Leader Generation

  Market research helps marketers gain insights into consumer behavior, attitudes, opinions, and preferences. But how important is it in B2B lead generation and marketing communication? Can market research help you develop more effective strategies and campaigns? Explore this topic with expert market researcher, Lauren Schmidt from the full-service marketing research and consulting company NSRC ....

Are you struggling to get leads? Are you looking for ways to improve your sales funnel? If yes, then you should definitely join us to explore the role of marketing technology in lead generation. Marketing technology has become a crucial part of every company’s strategy. From CRM software and email marketing platforms to analytics and automation tools, technology plays a vital role in improving the...

  Salespeople have long been considered the face of a company. They sell products or services, negotiate deals and close the sale. In recent years, however, companies have begun replacing salespeople with marketers. Today, marketing is often seen as the primary way to generate leads and increase sales. As a result, companies are investing heavily in marketing departments. And they’re also hiring m...

  Episode Description: Marketing is a science. And now, thanks to advances in cognitive science, marketers can harness the power of human psychology to influence consumer behavior. What is cognitive marketing? What are its benefits? How does it differ from other types of marketing? Learn all this and more during an interview with Sandeep Dayal, seasoned marketing and strategy leader. He shares how...

  Leadership is a critical skill for anyone working in marketing today. If you don't have strong leadership skills, you won't be able to manage your team effectively. And if you aren't managing your team well, you won't be successful at growing your business. Female marketers, however, face many unique obstacles when trying to achieve success in their careers. From equal treatment and advocating o...

Personal branding is a powerful tool for marketers and salespeople to attract business. The challenge is that it takes time and effort to build a strong digital presence.  Explore how you can identify and create your own authentic digital brand with Madeline Fetterly.  She’ll share tips on how to harness your passion and expertise. Plus, how to leverage your online presence to gain a steady stream...

Content plays an important role in generating, nurturing, and converting leads. However, many marketers struggle with creating messaging that resonates with people and drives results.  Join us as we explore language personalization using artificial intelligence and machine learning solutions. And rest assured, you don’t need to be a data scientist or have vast automation expertise to learn and gai...

Artificial intelligence is here now, and here to stay. Marketers can use AI to automate hundreds of repetitive tasks that occur throughout the customer journey. The challenge: where to start?  This episode is your jumping-off point. You’ll learn the benefits of using AI in your marketing. Plus, how to use AI to generate leads and shorten the sales cycle for better business results. ----more---- Ab...

The CPG industry is rapidly changing. Retailers are faced with ongoing challenges, from changing shopper behaviors and labor shortages to supply chain disruptions and beyond. In his conversation with Tessa Burg , guest Will Salcido shares how we can “win” in the evolving CPG landscape by combining data with storytelling. Hear about what data is important to retail buyers, common stories that sell,...

Your prospects may be looking for a solution to a problem that your company can solve. But they’re not contacting your salespeople for help. They’re searching for answers, reading content and comparing options online.   Mike Farrell joins us to talk about intent data—buying signals that show which prospects are actively looking for potential solutions. Hear how you can use intent data to reach hig...

Before the pandemic, B2B customer engagement typically happened in person during sales calls, meetings, trade shows, demos, and more. With the shift to virtual communication, B2B companies must think about how to engage with customers and improve their experience online. In this episode, we’ll hear about the importance of communities from Mark Donnigan, an expert in marketing for startups. We’ll t...

How have customer expectations evolved in the food and grocery industry? What role do digital and e-commerce play in the selection and purchase process? We’ll explore these questions and more with Jay Scherger, the Director of Ecommerce Accelerator at Kroger. After this episode, you’ll have a better understanding of how we—as B2C, B2C, B2C2B and B2B digital marketers—can make shopping an easier an...

As sophisticated B2B digital marketers, we’re tracking, measuring, and making more data-driven decisions than ever before. So how are we doing? Most of us have a reporting dashboard (or several) to visualize KPIs. But are you receiving actionable data?  Dave Hurt, CEO, and Co-Founder of the Verb Data experience platform, helps us better understand how to get more out of our reporting dashboards. L...

