How to Use a B2B Blog to Win Customers and Influence Prospects

I admit my headline is a play on Dale Carnegie’s bestseller, “How to Win Friends and Influence People.” This timeless classic, one of the first bestselling self-help books published in 1937 and sold over 15 million copies globally is still relevant today. As a B2B marketer, we want to reach our ideal prospects and communicate…

Survey Finds Growth in Pipelines and Sales Cycles for B2B Lead Generation

I recently read a news release put out by Infogroup on their SalesPulse Survey of B2B sales professionals conducted jointly with OneSource, an Infogroup company. Some of the findings match what I am hearing from my industrial clients and one really surprising result. The top findings I got out of the release were: 47% of…

Using Content to Move Prospects Forward in the Sales Cycle

We often think of online content as the text on a web or blog page. The focus there is to optimize it for keywords or phrases for people to find your website when searching for relevant terms. That however is only part of the solution because if your content doesn’t engage the visitor s/he won’t…