What’s Fueling Lead Generation Right Now?

What’s Fueling Lead Generation Right Now?

“If lead generation is the engine that drives your business, then content marketing is the premium grade gasoline you use to fill that engine.” Credit to Sam Oh for that awesome quote in his article on Entrepreneur.com, 6 Super Simple Content Marketing Hacks to Double Your Lead Generation.
It’s no secret that, in the world

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How to Kill Your Marketing Campaign in 5 Easy Steps

How to Kill Your Marketing Campaign in 5 Easy Steps

As marketers, we often pin our hopes and dreams on the fantastic (in our opinion) marketing campaigns we create to add new customers and drive more revenue. However, hidden in our closets, there are more campaigns that crashed and burned because a step was missed, a trend was ignored, or a shortcut was taken. Here

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5 Ways to Tell It’s Time to Outsource Your Marketing

5 Ways to Tell It’s Time to Outsource Your Marketing

As part of my investment strategy, I own a number of rental properties that are managed by a professional property management company. Although they do a great job of managing the day-to-day needs of the tenants and they provide owner’s statements monthly, I still have to track the income and the expenses.
Is outsourcing the

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How and Why You Should Now Write Compound Blog Posts

How and Why You Should Now Write Compound Blog Posts

Gloom, despair and agony (a nod to a classic Hee Haw skit) is often the reaction when I ask our clients—primarily our ERP and CRM resellers, ISVs and accounting professionals—about their blogging strategy. Most struggle with producing enough content to meet the schedule on the editorial calendar (if they even have one), much less think

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3 Reasons to Outsource Your Marketing

3 Reasons to Outsource Your Marketing

Do you change your own oil? No doubt we could all learn how. When I checked “how to change oil in car” on YouTube, I got 2,780,000 results. But is it a good use of my time? Sure, I could save the $20 bucks Jiffy Lube would charge me but it would definitely take more

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3 Takeaways from Intacct Advantage 2016

3 Takeaways from Intacct Advantage 2016

In October I had the opportunity to spend a few days in Florida at Intacct Advantage, the annual conference for partners and their customers. I must say it’s pretty great to be in Orlando in the fall, even if it is for work (and very pleasant work at that!).
Here are my 3 top takeaways

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Has lead conversion taken a backseat to lead generation?

Has lead conversion taken a backseat to lead generation?

In doing the research for my recent presentation—The Marketing Strategies, Tactics, and Tools That Will Help You Convert Leads—at Intacct’s strategic partner meeting, I was surprised by the numbers I found relative to lead conversion.
According to the report by Hubspot, The State of Inbound 2016, 74% rank “converting contacts/leads to customers” as their top

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Are You Fearless When Asking for a Referral?

Are You Fearless When Asking for a Referral?

For most people, the answer to that question is a resounding “No.” Although a referral should be the natural outcome of a job well done for a client, it never seems as simple or as easy as that.
We all LOVE referrals because…

The prospect is pre-disposed to work with you because of the

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A Marketing Checklist for the Summer Slowdown

A Marketing Checklist for the Summer Slowdown

Our clients often see a bit of a slowdown during summer. It’s just the cyclical nature of business when the search for new technology solutions gets a brief respite from the busier seasons. As you approach the halfway point of the calendar year, summer can be a great time to take stock of your marketing goals,

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5 Things About the ITA Spring Collaborative That Intrigued Me

5 Things About the ITA Spring Collaborative That Intrigued Me

In mid-April I attended the Information Technology Alliance (ITA) Spring Collaborative in Houston, TX — an educational meeting of resellers, consultants, and technology leaders. After dodging Winter Storm Vero (12+ inches of snow at the Denver airport) only to get to Houston to experience 12+ inches of rain, we were fortunately all safe and dry

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Latest Posts
15 Aug 2017

Demystifying Social Selling: What it is and how to get started

I’ve been reading about social selling for a couple of years now and see many of my technology clients struggle to implement a successful social selling strategy. When we talk about it, there seems to be a lot of confusion behind what it is, how to do it and what it takes to be successful.

Latest Posts
20 Jul 2017

A Step-by-Step Guide to Customer Journey Mapping

It may sound daunting to pull together, but a customer journey map comes with a powerful impact on your business. The idea is centered on optimizing every touch point a client or prospect has with your company. I recently had the good fortune to participate in a mystery shopping experience where I could examine the

Latest Posts
13 Jul 2017

Survey Reveals What Tech Marketers Want from Employers

Spiceworks recently posted the 2017 Career Outlook for Tech Marketers with findings from their survey of 350+ marketers in the technology industry. Of course I was interested since 1) I am a tech marketer myself and 2) all of our clients are tasked with hiring technology marketers. So, what did the survey reveal tech marketers want

Latest Posts
06 Jul 2017

What’s Fueling Lead Generation Right Now?

“If lead generation is the engine that drives your business, then content marketing is the premium grade gasoline you use to fill that engine.” Credit to Sam Oh for that awesome quote in his article on Entrepreneur.com, 6 Super Simple Content Marketing Hacks to Double Your Lead Generation.
It’s no secret that, in the world

Latest Posts
23 Jun 2017

How to Use a ‘Pain Chain’ to Add Customer Value

A ‘Pain Chain’ is a powerful visual map first introduced by Keith M. Eades in his book, The New Solution Selling: The Revolutionary Process That is Changing the Way People Sell. Software and technology providers can use the Pain Chain to help determine the source of pain for customers and discuss, with the right people,