How customer-hero stories help you connect better
Do you focus on capturing product stories or customer-hero stories? The answer can make a huge difference in your sales and marketing results. Let me explain. Despite all the time, money, resources...
View ArticleWhy customer advocacy should be at the heart of your marketing
Are you connecting with and empowering your customer advocates? If not, you should. Here’s why. Customer advocacy marketing programs help you increase revenue by improving customer acquisition and...
View ArticleGetting sales enablement right to increase results
Sales enablement is intended to help raise performance, but a lot of efforts have backfired due to departmental silos. And now there’s growing gap between what salespeople need and what they’re getting...
View Article10 Most Popular B2B Lead Generation Blog Posts of 2017
Do you feel excited about your 2018 plan? I hope so. If not, you’re not alone. Why? Because dealing with change, staying motivated, and building momentum is hard. That’s why business plans often change...
View ArticleGartner Research: Boost your growth from existing customers
CEOs and sales leaders have long wondered: how can we drive organic growth and increase sales from existing customers? But it’s elusive. In fact, the traditional approach is no longer working....
View ArticleNew research: Customer empathy and how to solve buying problems
Are you applying empathy as part of your sales and marketing approach? Why? Because according to Brent Adamson, “empathy” is the one word that matters most to sales [and marketing] success. It’s tough...
View ArticleHow sales hustle and automation can hurt customer experience
To drive growth, the mandate for sales organizations is to make more calls, send more cold emails. Sales reps are hustling and using automated tools to move faster. But sales hustle and automation have...
View Article4 Steps to do lead nurturing that helps more customers buy
Find out about lead nurturing. Learn the 4 steps of walking through the buying journey with your customer to help them progress. The post 4 Steps to do lead nurturing that helps more customers buy...
View ArticlePutting Empathy in Account Based Marketing
At its core, ABM is about building relationships but there is one crucial thing often missing. I was reminded of this while talking with a VP of Marketing who stopped their account based marketing...
View ArticleTransform Your Customer Journey and Accelerate Growth
Growth for B2B is hard. It used to be that you could accelerate growth with huge customer acquisition. Ramping up your sales and marketing is not enough to sustain growth. Today, the best companies are...
View ArticleBuilding B2B relationships with trust and empathy
We have more sales and marketing technology and channels to reach our customers, but they’re increasingly tuning us out. In short: we’re getting more disconnected from customers. Something is missing....
View ArticleWhy empathetic marketers fail at empathy and how to fix it
No one will ever say “we don’t focus on the customer.” But, most marketers are bad at empathizing with customers. Let me explain: Dr. Johannes Huttula did a study with 480 experienced marketing...
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Getting Sales Enablement Right to Increase Results
Sales enablement is intended to help raise performance, but a lot of efforts have backfired due to departmental silos. And now there’s growing gap between what salespeople need and what they’re getting...
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10 Most Popular B2B Lead Generation Blog Posts of 2017
Do you feel excited about your 2018 plan?I hope so. If not, you’re not alone.Why? Because dealing with change, staying motivated, and building momentum is hard. That’s why business plans often change...
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10 Most Popular B2B Lead Generation Blog Posts of 2018
2018 is quickly coming to an end and the holidays are a time for reflection and preparation.To help you prepare and get some inspiration for 2019, I’ve compiled a list of the top ten most popular and...
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How to improve your account based marketing results
B2B lead generation has had to reinvent itself over the last decade.Sales have always used an account-based approach. Now marketing is getting on board by with account-based marketing. But it’s not an...
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How to Use Conversational Marketing to Get More Leads
Traditional sales and marketing methods have failed to keep pace with the way modern B2B buyers purchase goods and services.Meetings, phone calls, and email are still important B2B channels but how can...
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Lead Nurturing in 6 Simple Steps
What’s the quickest, cheapest way to implement lead nurturing? I get that question frequently when I talk to marketers about lead nurturing.Lead nurturing is pretty easy to understand, but hard to...
View Article2 Tips to connect and build rapport immediately
Want to connect better with people on the phone or in person and build rapport today?Over the past few days, I’ve had two readers reach for advice on how to do better outreach.One reader wrote, “never...
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Bring more innovation to your demand generation now
Do routinely look for ways to drive innovation with your demand generation approach? Or do you feel behind the curve?According to research by Circle Research, marketers are split. Half of the marketers...
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