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 [...]
Can I Have Some B2B Sales Remedy?
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 remedy for this past kind of week? I think we’re [...]
HubSpot Data and Holiday Blues
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 slide into the second half of Q4 2020, are you [...]
The Changing SDR Role
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 me against the world. At least that's how I feel sometimes [...]
Where is the Money Tree?
"Money don't grow on trees," says the song lyric. That means there is plenty of work for us marketing and sales types! It's Q4 so we can't slow down. Have a listen to this as [...]
B2B Innovations
Do you remember the scene in Back to the Future where Marty McFly travels back in time and visits his father (as a teenager), waking him up in the middle of the night? He's dressed [...]
The B2B Search for Meaning
Have you ever watched squirrels this time of year? They gather nuts, frantically running around trying to find places to bury them, then start over. I can relate. As B2B marketers we constantly gather data, [...]
B2B Sales Operations and Q4
Does life seem a blur to you right now? The leaves outside my window are starting to change colour and we're all about to go into Q4 of one of the strangest years ever! "Song [...]
Increase Your Customer Experience
I can still remember the first time I heard Eddie Van Halen. As a guitar player, I had no idea what I was listening to! But hearing that opening of "Runnin' With the Devil"... I [...]
Wake Up! Summer is Over
It’s the middle of September and summer has come and passed. Are you back into the frantic chaos as Q4 approaches? I’m feeling a bit nostalgic for the warm sunshine, and just want to close [...]
What is Account-Based Marketing? Everyone’s Doing It
Introducing the upside down funnel! It seems that lead-based marketing is a fish out of water and it’s just flopping around waiting to die. Okay, well... maybe it’s still good for some uses. With 89.5% [...]
Unlock B2B Purchase Decisions for Increased Sales
It’s Labor Day and I hope you are enjoying some leisure time before getting back into the fray. Some people welcome September and change, while others dread it. Which camp are you in? It’s tough [...]
Getting B2B Sales Off Hold
We are dangerously close to Labor Day! With schools re-opening, the economy rebounding – are you feeling optimistic? I sometimes wish the summer would last forever – but the renewed energy and focus associated with [...]
Sales Emails vs Sales Calls
Can you believe August is almost over? I hope you’ve had a chance to get away (even if you couldn’t fly away) and enjoy this summer – I doubt it’s one any of us will [...]
Times Like These Need Leads!
With the social distancing, and (at times) forced solitude, have you learned something new or rekindled a previous interest? I have a guitar hanging in my office and there are times when a little ‘noodling’ [...]
Avoid the B2B Summer Burn
Who doesn’t love a good summer vacation? Do you measure it by the warm weather, time spent outdoors, or reading that novel? As marketers we sometimes feel that tension of trying to keep things moving [...]
In the Eye of a Hurricane
Ever felt like you’re in the eye of a hurricane? With the conflicting opinions swirling around reopening, the pressure for companies to recover, and the stock market seemingly spinning in circles, it feels like the [...]
Avoid Demand Generation Summer Vacations
Don’t let your demand generation take a summer vacation! One of my clients made an interesting request the other day – they asked if we could increase our marketing and demand generation efforts for them [...]
B2B Macro Shifts Underway
What’s your current theme song? Soundgarden’s "Outshined", and the line “I've kept the movie rolling” has been a kind of motto for me through these crazy times. Makes me think back to the first Lollapalooza [...]
B2B Strategic Framework for Revenue Growth
What’s your getaway pleasure? In the summer heat, I want to be on the lake - it makes me feel insulated, safe, and at peace. As we see economic re-openings progressing (and regressing) across the [...]
Scanning the B2B Landscape
The temperature soared last week. But as a Canadian, I use up all my ‘weather complaining tokens’ during the winter. So grab a caffeinated drink and listen to this summer classic from Don Henley as [...]
Don’t Quit Now!
I admit it - I’m a fan of holidays! And yes, I was on the water this past weekend! Hope you got to take a breather too. To get you back into the B2B swing [...]
Where is Your B2B Thinking Place?
There’s something about water that I find relaxing, refreshing, and contemplative. When I need to think, sometimes I just take the boat out and stare at the water. I’ve been doing a lot of thinking [...]
Rethink the B2B Marketing Restart?
I hope you were able to take part in #MakeMusicDay on the weekend – a great cause, and we all could use a little more music in our lives right now! Is your B2B drumbeat [...]
Is The B2B Marketing Drumbeat Getting Louder?
What’s new in the B2B space this week? How are you and your teams coping with your own B2B sales and marketing ramp-up? It feels like the drumbeat is finally starting to get a bit [...]
Finding Positive B2B Marketing and Sales Signals
Its been such a busy week! I admit that I didn’t make it to the drive-in – maybe the next staff meeting? There's lots to discuss, so grab your popcorn or coffee, and let’s get [...]
The Rebirth of the Drive-in and the Pursuit of Closed Deals
Can you believe it's June already? As yet another sign of the strange times we’re living in, last week I happened to see a story from Entertainment Weekly about how a low-budget horror movie had [...]
B2B Pushing for Recovery
Maybe I’m an eternal optimist, but I really am seeing the B2B market pushing for recovery. Prior to March, B2B sales and marketing activity was at an all-time high. And luckily, it seems that businesses [...]
Finding Promise in 2020 B2B Marketing and Sales
I've been waking up early a lot lately. And this week I saw the sun rise over the water and couldn't help but think about it symbolically - the promise of a new day. As [...]
What Do B2B Marketers Do Now? (Webinar)
REGISTER NOW! Critical Success Factors for Business Recovery and Growth After the downturn, now what? Businesses are looking for insight into strategies they can implement to help them recover and ultimately grow – from concrete [...]
Snow in May and the Current Realities of B2B Sales & Marketing in 2020
It's snowing here this morning. Yup. Snow. And not just a little. Sure, it will only last for the day, but it feels like a HUGE setback. We're all looking forward to warmer weather, sunshine, [...]
Call Me After COVID
“Call Me After COVID” Sound familiar? It’s what our sales teams have been hearing for a while now….but it seems like we’re getting less of this. The economy is getting ready to kick back up [...]
Deal Volume and Sales Response Rates are Down
Here is the latest update for you – if it's valuable, please forward it to your colleagues. And please share your findings back – I’d love to hear from you! Here are some takeaways from [...]
Generating Sales Pipeline and Preserving Revenues in B2B Markets
I’ve recently witnessed some marketplace changes that I want to share with you. This past week our client teams have noticed that response rates and live conversations with B2B prospects have picked up considerably. Of [...]
Processing Change Inside Sales Organizations and Contact Data Depth
As I process everything going on these days, I find myself reflecting on past experiences as I push forward. What is the role of change now? Here are some takeaways from the past week: 1. [...]
COVID-19 Strategic Sales and Marketing Actions
I usually don’t listen to webinars ‘live’ but this one was different. As someone who helps to manage and implement webinar strategies for our clients, I rarely attend them live. I typically wait for the [...]
Webinars that Boost Sales for SAP Partners
This webinar is designed for SAP Partners. Join Rick Endrulat and Marlene Keay for ‘Webinars that Boost Sales: Virtual Causeway's Webinar Program for SAP Partners'. In this brief 12-minute webinar, learn how you can leverage [...]
What do B2B marketers do now?
What a week it’s been! I wanted to remind you that you’re not alone. As I’ve been talking to clients, partners, and vendors this week, I realized that I need to share more. I can [...]