Recent Posts

4 Principles for Great Content Marketing

4 Principles for Great Content Marketing

Content marketing is a vital component of any B2B marketing strategy. Savvy marketers devote time and money to developing various types of content, including white papers, webinars, tweets and blogs, which appeal to and engage their audiences. But are marketers getting the most out of their content? Not all content... Read More»

5 Traits of Today’s Marketing Leader

5 Traits of Today’s Marketing Leader

The modern-day marketing leader’s job description is changing. Just look at the facts: By 2017, the CMO will Spend More on IT Than the CIO. (Gartner) 90% of business buyers say when they’re ready to buy, they’ll find you. (DemandGen Report) 70% of the buying process is now complete by... Read More»

3 Customer Support Lessons From Driving the Wienermobile

3 Customer Support Lessons From Driving the Wienermobile

Yes. It happened, and I can prove it. I’m one of the lucky dogs who drove the Oscar Mayer Wienermobile across the country after college, and I learned some valuable customer support lessons along the way. Here are three lessons that can be translated very well to your support team... Read More»

How Santa Claus Could Be More Productive With Salesforce

How Santa Claus Could Be More Productive With Salesforce

When it comes to productivity, Santa Claus is pretty much as good as it gets. He has 31 hours to deliver gifts (thanks to different time zones) to approximately 91.8 million homes. That works out to 822.6 visits per second! He also needs to save time to gobble down the... Read More»

How the Internet Changed the Way Small Businesses Approach Customer Retention

How the Internet Changed the Way Small Businesses Approach Customer Retention

Once upon a time, small businesses had to think small. Mom and pops were the mice of the business world, scrambling for crumbs and scratching out an existence in their niche market, hoping that the big guys didn't open next door. One core problem facing smaller companies' growth are the... Read More»

12 Business Days of Salesforce: 9 Attributes of a Great Manager

12 Business Days of Salesforce: 9 Attributes of a Great Manager

No one said leading a group of people was easy. Yet in the business world and well beyond, the success of a team often comes down to who their manager is, and the leadership qualities and overall effectiveness that person brings to the role. For our ongoing “12 Business Days... Read More»

5 Steps to Follow for 2015 Sales Planning

5 Steps to Follow for 2015 Sales Planning

2015 is upon us, whether it says so on the calendar or not. What we did in 2014 doesn’t count. 2015 is a new year with new opportunities. Here are 5 keys to follow to help make the most of your sales potential in the year to come: 1. Allocate... Read More»

The X-Factor in B2B Sales: Mastering the Second Contact

The X-Factor in B2B Sales: Mastering the Second Contact

The secret weapon for your B2B sales teams is mastery of second contact and beyond. Mastery of second contact and beyond includes, but is not limited to: Being responsive Being contextually relevant Being trustworthy Having the X-Factor Let us look at this in more detail: The Background Gone are the... Read More»

Marketing’s Top TWO Customers

Marketing’s Top TWO Customers

In the B2B industry, generally speaking, marketing is responsible for leads and sales is responsible for closing deals. B2C companies, on the other hand, are traditionally more transactional, meaning that marketing often closes deals (especially in the online retail world). In the B2C realm, it’s very obvious who marketing’s real... Read More»

What’s In and What’s Out in Email Marketing in 2015

What’s In and What’s Out in Email Marketing in 2015

As we look to transition into the New Year, it’s time to reevaluate our programs and our priorities. With that in mind, I recently spoke with Natasha Smith of DM News about what’s in and what’s out in email marketing for 2015. Here is some of what we spoke about,... Read More»