Reporting From the Front Lines of B2B Lead Generation Success.

Real case studies, strategies, and tips for generating more business leads.


How to Find Areas for Improvement in Your Sales Funnel

Your sales funnel can be as simple or complex as you want it. Software companies...I'm looking at you! But, it gets awfully tricky to manage and test your sales funnel for max conversions. Use these tips to make that happen: 1. Completely Blow Up Your Prospect's Assumptions Every business, industry, or niche, has a standard way [...]

What Makes a Landing Page a “Landing Page?”

I get clients all the time who show me their "landing pages." Though well-intentioned, they misunderstand what actually makes a "landing page" exactly that. It's important to know what a landing page is precisely because it affects your conversions. When you make a page to be a "landing page," that changes how you design yours [...]

Is LinkedIn Still a Great Source of Leads in 2016 and 2017?

If you spend any time on LinkedIn these days, I'm sure you've seen complaints. Some people get a little jaded with the social network. They get dating requests, posts about people's personal lives, or political rants. They threaten to leave the social network, or say they complain to LinkedIn customer service. And, they claim to [...]

Email Marketing: What Causes People to Stop, Click, and Read?

Did you know the Direct Marketing Association quotes email marketing has a ROI of 3800%? That number was for 2015. A couple years earlier they found it to be 4300%. Email marketing's catching on bigtime. So much so that the 2016 Email Marketing Insights Study found 86.7% of businesses will boost their email marketing budgets this [...]

How to Accurately Measure the ROI of Your Content

I'm not sure the debate about measuring content marketing ROI will ever end. But, you gotta do it somehow. Because, if you just push out as much content as possible without knowing what it does for you, what's the sense in that? How do you know how much to spend on content marketing? Do you [...]

Should You Panic about the Rise of Adblockers?

Adblockers like Adblock Plus have skyrocketed in popularity recently. And that's sending a shiver down the spines of many online advertisers. Now, to thwart their effects, websites like Forbes force you to whitelist their website so you can actually visit. What about a smaller company like yours? Should you be overly concerned about Adblockers? The [...]

A 5-Minute Guide to B2B Content Marketing Success

Did you know just 32% of B2B content marketers have a documented strategy? Doesn't it sound strange that something like this would happen so frequently in business, of all places? That data comes from Content Marketing Institute's 2016 Benchmarks, Budgets, and Trends report. It may explain why only 30% of B2B companies rate themselves as "effective" [...]

3 Content Engagement Metrics You Can’t Ignore

You've heard about "vanity metrics," haven't you? For example, the number of social media followers you have. But followers don't do you any good if they don't convert into leads. What really matters is if those social media followers are part of your target market. With content and engagement, you have the same issue. Some [...]

What Makes a Blog Post Stand Out in 2016?

Get this: more than 4 million blog posts get written daily. Check out this link at Worldometers to see the live count. Feel free to stay up 'till midnight to see the total count and let me know what the precise number is... You know a ton of content's out there. It's called "content saturation." [...]

Great Marketing Focuses on THIS, Not Features or Benefits

What makes one marketing approach drive a business through the roof, while another just sputters along? There's dozens of factors. In this case, consider just that - your approach. How does most of your marketing go? Do you start talking about your company, product, service, features, or benefits right away? Don't prospects need to know [...]