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Articles by Carol Fox
The Rise of the Revenue Marketer

The Rise of the Revenue Marketer

Marketing

In The Rise of the Revenue Marketer, part of Marketo’s Revenue Masters webinar series, Pedowitz Group CRO Debbie Qaqish and Andrew Gaffney of the DemandGen Report come together to discuss... read more

How B2B Sales Cycles Are Changing

How B2B Sales Cycles Are Changing

B2B Marketing

As Dylan wrote, “The times, they are a-changing,” and B2B sales cycles are no exception. In particular, social media and the dragging economy have caused major ripples in the business... read more

Book Club: Conversations that Win the Complex Sale

Book Club: Conversations that Win the Complex Sale

B2B Marketing

1

We recently reviewed Conversations that Win the Complex Sale, a book aimed at helping sales people rethink their messaging, as part of the B2B Sales and Marketing Book Club. The... read more

Share A Story To Drive Sales Leads

Share A Story To Drive Sales Leads

Content Marketing

Conventional wisdom holds that a lead’s fate is decided by the prospective customer, not the sales person. But if a satisfied client were to become an evangelist for your brand,... read more

4 Considerations to Help Tackle the Changing Nature of Buyer Behavior

B2B Marketing

The changing nature of buyer behavior, particularly in today’s online jungle, is a challenge that B2B marketing and sales teams must address with dynamic strategies and flexible mindsets. The truth... read more


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Adding Marketing Automation to your Digital Mix

Adding Marketing Automation to your Digital Mix

Marketing

More and more B2B companies are creating digital mixes to achieve their marketing and sales objectives. A digital mix can include blogs, social networks, video channels and/or websites. But simply... read more

Optimizing Landing Pages – Why Testing Is Critical

Online Marketing

An optimized B2B landing page is one of the most critical elements of any Internet marketing campaign. Effective landing pages excel at attracting prospects, keeping their attention and converting them... read more

The Top 5 Deal-Breakers For LinkedIn Cold Contacting

The Top 5 Deal-Breakers For LinkedIn Cold Contacting

B2B Marketing

Any salesperson will tell you: cold calling is a fine art. It takes perseverance, confidence and insight to be successful. While this approach can be extremely effective in finding the... read more

2011 Lead Management Optimization Survey Shows Less Focus on Branding, More on Customers

Trends & News

CSO Insights just released the results of its annual Lead Management Optimization (LMO) Study. The study, conducted in partnership with Sales and Marketing Executives International (SMEI) and Marketo, helps shed... read more

What’s the Fuss with Google+?

What’s the Fuss with Google+?

Internet giant has developed a new social media option If you’ve been living under a marketing rock, perhaps you’ve missed the limited launch of Google’s new social media platform,  Google+.... read more

Panning For Gold: Capturing the Sales Leads You Really Want

Panning For Gold: Capturing the Sales Leads You Really Want

B2B Marketing

In 1848, people flocked to California in search of gold. They initially used the panning technique to separate gold from dirt and gravel found on the riverbank. But competition was... read more

Lead Nurturing: 5 Ways to Hatch More Sales

Lead Nurturing: 5 Ways to Hatch More Sales

B2B Marketing

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Is your lead nurturing process a little like waiting for eggs to hatch? Results are slow and you feel like you have little control over the when, why and how?... read more

Dismantling The Brick Wall: 3 Things That Separate Sales & Marketing & Hinder Sales Effectiveness

Dismantling The Brick Wall: 3 Things That Separate Sales & Marketing & Hinder Sales Effectiveness

B2B Marketing

There’s nothing more frustrating than struggling to put a top-notch B2B marketing effort together, only to hit a brick wall of poor sales results. Often the wall exists as a... read more

MarketingSherpa SEO Study: While Measurable Results Are Top Priority, Strategy Takes the Back Burner

Online Marketing

MarketingSherpa just released its eighth annual 2012 Search Marketing Benchmark Report – SEO Edition. The 202-page report, which is organized by company size, primary market, industry sector, social media use... read more

Setting Your Digital Marketing Lineup

Setting Your Digital Marketing Lineup

B2B Marketing

When you think about it, digital B2B marketing and baseball share some interesting similarities. No, we’re not suggesting you assemble a team of nine marketers to challenge the San Francisco... read more