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• Go Mobile or Go Away
  "With 4.6 billion current mobile subscriptions projected to surge to 6.5 billion mobile connections by 2014, there's no denying it, marketers: Mobile has arrived—and it's changing how (and where) business ...
  B2B Marketing, Mobile Marketing, Sales
• Gotta Have It: Web Registration Form
  Now that you have your marketing-automation system in place, is it really necessary to use those sorry Web registration forms when collecting leads? After all, you already know who these ...
  High-Tech Marketing, Landing Pages, Sales
• Not so Fast!
  In the rush to grow leads, B2B marketers are often tempted to use "quick-fix" lead-generation tactics, says Jep Castelein in a post at the Connected Marketer blog. Bad idea, he ...
  B2B Marketing, Lead Generation, Sales
• Is That Really a Lead?
  "Ask any salesperson if all inbound inquires are leads," writes Mac McIntosh at Sales Leads Insights, "and when he or she stops laughing, you will probably get an earful about ...
  Lead Generation, Marketing Strategy, Sales
• You Never Get a Second Chance
  "Your introduction is one of the most important sections of your white paper," says Jonathan Kantor in a post at the White Paper Pundit blog. "The degree that your introduction ...
  B2B Marketing, Sales, Writing Whitepapers
• Virtual Community, Real Recognition
  Many B2B companies use social networking as a way to keep their customers up to date on key business developments and success stories. But social media are "not so much ...
  Community, High-Tech Marketing, Sales, Social Media
• Punchlines: What Marketing Can Learn From ComedyHelena Bouchez
  MarketingProfs blogger Helena Bouchez shares tips from business coach and comedian Tim Davis.
  Content, Sales
• Law and Order Must Prevail
  You have an HR handbook, departmental training materials and documented procedures. But do you have standards and rules for your marketing and sales database? That's the question Lauren Kincke asks ...
  B2B Marketing, CRM, Sales
• B2Bs, Your (Mobile!) Markets Need 'More Show, Less Tell'Christina "CK" Kerley
  MarketingProfs blogger Christina "CK" Kerley discusses how B2Bs need to formulate an action plan for the mobile market.
  Content, Sales
• Increasing Sales Effectiveness: The Art and Science of Win/Loss AnalysisRachel Corn, Robin Kahn
  Do you really know why you lost the recent deal or why some customers keep coming back? Customers have the answers, but they rarely provide them in an unfiltered manner ...
  Customer Engagement, Recession, Sales
• Problem Solved: How Can We Map Social Media to B2B Sales?Claire Coyne
  You've made a couple of forays into social media, and you like what you see! But what tactics are really working out there to draw prospects in—and not turn them ...
  B2B Marketing, Marketing Tips, Sales, Social Media
• Taken for a Ride
  We've all fallen for something when we should have known better. Gullibility is bad enough in our personal lives—but when it happens at work, jobs and profits might be on ...
  Collaboration, Sales, Small Business
• This Is Our List of Demands
  "I've had a great opportunity recently to learn what B2B customers want in content by—shock of shocks—asking them," writes Bob Scheier in a recent post at the What Works, What ...
  B2B Marketing, Customer Engagement, Sales, Writing
• Why Salespeople Don't Like Your Customer-Reference Program (and What to Do About It)Joshua Horwitz
  With most large corporate purchases, the only way to get new customers to sign on is to let them hear directly from current customers who can speak about their experience ...
  Collaboration, Marketing Tips, Referrals, Sales
• Social Marketing Ahead of the Curve
  Advances in social technologies continue to add complexity and risk to the decisions marketers make every day. Wherever you find yourself along the adoption curve, "be deliberate in your adoption ...
  High-Tech Marketing, New Media, Sales
• B2B Search Is From Mars
  …and branding is from Venus. Right? That's what quite a few B2B marketers still believe, says Ben Hanna in a post at Business.com's B2B Online Marketing blog. "Many diehard pros ...
  B2B Marketing, Branding, Sales, Search Engine Marketing
• There's No Free Lunch Here
  As B2B marketers continue to pinch pennies, a post last summer by Adam Blitzer at the B2B Marketing ROI blog deserves a second look. The question Blitzer addresses is this: ...
  B2B Marketing, Lead Generation, Sales
• LinkedIn: Time to Plug and Play
  The rise of search engine optimization (SEO) was a huge change for the marketing profession. But for B2B marketers, there's a new game in town: LinkedIn Search Optimization, or LSO, ...
  B2B Marketing, High-Tech Marketing, Keywords, LinkedIn, Sales
• Wow, What Are the Odds of That?
  Salespeople have long known that establishing rapport with a customer can help close a sale. And in these days of the cautious consumer, the tactic of revealing personal information about ...
  Customer Behavior, Customer Engagement, Sales
• There's No Quick Fix for That
  In a post at the Build a Sales Machine blog, Aaron Ross predicts that B2B boards and VPs of sales will repeat a "fatal mistake" in 2010. They'll assume this ...
  B2B Marketing, Lead Generation, Sales