Tips to Writing Whitepapers that Drive Sales

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whitepapers

Each week, I download whitepapers and read them. Ultimately, the power of a whitepaper is measured, not in the number of downloads, but the subsequent revenue you’ve attained from publishing it. Some whitepapers are better than others and I wanted to share my opinions of what I believe makes a great whitepaper. The whitepaper answers a complex issue with details and supporting data. I see … Continue reading

You’re Missing 3 out of 5 Elements on Making an Impression

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The 5 Senses

I was in attendance for the launch party of Ex. Ex. Midwest, a print-only publication about the food culture of the Midwest. As I spoke to the team who created, there was incredible pride in both the content, the art and the finished product. The magazine was solid and you could feel the quality of the paper, smell the fresh print, and almost taste the … Continue reading

The Playbook for B2B Online Marketing

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b2b-online-marketing-infographic

This is a fantastic infographic on the strategies deployed by just about every successful business-to-business online strategy. As we work with our customers, this is fairly close to the overall look and feel of our engagements. Simply doing B2B online marketing is not going to maximize success and your website isn’t going to just magically generate new business because it’s there and it looks good. … Continue reading

The Utopian Future of Channel Selling

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Channel Sales

Channel partners and Value-Added Resellers (VARs) are the redheaded stepchild (treated without the favor of birthright) when it comes to obtaining the attention and resources from manufacturers of the countless products they sell. They’re the last to get training and the first to be held accountable for meeting their quotas. With limited marketing budgets, and outdated sales tools, they’re struggling to effectively communicate why products … Continue reading

The B2B Sales Pipeline: Turning Clicks into Customers

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Depositphotos_9048816_s

What is a sales pipeline? In both the business to business (B2B) and the business to consumer (B2C) world, sales organizations work to quantify the number of leads they are currently trying to convert into customers. This provides them with a prediction as to whether they are going to meet the goals of the organization as it pertains to acquisition counts and value. It also … Continue reading

Recruit’em: Find Business Connections on Google

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Look to the future

If you’re looking for a business connection across social networks, Google is a great tool. I often do a search of Twitter + name, or LinkedIn + name to find a profile. LinkedIn, of course, has a great internal search engine (especially the paid version) and there are also sites like Data.com to find connections. More often than not, I utilize Google though. It’s free … Continue reading

The Challenge of Marketing Silos and How to Break Them

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marketing-silos-whitepaper

Teradata, in collaboration with Forbes Insights, have released a new survey that sets out to explore the challenges and solutions for breaking down marketing silos. The survey enlists five leading CMOs of both B2B and B2C type companies to share their different backgrounds, perspectives, challenges and solutions. The whitepaper discusses the challenges of marketing silos, including each having its own brand vision, disjointed customer experiences, … Continue reading

How to Select a Sales Automation Solution

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How to Select a Sales Automation Solution infographic

While marketers may have the most options available at this point, other industries are delving into the automation space to make lives and jobs easier. In a multi-channel world, we can’t manage everything and that also means simple administrative tasks that once accounted for 20% of our day. A primary example of one of the industries that is taking a big leap into the automation … Continue reading