Lead Generation
Specs Don’t Sell
Stop selling features and start selling benefits. In my 25+ years helping B2B companies market their innovative products and revolutionary technologies, I’ve learned a valuable truth—specs don’t sell. The most successful companies understand this. They know focusing solely on features and technical details won’t win customers. Instead, they prioritize building ...
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Developing a Data-Driven Marketing Strategy
I often feel like I’m one of those odd ducks who loves research. I am a research nerd. You give me a topic, and I’m going to read the heck out of it before I have a response. If I’m buying a new car or a new trash can, I’m ...
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7 Lead Generation Strategies to Grow Your Business
Generating high-quality leads starts with telling a great story.
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Great Marketing Starts with a Great Strategy
A sound strategy is the key to a successful marketing effort.
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A First-timers Take on MD&M West
From artificial intelligence to the metaverse, MD&M West has it all.
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What You Need to Know About Google Analytics 4
The gold standard in website analytics is getting a major upgrade.
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Making a New Year’s Marketing Resolution That Actually Works
A useful guide to annual marketing planning.
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5 Hacks for Choosing Engaging B2B Blog Topics
Content marketing, and blogging in particular, is a relatively easy and low-cost marketing tactic that can be well worth the effort—if you can get your target audience to engage. Blogging can help establish your organization as a thought leader, convert leads to customers, increase website traffic, and even attract qualified ...
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How to Use Nurturing to Turn Leads into Customers
The business-to-business (B2B) buying cycle can last months or longer, particularly if the capital outlay is significant. While patience may be a virtue, it’s not an effective sales strategy on its own. To convert leads into customers, you’ll need a documented marketing communication (marcom) plan that includes tactics for nurturing ...
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How To Develop An Effective Brand Strategy
Does your brand reflect and convey your organization’s beliefs, values, and promise? Does it accurately communicate the experience your customers have with your company, products, and service? If not, it might be time to rethink your brand strategy.
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Here’s Why B2C Tactics Don’t Work on B2B Audiences
We’re all bombarded with business-to-consumer (B2C) advertising messages, day in and day out. And while some of the B2C strategies and tactics we’re all familiar with can be adapted to business-to-business (B2B) marketing, many can’t. The return on investment on a $1 million Super Bowl ad, for example, would disappoint ...
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