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Lead Generation

How to Build a Marketing Fire

If you think of building a fire, what comes to mind? Likely, the first things you consider are the...

Planning a Marketing Strategy During COVID-19

Planning a successful marketing strategy can be challenging even in normal times, let alone a...

Make Your Busiest Season High-Powered

We’ve enjoyed our summer vacations, gotten the kids back to school, and settled back into a familiar work routine. It’s time for what many businesses consider their busy season: the fall, winter, and spring months when we execute on our quarterly goals, fine-tune our annual plans, and assess our progress in the new year. […]

Using marketing technology vs. being used by marketing technology

This week some of the most influential people in creative media, marketing, and advertising are all gathered together in one spot—Cannes—for the annual Cannes Lions festival. And just like every year, luminaries in the marketing and design fields share insights they’ve learned while working with brands large and small. We’ve been keeping an eye on […]

Q&A: David Maldonado on Lead Generation Principles

For any sales or outreach strategy to work effectively, companies need a core base of solid leads. As a member of the development team at Cardwell Beach, I’ve implemented lead generation plans across the web. I sat down with Matt Hansen to talk about best practices for generating quality leads that can make a difference […]

Innovation is Building a Business Around the Customers No One Wants

Business people in technology hear the term constantly… but what is disruptive innovation really? It’s easy to glorify the term innovation, and the term “disrupt” has clearly become a buzzword. But at the heart of the matter is some really great scientific theory that can help new companies and existing companies alike to capture market share […]

Framing things in the language of your prospects

Isn’t it nice when someone in another time zone does the conversion for you? How about when someone gets you a really thoughtful gift? In both situations another person is empathizing with your situation. Despite being done infrequently, this is ALWAYS received well. Brands are even worse than we are as individuals at empathizing with others because […]

Shifting Resources from Sales to Marketing (Gradually)

I constantly see this situation with our potential customers. They have a successful sales organization, their business comes from referrals, and they fear that if they take their eye off the ball for one moment, the whole thing will come crashing down. It’s a valid fear—one I empathize with deeply. At a certain point it […]

Everyone is Hiding Behind "the Definition of Sales Enablement"

Why isn’t more sales enablement happening? I see groups on LinkedIn with 10,000+ members devoted to talking about it. Every client, technology vendor and consultant agrees that sales enablement is a great idea. Over 1800 people attended Forrester’s Sales Enablement Forum and sat through Scott Santucci’s “State of the Union” style address on sales enablement. But literally not […]

Anti-Marketing Machismo

A perplexing attitude drives a subset of B2B business leaders who compete to see who can spend the least on marketing. The idea is they will pour 110% of their efforts into selling, and ignore marketing completely. One-dimensional optimization never works. Let me explain. I took my now-fiancee to an amusement park several years ago. […]

The Ideal Way to Set Up a CRM

There are multiple stakeholders who need to get value from your CRM system. First, management needs visibility into the sales pipeline. Next, sales teams need to know how close their buyer is to making a purchase, and what they can do to get prospects to the finish line. Third, marketing needs a way to understand […]