Thriving in a Sales Wasteland
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! This time of year can be tough for business. Many take vacations [...]
Bring Those Leads over the Finish Line!
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! What's the most you've ever paid for a concert ticket? An informal [...]
Go Back to Your Sales Basics
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Do you remember when…? Many conversations start this way – especially when [...]
The Balancing Act of Price Increase Campaigns
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! In music, counterpoint is when two or more musical lines complement each [...]
Demand Increasing Rapidly? Don’t Panic!
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! I've spent some time over the past week staring at the lake [...]
Back to the ’90s – B2Bs and CDs
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! I like to people watch. And this time of year I find [...]
B2B Influencers: Your Third-Party Horn Tooter
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! It seems like I spend an inordinate amount of time doing yard [...]
Act Now – But Plan for Later
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! David Bowie once said, "Tomorrow belongs to those who can hear it [...]
Take Flight with New Marketing Channels
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! I was sitting outside at the lake on the weekend, scrolling through [...]
The Death of the MQL
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Let's all take a collective deep breath – do you feel any [...]
Facing Down the Sales Prospect Zombie Apocalypse
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Is it worth marketing to your audience when most of them are [...]
Striking a Balance with Quantity and Quality
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Quantity vs. Quality. That age-old debate. If I'd let my sales colleagues [...]
Breakups: Hard Lessons Made Easy for B2B
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! I've been on a kick since I was at #forrb2bsummit in Austin. [...]
Map Your Organization to Your Customers
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Were you at Forrester B2B Summit last week in Austin? Over 2000 [...]
The Streaming Victor, Spotify
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! I'm excited. I'm off to a conference this week and going to [...]
Just More of the Same in B2B?
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Do you ever get that feeling? Like you've been here before? Or [...]
Marketing Content Mass Production
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Things really are a team effort around here. I'm sure it's the [...]
Make Your B2B Marketing the Stuff of Legends
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! I couldn't come up with an intro this week. Not sure why, [...]
Be Content with Your Content
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Everyone needs a vacation once in a while. This week is a [...]
Be the Destination in your Buyer’s Journey
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Life has a funny way of throwing you curveballs when you least [...]
The Right Channel Partners – Trust ‘The Man Behind the Curtain’
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Take a deep breath in and lift your head to the sky... [...]
Profanity’s Professional Proliferation
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Do you ever start an email and just sit there waiting for [...]
What Matters to your Customers
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! I saw the Rolling Stones UNZIPPED exhibit earlier this year. As a [...]
Don’t Panic! MarTech Heating Up
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! A client reached out this week and asked if I could help [...]
Shedding a Light on B2B Sales Numbers
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! I can take the cold. I've lived in Canada all my life, [...]
Don’t Mix Up Lead Gen and Appointment Setting!
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Valentine's Day 2022. I'm tempted to draw on a theme of warmth [...]
The Demand Gen Drummer
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Drummers get a bad rap. How many musician jokes are about them? [...]
Data and Numbers and Stats, oh my!
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! I've been looking at a lot of data this week. Sometimes after [...]
Upheaval and Uncertainty in B2B Trends
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! The other day was one of those beautiful, clear and sunny winter [...]
The B2B Buyer’s Emotional Journey
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! What's your favourite song? Is there one that you hear and you [...]
Constant Change? Don’t just Face it – Embrace it!
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! David Bowie would have turned 75 a couple of days ago. As [...]
… and What to Look Out For in 2022
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Last week we said Good Riddance to 2021... so let's unite and [...]
One Last Look at 2021…
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Saying good-bye can be difficult. Or it can be easy. Some people [...]
The Channels Prospects Run to
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! As we all rush to the finish line of 2021, it feels [...]
The B2B Pivot and… Boy Bands?
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! I started WDBMD back in March of 2020. The plan was to share [...]
B2B Data According to the Great Reshuffle
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Congratulations on making it to December 2021! Some of us have had [...]
Thanks – Short and Sweet
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! This is a time of thanks. And in that spirit, I just [...]
Generations at Odds
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Things are looking awful c-c-cold here lately. What better way to heat [...]
B2B vs B2H vs ABM – So Many TLAs!
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Seems like there have been a lot of big anniversaries lately. Is [...]
Zeppelin Marketing Tactics for B2B
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Fifty years ago today, Led Zeppelin IV was released. Yup – I [...]
Who are Your Sources for Advice?
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Who advises you? Do you have an advisory board? Mentors? Colleagues that [...]
Lessons at Life’s Big Milestones
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! I celebrated a pretty big birthday last week. So I thought I'd [...]
Communicate the Value – Not Just the Product
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! I heard a song by AC/DC the other day. Aside from the [...]
Giving Thanks for Sales Leads
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Let's keep it light this week. I feel like things have been [...]
Is Your B2B Sales Funnel Leaking?
Do you have a lead follow-up checklist? Mistakes in your process can cost you sales and ultimately impact revenue. As someone who runs a demand agency, I can't tell you how often our team has [...]
Don’t Let Prospects Smell Your Fear
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! I was at an event recently (that's right, a live event!), and [...]
Sales and Marketing End-of-Summer Activity
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! It's been cool and rainy the last few days and it really [...]
The Secret Joys of the Intentional Typo
At Virtual Causeway, we talk a lot about the importance of having both a human and digital touch for effective sales and marketing. And honestly, what’s more human than to err? One strategy we’ve talked [...]
Avoid Regret – Invest in the Relationships that Matter Most!
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Have you ever had something or someone get under your skin – [...]
It’s a Give and Take with Prospects – but Focus on the Give
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! This time of year is always tough. For some, it's full of [...]
You CAN’T Call any Day or Night – Best Calling Times for Sales Reps
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Marketing is all about timing. The right message to the right audience [...]
You’ve Got 8 Seconds to Grab Their Attention
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Well the cat's away... and this mouse has stepped in as guest [...]
Dealing With Those Pesky Cancellations
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Summer mornings at the lake can be very peaceful... the sounds of [...]
The Mixtape Path to Success
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Last week was Leo Fender's birthday (he would have been 112!). He's [...]
Bands and Concerts: Your Unlikely Sources for Lessons in B2B
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Sometimes we need to keep it simple. It's August. It's summer. I [...]
Undo the Summer Slump
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Slumps suck. We can get into them in any aspect of our [...]
Wants and Needs and Timelines
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! We've all wanted something we can't have. Or maybe needed someone that [...]
Does Digital Audio Impact Your ICP?
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! A close friend of mine always tells me not to overthink things. [...]
Martech Trends at the Halfway Point
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Sometimes I feel a bit stir-crazy at this time of year. So [...]
Lose the Vacation Guilt
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! It's summer, and it's July 5. I know you're not around. Maybe [...]
Building a Memorable Experience
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! When you think of sales, what do you think of: Herb Tarlek [...]
Step Into Your Buyer’s Shoes
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! It's official – summer is here! Things are opening up, we're seeing B2B [...]
Social Media: the Name of the Game
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! What keeps you up at night? Do you ever wake with your [...]
The Return of the B2B Event
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! What's that saying – "a watched pot never boils?" As a marketer, [...]
Digital Media Trends
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! The countdown is on. As we approach the end of Q2, how [...]
Get Ready for the New B2B Revenue Waterfall!
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! As we approach summer, water becomes a big part of our lives. [...]
The Dangers of Faking Success
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! You may ask yourself, “Where has the year gone?” We’re already halfway [...]
Outsourcing – The Cover Band of Business?
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! There are some bands where I vividly remember the first time I [...]
Marketing Investments in 2021
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! How is your 2021 stacking up? This time of year tends to [...]
Reputation and Repetition
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! What’s that saying – ‘You only get one chance to make a [...]
The Art of Letting People Think You Suck
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! We’ve passed a few annual milestones recently – spring’s arrival, the end [...]
A Blog Post about Blogs Posts
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Spring has arrived, the weather is warming, and we continue to look [...]
Buying Signals and Intent Data
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! It's over. Q1 2021. Done. Can you believe it? As always, the [...]
Cultivating Your Leads Garden
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Spring is officially here! Maybe you're the same as me – the rain [...]
The Demand Gen Moving Target
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Do you have a favourite song? Maybe not one, but songs that [...]
The Cost of the Data Retrofit
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! My team threw down a challenge for me this week. They asked [...]
Overcoming Bad Data
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! We're all busy. But how busy are we... really? Are we moving [...]
The Bright Future of ABM
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Happy March 1! We're in that weird in-between time as we feel [...]
Audience Growth and Trigger Cities
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Ever feel like you're surrounded by predators, always fighting for every little [...]
Spanning the Chasm
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! What were you doing 40 years ago (if you were even alive)? [...]
Human and Digital for Customer Experience
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! It was Groundhog Day last week. Many would argue that we’ve been [...]
Aligning Sales and Marketing
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Monday mornings can be challenging at the best of times. Cranking this [...]
Growing Revenue with New Streams
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! It seems like 2021 is turning into the year of looking forward [...]
Six Tips to Become a More Effective Salesperson
I hate to admit this, but I've been in sales for more than 20 years. It can sometimes feel like you're on a rollercoaster ride! I see many sales "professionals" not putting in the effort [...]
Adapting to Shorter Attention Spans
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Do you ever feel like you’re on a different planet? Walking through [...]
6 Steps to Market Your Experts and Boost Your Brand Awareness
As I coach management teams and executives, I realize that sometimes their personal brand gets lost as they enable the success of others. Brand management extends beyond just the product. Never forget – YOU are [...]
Marketing Trend Predictions for 2021
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! We’re already two weeks into the first quarter of the new year! [...]
Lead Generation Channels
Lead generation is one of the most important aspects of business development. It helps build your brand, gain awareness and most importantly, gets you that much closer to closing deals. With the rise of tools [...]
What You Can Expect in 2021
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Could there be more excitement about welcoming 2021? B2B sales and marketing [...]
Don’t Mix Up Your Leads and Deals
Leads vs. Deals – truly a B2B marketer's word jumble. I originally posted about this way back in 2015, but I find I am still having this conversation on a weekly basis with clients – so [...]
The Year’s Roundup – with a Soundtrack
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Finally! The holidays are here – let's give a big cheer to [...]
Be the King (or Queen) of the CASL
We have all encountered spam at some point or another while scrolling through the web or sifting through our email inboxes. Some people – and even some software – are really great at identifying it and dealing [...]
A B2B Nutcracker
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! In the holiday spirit I have a creative take for you on [...]
My Experiences with Gatekeepers
The gatekeeper – friend or foe? I'm asked about this every day by our inside team or are clients! The gatekeeper can be your best friend. I'm here to tell you how you can turn [...]
Prepping Your Marketing Strategy for the New Year
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! How does it feel? 2020 has often felt like a complete unknown, [...]
Succeeding in a Startup in 11 Easy Steps
Startups can be exciting, and stressful! I love the energy of starting something new, whether it's an internal initiative – like building a centralized team to service the organization – or starting a completely new [...]
Lessons in B2B Growth
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Congratulations, you've made it to December 2020! I hope your organization has [...]
Planning for the new year… focus!
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! Sometimes I wonder where November went. With year-end rushing toward us, it [...]
What is Your Retention Marketing Plan?
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! It snowed here this week. I won't lie... there is a part [...]
The State of Marketing Performance
What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! I've got a mental pick-me-up for you! Neuroscience has discovered the 10 [...]