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 [...]
The B2B Lead Machine Webinar
Lead machine webinar coming in hot! Join Rick Endrulat for ‘5 Simple Steps to Building an Integrated Lead Engine to Grow Sales’. In this 20-minute webinar, learn how to build your own complete targeted content [...]
4 Common B2B Marketing Misconceptions – Debunked!
When it comes to digital B2B marketing, most people immediately think of B2C and the flashy tactics used to grab the attention of prospects. Businesses have been selling to businesses for a very long time. [...]
How Do You Define a Lead?
A lead is a potential contact, individual, or organization that expresses an interest in your goods or services. Typically, the marketing department is responsible for generating these leads to pass onto the sales department to [...]
How to Succeed in a Startup in 11 Steps
@c_blazquez posted this great infographic (by Anna Vital) about startups on twitter based on Paul Graham's essay: Startups in 13 Sentences. https://twitter.com/c_blazquez/status/892327223285493761 We thought we would provide our own take on Paul’s 13 Sentences on [...]
LinkedIn Has Started Offering Video and You Should Be Very Excited!
Long after all the other social media giants have adopted video sharing features, LinkedIn has finally jumped on the bandwagon. The business-centric social media network will now let users take and upload videos with the [...]
A B2C Social strategy isn’t going to cut it for your B2B audience
Social media started out at as a tool to communicate and stay in touch with friends, family, and colleagues. Eventually, it became popular among business-to-consumer companies to help find and communicate with their customers. Today [...]
7 Tips to Earn Higher Quality Leads.
Sales leads are what drive your business. You probably have a bunch of them pouring in already, but are they good, quality leads? Traditional sales and marketing strategies tend to focus on casting a wide [...]
How to Be the King of CASL
We have all encountered spam at some point or another while scrolling through the web or sifting through your email inbox. Some people - and even software - are really great at identifying it and [...]
6 Tips to Become a More Effective Salesperson
Sales calls are something that many people tend to avoid. Customers can now learn everything they need to know about a product through friends, industry peers and online research. Having to listen to sales pitches [...]
Why You Don’t Need a CRM*
What would you say your most crucial selling tool is in your day-to-day business? Chances are you don’t consider Customer Relationship Management (CRM) software to be such a big deal. The reality is, along with [...]
Do You Even Snap?
Snapchat started trading on the New York Stock Exchange on March 2nd, 2017, offering 200 million shares at $17 each. By 12:00pm ET, their price had risen to $25.38 per share. That all sounds really [...]
Make Your Content Contagious With These 6 STEPPS
And hope that everyone catches it like the Flu. The Internet is bursting at the seams with content and information. It is important to stand out so you are getting the most out of your [...]
Graphic Design Tips For The Everyday Marketer
For those who have little-to-no graphic design skills. You’re in good hands because I am a pro... Not really but they tell me I’m pretty good. There has probably been a time where you had [...]
Video Will Dominate The Marketing Landscape This Year
Hop on the bandwagon, you're missing out! Last year we saw the importance of visual content, such as video, emphasized by the changes that took place across almost every major social network such as Facebook, [...]
How complacency is killing the Marketer
Overcome complacency. Achieve Marketing stardom. The biggest killer for any marketing department, marketing campaign, or marketing professional can best be described using one word — complacency. I’m guilty of it. If you’re honest with yourself, [...]
I’m hearing whispers they’re not happy with Marketing
Top 5 things you can do to stop the whispers. Any Marketer who has been on the job for more than a few months will have experienced this. Of course, most sales professionals can claim [...]
Top 5 reasons it’s not me…it’s you…said the Marketer
I’ve written about it before, and I’ll write about it again. It’s a popular discussion among us Marketers, not to mention a source of frustration. Every time I reach out to my network of respected [...]
Stop over-thinking it. Marketing is marketing.
One of the things I enjoy best about being a veteran marketer (that’s “marketing” for saying I’m old) is that I’ve had the chance to mentor and develop a lot of young marketers. It’s something [...]
What is a lead?
One of the biggest challenges I’ve ever had, as a veteran Vice President of Marketing, was getting consensus on how a lead is defined. This challenge occurred in almost every single organization I’ve ever been [...]
LIVE FROM DREAMFORCE: 3 Ways the right data improves customer engagement
The biggest challenge any revenue-generating professional will face is connecting with a customer — via email, phone, social media, or in person — and actually getting them to listen. It has become a ‘skimming’ society [...]
What you need to know about Display Campaigns
Everyday, each of us sees them, yet very few of us know much about them. I am talking about display ads (formerly called banner ads), Unlike search ads that rely on someone typing a keyword [...]
Why start blogging now?
I think of myself as someone usually on the front-end of the technology adoption curve. When I first studied Geoffrey Moore’s “Crossing the Chasm[i]” in business school, I remember completely identifying with those technology Innovators. [...]
Marketing Automation – Do I outsource or invest in my staff
As the market for marketing automation grows - platforms such as Pardot, Marketo and Eloqua help large businesses drive revenue by converting leads into customers. The marketing automation industry realized there was a market for [...]
How Little Can you Spend on a Campaign – and still get results?
Popularity and Effectiveness of Digital Marketing One of the most important aspects in marketing is content marketing. In order to have a great content marketing strategy, we have to write – and write LOTS! [...]
5 Lessons to Manage your Marketing Team
I’ve been a marketer for a long time, much of that spent as a senior executive. I’ve had large teams, small teams, and no teams. I’ve made many mistakes. I’ve even had employees come into [...]
My experience with gatekeepers
Working in sales, you are familiar with the gatekeeper. In my experience, I have learned the gatekeeper can be your best friend or your worst enemy. They will let you through to your target contact [...]
A B2B Marketer’s Word Jumble….Leads vs Deals
A B2B Marketer’s Word Jumble....Leads vs Deals What do leads and deals have in common? Well....same letters, different order? The image of a word jumble comes to mind - remember the word jumble? You would [...]
What should I blog about and does anybody care anymore
Earlier on, Rick wrote a post about WHY we are blogging - the end result - content. Blogs are everywhere! There are literally (figuratively) dogs writing blogs. Not kidding - check it out (Alfies Blog). [...]