In this episode, we explore the impact that IoT and AI-powered solutions have on manufacturing and industrial businesses. Learn how B2B marketers can introduce new revenue streams, get closer to their customers and deliver self-directed experiences that delight and retain customers.   ----more---- About Eric Ehlers: Eric Ehlers is the Director of Manufacturing/Industrial Solutions at ServiceNow ....

B2B companies tend to separate “brand” and “digital” and two independent functions. Our guest, Kip Botirius, has deep experience in both brand development and digital marketing for consumer and commercial businesses. Today, we’ll explore the role of a strong B2B brand and the impact it has on creating effective digital marketing experiences that generate leads and convert them into customers.   --...

People, process, data and technology all play critical roles in B2B lead generation. But how well is your managing and optimizing performance in these areas? Dan Lukens explains how a Marketing Operations Manager adds value to an organization by keeping these functions focused on marketing and sales strategy. Plus, adapting them to changing conditions so your marketing is most effective. ----more-...

2020 made all of us B2B marketers and leaders more dependent on eCommerce and doing business online. As B2B continues its evolution—looking more and more like B2C—there are some important standards we need to be aware of regarding accessibility. Guest Ryan Boog helps us better understand ADA Compliance, and explore the value of accessible websites and apps.  ----more----   About Ryan Boog: Ryan Bo...

The eventual death of third-party cookies and the impact on lead generation has been a hot topic in our industry for quite some time. But now the end is here.  Digital Marketers are already seeing disruptions in campaigns running on third-party websites and social media properties. Not to mention, in the data we’re accustomed to receiving from Google.   So what’s next? How do we deliver quality ta...

B2B companies have 42%-82% customer churn. As our world begins to return to “normal,” we can take tactics used to sustain customers during the worst of the pandemic and leverage them for growth.  The cancelation of live in-person events—including trade shows, sales demos, and conferences—spurred a new era of live-streaming. This episode explores how B2B companies can use that technology to build c...

From thought leadership to engagement, there are many benefits of content marketing. But does the value justify the cost of creation and distribution for your B2B company? Tessa Burg shares how to measure your content’s contribution to lead generation. What metrics and KPIs you should look at. Technology and tools that can help you gather data. And most importantly, how to use the data to prove th...

Early in 2021, our quest is to provide sales teams with new opportunities to meaningfully engage with prospects and customers. Is hosting your own live virtual event the best way to do that?   Our guest, Fred Andersky, will share how his company transformed traditional in-person demos into virtual events. The remote experiences attracted two years-worth of attendees and engaged both customers and...

Scott Brinker is back with Tessa and talks more about the tech emerging right inside our existing marketing technology stacks. Learn how it empowers marketers to start testing data and putting it to work in new ways. Plus, hear how you can use martech to generate leads, bring joy to prospects, and fuel B2B growth in 2021.   In our last episode of the Lead(er) Generation, guest Scott Brinker got us...

If 2020 felt like drinking from a firehose, then this episode is the zen you need to recenter on your purpose as a marketer. Guest Scott Brinker joins us to discuss how B2B marketing leaders can evaluate and select the best tech to complement existing CRM, CMS and marketing automation systems to elevate their brain space out of execution.     We’ll need marketers’ experience and passion for data i...

Lead generation is one of the most critical components of B2B growth. Historically, B2B marketers have captured leads at trade shows for their customer relationship management (CRM) systems. Due to the pandemic, in-person trade shows are no longer a lead generation option. That’s why many B2B marketers have begun to explore virtual trade shows and events—with mixed results. Guest Nicole Mahoney is...

Nicole Fidler is a Digital Marketing Specialist at Hyland Software, which sells enterprise software around the world. In this episode, Nicole shares how she takes winning user experience and digital marketing tactics and customizes them for different markets. Hear what works, what’s changing and the trends that impact how today’s digital marketers promote products and services globally. ----more--...