A recent lead generation poll showed that converting leads to pipeline revenue (accelerating sales) was the biggest challenge for marketers. What are we doing as sellers that keeps us from closing sales? It?s a tough question, and it?s one that...

Listen Now:

So, you've put a lot of effort into your lead generation process, and you have a great lead in your hand. Now, what can you do to improve your probability of making a profitable sale from it? Michael McLaughlin, addresses...

Listen Now:

I participated in a webcast and podcast combo on the adding the human touch to marketing automation as part of the Marketing Mastery Series sponsored by Eloqua, MarketingExperiments and ON24. You can watch the webinar recording here. Because the webinar...

Listen Now:

More companies than ever are using third party providers for teleprospecting and lead management operations, however there is little information on how to select, engage, and measure these vendors who will add that essential human touch. I just interviewed Sridhar...

Listen Now:

Would you like some inspiration or some fresh ideas for your marketing and lead generation strategy? If so, MarketingSherpa just released their ?Business Technology Marketing Benchmark Guide 2007-08? and I had the privilege to interview Anne Holland about this year's...

Listen Now:

Before the Internet and social media tools, companies could only communicate through the filter of advertising or media ink placed by a PR firm. But fortunately the rules have changed. I just interviewed David Meerman Scott author the new book,...

Listen Now:

Did you know that podcasting can help you generate more leads and nurture future customers? Research shows that Podcasts do impact B2B purchase decisions. Buyers want to know you understand them and that you?re relevant to their specific needs. They...

Listen Now:

Ever feel like the results of your lead generation efforts aren't being fully utilized? You?re not alone. Without a solid process in place an astonishing eighty percent of marketing expenditures on lead generation are wasted because the leads are lost,...

Listen Now:

It's been well documented that quality of collaboration between sales and marketing directly impacts ROI. The challenge that many organizations face is that their sales process is a black box. No one except the sales team knows what is going...

Listen Now:

Are you finding that trade shows or events are a ?waste of time? for lead generation? You may want to think again. I interviewed Ruth Stevens, author of Trade Show and Event Marketing, to get her views on what marketing...

Listen Now:

I wanted to share the final installment from the podcast series I did with 800-CEO-READ. In this podcast, Todd interviewed me and Jill Konrath on the critical interface between marketing and sales. Here's what Todd says about it: "Here is...

Listen Now:

I had a great time chatting with Todd at 800-CEO-READ on lead generation. This is the first of three podcasts 800-CEO-Read is doing on B2B sales and marketing. Here's what Todd says about it: "In this podcast, I talk with...

Listen Now:

If you're involved in complex sale, be sure to listen to the recording of my live teleseminar with Jill Konrath, Chief Sales Officer and author of Selling to Companies. Over 93% of the live audience (200 marketers and sellers) strongly...

Listen Now:

Segment 2 from my 1-hour live interview with Jill Konrath, Chief Sales Officer and author of Selling to Big Companies. Listen to Segment 2: Selling to BIG Companies (11:29 min 2.7 MB) What's the proper role of marketing? Who should...

Listen Now:

Segment 3 from my 1-hour live interview with Jill Konrath, Chief Sales Officer and author of Selling to Big Companies. Listen to Segment 3: Selling to BIG Companies (13:58 min 3.2 MB) Why do you hate unique selling propositions? If...

Listen Now:

Segment 4 from my 1-hour live interview with Jill Konrath, Chief Sales Officer and author of Selling to Big Companies. Listen to Segment 4: Selling to BIG Companies (7:31 min 1.7 MB) What's the best way to get a meeting...

Listen Now:

You can increase your odds of success by adding a lead nurturing program to your marketing operations. It begins with the mindset that lead generation is really a conversation rather than a series of campaigns. I was interviewed by Marketing2IT's...

Listen Now:

"Web visitors spend just 8-seconds scanning your website landing page before they decide to leave," says Anne Holland, Publisher of MarketingSherpa. Anne and her team recently published the Landing Page Handbook which gives step-by-step instructions (based on proven data) on...

Listen Now:

Have you ever wondered why some sales happen twice as fast others? For my first podcast I thought it would be fun to tell a true story about one of my clients. We'll call her Kristin. At the mid-year point,...

Listen Now:

I was interviewed on KCCO Business Radio (950 AM) on the subject of lead generation for the complex sale. The interview was part of KCCO's Strictly Business program with Susie Jones (weekdays 4:00 to 6:00 PM). Listen to lead generation...

Listen Now: