B2B Lead Generation

11 Data-Driven Sales Enablement Tips from Brand Leaders at Dreamforce

By Eric Schwartzman | January 23, 2020

Even if you get blackjack, hitting a 17 is still a bad decision, because the odds are, in the long run, you’ll lose Data-driven marketers aren’t playing to win a hand or two. They’re playing to grow market share. And as more companies mature from making impulsive decisions based on data in spreadsheets to making…

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Lead Generation Guide for B2B Marketers

By Eric Schwartzman | November 25, 2019
Lead Qualification Framework by Eric Schwartzman

If you’re preparing to climb the revenue growth mountain, the length of your ascent will depend largely on who you’re selling to and where you’re starting out from. If your sales team is focused on a target audience, you’re going to want to give your reps an easy, repeatable way to personalize and tailor sales…

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How Sales Reps Become Trusted Advisors

By Eric Schwartzman | October 18, 2019

Seventy percent of B2B buyers wait until after they have defined their needs before engaging a salesperson. By that time, most buyers have established a preferred vendor relationships as well, which is why getting in front of the right crowd to build relationships with prospects early and often is so important. B2B buyers avoid sellers…

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To Align and Drive Revenue, Jam Often and Hit Hard

By Eric Schwartzman | October 17, 2019

In business, the concept of alignment strategy is about breaking down silos inside organizations and establishing cross-functional workflows without inhibiting anyone’s domain expertise. “It’s often straightforward to identify a strategy needed to achieve a goal, but what trips up companies is figuring out how to execute the strategy once identified,” saws Cal Newport in his…

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B2B Lead Generation: Align Sales and Marketing Early

By Eric Schwartzman | September 5, 2019

In a finite market with a limited number of customers, building relationships with prospects early and often is the smartest approach to B2B lead generation. And your sales people, not marketers, should be cementing those relationships. It’s doesn’t matter that they’re not ready to buy. If they’re a target account, don’t let your desire to…

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B2B Events Mobile Marketing Business Requirements Checklist

By Eric Schwartzman | July 12, 2011
B2B Events mobile apps

The killer app for marketing B2B events is nothing less than a mobile app. Attendees already use mobile apps to network digitally at conferences and trade shows so why not make mobile part of your digital marketing strategy at B2B events and transform your events into connected communities that drive business outcomes? Mobile B2B Event Strategy…

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Why Facebook Could Become a Less Important Lead Generation Source

By Eric Schwartzman | January 20, 2011

If the case studies and news highlights in this blog post are any glimpse of things to come, than corporate Facebook Pages could become less important to marketers once they learn that the real power of a social network. Spoiler Alert The best times to post, types of content and Facebook content marketing strategy is…

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