Senior Executive for Strategy and Innovation at ADP, a long time leader in the world of sales optimization. ADP takes the building of their sales organization seriously, so Liz’s article was included as part of a sales management compilation published by the good folks at CSO Insights. (This is the 10th release of …

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Content Marketing Emails: Don’t Waste Your Words

I have been working with a lot of my clients over the past couple of years helping them understand the interplay between sales and marketing, and specifically content marketing. The premise, of course, is based on the fact that you can interact with somebody initially and determine very quickly if they are qualified, meaning that they are in your target …

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Full Service Marketing, Fully Fueled

The Market Creation Group is a full service marketing agency that focuses on the B2B marketplace in the technology sectors. They understand that decision makers tend to be a smaller market than a typical B2C campaign would target, and that takes a certain kind of language as well. Being able to hit CXO’s effectively is a bigger challenge, so they recognize …

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Lead Nurturing – Why Not Outsource?

As part of my LinkedIn outreach project, I recently connected with Craig Harrell, Founder and President of Rainmaker Marketing OSA (Outsourced Sales Assistant). Craig was one of those contacts who I had no idea if or when we had ever met, and I was so impressed with his company and what he was doing that I decided to do a …

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Nurturing Leads – Are You Fishing With A Hole in Your Net?

A number of my conversations lately have focused on the various techniques and strategies for lead acquisition. Specifically, clients insist they need more new prospects to talk to. Figuring out how to put more people into the top of the funnel is certainly a healthy conversation and an important part of the sales strategy. When we dig into the problem …

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Sales and Marketing Management: Lead Hand Off Process

The talented folks at Kuno Creative recently published an excellent article:  Creating Lead Hand-Off Plans for Better Marketing and Sales Alignment. This article highlighted the importance of alignment of marketing and sales to the success of lead generation programs. It focused on the interface between the two departments, specifically what happens when leads make the leap from ‘marketing qualified’ to …

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Business Social Networking: It’s Ok to Connect in Real Life

As I typically do at the end of every year, I spent some time in December ‘cleaning up’ my LinkedIn account. Specifically, my goal was to look through my 1200+ contacts and take inventory of which of these ‘connections’ I actually knew; understand how we were connected; remember if we ever had a ‘real-world’ interaction; and cull those that were …