Want to shorten the buyer journey? Here’s how to do it!

Understanding the buyer journey and how to manage it is critical to effective demand generation. The buyer journey encompasses every step a prospect takes leading up to a purchase decision—such…

Expert advice to increase your sales conversion rate

Many aspects (such as trade show marketing, executive retreats and in-person sales visits) of the B2B sales process have radically changed in 2020 while other things, like data-driven marketing and…

“The Tough Are Still Going”

From coast-to-coast in the US and in the far corners of the world, we are all in a fight to preserve the lifestyle we have known, stay healthy and take…

Are B2B marketing white papers still effective or obsolete?

There is an ongoing debate about the effectiveness of marketing white papers. Are they becoming obsolete? Do they still deliver significant value? Many marketers claim that white papers have seen…

How marketing can use conversations to qualify sales leads

Marketers plan and execute demand generation campaigns, using traditional tactics, to identify and qualify sales leads. The same digital marketing tactics have been used for years. But I’d like to…